https://simplecast.com The Savvy Seller At Shadow Seller, we've integrated sales best practices with contemporary thinking on human decision-making. Shadow helps you quickly create account plans, develop sales strategies, and generate call plans, meeting guides, agendas, talk tracks, and more. Whether it's advising on tactics or suggesting your next move, Shadow Seller is the AI sales coaching tool that simplifies the complexities of sales readiness 2024 Shadow Seller AI en Thu, 15 Jan 2026 17:51:51 +0000 Thu, 15 Jan 2026 17:52:01 +0000 https://the-savvy-seller.simplecast.com The Savvy Seller https://image.simplecastcdn.com/images/a55ce328-518e-4879-b808-09da2b74bd30/fca44161-702c-428a-955e-2ce233864a97/3000x3000/white-2.jpg?aid=rss_feed https://the-savvy-seller.simplecast.com episodic At Shadow Seller, we've integrated sales best practices with contemporary thinking on human decision-making. Shadow helps you quickly create account plans, develop sales strategies, and generate call plans, meeting guides, agendas, talk tracks, and more. Whether it's advising on tactics or suggesting your next move, Shadow Seller is the AI sales coaching tool that simplifies the complexities of sales readiness Simon Boardman false https://feeds.simplecast.com/Fm8mXc5s aisalesenablement, aisalesreadiness, genai, ai, aisales Shadow Seller AI sboardman@shadowsellerai.com 68132bd7-7ec7-4279-b17b-74ba1e8b2b42 The Courage of Clarity: Navigating Risk in Modern Sales This text examines how modern B2B sales environments often prioritize comfortable fictions and superficial metrics over the difficult conversations necessary for progress. The author argues that true trust is built by helping buyers confront their fears and uncertainties rather than simply avoiding friction or relying on hollow rapport. Successful sellers must move beyond being information providers to becoming sense-makers who navigate the nuanced line between being helpful and being perceived as combative. By proactively discussing trade-offs and risks, professionals can guide clients toward clarity and better decision-making without resorting to clumsy, aggressive tactics. Ultimately, the source emphasizes that honesty and subtlety are the primary tools for overcoming buyer inaction and establishing genuine commercial authority.

]]> Thu, 15 Jan 2026 17:51:51 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/the-courage-of-clarity-navigating-risk-in-modern-sales-dI0HR_Jd This text examines how modern B2B sales environments often prioritize comfortable fictions and superficial metrics over the difficult conversations necessary for progress. The author argues that true trust is built by helping buyers confront their fears and uncertainties rather than simply avoiding friction or relying on hollow rapport. Successful sellers must move beyond being information providers to becoming sense-makers who navigate the nuanced line between being helpful and being perceived as combative. By proactively discussing trade-offs and risks, professionals can guide clients toward clarity and better decision-making without resorting to clumsy, aggressive tactics. Ultimately, the source emphasizes that honesty and subtlety are the primary tools for overcoming buyer inaction and establishing genuine commercial authority.

]]> The Courage of Clarity: Navigating Risk in Modern Sales Shadow Seller AI 00:01:45 This text examines how modern B2B sales environments often prioritize comfortable fictions and superficial metrics over the difficult conversations necessary for progress. The author argues that true trust is built by helping buyers confront their fears and uncertainties rather than simply avoiding friction or relying on hollow rapport. Successful sellers must move beyond being information providers to becoming sense-makers who navigate the nuanced line between being helpful and being perceived as combative. By proactively discussing trade-offs and risks, professionals can guide clients toward clarity and better decision-making without resorting to clumsy, aggressive tactics. Ultimately, the source emphasizes that honesty and subtlety are the primary tools for overcoming buyer inaction and establishing genuine commercial authority. This text examines how modern B2B sales environments often prioritize comfortable fictions and superficial metrics over the difficult conversations necessary for progress. The author argues that true trust is built by helping buyers confront their fears and uncertainties rather than simply avoiding friction or relying on hollow rapport. Successful sellers must move beyond being information providers to becoming sense-makers who navigate the nuanced line between being helpful and being perceived as combative. By proactively discussing trade-offs and risks, professionals can guide clients toward clarity and better decision-making without resorting to clumsy, aggressive tactics. Ultimately, the source emphasizes that honesty and subtlety are the primary tools for overcoming buyer inaction and establishing genuine commercial authority. false full 18 c6a3c967-a534-49d1-b535-228b72aefd11 The Marketing Data Decay Crisis "We're Drowning in Dirty Data," argues that despite advancements in B2B marketing technology, the underlying data quality is rapidly deteriorating, creating a paradox of progress. The author identifies several core issues, including the unreliability of self-reported firmographics like company size, the prevalence of cheap offshore enrichment that prioritizes volume over accuracy, and a data echo chamber where bad records are constantly recycled and relabeled as verified. Because industry benchmarks indicate that contact data decays by roughly 25% annually, this systemic corruption means marketers are making crucial decisions based on flawed inputs, which ultimately undermines reach, relevance, and reporting. The recommended solution focuses on fixing the data foundation through smaller, fresher lists and rigorous hygiene, rather than purchasing more technology to mask the problem.

