Join Ryan in part 2 of his conversation with podcaster Andy Paul as they explore the pros and cons of AI in sales. They discuss new use cases for AI and share transformative examples for revenue growth. Andy provides interesting ideas around the challenges of AI adoption, the importance of helping buyers make decisions, and the need for thoughtful application of technology in sales processes.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
AI is currently being used primarily to automate repetitive tasks, but there's untapped potential in helping buyers make decisions.
Despite technological advancements, B2B selling productivity may have decreased over the past 20-25 years due to misuse of technology.
The focus on using AI for building pipeline may be misguided; the real issue is often not knowing how to win deals and help buyers make decisions.
AI can be used to rapidly condense annual reports and customize information for more relevant first appointments with potential clients.
Many salespeople fail to understand company pressures and industry-specific problems beyond their own offerings, which AI can help address.
Thoughtfulness and curiosity are superpowers in sales, but current sales processes may be training these qualities out of sellers.
The goal of sales interactions should shift from "discovering" information to helping buyers define what they want to achieve.
High win rates are crucial for efficiency; a team with a 50% win rate needs to do significantly less selling than one with a 20% win rate.

BEST MOMENTS

"We need to have thoughtful people who are looking at the problem from the right perspective

"Pipeline is the siren song that's going to cure all for companies. That's what most folks are attracted to." 

"If we're gonna make the decision to actually sell to this person, actually bring this opportunity into our pipeline, we should win it. It's that simple." 

"Thoughtfulness is definitely a superpower. I agree with you on that, man. And I think like one, one other one that I'm seeing that's... is curiosity as well, right?"

"We're training curiosity out of our sellers and saying that this is the way they should act when really we want the opposite." 

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Join Ryan in part 2 of his conversation with podcaster Andy Paul as they explore the pros and cons of AI in sales. They discuss new use cases for AI and share transformative examples for revenue growth. Andy provides interesting ideas around the challenges of AI adoption, the importance of helping buyers make decisions, and the need for thoughtful application of technology in sales processes.
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li>AI is currently being used primarily to automate repetitive tasks, but there's untapped potential in helping buyers make decisions.</li>
<li>Despite technological advancements, B2B selling productivity may have decreased over the past 20-25 years due to misuse of technology.</li>
<li>The focus on using AI for building pipeline may be misguided; the real issue is often not knowing how to win deals and help buyers make decisions.</li>
<li>AI can be used to rapidly condense annual reports and customize information for more relevant first appointments with potential clients.</li>
<li>Many salespeople fail to understand company pressures and industry-specific problems beyond their own offerings, which AI can help address.</li>
<li>Thoughtfulness and curiosity are superpowers in sales, but current sales processes may be training these qualities out of sellers.</li>
<li>The goal of sales interactions should shift from "discovering" information to helping buyers define what they want to achieve.</li>
<li>High win rates are crucial for efficiency; a team with a 50% win rate needs to do significantly less selling than one with a 20% win rate.</li>
</ul>
BEST MOMENTS
"We need to have thoughtful people who are looking at the problem from the right perspective
"Pipeline is the siren song that's going to cure all for companies. That's what most folks are attracted to." 
"If we're gonna make the decision to actually sell to this person, actually bring this opportunity into our pipeline, we should win it. It's that simple." 
"Thoughtfulness is definitely a superpower. I agree with you on that, man. And I think like one, one other one that I'm seeing that's... is curiosity as well, right?"
"We're training curiosity out of our sellers and saying that this is the way they should act when really we want the opposite." 
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

How do you grow like a VC-backed SAAS company without taking on investors? What are the secrets that SAAS CEOs have that the rest of us don't? Do you want to create a lifestyle business, a performance business, or an empire?  How do you scale to an exit without losing your freedom?


Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best SAAS Founders, CEOs, and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.

This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Gina Bianchini (Founder of Mighty Networks and prior Co-Founder with Marc Andreessen) and Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin). This is where Scaling and Sales are made simple in 25 minutes or less.

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Sales, Business growth strategy, Founder, VP of Sales, CRO, Chief Revenue Officer, Technology, Leadership, CEO, Management, Hyper-Growth.

