Chris Beall and Corey Frank take us on a nostalgic journey through the evolution of sales tech and the intriguing world of AI. They start with a blast from the past, reminiscing about a 1960s AI program called Eliza, which acted as a non-directive therapist, fooling people into thinking it was a friend. Fast forward to the present day, they question the true value of CRM systems, pondering whether they actually help make money or just keep salespeople organized.
Corey shares a road trip story of stumbling upon racks of rock salt in Alabama, sparking the idea of the right people selling the right tools. Chris passionately emphasizes that onboarding salespeople should involve engaging them in discovery meetings from day one to boost their success.
This episode encourages sales managers and CEOs to rethink their sales tech strategies, focus on revenue-generating activities, and find the perfect balance between the human touch and AI. Join us for “Rock Salt & Roll: Unraveling Sales Tech's Mystery.”
Linked from this episode:
EP9: How to Harvest Authentic Trust in your Discovery Calls
Corey Frank on LinkedIn
Chris Beall on LinkedIn
Branch 49
ConnectAndSell
EP210: Sales Targeting Beyond LinkedIn and Navigator
EP209: Your Only Product Is the Meeting
EP208: Balancing Relationships and Efficiency in AI Sales
EP207: Full-Bodied Discovery - Breathing Space for Truth
EP206: Mastering the Art of Silence How Pauses Can Improve Discovery
EP205: Finding Your Beachhead Beyond The Chasm
EP204: Confidence Beats Technique in Sales Training
EP203: AI Coaching Conversations Elicit Unfiltered Rep Feedback
EP202: Keeping Teams Future-Focused and Failure-Ready
EP201: Customers Aren’t Formulas - Navigating the Emotional Journey
EP200: Authentic Demand: Moving Past Impersonal Lead Gen
EP199: Conversational Alchemy - Transforming Sales in the Age of Cheap Outreach
EP198: Pruning the Unnecessary to Focus on Strengths
EP197: Divisional vs. Departmental - Structure for Sales Innovation
EP196: Making Seinfeld Laugh - The Sales Professional’s Aim
EP195: Humility’s on the Menu - Serving Sales Success Sashimi-style!
EP194: Decoding the One-Stop Shop Sales Tool
EP193: Thriving in Market Turbulence - Tech Tango and Global Jigs
EP192: Sales Insights Using Sailing Strategies for Business Success
EP191: Boosting Your Sales Swagger with AI As Your Backup Dancer
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