]]> Sun, 9 Nov 2025 18:08:01 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/the-marketing-data-decay-crisis-XeqBY5Yj "We're Drowning in Dirty Data," argues that despite advancements in B2B marketing technology, the underlying data quality is rapidly deteriorating, creating a paradox of progress. The author identifies several core issues, including the unreliability of self-reported firmographics like company size, the prevalence of cheap offshore enrichment that prioritizes volume over accuracy, and a data echo chamber where bad records are constantly recycled and relabeled as verified. Because industry benchmarks indicate that contact data decays by roughly 25% annually, this systemic corruption means marketers are making crucial decisions based on flawed inputs, which ultimately undermines reach, relevance, and reporting. The recommended solution focuses on fixing the data foundation through smaller, fresher lists and rigorous hygiene, rather than purchasing more technology to mask the problem.

]]> The Marketing Data Decay Crisis Shadow Seller AI 00:01:40 "We're Drowning in Dirty Data," argues that despite advancements in B2B marketing technology, the underlying data quality is rapidly deteriorating, creating a paradox of progress. The author identifies several core issues, including the unreliability of self-reported firmographics like company size, the prevalence of cheap offshore enrichment that prioritizes volume over accuracy, and a data echo chamber where bad records are constantly recycled and relabeled as verified. Because industry benchmarks indicate that contact data decays by roughly 25% annually, this systemic corruption means marketers are making crucial decisions based on flawed inputs, which ultimately undermines reach, relevance, and reporting. The recommended solution focuses on fixing the data foundation through smaller, fresher lists and rigorous hygiene, rather than purchasing more technology to mask the problem. "We're Drowning in Dirty Data," argues that despite advancements in B2B marketing technology, the underlying data quality is rapidly deteriorating, creating a paradox of progress. The author identifies several core issues, including the unreliability of self-reported firmographics like company size, the prevalence of cheap offshore enrichment that prioritizes volume over accuracy, and a data echo chamber where bad records are constantly recycled and relabeled as verified. Because industry benchmarks indicate that contact data decays by roughly 25% annually, this systemic corruption means marketers are making crucial decisions based on flawed inputs, which ultimately undermines reach, relevance, and reporting. The recommended solution focuses on fixing the data foundation through smaller, fresher lists and rigorous hygiene, rather than purchasing more technology to mask the problem. false full 17 ac50bd83-1dc3-4fc4-9614-985b2c1307c4 Death of the SDR Fri, 26 Sep 2025 19:41:38 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/death-of-the-sdr-nw484NLP Death of the SDR Shadow Seller AI 00:13:43 The source offers a critical look at the decline of the traditional Sales Development Representative (SDR) model, which relied on high-volume, automated outreach to generate leads. The author argues that this approach, though once highly successful and supported by technology companies like Salesloft and Outreach, became a "race to the bottom" as buyers grew fatigued and the sheer volume of low-quality contacts became ineffective. The text suggests that the irony is complete as the companies that pioneered the SDR tools are now abandoning the model internally, implicitly admitting its failure. Finally, the source presents Artificial Intelligence (AI) as the catalyst for change, enabling a return to the Account Executive (AE) who handles both prospecting and closing, using AI to provide deep context and personalized relevance rather than relying on sheer numbers. The source offers a critical look at the decline of the traditional Sales Development Representative (SDR) model, which relied on high-volume, automated outreach to generate leads. The author argues that this approach, though once highly successful and supported by technology companies like Salesloft and Outreach, became a "race to the bottom" as buyers grew fatigued and the sheer volume of low-quality contacts became ineffective. The text suggests that the irony is complete as the companies that pioneered the SDR tools are now abandoning the model internally, implicitly admitting its failure. Finally, the source presents Artificial Intelligence (AI) as the catalyst for change, enabling a return to the Account Executive (AE) who handles both prospecting and closing, using AI to provide deep context and personalized relevance rather than relying on sheer numbers. false full 16 9f2f7aaf-402f-48a8-bc07-4aba54b9cd18 There's Two Elephants in the Room We discuss a lesser-acknowledged fear surrounding AI's rise: the anxiety of losing one's expertise's value. It suggests that while job loss is a concern, a more unsettling feeling is the dread of hard-won knowledge becoming readily available to anyone through AI, potentially eroding identity and perceived investment. While an MIT study shows AI boosting productivity, it also highlighted decreased job satisfaction among researchers, who felt their education was less valuable. The source argues that specialized, domain-trained AI offers more significant gains and that individuals can adapt by becoming "Sherpas," guiding interpretation and strategy using their unique context and experience, recognizing that AI provides information but doesn't execute the action.