How do you grow like a VC-backed SAAS company without taking on investors? What are the secrets that SAAS CEOs have that the rest of us don't? Do you want to create a lifestyle business, a performance business, or an empire?  How do you scale to an exit without losing your freedom?
 Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best SAAS Founders, CEOs, and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Gina Bianchini (Founder of Mighty Networks and prior Co-Founder with Marc Andreessen) and Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin). This is where Scaling and Sales are made simple in 25 minutes or less.
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Sales, Business growth strategy, Founder, VP of Sales, CRO, Chief Revenue Officer, Technology, Leadership, CEO, Management, Hyper-Growth.

The Scale Up Show

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?  How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),  Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more
This is where Scaling and Sales are made simple in 25 minutes or less.

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? &nbsp;How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO&rsquo;s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World&rsquo;s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),&nbsp; Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less.

Beyond Pipeline: Rethinking AI's Role in Sales  | Andy Paul Part 2

Tyler Barron, CRO at Encapture joins Ryan in this episode. In this part 1 of 2 episodes, Tyler shares his journey transitioning an AI company from consulting to SaaS, focusing on FinTech solutions. They explore the challenges of demonstrating ROI in AI, adapting to market changes, and the importance of customer-driven product development.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
Transitioning from consulting to SaaS requires repositioning the company, developing repeatable processes, and building the right team.
Market listening is crucial for product development; focus on what customers are willing to spend money on, especially during economic shifts.
Demonstrating AI ROI involves quantifying problems, focusing on practical use cases, and tying solutions to tangible business outcomes.
Simplicity in execution and low-friction processes are key to the successful implementation of new systems and technologies.
Executive level sponsorship, particularly from operations leaders with P&L responsibility, is vital for AI adoption in organizations.
AI solutions don't need to be perfect. Even 50% improvements can significantly move the needle financially for businesses.
Selling AI solutions involves working on a "big math problem" with customers, making it an intellectually engaging and partnership driven process.
AI implementation often faces resistance due to a lack of comparison points; persistence and demonstrating value over time are crucial for success.

BEST MOMENTS

"We saw a lot of companies out there in our space, like really, really getting to a lot of pain around that. A  lot of our peers in FinTech have had a tough time." 

"Why does it have to be 99 percent accurate if 50 percent actually moves the needle financially." 

"The biggest thing with AI is that your unit economics improve over time one, because the AI gets smarter, but to your cost basis on a lot of these tasks can ultimately stay flat and you can pick up the efficiency." 

"Look, I'm not an AI expert, so I think I can probably give some very pragmatic answers to what I, what I see and hear, which... there's a lot of buzz and there's a lot of over promising around just AI in general, but there's also some very good quantifiable common sense use cases." 

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Tyler Barron, CRO at Encapture joins Ryan in this episode. In this part 1 of 2 episodes, Tyler shares his journey transitioning an AI company from consulting to SaaS, focusing on FinTech solutions. They explore the challenges of demonstrating ROI in AI, adapting to market changes, and the importance of customer-driven product development.
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li>Transitioning from consulting to SaaS requires repositioning the company, developing repeatable processes, and building the right team.</li>
<li>Market listening is crucial for product development; focus on what customers are willing to spend money on, especially during economic shifts.</li>
<li>Demonstrating AI ROI involves quantifying problems, focusing on practical use cases, and tying solutions to tangible business outcomes.</li>
<li>Simplicity in execution and low-friction processes are key to the successful implementation of new systems and technologies.</li>
<li>Executive level sponsorship, particularly from operations leaders with P&amp;L responsibility, is vital for AI adoption in organizations.</li>
<li>AI solutions don't need to be perfect. Even 50% improvements can significantly move the needle financially for businesses.</li>
<li>Selling AI solutions involves working on a "big math problem" with customers, making it an intellectually engaging and partnership driven process.</li>
<li>AI implementation often faces resistance due to a lack of comparison points; persistence and demonstrating value over time are crucial for success.</li>
</ul>
BEST MOMENTS
"We saw a lot of companies out there in our space, like really, really getting to a lot of pain around that. A  lot of our peers in FinTech have had a tough time." 
"Why does it have to be 99 percent accurate if 50 percent actually moves the needle financially." 
"The biggest thing with AI is that your unit economics improve over time one, because the AI gets smarter, but to your cost basis on a lot of these tasks can ultimately stay flat and you can pick up the efficiency." 
"Look, I'm not an AI expert, so I think I can probably give some very pragmatic answers to what I, what I see and hear, which... there's a lot of buzz and there's a lot of over promising around just AI in general, but there's also some very good quantifiable common sense use cases." 
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

