The AI for Sales Podcast

Summary:In this episode, Tim Lidman, co-founder and CEO of Clyde AI, joins Chad Burmeister to explain how AI is rewriting the way consulting firms sell and deliver. Tim breaks down the brutal economics of complex bids, why boards are telling their people AI or die, and how transparency about AI use can close the trust gap with clients instead of widening it. He also shares real numbers on cost takeout and a story about a client who cancelled their own RFP and awarded the deal outright.Key Topics:Clyde AI's origin and evolution from Think TankUse cases in sales and consulting industriesHow Clyde AI accelerates RFP responses and bid processesImpact of AI on professional services and small firmsTrust and transparency in AI-driven proposalsEthical considerations in AI developmentEmerging AI technologies and future trendsTakeaways:Boards are applying extreme top-down pressure on consultants to become 10x more effective with AI, without giving them the tooling to actually do it.The biggest hidden cost in large deals is the bid process itself: twelve partners and thirty analysts on ten calls a week.Early numbers from one anchor client show roughly 60 to 70 percent cost takeout in customer acquisition cost.Transparency closes the trust gap. Showing clients how AI was used beats hiding it and hoping they do not notice.Boutique firms are moving up market and may outmaneuver the big firms, who have scaled into rigidness.Chapters:00:00 Intro01:44 Introduction to Clyde AI and guest background03:56 The origin story of Clyde AI and its connection to Think Tank06:25 Initial use case: Clyde AI for sales and bid teams09:01 Why consulting firms are adopting Clyde AI11:57 Trust and transparency in AI-driven proposals14:17 What AI is good at versus what humans are still better at18:36 The 10X productivity goal and real success stories22:54 Big firms vs small firms in AI adoption28:10 Maintaining human touch and AI collaboration30:03 Emerging AI technologies and future trends32:15 Ethical considerations and responsible AI development35:54 Advice for becoming an AI expert and leveraging tools The AI for Sales Podcast is brought to you by SDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit https://www.theaiforsalespodcast.com/intro to unlock your direct line.👉 Learn more about becoming a guest (or a sponsor) here: https://www.theaiforsalespodcast.com👉 Visit the YouTube Channel here: https://www.youtube.com/@TheAIforSalesPodcast

Summary:In this episode, Jesse Anglen, co-founder of Ruh.ai, joins Chad Burmeister to share what he has learned building AI agents in the real world since early 2022. Jesse explains the effort trap that quietly ruins most AI adoption, why the thing AI cannot replicate is the thing you should spend all your time on, and how agentic systems are solving a quarter-million-person labor shortage in construction. A practical, grounded conversation on using AI to do far better work rather than less work. Key Topics:AI agents in sales and constructionThe effort trap: using AI to reduce effort versus raise outputWhy human to human connection still creates the most valueBuilding and deploying agentic systemsThe four buckets of AI adoption, from chatbots to autonomous agentsSolving the construction labor shortage with AIHow AI often increases headcount rather than cutting itTakeaways:Most people use AI to lower their effort, which is exactly why they do not stand out. Keep effort constant and the output compounds.Results are now a false positive for effort, so leaders need new ways to measure real work.Passion-driven teams get more out of AI because their effort level does not drop when the tools improve.Human orchestrated agentic systems, or agent harnesses, are the single highest leverage thing most people can learn.Used well, AI often grows headcount rather than shrinking it, because unsticking one bottleneck creates work everywhere else. Chapters:00:00 Intro01:41 Introduction to Jesse Anglen and Ruh.ai04:36 The impact of AI on customer experience and outreach08:41 Using AI to increase output without reducing effort12:31 AI in non-profits: the crisis pregnancy center story18:10 Measuring effort and productivity in AI-enhanced work19:42 The concept of humanity per hour20:36 Human versus AI: the value of human interaction23:53 The evolution of AI-generated content and human perception26:14 The importance of human-to-human connection in value creation29:58 AI in construction and labor shortage solutions32:11 Jesse’s AI sales systems and automation tools34:15 Scaling teams with AI and the labor market36:23 Automating tedious tasks in construction and other industries37:50 The impact of AI on employment and team growth40:25 Getting started with AI: crawl, walk, run42:31 Human orchestrated agentic systems and Hermes44:59 Resources and tutorials for Hermes and agent harnesses48:22 The future of AI and human interaction49:08 Closing thoughts and staying connected The AI for Sales Podcast is brought to you by SDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit https://www.theaiforsalespodcast.com/intro to unlock your direct line.👉 Learn more about becoming a guest (or a sponsor) here: https://www.theaiforsalespodcast.com👉 Visit the YouTube Channel here: https://www.youtube.com/@TheAIforSalesPodcast

