ChatGPT has dominated the headlines in 2023, but for all the press it has received, few people truly have a grasp on what it means for B2B sales and marketing. Dan Gottlieb, senior director analyst in the Gartner for Sales practice, admits he's hustling to stay ahead of the impact of ChatGPT and similar AI-powered technology. In an article written for SMM entitled "4 Things Sales Leaders Should Know About ChatGPT," Gottlieb states, "ChatGPT augments but does not replace seller creativity and judgment. The technology will not replace sellers; workers that know how to use AI effectively will ..read more

Mark Shopmeyer, co-founder and co-CEO of sales commission software startup CaptivateIQ, says sales compensation plans don't have to be the headache they are for many companies. And they certainly shouldn't drag on company culture and morale. We talk about how sales leaders can better communicate changes to compensation plans and structure commissions so they are clear, fair and motivating. If you have sales compensation questions that aren't addressed in this episode, we'd love to hear them. Email Paul@salesandmarketing.com and we'll have Mark back on ..read more

Sridhar Ramanathan is the co-founder and chief operating officer of Aventi Group, a Silicon Valley product marketing agency that serves high-tech clients. He expounds on a recent article he wrote for Sales & Marketing Management on why misalignment occurs so often between B2B sales and marketing teams, and how to fix that ..read more

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. Before we dive into that, I speak with Amy about her shift from B2B sales in the tech world to starting her own sales consultancy. She talks about how she goes to market and how companies can be smarter buyers of sales training ..read more

There's a lot of talk about how two years of working virtually has led to permanent changes in the B2B sales process. It's broadly accepted that the customer/prospect drives the sales process bus. They determine when and how a meeting will occur, and more often they are going with virtual meetings. What does that mean for how salespeople will foster and maintain relationships with customers and prospects? What skills matter most in this new selling environment? In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a stu ..read more

When I initially read a review of Ayelet Fishbach's new book, "Get It Done: Surprising Lessons from the Science of Motivation," I was skeptical. Does anyone really need another book on motivating others? However, it doesn't take long after digging into this book to discover that she's presenting research -- both her own and other studies -- in a well-organized, thoughtful manner that unveils useful insights that can be implemented immediately by anyone who manages a team. In our discussion, Fishbach, who teaches at the University of Chicago Booth School of Business, talks about why goals nee ..read more

Douglas Cole, enterprise sales leader at LinkedIn Sales Solutions, says changing trends in B2B customers, connection and workplace culture are key areas today's sales leaders should be focused on. In this podcast episode, we dive deeper into points he covered in an article he wrote ..read more

Martin G. Moore's directness about the sorry state of business leadership doesn't end with the title of his book. Moore says it's an unspoken truth in the corporate world that there aren't that many good leaders at the top of organizations, but he has some ideas on how to fix that ..read more

Only 16% of buyers say that sellers convey value effectively when selling virtually. Jonathan Carlson and Jake Miller of Allego explore the rapidly evolving world of conversation intelligence - how sales leaders can provide reps with personalized recommendations for content follow-ups and learning ..read more

In this sponsored podcast from Dun & Bradstreet, Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes  was not so much about giving people data, but rather transforming how they worked ..read more