Dee Acosta, Senior Director of Sales and Strategic Growth at Modigie, joins Adam Sockel on episode three of the Bold Calling podcast to discuss how cold calling technology has gone from “nice to have” to “need to have” in the last 18 months. They also discuss the role of positivity and fun in sales and the importance of building strong relationships between sales and marketing teams. They talk about the importance of giving positive feedback to build a cross-team culture, the impact of cold calling, the value of practical advice in content marketing, the essentiality of quality customer success, and Dee's ideal workday.
This special episode of the Bold Calling podcast is an audio version of Orum's new State of AI in Sales Development report. AI has become a table-stakes aspect of the sales process, as 95% of organizations use AI in sales in some capacity (Salesloft). Sellers agree that it can sharpen their focus as 78% of sales professionals agree that AI can help them spend more time on the most critical aspects of their jobs (Hubspot). The rise of AI in sales directly correlates with lengthening procurement procedures, with customer acquisition costs rising in the last 12 months (Orum). AI is designed not to replace seller but to optimize how they spend their time. Currently, sellers only spend 28% of their time selling (Salesforce), often spending 25-30 hours weekly on administrative tasks. AI’s power is dependent on sellers' data enrichment capabilities. It works best to keep humans involved in the sales process rather than eliminate them. This is especially true in more complicated sales processes, where buyers prefer to speak with a human seller when nuance is involved in purchasing. The future of the seller is directly related to the future of AI. They are intertwined, and while AI will likely replace some sales roles, it will ultimately create a better experience for buyers and sellers alike. Visit orum.com to see the full report
Jonathan Pogact, VP of Marketing at Seamless.AI, recognizes that the SaaS world moves quickly. Finding ways to ensure your prospects know who you are and what you do when they enter the sales cycle means being willing to take risks. In this discussion, Jonathan and host Adam Sockel discuss how Seamless.AI carves out time for innovative thinking. They break down what data can inform marketing investment and how automation through AI empowers his team to spend more time on creative thought. Experimentation can be the key to owning every situation your brand is in, partnerships can dramatically expand your audience, and inspiration can come from unlikely places. The conversation ends with Jonathan sharing where that inspiration strikes him and how his TikTok FYP page brings him calm.
Anshul Gupta, Co-Founder of Actively.ai, delves into the practical applications of AI for outbound teams. He explains how this technology can significantly boost pipeline generation by freeing sellers from spending 20-30 hours weekly on mundane administrative tasks. He then shares his biggest challenges as a tech start-up, beginning with knowing where to start, what tasks need his attention first, and how to triage obstacles as they come, given the reality of limited resources. The show closes with Anshul sharing stories about childhood entrepreneurship and the years that laid the groundwork for his current role as a co-founder. Check out orum.com to discover how Orum can help grow your pipeline. Royalty-Free Music is provided by Tunetank.com. Track: Spy Adventures by TrendingAudio
Every two weeks, Bold Calling, the new podcast from Orum, will bring on leaders in the SaaS, tech, and AI industries to discuss their biggest challenges and how the innovative ways they're working to solve them. Season one's theme is No Sleep 'Til Closed-Won and we'll center each discussion around a simple question with complicated answers. "What keeps you up at night?" The biggest influencers, revenue leaders, and founders work with Orum daily to build pipeline and elevate their productivity. Now, you have an exclusive seat at the table as they share their challenges and solutions to the problems we all face. Opportunity is Calling, and fortune favors the bold. Subscribe at Orum.com or wherever you get your podcasts. Royalty Free Music from Tunetank.com Track: Spy Adventures by TrendingAudio https://tunetank.com/track/3303-spy-adventures/