]]> Mon, 26 May 2025 16:35:14 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/theres-two-elephants-in-the-room-Yr513Air We discuss a lesser-acknowledged fear surrounding AI's rise: the anxiety of losing one's expertise's value. It suggests that while job loss is a concern, a more unsettling feeling is the dread of hard-won knowledge becoming readily available to anyone through AI, potentially eroding identity and perceived investment. While an MIT study shows AI boosting productivity, it also highlighted decreased job satisfaction among researchers, who felt their education was less valuable. The source argues that specialized, domain-trained AI offers more significant gains and that individuals can adapt by becoming "Sherpas," guiding interpretation and strategy using their unique context and experience, recognizing that AI provides information but doesn't execute the action.

]]> There's Two Elephants in the Room Shadow Seller AI 00:06:45 We discuss a lesser-acknowledged fear surrounding AI's rise: the anxiety of losing one's expertise's value. It suggests that while job loss is a concern, a more unsettling feeling is the dread of hard-won knowledge becoming readily available to anyone through AI, potentially eroding identity and perceived investment. While an MIT study shows AI boosting productivity, it also highlighted decreased job satisfaction among researchers, who felt their education was less valuable. The source argues that specialized, domain-trained AI offers more significant gains and that individuals can adapt by becoming "Sherpas," guiding interpretation and strategy using their unique context and experience, recognizing that AI provides information but doesn't execute the action. We discuss a lesser-acknowledged fear surrounding AI's rise: the anxiety of losing one's expertise's value. It suggests that while job loss is a concern, a more unsettling feeling is the dread of hard-won knowledge becoming readily available to anyone through AI, potentially eroding identity and perceived investment. While an MIT study shows AI boosting productivity, it also highlighted decreased job satisfaction among researchers, who felt their education was less valuable. The source argues that specialized, domain-trained AI offers more significant gains and that individuals can adapt by becoming "Sherpas," guiding interpretation and strategy using their unique context and experience, recognizing that AI provides information but doesn't execute the action. false full 14 8456f84e-216f-43a5-bb8b-26cb9ef76a65 Pride & Prejudice in Generative AI - the Elephant in the Room the  "Elephant in the room" explores the reluctance of B2B leaders to fully embrace generative AI, identifying the underlying "elephant in the room" as fear stemming from potential obsolescence, the unknown nature of AI, a perceived loss of purpose, and anxieties about keeping up. Beyond these articulated concerns, the author posits deeper emotional roots in a lack of historical perspective on true hardship and a prevailing culture of pride and vanity that discourages admitting a need for new approaches. This reluctance manifests in leaders downplaying AI, clinging to established methods, and avoiding any implication that their current strategies might be inadequate, ultimately hindering potential business benefits. The author concludes by urging leaders to overcome these fears and actively consider AI's applications to avoid strategic failure.

]]> Thu, 27 Mar 2025 18:04:09 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/pride-prejudice-in-generative-ai-the-elephant-in-the-room-j7Bhjpfq the  "Elephant in the room" explores the reluctance of B2B leaders to fully embrace generative AI, identifying the underlying "elephant in the room" as fear stemming from potential obsolescence, the unknown nature of AI, a perceived loss of purpose, and anxieties about keeping up. Beyond these articulated concerns, the author posits deeper emotional roots in a lack of historical perspective on true hardship and a prevailing culture of pride and vanity that discourages admitting a need for new approaches. This reluctance manifests in leaders downplaying AI, clinging to established methods, and avoiding any implication that their current strategies might be inadequate, ultimately hindering potential business benefits. The author concludes by urging leaders to overcome these fears and actively consider AI's applications to avoid strategic failure.