Putting the ROI in AI - Part 1 with Tyler Barron of Encapture

Ryan is joined by fellow podcaster Andy Paul to uncover the secrets of building massive attention and growing connections in today's digital landscape. With nine years of podcasting experience and over 200k LinkedIn followers, Andy shares his knowledge on scaling attention, creating distribution, and the power of consistency.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
Consistency is crucial in podcasting. Train your audience to expect your content at regular intervals to build a loyal following.
Focus on creating high-quality, engaging content that keeps listeners coming back for more.
The size of your audience isn't as important as having the right audience. Target your content to your ideal listeners.
Prepare thoroughly for interviews and don't hesitate to challenge guests' ideas to create more engaging conversations.
Podcasting can be an excellent tool for prospecting and reaching your target audience.
Being thoughtful and developing a perspective on your circumstances can set you apart in sales and business.
Success in sales often comes down to being human-first, building relationships, and genuinely helping customers make decisions.
The key traits for success in sales are connection, curiosity, understanding, and generosity.

BEST MOMENTS

"I was inspired to start this podcast... I heard John Lee Dumas speak... And I was thinking, well, yeah, that sounds like a fun way to create content that people will find valuable." 

"Consistency, I think, is really the thing that I keep coming back to... you're trying to sort of train the audience that you are going to be there at a certain time or a certain point in time every week." 

"For me, over all the years that I've been doing this, my focus has always been, is I'm going to be as prepared as I can be overprepared for every conversation." 

"We're one person throughout our entire lives, you know, as we are in our life, we are in sales and, you know, if we show up interested in other people, if we show up and are curious about things that are important to them, we make a real effort to understand them, if we're willing to give of ourselves to help them achieve what's important to them, we'll succeed." 

"The only reason somebody talks to you as a salesperson these days is because they need your help." 

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Ryan is joined by fellow podcaster Andy Paul to uncover the secrets of building massive attention and growing connections in today's digital landscape. With nine years of podcasting experience and over 200k LinkedIn followers, Andy shares his knowledge on scaling attention, creating distribution, and the power of consistency.
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li>Consistency is crucial in podcasting. Train your audience to expect your content at regular intervals to build a loyal following.</li>
<li>Focus on creating high-quality, engaging content that keeps listeners coming back for more.</li>
<li>The size of your audience isn't as important as having the right audience. Target your content to your ideal listeners.</li>
<li>Prepare thoroughly for interviews and don't hesitate to challenge guests' ideas to create more engaging conversations.</li>
<li>Podcasting can be an excellent tool for prospecting and reaching your target audience.</li>
<li>Being thoughtful and developing a perspective on your circumstances can set you apart in sales and business.</li>
<li>Success in sales often comes down to being human-first, building relationships, and genuinely helping customers make decisions.</li>
<li>The key traits for success in sales are connection, curiosity, understanding, and generosity.</li>
</ul>
BEST MOMENTS
"I was inspired to start this podcast... I heard John Lee Dumas speak... And I was thinking, well, yeah, that sounds like a fun way to create content that people will find valuable." 
"Consistency, I think, is really the thing that I keep coming back to... you're trying to sort of train the audience that you are going to be there at a certain time or a certain point in time every week." 
"For me, over all the years that I've been doing this, my focus has always been, is I'm going to be as prepared as I can be overprepared for every conversation." 
"We're one person throughout our entire lives, you know, as we are in our life, we are in sales and, you know, if we show up interested in other people, if we show up and are curious about things that are important to them, we make a real effort to understand them, if we're willing to give of ourselves to help them achieve what's important to them, we'll succeed." 
"The only reason somebody talks to you as a salesperson these days is because they need your help." 
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

