In this episode, Ryan Saley welcomes back Dan Gottlieb, VP of Sales Tech and Gen AI expert at Gartner, for a deep dive into the evolving landscape of sales technology, particularly focusing on generative AI. Building on their previous discussion, Ryan and Dan explore the differences between general-purpose large language models and niche-specific sales tools, emphasizing the importance of ease of use and integration within existing tech stacks. They discuss the challenges sales reps face in adopting new technologies and the critical role of sales leadership in leveraging data for competitive intelligence and talent development. Dan highlights the pressing need for tools that simplify administrative tasks, allowing sales teams to focus more on selling.
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KEY TAKEAWAYS
BEST MOMENTS
"I think there's more limited upside in the general purpose technologies because of how much effort a sales rep has to put into learning how to use the technology today."
"The value prop of this technology right now is time savings, a little bit of conversion benefit, but mainly time savings."
"I think a lot of folks are jumping over [administrative tasks] because they want to think about AI for conversion, conversion, conversion."
"How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business, or an empire?"
"I see some cool software that's focusing on this problem, trying to give managers in natural language suggestions for ways to help individual reps get better at their jobs."
Ryan Staley
Founder and CEO
Whale Boss