]]> Pride & Prejudice in Generative AI - the Elephant in the Room Shadow Seller AI 00:15:33 the "Elephant in the room" explores the reluctance of B2B leaders to fully embrace generative AI, identifying the underlying "elephant in the room" as fear stemming from potential obsolescence, the unknown nature of AI, a perceived loss of purpose, and anxieties about keeping up. Beyond these articulated concerns, the author posits deeper emotional roots in a lack of historical perspective on true hardship and a prevailing culture of pride and vanity that discourages admitting a need for new approaches. This reluctance manifests in leaders downplaying AI, clinging to established methods, and avoiding any implication that their current strategies might be inadequate, ultimately hindering potential business benefits. The author concludes by urging leaders to overcome these fears and actively consider AI's applications to avoid strategic failure. the "Elephant in the room" explores the reluctance of B2B leaders to fully embrace generative AI, identifying the underlying "elephant in the room" as fear stemming from potential obsolescence, the unknown nature of AI, a perceived loss of purpose, and anxieties about keeping up. Beyond these articulated concerns, the author posits deeper emotional roots in a lack of historical perspective on true hardship and a prevailing culture of pride and vanity that discourages admitting a need for new approaches. This reluctance manifests in leaders downplaying AI, clinging to established methods, and avoiding any implication that their current strategies might be inadequate, ultimately hindering potential business benefits. The author concludes by urging leaders to overcome these fears and actively consider AI's applications to avoid strategic failure. false full 13 bd1c2d6b-ae75-485e-aa84-14af2f4048f5 The Likeness of Being Liked: Likeability, Trust, and AI in Sales The text explores the complex relationship between likeability and success in business, particularly in sales. It questions whether being liked is a prerequisite for trust and deal-making. The author uses anecdotes and psychological research to examine the dynamics of relationships in B2B sales. It considers the influence of Dale Carnegie and Mo Bunnell and their approaches for increasing likeability, while raising ethical considerations. Ultimately, the text suggests that demonstrating expertise, especially through AI, can build trust and potentially lead to genuine connections, mitigating the need for forced charm. The author concludes with the idea that finding a balance between authenticity and the need to adapt is key to success.

]]> Sun, 2 Mar 2025 18:57:51 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/the-likeness-of-being-liked-likeability-trust-and-ai-in-sales-NGJCyJAH The text explores the complex relationship between likeability and success in business, particularly in sales. It questions whether being liked is a prerequisite for trust and deal-making. The author uses anecdotes and psychological research to examine the dynamics of relationships in B2B sales. It considers the influence of Dale Carnegie and Mo Bunnell and their approaches for increasing likeability, while raising ethical considerations. Ultimately, the text suggests that demonstrating expertise, especially through AI, can build trust and potentially lead to genuine connections, mitigating the need for forced charm. The author concludes with the idea that finding a balance between authenticity and the need to adapt is key to success.

]]> The Likeness of Being Liked: Likeability, Trust, and AI in Sales Shadow Seller AI 00:12:32 The text explores the complex relationship between likeability and success in business, particularly in sales. It questions whether being liked is a prerequisite for trust and deal-making. The author uses anecdotes and psychological research to examine the dynamics of relationships in B2B sales. It considers the influence of Dale Carnegie and Mo Bunnell and their approaches for increasing likeability, while raising ethical considerations. Ultimately, the text suggests that demonstrating expertise, especially through AI, can build trust and potentially lead to genuine connections, mitigating the need for forced charm. The author concludes with the idea that finding a balance between authenticity and the need to adapt is key to success. The text explores the complex relationship between likeability and success in business, particularly in sales. It questions whether being liked is a prerequisite for trust and deal-making. The author uses anecdotes and psychological research to examine the dynamics of relationships in B2B sales. It considers the influence of Dale Carnegie and Mo Bunnell and their approaches for increasing likeability, while raising ethical considerations. Ultimately, the text suggests that demonstrating expertise, especially through AI, can build trust and potentially lead to genuine connections, mitigating the need for forced charm. The author concludes with the idea that finding a balance between authenticity and the need to adapt is key to success. false full 12 ab33595e-1392-47c9-9ba7-4961f72b9648 The Harsh Reality of AI in Sales The article examines the shortcomings of off-the-shelf AI solutions in B2B sales. It argues that these solutions often fail because they are too prescriptive and don't account for the nuanced insights needed to drive sales. The author emphasizes the trade-off between speed and quality in AI responses. The piece critiques the inside-out approach of large software vendors, suggesting that AI should be seller-centric and insight-driven, not just an extension of CRM. The article suggests that successful AI implementation requires deep collaboration with clients for tailored solutions, rather than expecting instant results from generic applications. The author also cautions against the pressure for AI startups to scale too quickly, leading to overpromising and underdelivering.

]]> Mon, 24 Feb 2025 18:37:17 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/the-harsh-reality-of-ai-in-sales-bZ6hkPqt The article examines the shortcomings of off-the-shelf AI solutions in B2B sales. It argues that these solutions often fail because they are too prescriptive and don't account for the nuanced insights needed to drive sales. The author emphasizes the trade-off between speed and quality in AI responses. The piece critiques the inside-out approach of large software vendors, suggesting that AI should be seller-centric and insight-driven, not just an extension of CRM. The article suggests that successful AI implementation requires deep collaboration with clients for tailored solutions, rather than expecting instant results from generic applications. The author also cautions against the pressure for AI startups to scale too quickly, leading to overpromising and underdelivering.

