Value Inspiration Podcast

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Product Innovation: How AI can help sales teams beat their numbers every month, quarter, year

Season 2, Ep. 55

This podcast interview focuses on product innovation in the sales execution space that has the power to help companies gain 99% accuracy in their sales cycles, hence achieve big leaps in productivity, and my guest is Dr. Cindy Gordon, Co-founder and CEO of SalesChoice, an AI SaaS Predictive and Prescriptive Guiding Selling Company. 


Cincy is an expert in SaaS, AI, business innovation, early-stage software commercialization & sales /marketing practices. She has held senior leadership and partnership roles in global B2B Enterprises, including: Accenture, Xerox, Citicorp and Nortel Networks. In addition, Cindy has also been a founder, VC, and an angel in emerging software companies. She is recognized for her innovation and thought leadership, has written over 13 books, and won numerous awards. 


Cindy’s passion is the constant pursuit of sustainable innovation and the creation of  differentiated experiences to make our world an incredible place. That’s what triggered me, hence I invited her to my podcast.

We explore the large-scale challenges sales professionals have in making their targets. The fact that 30% of sales professionals suffer from attention deficit disorder, and that attention span has dropped 50% over the past 10 years are likely making this worse than better. AI is coming to the rescue here. It’s interesting how Cindy defines it: AI is not then new energy, it’s the new oxygen – we have to breath it to be able to do things we’ve never held possible.


Here are some of her quotes:

“What drives me day to day is probably just ensuring that what is possible is real, and giving people the confidence that they could actually mobilize the change.

It's all about building the confidence to just simply be, enjoy, and make it happen. Too often, we get paralyzed. And I think with the speed that has accelerated in businesses worldwide, people need to make more choices about where they're spending their time and what they're working on,

The roots of the company are very much focused on that specific problem.

The problem is that 30 to 60% of sales professionals don't make their sales plan targets or quotas in the b2b market segment.

The speed acceleration or the age of distraction dynamics, b2b sales professionals have one of the hardest jobs in the world because of the noise factor. 

So that's the backdrop and we thought the thesis was: “Could AI, with predictive analytics and other AI methods, absorb all the historical dynamics of a firm and actually guide them?”


During this interview, you will learn four things:

  1. Why it’s key to always look for audit trails once you add AI to your solution – Someone needs to be accountable for the predictions. And if you can’t stand in for it, the legal issues will be pretty significant
  2. That the new way to deliver your solutions is not to give your users individual insights, but rather universal intelligence of all ‘the moves’. This will enable them to add even more value.
  3. That one of your responsibilities and opportunities as a vendor is to ensure the data keeps improving – that bias isn’t there – and that your predictions are transparent
  4. Everyone knows that to succeed you have to stay focused. Possibly more important is to stay curious. To be looking around the corner for the market dynamics and the edge plays. Leave yourself and your people time to pause, reflect and time to think.


More Episodes

2/11/2020

How to create content that persuades subconsciously

Season 3, Ep. 101
This podcast interview focuses on product innovation that has the power to help any marketer hit the right nerve with their ideal customers by making every word resonate. My guest is Jonathan T. Mall, CEO of Neuro FlashAfter his studies in the Netherlands and the UK he was seduced by the opportunity to optimize consumer experience using machine learning and led the Science team in a IBM Big Data Venture.He got obsessed with understanding how people think. Because the better we understand how and what people think, the better we can understand ourselves and communicate effectively with others.This was the spark to make him found Neuro Flash, a marketing intelligence institute, using Big Data and Neuromarketing to understand, predict and influence how people react to persuasive content.And this inspired me, hence I invited Jonathan to my podcast. We explore the big problem in the market to make meaningful connections with those we aim to serve. We also discuss how technology can be used to not only create short-term impact, but more importantly help companies build the foundation for the long-run.Last but not least we discuss what it takes to be remarkable at what you do as a business software company. Here are some of his quotes:We use machines to predict what people think about words, sentences or images. And well, with that, with that power, you can obviously communicate extremely effectively because we can ensure that every word, every sentence, every image is expressing exactly what you want to express to sell your product, to motivate yourself, to tell you stories for anything regarding marketing.So, we don't need to ask people anymore about what they think.We can all use the machines to predict what people think.That's really the opportunity.During this interview, you will learn three things:What value we can unlock when we focus on technology to democratize highly scarce experts – enabling any companies of any size to compete with the biggest brands out there.That being successful in marketing is not about how many people you reach, but how many people you make believeWhy it’s important to have the courage to not do things
1/27/2020

Product Innovation: What we can learn from the last decade in Enterprise Software

Season 3, Ep. 99
This podcast interview focuses on the technology advancements of the last decade and in particular how enterprise software vendors can capture a bigger opportunity. My guest is Vinnie MirchandaniVinnie is the founder of Deal Architect - a Technology strategy and negotiation firm listed as a leading "boutique" by the Black Book of Outsourcing. Vinnie also founded IQ4hire, a projects marketplace and Jetstream Group, a sourcing advisory firm.Earlier in his career he had various technology consulting roles at PwC (now IBM) in the US, Europe and Asia, and worked as an industry analyst at Gartner.He wrote various books about the evolution and future of the enterprise software, amongst which Silicon Collar, The New Polymath, The New Technology Elite and SAP Nation 1.0, 2.0 and 3.0. Other than he’s an inspiring blogger – and exactly that triggered me to invite him again to my podcast.We explore his blog ‘A Decade-end review: Enterprise Applications have NOT eaten the world’ and dig deeper on the question: what can we learn from the past decade and how should we use that knowledge to capitalize on it in the next decade.Here are some of his quotes:It's kind of fascinating to look at the 10 years how much optimism there was around SaaS, in the beginning of the decade, how SaaS has done and where things have not improved.If you go back to Marc Andreessen, he wrote a column for the Wall Street Journal earlier in the decade where he said, we have enough technology we have enough you know, we have enough where software can transform industries, software. He basically said software is going to eat the world.Over and over again, what I saw was, many new markets emerged or grew or transformed. But the software vendors either completely missed it, or they were at the edge of it and didn't really do much.To get into other categories you have to keep evolving. You can't just expect your licenses and subscriptions to keep helping you grow.If you define a market too narrowly, then you start looking at your competition very narrowly. And you miss the big markets around it.During this interview, you will learn four things:Revisit the concept of Addressable markets – is it really what you think it is, or is it actually holding you back from thinking bigger?Don’t only hire technology visionaries – start hiring functional visionaries as well. It’s the tension between the two that will help you break new groundsThe biggest opportunities in the next few years will be in verticals - operational areas - and in geographic expansion. After 20 yearsof cloud applications, it is amazing how many industries and countries have so little choiceStop looking at just your immediate competition. The biggest risks, but also the biggest growth, come out from left field.