In this week's episode, we explore the transformative role of artificial intelligence in boosting B2B selling performance. We also explore the shift in training methodologies and innovations within the sales domain, a conversation enriched by the insights of our esteemed guest, Dan Adams. With a keen focus on AI's potential, we examine how technology acts as a catalyst for revolutionizing sales preparation and effectiveness.

Dan Adams is a seasoned Aim Institute trainer specializing in B2B customer discovery techniques for Fortune 500 companies. A pioneer in integrating qualitative and quantitative methods for new product innovation, he has recently expanded his focus to the everyday voice of customer training, homing in on sales effectiveness. With a career dedicated to understanding and leveraging customer insights, Dan has successfully implemented AI tools that prepare sales teams more efficiently. His rigorous research in sales probing skills and his pragmatic approach to training make him a thought leader.

"Our new AI guide, Claire, is revolutionizing sales preparation by providing real-time coaching and feedback, thus changing our approach to training and coaching." ~Dan Adams

This Week on Innovation Talks:

·     The significance of using customer and company names in voice-of-customer (VoC) interviews to gain multiple perspectives within a business.

·     The irreplaceable value of human interviews in B2B settings for obtaining critical insights that AI might miss.

·     Utilizing AI for sales effectiveness, specifically in preparation and skills building for salespeople.

·     The introduction of Sales Prep, an AI tool that generates comprehensive reports on customer news, market trends, and common issues.

·     The challenge of onboarding new employees and technology's role in easing their transition.

·     Dan's research confirms a strong correlation between effective probing skills and sales performance, compared to traditional sales training.

·     The potential of AI-guided, asynchronous training as a cost-effective, rapid skill-building solution.

·     An independent sales prep website driven by self-motivated individuals to foster internal adoption of new methodologies.

Guest Contact Information:

Dan Adams - Aim Institute

Website: https://aiminstitute.com

LinkedIn

https://www.linkedin.com/in/danadams-aim/

Resources Mentioned:

Sales Prep AI tool: A solution for generating customer insights and preparing for sales calls.

Everyday VOC: How to turn every customer interaction into actionable insight.

AIM Institute Training Programs: B2B customer discovery and sales effectiveness training.

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