]]> The Harsh Reality of AI in Sales Shadow Seller AI 00:17:12 The article examines the shortcomings of off-the-shelf AI solutions in B2B sales. It argues that these solutions often fail because they are too prescriptive and don't account for the nuanced insights needed to drive sales. The author emphasizes the trade-off between speed and quality in AI responses. The piece critiques the inside-out approach of large software vendors, suggesting that AI should be seller-centric and insight-driven, not just an extension of CRM. The article suggests that successful AI implementation requires deep collaboration with clients for tailored solutions, rather than expecting instant results from generic applications. The author also cautions against the pressure for AI startups to scale too quickly, leading to overpromising and underdelivering. The article examines the shortcomings of off-the-shelf AI solutions in B2B sales. It argues that these solutions often fail because they are too prescriptive and don't account for the nuanced insights needed to drive sales. The author emphasizes the trade-off between speed and quality in AI responses. The piece critiques the inside-out approach of large software vendors, suggesting that AI should be seller-centric and insight-driven, not just an extension of CRM. The article suggests that successful AI implementation requires deep collaboration with clients for tailored solutions, rather than expecting instant results from generic applications. The author also cautions against the pressure for AI startups to scale too quickly, leading to overpromising and underdelivering. false full 11 6b1fbcce-40a5-449e-8121-a0c12cdc3440 Back to the future - AI in sales Wed, 19 Feb 2025 14:45:54 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/back-to-the-future-ai-in-sales-klq_PGFH Back to the future - AI in sales Shadow Seller AI 00:10:35 The podcast explores the cyclical nature of sales strategies, highlighting a return to human connection in the age of AI. It contrasts the charm-based approaches of historical salesmen with the rise of subject matter experts and the current integration of AI in sales. The author suggests that AI, while providing expertise, cannot replicate the crucial elements of trust, emotional intelligence, and genuine relationships. The piece emphasizes the importance of authenticity, self-awareness, and leveraging AI as a tool to enhance, not replace, human interaction. Ultimately, the article advocates for a balanced approach where technology complements interpersonal skills to foster meaningful connections and drive sales success. It suggests that the key is to use AI to support your strengths and address your weaknesses, rather than trying to be someone you're not. The podcast explores the cyclical nature of sales strategies, highlighting a return to human connection in the age of AI. It contrasts the charm-based approaches of historical salesmen with the rise of subject matter experts and the current integration of AI in sales. The author suggests that AI, while providing expertise, cannot replicate the crucial elements of trust, emotional intelligence, and genuine relationships. The piece emphasizes the importance of authenticity, self-awareness, and leveraging AI as a tool to enhance, not replace, human interaction. Ultimately, the article advocates for a balanced approach where technology complements interpersonal skills to foster meaningful connections and drive sales success. It suggests that the key is to use AI to support your strengths and address your weaknesses, rather than trying to be someone you're not. false full 10 3397ca15-b33c-4870-8fb6-6113c710fa70 AI - thinking "for" us or "with" us? This episode explores the duality of AI, examining its potential both to enhance and to diminish human thought. It argues that the key lies in the user's choice to employ AI as a tool for amplification rather than a substitute for critical thinking. The document highlights specific applications of AI within sales, particularly in preparation and planning, where it can streamline research, summarize information, and enable more informed decision-making. Ultimately, the piece champions the responsible use of AI, empowering individuals to overcome challenges like Monday sales meetings by presenting well-considered strategies and preventing second-guessing. It emphasizes the importance of intentionally directing AI to support human judgment and expertise.

]]> Wed, 19 Feb 2025 13:13:22 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/ai-thinking-for-us-or-with-us-TaI16UKg This episode explores the duality of AI, examining its potential both to enhance and to diminish human thought. It argues that the key lies in the user's choice to employ AI as a tool for amplification rather than a substitute for critical thinking. The document highlights specific applications of AI within sales, particularly in preparation and planning, where it can streamline research, summarize information, and enable more informed decision-making. Ultimately, the piece champions the responsible use of AI, empowering individuals to overcome challenges like Monday sales meetings by presenting well-considered strategies and preventing second-guessing. It emphasizes the importance of intentionally directing AI to support human judgment and expertise.

]]> AI - thinking "for" us or "with" us? Shadow Seller AI 00:07:37 This episode explores the duality of AI, examining its potential both to enhance and to diminish human thought. It argues that the key lies in the user's choice to employ AI as a tool for amplification rather than a substitute for critical thinking. The document highlights specific applications of AI within sales, particularly in preparation and planning, where it can streamline research, summarize information, and enable more informed decision-making. Ultimately, the piece champions the responsible use of AI, empowering individuals to overcome challenges like Monday sales meetings by presenting well-considered strategies and preventing second-guessing. It emphasizes the importance of intentionally directing AI to support human judgment and expertise. This episode explores the duality of AI, examining its potential both to enhance and to diminish human thought. It argues that the key lies in the user's choice to employ AI as a tool for amplification rather than a substitute for critical thinking. The document highlights specific applications of AI within sales, particularly in preparation and planning, where it can streamline research, summarize information, and enable more informed decision-making. Ultimately, the piece champions the responsible use of AI, empowering individuals to overcome challenges like Monday sales meetings by presenting well-considered strategies and preventing second-guessing. It emphasizes the importance of intentionally directing AI to support human judgment and expertise. false full 9 7ad7a901-e0d2-4986-a806-f497ad59c63f Precisely's Account Plan The plan centers on leveraging Precisely's data management capabilities to enhance Allina Health's SAP systems, improving data accuracy, operational efficiency, and ultimately, patient care.  Actions include approaching identified shared challenges, tailoring solutions to Allina Health's needs, and engaging key stakeholders.  

