Tag: Podcast

Sales Leadership in an AI-Augmented World: Governance, Judgement, & Revenue Alignment How should sales leaders manage teams when AI agents, automation, and humans are all part of the workflow? Emanuel and I have an excellent conversation breaking down AI governance, human judgment, sales and marketing alignment, and the changing buyer journey.  We cover why and how leaders need solid guardrails that clearly define roles and hold humans and agents accountable ...

AI-Ready Leadership: What Changes When AI Joins the Team AI-ready leadership requires leaders to redesign workflows, establish clear accountability, and develop employees who can evaluate AI recommendations with sound judgment. Rick and I had a thorough discussion on how sales teams can use AI to improve decisions, adapt to changing buyer behavior, and build the human capabilities needed to lead in an AI-augmented workplace.  AI can write the follow-up, analyze the ...

The Sales Leadership Gap in the Era of AI with Kristie Jones It is always an insightful conversation with Bill as he leads the discussion with thoughtful and thought-provoking questions. I always learn something from talking to him; for example, have you heard of the new term, “presenteeism”? For this second sit down with Bill, we begin by connecting how my writing focus has changed in the last 2 years ...

AI in Sales: Why Human Judgement Matters More Than Ever Kristie joins Cory Cotten-Potter in a lively episode covering AI in sales, sales leadership, AI-augmented sales teams, and the growing importance of human judgment. She details why leaders need to move from the “cockpit” to the “control tower,” giving them the perspective to manage humans, AI agents, and sales workflows strategically. She challenges companies to experiment with AI rather than ...

The Sales Leadership Gap: Leading Humans in an AI-Augmented World with Kristie K. Jones In this episode, Joseph Frost, MBA and I speak about why leadership, not just tools, is becoming the real differentiator inside the modern C-suite.  I share insights from my new book, The Sales Leadership Gap, and explain why executives now need to manage systems made up of humans, automation, agents, and AI not just people alone.  ...

AI Is Changing Sales Leadership: The New Skills Every Sales Rep Needs with Kristie Jones AI didn’t kill the sales fundamentals. It just made everyone forget what they actually are. John and I have a detailed discussion about why the buyer now wants to talk to a human 80 to 90 percent of the way through their own research, why the post-mortem meeting needs to be replaced with a pre-call ...

The 1% Edge The sales profession is at a critical inflection point. AI agents are poised to replace entry-level SDR roles and transform entire GTM strategies. Sales leaders are going to have to develop new skill sets to thrive in a world where humans and AI agents work side by side. Carlos and I unpack a ton in this episode from why the traditional path to leadership is broken to ...

The Uncommon Leader Podcast John Gallagher and I had a most engaging conversation breaking down the most important principles of being a successful leader in today’s world – especially as AI becomes more prevalent in our day-to-day professional and personal lives. I share the primary situational interview question I ask of sales candidates to identify a true “hunter”. We cover the fact that flexibility is the key to surviving the ...