Summary:In this episode, Spencer Krieger, Head of Sales for the Agency Division at Vendasta, joins Chad Burmeister to share how AI is transforming sales, especially for SMBs, through faster lead response, automation, and practical new tools. Spencer explains how Vendasta restructured its own team around an AI SDR, why speed to lead is the metric that matters most, and how AI is closing the gap between small and large businesses. A grounded look at where AI genuinely drives results in sales, and what the next two years hold.Key Topics:AI-driven sales accelerationThe importance of speed to leadAI for SMBs and local businessesAutomation vs personalization in salesSuccess stories of AI implementationTreating AI agents like employeesEthical considerations and transparency in AITakeaways:Speed to lead is the number one metric: inbound conversion drops roughly 25% after the first five minutes.Treat an AI agent like an employee: onboard it, train it for about 30 days, then keep a daily feedback loop.Vendasta restructured from 13+ SDRs to one plus an AI SDR named Sandra, moving reps into account executive roles.Net zero administration: let AI handle research and follow-up so reps focus on deep discovery and relationships.AI raises the floor for every seller; the leader’s job is to raise the ceiling.Chapters:00:00 Intro01:45 Introduction to Vendasta and AI in sales02:35 Vendasta’s focus on SMBs and AI solutions04:26 Impact of AI on sales motion and efficiency05:22 The value of speed to lead in sales conversion06:37 Using AI to automate and improve sales follow-up07:50 Success story: AI restructuring and SMS engagement10:01 AI sales coach and role-play automation11:56 Misconceptions and realities of AI deployment14:08 Balancing automation and personalization in sales15:16 The shift toward contextual AI and agentic systems17:15 AI’s impact on productivity and market growth19:04 Ethics, transparency, and accountability in AI21:18 Building AI skills across a sales team24:59 Future trends: AI adoption and business growth26:53 Partnering with Vendasta and ideal customers The AI for Sales Podcast is brought to you by SDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit https://www.theaiforsalespodcast.com/intro to unlock your direct line.👉 Learn more about becoming a guest (or a sponsor) here: https://www.theaiforsalespodcast.com👉 Visit the YouTube Channel here: https://www.youtube.com/@TheAIforSalesPodcast

Summary:In this episode, Russell Zack, Head of Revenue at Second Nature, joins Chad Burmeister to break down how AI is reshaping sales training, the buyer’s journey, and the way deals get done. Russell shares where AI creates real conversion lift and where it quietly stretches the sales cycle, why training is the most expensive thing teams skip, and how to stay on the right side of the line between efficient AI assistance and creepy automation. A practical, grounded look at where AI genuinely helps sales teams, and where the human still has to lead.Key Topics:AI in sales training and role playImpact of AI on the buyer’s journey and conversion ratesAI in RFP responses and deal negotiationsRisks of deploying AI without proper trainingThe line between efficient AI assistance and creepy automationData security, RAG architecture, and protecting proprietary dataThe rise of the full stack salesperson and changing comp modelsTakeaways:AI-powered role play lets teams scale and measure training that used to be impossible to standardize.Buyers now arrive with far more research, so reps have to meet them where they are or risk stretching the cycle.The most expensive mistake is skipping training. Powerful tools in untrained hands create noise and burn bridges.The difference between creepy and efficient AI is disclosure plus a real human review that puts your voice back in.The role is shifting toward the full stack salesperson who can discover, demo, and negotiate, with comp models likely following.Chapters00:00 Intro01:26 Introduction to AI’s impact on sales training02:00 Second Nature’s AI-powered role play platform04:09 How AI enhances sales coaching and personalization04:55 AI’s influence on buyer research and decision-making08:34 AI’s role in transforming RFP processes11:05 Common mistakes in deploying AI in sales17:20 Balancing automation with human touch20:59 Future of AI in sales and data security25:51 Ethical considerations and data privacy28:57 The evolution of AI and sales technology29:56 Changing candidate profiles and sales roles33:11 AI’s impact on sales compensation models34:10 The importance of human-AI collaboration36:29 Closing thoughts and future outlook  The AI for Sales Podcast is brought to you by SDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit https://www.theaiforsalespodcast.com/intro to unlock your direct line.👉 Learn more about becoming a guest (or a sponsor) here: https://www.theaiforsalespodcast.com👉 Visit the YouTube Channel here: https://www.youtube.com/@TheAIforSalesPodcast

