In episode 89 of Mastering Modern Selling, hosts Tom, Brandon, and guest host Kristie Jones, engage in a riveting conversation with Bill Kirst, a renowned change management expert.

The discussion dives deep into the transformative potential of AI in sales and the critical role of empathy and effective change management in leveraging this technology.

Key Takeaways:

1. The Importance of Empathy in Change Management:
   • Bill emphasizes empathy as his greatest skill set, crucial for understanding and supporting individuals through change. Empathy counters apathy and inertia, significant risks in any organization. It helps build trust, fosters relationships, and supports the human side of technological transitions​​ .
2. AI’s Role in Enhancing Sales Efficiency:
   • AI tools like Microsoft's Sales CoPilot (formerly Viva Sales) aim to free up time for sellers by automating administrative tasks. Bill shares statistics showing that sellers spend 70% of their time on non-selling activities. AI can reduce this burden, allowing sellers to focus on building relationships and strategic thinking .
3. Adapting to AI: Embracing Change:
   • AI is set to drastically change jobs, particularly in sales. It’s crucial to help individuals understand how their roles will evolve with AI rather than just focusing on how to use the technology. This change management should be 90% about adapting to new roles and 10% about the technology itself .
4. Building a Culture of Continuous Learning:
   • AI implementation should come with support for continuous learning and professional development. Sales leaders need to ensure their teams are not just using AI tools but are also enhancing their sales skills and adapting to new ways of working. This involves coaching and mentoring to fully leverage the benefits of AI .
5. The Future of Work with AI:
   • As AI becomes more integrated into our daily lives, it will teach us more about ourselves and our work. Leaders need to prepare their teams for this shift by fostering a culture of curiosity and adaptability. This includes encouraging critical thinking and reducing over-reliance on scripts and rigid processes .

Bill Kirst’s insights shed light on the transformative potential of AI in sales and the essential role of empathy and effective change management.

By focusing on human connections and continuous learning, organizations can successfully navigate the changes brought by AI.

Dive into the full episode to explore more about leveraging AI in sales and learn practical tips for effective change management.

Stay ahead in the game by understanding how to integrate these innovations into your sales strategies.

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In the latest episode of Mastering Modern Selling, Brandon Lee and Tom Burton welcome back Kristie Jones, a seasoned consultant specializing in helping early-stage startups and privately-owned companies.

Kristie's expertise in sales processes, hiring, and career strategy shines through as she shares invaluable insights on making intentional career moves. Here’s a quick recap of the episode:

1. Embrace Full-Cycle Selling:

• Kristie highlights a significant shift in the industry where full-cycle sellers are becoming the norm. These professionals are responsible for the entire sales process, from prospecting to closing. This approach ensures that salespeople are deeply engaged and accountable for their sales pipeline.

2. The Importance of Sales Processes:

• One of Kristie's key points is that often the people aren't broken, but the processes are. She emphasizes the necessity of having well-documented and effective sales processes that tie seamlessly into CRM systems. Without robust processes, even the best sales talent can struggle.

3. Leveraging Communities for Prospecting:

• Kristie introduces the idea of using communities, such as Reddit and various Slack groups, for finding and engaging with prospects. These platforms offer raw and unfiltered insights into potential customers' pain points and needs. Engaging authentically in these spaces can set sales professionals apart as trusted advisors.

4. Strategic Hiring:

• In her consulting work, Kristie often assists companies in hiring the right talent. She shares her approach to project managing the hiring process to ensure the best candidates are selected. This involves a deep understanding of both the company's needs and the candidates' strengths.

5. Overcoming Burnout and Career Missteps:

• Addressing a common issue, Kristie discusses how many sales professionals experience burnout due to poor job fit. She encourages listeners to be intentional about their career choices, ensuring they align with their strengths and career aspirations. Finding the right role can make a significant difference in job satisfaction and performance.

Kristie's insights underscore the importance of being intentional and strategic in both career and sales processes.

Sales professionals can unlock significant growth and success by embracing full-cycle selling, refining sales processes, leveraging communities for authentic engagement, hiring strategically, and aligning career moves with personal strengths.

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In this episode of Mastering Modern Selling, Tom Burton and Brandon Lee are joined by Vince Menzione, founder of Ultimate Partner and former General Manager of Partner Sales and Strategy at Microsoft.

Vince brings a wealth of experience in transforming businesses through strategic partnerships. Get ready to dive into the world of partnerships and learn how they can revolutionize your sales strategy.

1. The Evolution of Partnership Strategies:
Vince shares his journey from being a top seller in the early days of wireless computing to leading major transformations at Microsoft. He emphasizes the importance of developing a robust partnership strategy, highlighting how partnerships can drive exponential growth and success. From building influence strategies to leveraging resellers, Vince's experience underscores the critical role partnerships play in modern selling.

2. Navigating the Hyperscaler Ecosystem:
A significant focus of the discussion is on the three hyperscalers: Microsoft, Google, and Amazon. Vince explains how these tech giants have reshaped the cloud landscape, emphasizing the necessity for businesses to align with them. He discusses the massive cloud commitments these companies have and how they influence decision-making at the board level. Understanding this dynamic is crucial for businesses looking to thrive in the cloud era.

3. Building Effective Influence Strategies:
Vince delves into the importance of creating comprehensive influence strategies. He talks about the need to engage with all stakeholders in the decision-making process, not just the direct buyer. By developing relationships with various influencers and understanding their roles, businesses can better navigate complex sales cycles and ensure they are addressing all aspects of the customer's needs.

4. The Role of Modern Selling Techniques:
In the age of digital transformation, Vince highlights the shift from traditional selling methods to modern techniques. He discusses how COVID-19 accelerated digital adoption and changed buyer behavior. Today, buyers are more informed and rely heavily on digital channels. Vince stresses the importance of building trust and credibility through consistent engagement and thought leadership, particularly on platforms like LinkedIn.

5. Partnering for Success:
Vince provides actionable advice for businesses looking to partner effectively with tech giants. He emphasizes the need for partners to differentiate themselves and build a strong internal alignment around partnership goals. By showcasing success stories, maintaining clear communication, and staying agile to adapt to changing strategies, partners can position themselves as valuable allies to tech giants and drive mutual success.

This episode with Vince Menzione is a masterclass in leveraging partnerships for sales success.

Vince's insights reveal the transformative power of strategic partnerships and the importance of adapting to the evolving landscape of modern selling.

Don't miss out on these invaluable lessons.

This show is brought to you by Fist Bump.
Your prospecting partner to authentically fill your pipeline with ideal customers.