Intelligent Sales
In every episode of Intelligent Sales, we sit down with enterprise sales and marketing leaders from around the world to uncover their secrets behind successful account planning and ABM.
We get to the meat of the industry and individual strategies, how AI is changing their approach to new sales and relationships, and how they lead teams and organizations in staying ahead.
Tune in to understand the future of B2B sales, one intelligent conversation at a time.
Intelligent Sales
Amplify sales success with AI-powered account intelligence with Lesia Nikolaieva
In our very first episode of Intelligent Sales, Vamsee Tirukkala Draup's CCO, engages with Lesia Nikolaieva, GlobalLogic's AVP of Sales Enablement, on enterprise sales, sales enablement, and go-to-market strategies.
GlobalLogic emphasizes the distinction between data and intelligence, focusing on using intelligence to solve clients’ problems rather than merely boosting sales. Lesia shares insights about her role and the evolution of sales intelligence during her career. She highlights that the core of sales intelligence lies in personalizing solutions to address clients' needs effectively. The goal is to build trust, turning clients into long-term partners.
Lesia underscores the transformative role of AI in sales enablement. AI is reshaping roles by reducing time spent on mundane tasks (like data collection), allowing teams to focus on analyzing data and generating actionable insights. This shift leads to shorter sales cycles, higher win probabilities, and improved client engagement. Tools like account intelligence are integral to every stage of the sales lifecycle, enabling proactive strategy building and solution customization.
She stresses on the importance of aligning tools with organizational needs, prioritizing relevance over quantity, and fostering adoption through success stories within teams. AI’s potential lies in enhancing value creation, enabling sales teams to be seen as problem solvers rather than mere sellers. However, trust in AI-generated insights and the relevance of data sources is critical.
Lesia shares that companies can leverage tools without established processes, as tools can help build different efficient workflows. She foresees AI evolving to provide proactive data delivery, moving sales processes from AI-aided to AI-driven. This future promises increased efficiency, agility, and deeper client relationships. Her key takeaways for organizations are to focus on relevance, trust, and the shift towards hiring individuals with problem-solving mindsets over traditional data search roles.
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#salesenablement #salesintelligence #salesstrategy #digitaltransformation #gotomarket
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Timestamps:
2:25 Data, Tools, ABM - How does it all come together today?
9:58 AI in ABM - Optimizing value and productivity - Skills and Strategy
15:44 Post-AI sales transformation
22:26 Quantum of AI impact
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More on Draup:
Drape is an AI-powered intelligence platform that supports over 200 global organizations in enhancing their talent and sales strategies. By providing multidimensional global labor market data, Draup enables enterprises to make informed decisions in workforce planning, talent acquisition, and account-based marketing.
More on GlobalLogic:
GlobalLogic, founded in 2000 and acquired by Hitachi in 2021, delivers innovative digital solutions worldwide. With 32,000+ employees in 23 countries, it drives 2,000+ product releases annually and supports 500+ clients through its extensive engineering, design, and development expertise.
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Social media:
Vamsee Tirukkala: https://www.linkedin.com/in/vamseet/
Lesia Nikolaieva: https://www.linkedin.com/in/lesianikolaieva/
Draup: https://draup.com/
GlobalLogic: https://www.globallogic.com/