AI Innovation

Alex McNaughten continues his visit with Chris to share psychological insights that challenge traditional sales training. As an AI entrepreneur, Alex emphasizes confidence should be the priority when onboarding salespeople, not technique. He advocates first building enough confidence just to "pick up the phone” and draws parallels between sales and coaching - both guide people through "the emotional journey to consider something new." Alex tells his story about overcoming fear in sales and boxing, noting most training overlooks the emotional side. He concludes that "so much sales training, particularly cold calling, is wrong or missing" these emotional components.
Alex’s perspective as an AI builder brings a unique view on honing the emotional skills crucial for sales success. He advocates pushing sales leaders to transform training to address confidence and psychology first. Join them for this episode, “Confidence Beats Technique in Sales Training.”
Links from this episode:
Grw.aiBranch49ConnectAndSell
Alex McNaughten on LinkedInCorey Frank on LinkedInChris Beall on LinkedIn
 
Full episode transcript below:

The guys are tackling the big question on every sales manager's mind: Could AI replace me? With wisdom and reassurance, Corey and Chris explore the power of Taylor, an AI sales coach created by grw.ai CEO Alex McNaughten. Taylor provides a judgment-free space for reps to vent frustrations and surface red flags managers miss. As Chris explains, Taylor's conversational skills elicit "confessions" from reps. And for managers worried an AI could do their job better, Alex gently says: "The goal here is to make leaders better...not replace them." So breathe easy sales managers, and get ready to be 10-50X more effective. With the power of AI augmentation Sales Managers will be unstoppable. Join us for this episode, AI Coaching Conversations Elicit Unfiltered Rep Feedback.
About Our Guest:
Alex McNaughten - CEO/Founder - Grw.ai
With a background in B2B sales for both Kiwi startups and US tech giants, Alex is passionate about increasing the level of professionalism & performance in B2B selling globally. Prior to Apprento, through his advisory firm, he trained hundreds of founders, executives and sales professionals and worked across over 130+ ANZ businesses from pre-revenue startups like SafeStack Academy, to growth companies like Rocos to large multinationals like Vodafone, helping them to reduce their sales costs, speed sales cycles, maximize win rates, build out teams, expand into new markets and ultimately generate $10s of millions in new revenues.
Links from this episode:
Grw.aiBranch49ConnectAndSell
Alex McNaughten on LinkedInCorey Frank on LinkedInChris Beall on LinkedIn
 
Full episode transcript below:

Prepare for another thought-provoking journey as Corey and Chris are joined by special guest Jim Graf, the CEO and Founder of Kazzcade, a former private equity finance titan turned outreach sales guru. Together, they delve into the concept of "Gresham's Law" – where "bad money drives out good" – and apply it to the world of sales.
In an era overrun by cheap tricks and impersonal outreach, the MDG team explores how these practices can diminish the value of genuine, high-touch sales. With AI and automation flooding inboxes with repetitive and uninspiring messages, Chris, Corey, and Jim examine the phenomenon of how "cheap outreach actually drives out the value of good outreach."
Join the conversation as they discuss the impact of this shift on the art of selling. Can we reverse this trend? Can we, in fact, perform real “conversational alchemy” by transforming mundane interactions into genuine, meaningful connections? This episode offers valuable insights into navigating the challenging landscape of modern sales and cold outreach, where authenticity and real dialogue are held at a premium.
Don't miss "Conversational Alchemy: Transforming Sales in the Age of Cheap Outreach" as it explores the timeless wisdom of Gresham's Law and its relevance in today's business world.
 
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In this episode, we step in with the AI sales tango. Corey, our tree-hugging sales champ, questions if AI can replace good old empathy. Our resident sales physicist, Chris chimes in, revealing AI as your trusty confidant, not a sales rival.
Chris dishes out AI secrets: it's an emotional prosthetic, erasing self-doubt and boosting confidence. It's like AI saying, "You've got this!" Corey and Chris tag-team AI's power in sales—providing insights, suggesting next moves, and extinguishing self-doubt. AI's not stealing the spotlight; it's your backup dancer, complementing your sales swagger.
They salsa through the AI-human tango, admitting AI won't replace human connection magic. But it's the GPS guiding you through the sales maze. The bottom line? Episode 191 busts the myth: AI isn't your enemy; it's your trusty sidekick on the sales stage. Join us for this episode, “Boosting Your Sales Swagger with AI As Your Backup Dancer."
Linked from this episode:
Corey Frank on LinkedInChris Beall on LinkedIn
Branch 49ConnectAndSell
 