The expected outcome is a differentiated, more considered approach resulting in a willingness to explore partnership and to embrace improved data management capabilities resulting in better patient outcomes.  

Precisely will achieve this through a consultative sales approach, connecting enhanced data quality, automated data cleansing, and enriched data integration to Allina's vision of improved patient care. The plan explains the approach and details specific actions and anticipated results.

]]> Sun, 19 Jan 2025 17:15:20 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/preciselys-account-plan-f_tGetHH The plan centers on leveraging Precisely's data management capabilities to enhance Allina Health's SAP systems, improving data accuracy, operational efficiency, and ultimately, patient care.  Actions include approaching identified shared challenges, tailoring solutions to Allina Health's needs, and engaging key stakeholders.  

The expected outcome is a differentiated, more considered approach resulting in a willingness to explore partnership and to embrace improved data management capabilities resulting in better patient outcomes.  

Precisely will achieve this through a consultative sales approach, connecting enhanced data quality, automated data cleansing, and enriched data integration to Allina's vision of improved patient care. The plan explains the approach and details specific actions and anticipated results.

]]> Precisely's Account Plan Shadow Seller AI 00:18:28 This sales account plan outlines how Precisely becomes a key partner with Allina Health.  This sales account plan outlines how Precisely becomes a key partner with Allina Health.  false full 8 3027ba4b-3285-442e-85be-e3a412e226ee Avoiding Complacency in Data Center Sales The episode emphasizes the importance of avoiding complacency in the booming data center industry, using examples of companies like Kodak and Blockbuster that failed to adapt to change. It argues that despite current success, companies should invest in future-proofing their businesses, particularly by enhancing their sales teams' readiness through AI-driven tools. The author promotes AI sales readiness tools as a key strategy for maintaining a competitive edge in a rapidly evolving market. The overall message is that proactive preparation, not resting on current achievements, is crucial for long-term success. This approach ensures businesses not only survive but thrive amidst industry shifts and emerging challenges.

]]> Sun, 29 Dec 2024 21:34:49 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/avoiding-complacency-in-data-center-sales-CBaRWrE4 The episode emphasizes the importance of avoiding complacency in the booming data center industry, using examples of companies like Kodak and Blockbuster that failed to adapt to change. It argues that despite current success, companies should invest in future-proofing their businesses, particularly by enhancing their sales teams' readiness through AI-driven tools. The author promotes AI sales readiness tools as a key strategy for maintaining a competitive edge in a rapidly evolving market. The overall message is that proactive preparation, not resting on current achievements, is crucial for long-term success. This approach ensures businesses not only survive but thrive amidst industry shifts and emerging challenges.

]]> Avoiding Complacency in Data Center Sales Shadow Seller AI 00:11:45 The episode emphasizes the importance of avoiding complacency in the booming data center industry, using examples of companies like Kodak and Blockbuster that failed to adapt to change. It argues that despite current success, companies should invest in future-proofing their businesses, particularly by enhancing their sales teams' readiness through AI-driven tools. The author promotes AI sales readiness tools as a key strategy for maintaining a competitive edge in a rapidly evolving market. The overall message is that proactive preparation, not resting on current achievements, is crucial for long-term success. This approach ensures businesses not only survive but thrive amidst industry shifts and emerging challenges. The episode emphasizes the importance of avoiding complacency in the booming data center industry, using examples of companies like Kodak and Blockbuster that failed to adapt to change. It argues that despite current success, companies should invest in future-proofing their businesses, particularly by enhancing their sales teams' readiness through AI-driven tools. The author promotes AI sales readiness tools as a key strategy for maintaining a competitive edge in a rapidly evolving market. The overall message is that proactive preparation, not resting on current achievements, is crucial for long-term success. This approach ensures businesses not only survive but thrive amidst industry shifts and emerging challenges. false full 7 56ace67a-d48a-48c4-9faf-ce86627e5fcf Market Engagement Guide Discussion - Truein The platform addresses challenges like time theft and inaccurate data through facial recognition and GPS geofencing, improving efficiency and compliance. Its target market includes various industries with contractual or remote employees, focusing on streamlining attendance management and reducing costs. The provided market engagement guide details the sales strategy, outlining ideal customer profiles, competitive advantages, and the team's roles in client acquisition. Ultimately, Truein aims to establish strong client relationships by offering a user-friendly, scalable solution.