SummaryIn this episode, Devon Kenger, Director of Sales and Partnerships at Fooji, joins Chad Burmeister to unpack how AI is reshaping influencer marketing, sales, and the way customers buy. Devon makes the case for AI as a multiplier rather than a replacement, explains why human connection still wins deals, and shares where AI genuinely moves the needle - and where it leads to "the bridge to nowhere." A grounded, hype-free conversation on getting real value from AI in go-to-market.Key Topics- AI's impact on influencer marketing and sales- Measuring outcomes like earned media value (EMV)- AI as a multiplier, not a replacement- Common misconceptions about AI in sales and marketing- Using AI for sales coaching, office politics, and judgment- Emerging AI hardware and the vision of an integrated platform- Ethical considerations and data privacy in AI deploymentTakeaways- AI is a multiplier, not a replacement - "garbage in, garbage out"; it amplifies a good process and can't polish a bad one.- Human connection still closes deals: buyers increasingly value real people, live content, and the human touch.- The shift is from "renting attention" to owning it - engaged communities beat broad, expensive reach.- AI's best sales use cases go beyond email drafts: coaching, role-play, account planning, and navigating internal communication.- AI should support judgment, not replace it - keep clear policies on data privacy and human oversight.Sound Bites- "I don't mind AI until I find out that it is AI."- "It's a multiplier, not a replacement."- "AI should support the judgment. It should not become the replacement for judgment."Chapters- 00:00 Intro- 01:57 Meet Devon Kenger and his background- 02:47 What Fooji does in influencer gifting and activations- 03:15 The importance of influence in marketing- 04:30 How AI is changing customer buying behavior- 05:29 The need for faster sales processes with AI- 06:08 Outcomes of AI projects: EMV and engagement- 07:09 Trends in community engagement and grassroots campaigns- 07:59 The shift from renting attention to owning it- 08:45 AI as a multiplier, not a replacement- 10:08 The reality of AI in sales roles and hiring trends- 11:03 The authenticity of AI interactions and consumer preferences- 11:50 The value of human touch in customer interactions- 13:26 Focusing AI on solving real pain points- 14:34 Misconceptions about AI replacing jobs- 14:59 Curiosity and asking the right questions with AI- 15:39 Using AI for sales coaching and interpersonal skills- 16:19 AI in navigating office politics and internal processes- 18:21 The impact of AI on education and testing- 19:21 The importance of human engagement and judgment- 20:10 Emerging AI hardware and integrated tools- 21:09 The vision of a proactive, integrated AI platform- 23:40 Ethical considerations and data privacy in AI- 24:19 The importance of AI supporting judgment, not replacing it- 26:23 Getting started with AI: learning paths and resources- 29:43 Ideal customers for Fooji and influencer marketing- 31:36 The power of influencer marketing and brand storytelling- 33:19 The future of AI in sales and marketing tools The AI for Sales Podcast is brought to you by SDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit https://www.theaiforsalespodcast.com/intro to unlock your direct line.👉 Learn more about becoming a guest (or a sponsor) here: https://www.theaiforsalespodcast.com👉 Visit the YouTube Channel here: https://www.youtube.com/@TheAIforSalesPodcast