GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy

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Pete Kazanjy is a serial founder, and seasoned early shape Saas executive, advisor, and investor. He presently leads Atrium, makers of income capacity guidance package to thief organizations measurement and amended income performance. Previously, he founded TalentBin, a talent hunt motor and recruiting CRM that was acquired by Monster Worldwide successful 2014. Pete besides authored Founding Sales, a startup income handbook, and established Modern Sales, nan nation’s largest organization for income operations, leadership, and enablement. Modern Sales is an invite-only organization pinch complete 30,000 members from 10,000+ income organizations focused connected adjacent acquisition successful income operations and management.

Discussed successful this Episode:

  • The effect of zero liking complaint argumentation connected income capacity and purchaser behavior
  • The value of accountability and capacity guidance successful sales
  • The domiciled of AI successful income and imaginable risks of over-automation
  • Strategies for effective income guidance successful nan existent economical climate
  • The worth of “back to basics” approaches successful sales, including pipeline generation

Highlights:

(5:59) Analyzing nan drivers down decreased income capacity successful package companies.
(11:03) The improvement of income guidance roles and responsibilities.
(17:58) The value of accountability successful income management.
(22:32) Potential risks of AI automation successful income skills development.
(26:45) The request for rigorous capacity guidance crossed each levels of sales.
(34:35) Implementing “PG Tuesday” arsenic an effective pipeline procreation strategy.
(31:55) One point gross leaders judge to beryllium existent that Peter thinks is bull$***.
(34:26) One point that is moving for Peter successful go-to-market correct now.

Guest Speaker Links (Peter Kazanjy):
LinkedIn: https://www.linkedin.com/in/kazanjy/

Host Speaker Links (Scott Barker):
LinkedIn: https://www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

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The GTM Podcast
Features conversations pinch nan apical 1% of tech executives, VCs, and founders – nan experts who person ‘been there, done that’ to build immoderate of nan fastest-growing package companies. Every week, a impermanent joins Scott Barker to dissect their stories – revealing what worked, what didn’t, and really things really went down.

Picture of Scott Barker

Before helping recovered GTMfund, Scott spent 4 years astatine Outreach arsenic Director of Strategic Engagement. He was successful complaint of aligning cardinal relationships pinch VCs, BoDs, ecosystem partners and organization members to thrust gross and strategical initiatives crossed Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach successful 2018). Prior to Sales Hacker, he led and built outbound Business Development teams astatine Payfirma and MediaValet. Scott besides advises for a number of precocious maturation start-ups and is nan host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads each fundraising efforts and runs nan media limb of nan firm. He’s besides responsible for assessing investments, squad management, LP/community relationships and GTM support for founders.

Insider entree to nan GTM web and nan champion minds successful tech.

Insider entree to nan GTM web and nan champion minds successful tech.

GTMnow is nan media marque of GTMfund – sharing penetration connected go-to-market from moving pinch hundreds of portfolio companies backed by complete 350 of nan champion successful nan crippled executive operators who person been there, done that astatine nan world’s fastest increasing SaaS companies. GTMfund is an early-stage VC money focused connected investing successful nan astir exciting, up-and-coming B2B SaaS companies crossed nan world. The LP web consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies for illustration DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and galore more.

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