]]> Sun, 24 Nov 2024 15:11:05 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/market-engagement-guide-discussion-truein-L4fvPdLg The platform addresses challenges like time theft and inaccurate data through facial recognition and GPS geofencing, improving efficiency and compliance. Its target market includes various industries with contractual or remote employees, focusing on streamlining attendance management and reducing costs. The provided market engagement guide details the sales strategy, outlining ideal customer profiles, competitive advantages, and the team's roles in client acquisition. Ultimately, Truein aims to establish strong client relationships by offering a user-friendly, scalable solution.

]]> Market Engagement Guide Discussion - Truein Shadow Seller AI 00:14:16 This is a discussion of the Truein MEG, developed by Frontline. Truein, a cloud-based B2B SaaS platform, offers AI-powered attendance and timesheet solutions for companies with dispersed workforces. This is a discussion of the Truein MEG, developed by Frontline. Truein, a cloud-based B2B SaaS platform, offers AI-powered attendance and timesheet solutions for companies with dispersed workforces. false full 6 a84632bf-8689-4bd6-935b-2ec60ab3384a What Dune Tells us about Self Deception Key Ideas and Facts:

  • The human brain is wired to lie, even to itself. The document uses the example of the movie "Dune - Prophesy" to illustrate this point, highlighting the physiological discomfort the body experiences despite the brain's proficiency in deception. This internal conflict often manifests in sales through inflated confidence and an unwillingness to confront weaknesses.
  • The "Ubermensch" complex and the "A Player" fallacy are detrimental to sales teams. The document argues that striving for an unattainable ideal of the "superman" salesperson and believing that a team solely composed of "A players" is the key to success are harmful misconceptions. It criticizes the culture of avoiding honest feedback under the guise of protecting feelings.
  • The 90/10 rule demonstrates the untapped potential of "B" and "C" players. The document highlights the fact that 90% of sales often come from only 10% of the team, emphasizing the significant growth opportunity that lies in developing the remaining 90%.
  • AI Sales Readiness can level the playing field by empowering "B" and "C" players. Citing Ethan Mollick's "Co-intelligence", the document emphasizes that AI consistently benefits those with lower initial abilities the most, turning poor performers into good ones. This "equalizer" effect can bridge the performance gap and improve overall team productivity.
  • Traditional sales coaching and training are often ineffective. The document criticizes the lack of adequate coaching and training in many organizations, pointing out that relying on outdated methods and expecting individuals to "figure it out for themselves" is detrimental to both customer satisfaction and sales performance.
  • Generative AI Sales Readiness offers a transformative solution. The document positions AI Sales Readiness as a game-changer, capable of providing personalized insights, strategies, and advice that were previously accessible only through expensive consultants. This technology can equip sales teams with the tools they need to succeed, regardless of their initial skill level.
]]> Wed, 20 Nov 2024 17:01:33 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/what-dune-tells-us-about-self-deception-lKThATAH Key Ideas and Facts:

  • The human brain is wired to lie, even to itself. The document uses the example of the movie "Dune - Prophesy" to illustrate this point, highlighting the physiological discomfort the body experiences despite the brain's proficiency in deception. This internal conflict often manifests in sales through inflated confidence and an unwillingness to confront weaknesses.
  • The "Ubermensch" complex and the "A Player" fallacy are detrimental to sales teams. The document argues that striving for an unattainable ideal of the "superman" salesperson and believing that a team solely composed of "A players" is the key to success are harmful misconceptions. It criticizes the culture of avoiding honest feedback under the guise of protecting feelings.
  • The 90/10 rule demonstrates the untapped potential of "B" and "C" players. The document highlights the fact that 90% of sales often come from only 10% of the team, emphasizing the significant growth opportunity that lies in developing the remaining 90%.
  • AI Sales Readiness can level the playing field by empowering "B" and "C" players. Citing Ethan Mollick's "Co-intelligence", the document emphasizes that AI consistently benefits those with lower initial abilities the most, turning poor performers into good ones. This "equalizer" effect can bridge the performance gap and improve overall team productivity.
  • Traditional sales coaching and training are often ineffective. The document criticizes the lack of adequate coaching and training in many organizations, pointing out that relying on outdated methods and expecting individuals to "figure it out for themselves" is detrimental to both customer satisfaction and sales performance.
  • Generative AI Sales Readiness offers a transformative solution. The document positions AI Sales Readiness as a game-changer, capable of providing personalized insights, strategies, and advice that were previously accessible only through expensive consultants. This technology can equip sales teams with the tools they need to succeed, regardless of their initial skill level.
]]> What Dune Tells us about Self Deception Shadow Seller AI 00:10:15 This pod cast explores the pervasive self-deception in sales culture and argues that embracing AI Sales Readiness can help address these issues and improve overall performance. This pod cast explores the pervasive self-deception in sales culture and argues that embracing AI Sales Readiness can help address these issues and improve overall performance. false full 5 332038f4-ce58-496e-967d-cdec2180e631 Leidos MEG Discussion of the Leidos Market Engagement Guide.