From Zero to 200K: Building a Loyal Audience Part 1 with Andy Paul

Ryan speaks to Brendan Kamm, the CEO of Thnks for the second time in this episode. Ryan and Brendan talk about his AI use cases as a CEO and discuss how Brendan leverages it to enhance his daily operations within the business and improve communication within his team. Brendan also talks about how to adapt and engage with AI to improve it and make it work for you and your business.



Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
Brendan uses AI to improve his writing, ensuring it aligns with his brand values, and engages in conversational interactions with AI models to generate ideas and gather feedback.
AI can significantly reduce time spent on non-customer-related activities, allowing salespeople to focus more on building relationships.
Creating custom AI models for your brand can help ensure consistency in communication and improve team members' ability to provide clear, detailed instructions.
Leveraging AI for sales research, such as analyzing 10K reports and industry trends, can help representatives be more prepared and in tune with their prospects' concerns and goals.
Experimenting with different AI tools and prompts can lead to more effective outputs and a deeper understanding of how to utilize these technologies for various tasks.
Uploading multiple sources to AI models like Notebook LLM allows for a comprehensive analysis of an industry, providing valuable insights for sales and strategy.
Brendan has found one of the biggest challenges in growing a business, is instilling the same level of passion and care in team members as the CEO has.

BEST MOMENTS

"I've created sort of custom bots that reflect our sort of brand values, and that's been really helpful, and I can just run it through and say, Hey, am I, you know, am I on target?" 

"If I can take all my non human interactions and make that less time consuming and less focused on the operational and the sort of behind the scenes things, I have more time to spend building relationships." 

"I'll also tell you I use a lot of explain to me like I'm five, explain to me like I'm 12. Like I'll go through the whole progression just to make sure I understand something." 

"I think you need to instill that level of care and confidence. And like, Hey, man, we're all on the same team headed in the same direction."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Ryan speaks to Brendan Kamm, the CEO of Thnks for the second time in this episode. Ryan and Brendan talk about his AI use cases as a CEO and discuss how Brendan leverages it to enhance his daily operations within the business and improve communication within his team. Brendan also talks about how to adapt and engage with AI to improve it and make it work for you and your business.
 
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li>Brendan uses AI to improve his writing, ensuring it aligns with his brand values, and engages in conversational interactions with AI models to generate ideas and gather feedback.</li>
<li>AI can significantly reduce time spent on non-customer-related activities, allowing salespeople to focus more on building relationships.</li>
<li>Creating custom AI models for your brand can help ensure consistency in communication and improve team members' ability to provide clear, detailed instructions.</li>
<li>Leveraging AI for sales research, such as analyzing 10K reports and industry trends, can help representatives be more prepared and in tune with their prospects' concerns and goals.</li>
<li>Experimenting with different AI tools and prompts can lead to more effective outputs and a deeper understanding of how to utilize these technologies for various tasks.</li>
<li>Uploading multiple sources to AI models like Notebook LLM allows for a comprehensive analysis of an industry, providing valuable insights for sales and strategy.</li>
<li>Brendan has found one of the biggest challenges in growing a business, is instilling the same level of passion and care in team members as the CEO has.</li>
</ul>
BEST MOMENTS
"I've created sort of custom bots that reflect our sort of brand values, and that's been really helpful, and I can just run it through and say, Hey, am I, you know, am I on target?" 
"If I can take all my non human interactions and make that less time consuming and less focused on the operational and the sort of behind the scenes things, I have more time to spend building relationships." 
"I'll also tell you I use a lot of explain to me like I'm five, explain to me like I'm 12. Like I'll go through the whole progression just to make sure I understand something." 
"I think you need to instill that level of care and confidence. And like, Hey, man, we're all on the same team headed in the same direction."
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

Beyond Pipeline: Rethinking AI's Role in Sales | Andy Paul Part 2

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