Full episode transcript below:

Are you looking to gain a competitive edge in your sales process? Are you interested in understanding what lies deep inside your sales funnel and pipeline to drive more revenue? Then you don't want to miss this episode!
Join our Market Dominanc Guys, Chris Beall, and Corey Frank, as they dive deep into the world of sales technology and AI-powered tools. Discover the true advantage of understanding and optimizing the flow rate within your sales projects. Learn why it's essential to focus on time as the denominator when measuring success rather than vanity metrics like conversion rates.
They provide valuable insights on discerning whether a tool truly de-risks your sales path and reduces friction or merely adds to your tech stack inventory without tangible results. Explore the fascinating concept of "speed beats free" and why pushing time on the denominator matters more than dream outcomes in sales.
Join us for this episode, “AI for Sales? Don’t be ‘Candy Crush’ Complacent
 
 

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 LinkedInChris Beall on LinkedIn
Branch 49ConnectAndSell
 
 
 
 

Chris and Corey continue their conversation with Ben Sternsmith of Sybill AI . This episode covers how AI is revolutionizing the sales process, making it more precise and empowering for sales professionals.
Discover how AI analyzes tonality and body language, equipping salespeople with unparalleled accuracy in assessing deal progress. They discuss the importance of building trust with clients and how AI can support but never replace the human touch in establishing meaningful connections.
They also explore the resurgence of cold calling as a powerful strategy in the digital age and introduce Dealy. This innovative AI-driven solution enhances CRM systems by analyzing customer interactions and providing valuable insights.
Join us for this insightful episode that explores the synergy between sales and AI, offering practical tips and inspiring ideas for sales professionals.
 
Links from this episode:
Ben Sternsmith on LinkedInCorey Frank on LinkedInChris Beall on LinkedInSybill AIBranch 49ConnectAndSell
About Sybill AI
Sybill AI is an AI company that originated as a Stanford project three years ago. The founders, frustrated with the limitations of remote teaching, developed a behavioral AI engine over Zoom. This innovative tool records calls and analyzes body language to determine engagement levels. Leveraging the power of large language models like GPT-4, Sybill AI offers generative AI for salespeople. It automatically generates call summaries, writes AI-powered follow-up emails, and even appends CRM data.
 
Full episode transcript below:

The guys welcome Ben Sternsmith of Sybill AI delves into the benefits of AI in sales, such as freeing salespeople to be more engaged and focused during customer interactions. Ben shares his experience of being able to concentrate on customer needs without the burden of note-taking or manual follow-up tasks. As Corey, Chris, and Ben explore the possibilities opened up by AI in sales, they discuss the challenges faced by sales professionals and the potential for AI tools to streamline and enhance their work.
With tools like Sybill AI and ConnectAndSell, sales reps can offload repetitive tasks and focus on building genuine connections with customers. Join Corey, Chris, and Ben on this captivating episode as they unravel the fascinating world of AI in sales and its potential to reshape the industry in this episode, “Harnessing Generative AI: Revolutionizing Sales Strategies and Results”.
Links from this episode:
Ben Sternsmith on LinkedInCorey Frank on LinkedInChris Beall on LinkedInSybill AIBranch 49ConnectAndSell
About Sybill AI
Sybill AI is an AI company that originated as a Stanford project three years ago. The founders, frustrated with the limitations of remote teaching, developed a behavioral AI engine over Zoom. This innovative tool records calls and analyzes body language to determine engagement levels. Leveraging the power of large language models like GPT-4, Sybill AI offers generative AI for salespeople. It automatically generates call summaries, writes AI-powered follow-up emails, and even appends CRM data.
 
Full episode transcript below:

Chris Beall is on the road in Seattle, attending the annual Microsoft Build conference. Amidst thousands of software developers learning about the latest advancements, Chris and Susan discuss the impact of AI on sales and address common concerns about its effects on job security. Drawing an analogy of material science advancements to the evolution of building materials, Chris explains how new technology creates opportunities for salespeople rather than making them obsolete. He predicts an explosion of new products and businesses as companies leverage the power of AI to enhance their offerings. With an optimistic outlook, Chris emphasizes that salespeople should embrace the possibilities brought by material science advancements and look forward to a world of new products and increased sales opportunities. Join them as they explore the exciting potential of AI in sales on this episode, "Unleash the Sales Kraken: Fearless, Innovative, and AI-slaying!"
 
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