Sell Smarter. Sell Faster‪.‬ Dani Buckley, LeadG2

In this episode, we’re exploring the ever-changing role of AI in content creation. Are the current capabilities of AI tools all that they are cracked up to be? Is AI a boon to the content creation industry or a disruptor? Will ChatGPT replace us all?!  
Joining Dani to break it all down is Megan Skalbeck, Head of AI Projects at Verblio. 

Megan brings so many amazing points to the table, like: 
How AI tools, while far from perfect, are capable of performing truly incredible tasks Why you should keep a watchful eye for factual inaccuracies when using tools like ChatGPT – Spoiler alert: these programs can speak a little too confidently about wrong information  And finally, why content creators shouldn’t be treating AI as a silver bullet for their every task or, conversely, grabbing their pitchforks in defiance Links:

Megan Skalbeck:
linkedin.com/in/megan-skalbeck-75251466/

The Best AI Detection Tools of 2023 - Or, When the Turing Test Won't Cut It:
verblio.com/blog/ai-detection-tools

Dani Buckley:
linkedin.com/in/daniobuckley/

LeadG2:
leadg2.thecenterforsalesstrategy.com/

TIMESTAMPS:
(02:53) Megan's experience and background with AI
(05:45) When you think about what AI is actually doing and what it's capable of, it is incredible
(07:35) You should be playing around with and testing new AI tools, but keep humans in the loop
(11:24) One of the biggest risks is the factual accuracy
(12:45) AI is that it is not capable of generating novel, original thinking
(14:42) The biggest general mistake is treating AI as either a silver bullet or condemning it outright
(17:38) If AI is using information intelligence, data and content on the internet, at what point do we know that what these tools are producing isn't regurgitated AI content that may be incorrect?
(19:22) People are slapping AI on everything nowadays

Episode 26: Just as we all have had to adjust to hybrid and remote work environments over the past few years, so too have sales organizations had to adjust their strategies for virtual spaces. In this episode, we’re discussing the ever-increasing shift to virtual sales and how sales managers and salespeople should alter their approach accordingly.  
Joining Dani is Lori Richardson. Lori is an author, speaker, and podcast host as well as the CEO, and Founder of Score More Sales, a nimble, award-winning sales enablement firm that helps mid-sized technology, distribution, and services companies grow front-line revenues in quick and focused ways. She hosts the podcast, Conversations with Women in Sales, which features women in sales who share practical advice for advancing one’s sales career.  
Together, Dani and Lori cover the continual shift to virtual sales in a few key areas, such as: 
Why adapting to virtual sales has been so hard for so many How everyone needs coaching. No matter how long they’ve been in sales. And finally, how truly knowing the individuals on your sales team, and what motivates them, can be the secret sauce for sustained success and fulfillment CONNECT:

LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/
 
Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/
About: leadg2.thecenterforsalesstrategy.com/dani-buckley
 
Shaye Smith:
LinkedIn: linkedin.com/in/shayesmith/
About: leadg2.thecenterforsalesstrategy.com/shaye-smith

Lori Richardson:
LinkedIn: linkedin.com/in/scoremoresales/

TIMESTAMPS:
(02:31) Why has the continual shift to virtual sales been so hard for so many?
(04:35) There are two different types of folks
(06:23) Confusion around "sales enablement"
(10:31) The importance of good leadership
(11:34) "Everybody needs coaching. I don't care how senior they are."
(15:07) We still have less women at every level in professional selling
(16:57) Look for traits (not personality) when looking for sales talent
(17:53) Know the individuals on your team and know what motivates them

Episode 25: In this episode, we are breaking down how a Content Velocity strategy can be a boon to your inbound marketing and sales enablement efforts. Developing a solid content strategy is one thing, implementing it is another. How can you ensure that you’re producing enough content to be relevant in the eyes of your ideal customer, much less the likes of Google?  


Joining Dani, is Chris Tweten. Chris is the CMO at Spacebar Collective, a white hat SEO and content production agency based in Vancouver, Canada. 


Together, Dani and Chris break down Content Velocity in a few key areas: 


First, what is Content Velocity?  Then, how Content Velocity impacts your SEO performance And finally, striking the “New Content Sweet Spot.” How often should you be publishing fresh content? CONNECT:

LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/
 
Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/
About: leadg2.thecenterforsalesstrategy.com/dani-buckley
 
Shaye Smith:
LinkedIn: linkedin.com/in/shayesmith/
About: leadg2.thecenterforsalesstrategy.com/shaye-smith

Chris Tweten:
LinkedIn: linkedin.com/in/ctwtn/
Website: spacebarcollective.com/

TIMESTAMPS:
(02:05) What is content velocity?
(03:20) The impact of content velocity on SEO
(04:58) Never sacrifice quality for velocity
(06:18) Can you publish too much content too quickly?
(07:47) 30 blogs is a good baseline
(09:14) Consistency isn't necessarily key
(10:25) Tips for getting started
(11:15) Final Thoughts

