AI and Sales Productivity with James Underhill

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan dive into the transformative potential of
AI in sales with insights from James Underhill, Senior Director
for Sales Innovation at MongoDB. The discussion covers how AI can
enhance sales productivity across the funnel, from territory
management to post-sale processes. James shares his experiences
and strategies for using AI to help sales reps focus on what
truly matters—building strong relationships and driving revenue.


KEY TAKEAWAYS


[00:01:19] The importance of reframing customer problems to build
trust.
[00:01:54] AI's role in contextualizing top-of-the-funnel
data.
[00:02:40] Middle-of-the-funnel AI applications: CRM and
knowledge management.
[00:03:19] Bottom-of-the-funnel AI uses: Renewal, upsell, and
customer usage insights.
[00:05:16] The distinction between what AI should be used for vs.
what it can be used for.
[00:06:51] AI as a tool for sales reps and leaders, not a
replacement.


HIGHLIGHT QUOTES


[00:01:19] "When somebody helps to reframe a problem that I have
in a way I hadn’t thought of, that’s when I know this is a great
seller."
[00:05:16] "It’s important to have the tools to augment the
information you have, but decisions should still be made by
people."[00:06:51] "The value proposition for AI is what it can
do for the reps and sales leaders, not to them."


Listen to the full episode through this link: 
https://revenue-builders.simplecast.com/episodes/the-impact-of-ai-on-sales-with-james-underhill


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/


Read Force Management's eBook: 
https://www.forcemanagement.com/roi-of-sales-messaging