Episode 24: While many may have been forced to adapt to remote and hybrid work a couple of years ago, it’s clearer now than ever that digital workplaces are here to stay. In this episode, we are talking about the hybrid work environment and how so many companies are continuing to adjust to workspaces in the digital sphere.  
Joining Dani, is Beth Sunshine. Beth is the SVP/Partner at Up Your Culture, an Employee Engagement and Company Culture Firm. There, she helps clients reduce regrettable turnover, increase productivity and retain key customers all through engaging their employees. 
Together, Dani and Beth discuss the continued adjustment to hybrid work in a few key areas: 
The current trends emerging from continued hybrid/remote work Pro’s and Con’s of hybrid work for leadership to be aware of How to accommodate different roles and personalities in a hybrid model CONNECT:

LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/
 
Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/
About: leadg2.thecenterforsalesstrategy.com/dani-buckley
 
Shaye Smith:
LinkedIn: linkedin.com/in/shayesmith/
About: leadg2.thecenterforsalesstrategy.com/shaye-smith

Beth Sunshine:
LinkedIn: linkedin.com/in/bethsunshine/
About: thecenterforsalesstrategy.com/beth-sunshine

TIMESTAMPS:
(02:37) Hybrid is here to stay
(04:27) The Pros of Hybrid
(08:47) The Cons of Hybrid
(11:40) Mind-blowing new finding
(15:31) Employee Engagement = Your Company Campfire
(17:20) If you're not intentional, hybrid can impact your engagement
(19:08) There are a lot of disengaged employees in the workforce
(22:06) How do you ensure hybrid is a good fit for different types of employees?
(24:34) If we're going to bring sellers back to the office, there needs to be something there that they can't get [at home]
(25:22) Have a plan

Episode 23: In this episode, we are discussing all things Account Based Marketing (AKA? ABM). Often, sales and marketing are each toiling away in their own departments, siloed off from one another while performing their day-to-day duties. Well, with today’s topic those two departments will be working together that much more. Because ABM sees marketing and sales collaborating in order to target specific, high value accounts.  
And who better to help break down ABM than one of the leaders from Rollworks, a top Account Based Marketing platform for B2B marketing and sales? Joining Dani, is Shawn Cook. Shawn is VP of New Business Sales at RollWorks and has 25 years experience leading high-performance sales teams, with 15 years in Martech at companies like Vocus/Cision, Eloqua/Oracle, TrackMaven/Skyword and Triblio. Shawn is known to create his own words like “Compelevant” (a combination of compelling and relevant) or “Humblonfident” (a combination of being humble first but always confident). Although he is a VP of Sales, Shawn doesn't really believe in “selling” in the traditional sense, but rather in facilitating buying processes and helping buyers to determine whether or not they should be in a buying process.  

Together, Dani and Shawn break down ABM in a few key areas: 
How Shawn defines ABM (Spoiler alert: it’s “quirky”) What companies are a good fit for ABM and what criteria to look at when making that decision Tips for pairing Inbound Marketing and lead generation with ABM CONNECT:

LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/
 
Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/
About: leadg2.thecenterforsalesstrategy.com/dani-buckley
 
Shaye Smith:
LinkedIn: linkedin.com/in/shayesmith/
About: leadg2.thecenterforsalesstrategy.com/shaye-smith

Shawn Cook:
LinkedIn: linkedin.com/in/shawnsationalcso/
RollWorks: rollworks.com/

TIMESTAMPS:
(03:21) "QERC"
(04:22) You're not trying to boil the ocean
(06:35) Benefits of ABM
(07:54) Sales should be just as digital as everything else
(09:40) 10 times more efficient without 10 times the budget
(11:14) If you have a Target account list, you're ready for ABM
(14:11) What would you say to those considering ABM?
(16:41) RollWorks
(22:04) "Compellevant"

Episode 22: It’s well known that marketers and salespeople often have a hard time understanding each other’s world. So today, we’ll be discussing the ways in which CRM’s have the ability to bring both teams together so that everyone is operating on the same page.  
Joining Dani, is Ali Schwanke. Ali is the founder and CEO of Simple Strat, a Diamond HubSpot Solutions Partner that helps companies accelerate their growth through technology and content marketing. She's also the host of the popular YouTube series HubSpot Hacks, a channel focused on helping companies get the most out of HubSpot, growing to over 14,000 subscribers and  1 million video views in 2 short years.

Together, Dani and Ali break it all down in a few key areas: 
The top ways that HubSpot equips people for sales Who should be creating content for sales? And lastly, what would Ali say to a sales team not currently using a CRM? CONNECT:

LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/
 
Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/
About: leadg2.thecenterforsalesstrategy.com/dani-buckley
 
Shaye Smith:
LinkedIn: linkedin.com/in/shayesmith/
About: leadg2.thecenterforsalesstrategy.com/shaye-smith

Ali Schwanke:
LinkedIn: linkedin.com/in/alischwanke/
Simple Strat: simplestrat.com/
HubSpot Hacks: youtube.com/c/HubSpotHacks

TIMESTAMPS:
(02:21) Marketers have a challenge understanding the sales side of the world and vice versa
(03:36) HubSpot helps bridge marketing and sales teams together
(06:30) Demand Generation Vs. Lead Generation
(07:47) Don't become overwhelmed by all of the content that you could have. Start somewhere
(09:17) Marketers should sit in on sales meetings
(11:29) Sales technology as a house party analogy
(14:47) What are some key criteria you think leaders should be thinking about when deciding what is the best CRM for their organization?
(16:47) People want to trust people before trusting a company