]]> Fri, 15 Nov 2024 18:40:37 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/leidos-meg-nEUSCiO5 Discussion of the Leidos Market Engagement Guide.

]]> Leidos MEG Shadow Seller AI 00:16:11 Discussion of the Leidos Market Engagement Guide. Discussion of the Leidos Market Engagement Guide. false full 4 22a6f166-d66d-441d-8a66-7641944dcf47 Acme Example This is a fictional company's (Acme) first call plan for Novant Health

]]> Mon, 11 Nov 2024 23:06:28 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/acme-example-tqqFQMzJ This is a fictional company's (Acme) first call plan for Novant Health

]]> Acme Example Shadow Seller AI 00:09:22 This is a fictional company's (Acme) first call plan for Novant Health This is a fictional company's (Acme) first call plan for Novant Health false full 3 12184f18-9ca9-4904-80bf-055bc6d08140 The trap of the "why us" and "why now" Fri, 8 Nov 2024 22:33:36 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/the-trap-of-the-why-us-and-why-now-AwnlZ7eW The trap of the "why us" and "why now" Shadow Seller AI 00:13:53 In the David Mamat written, 1997 movie The Edge, an intellectual billionaire (Anthony Hopkins) and two other men (one being Alec Baldwin) struggle to band together and survive after getting stranded in the Alaskan wilderness with a blood-thirsty Kodiak Bear hunting them down. The Edge is a less well-known, tremendous movie whose story delivers a powerful message. But in the movie Alec Baldwin falls into a bear trap, which he didn’t so much “make”, but did forget about. I won’t tell you anymore but find that movie, it’s a great watch. I guess I fell into my own trap. In a recent article “The Fraud of the B2B Numbers Game” – where we talked about the importance of the “human” factor. We also talked about the importance of being compelling and differentiated (preemptively answering the questions “why now?” and “why us?”) What we didn’t get into were the specifics of what that actually means. What is it, to be compelling and differentiated. How do I do it? It all sounds great, but what does it mean? Lets run through a few of the vanilla definitions and advice and then return to each one to break them down. In the David Mamat written, 1997 movie The Edge, an intellectual billionaire (Anthony Hopkins) and two other men (one being Alec Baldwin) struggle to band together and survive after getting stranded in the Alaskan wilderness with a blood-thirsty Kodiak Bear hunting them down. The Edge is a less well-known, tremendous movie whose story delivers a powerful message. But in the movie Alec Baldwin falls into a bear trap, which he didn’t so much “make”, but did forget about. I won’t tell you anymore but find that movie, it’s a great watch. I guess I fell into my own trap. In a recent article “The Fraud of the B2B Numbers Game” – where we talked about the importance of the “human” factor. We also talked about the importance of being compelling and differentiated (preemptively answering the questions “why now?” and “why us?”) What we didn’t get into were the specifics of what that actually means. What is it, to be compelling and differentiated. How do I do it? It all sounds great, but what does it mean? Lets run through a few of the vanilla definitions and advice and then return to each one to break them down. false full 2 92ade5e4-06ca-49c3-972d-d0d9a52dfe35 Is AI in Sales Just a Load of Hype? In this episode of the Savvy Seller we discuss that the buzz around Artificial Intelligence (AI) and Generative AI (Gen AI) has reached a fever pitch. It’s nearly impossible to go a day without encountering discussions about how AI is transforming industries, making processes more efficient, or even revolutionizing the future of work. But amidst all this noise (and the hype) a significant challenge remains: many professionals, especially in fields like sales, remain unconvinced. They are struggling to discern whether AI is truly valuable or just another shiny object.

In the world of sales, where execution is everything, it's not enough for AI to merely be "cool." For AI sales readiness tools to break through the haze of indifference and confusion, they need to offer tangible, practical benefits that solve real-world problems for both sellers and their leadership. Recent survey feedback from sales professionals’ sheds light on what they actually need from AI sales readiness tools to add value and not just novelty. Sellers are busy enough and get pulled in many different directions. Foisting (not) another sales tool on them (A.I. or not) could end up in tears!

We look at the specifics of what sellers and sales leaders are asking for from an AI tool in sales.

Contact us as sboardman@shadowsellerai.com .

]]> Tue, 22 Oct 2024 18:04:56 +0000 sboardman@shadowsellerai.com (Shadow Seller AI ) https://the-savvy-seller.simplecast.com/episodes/is-ai-in-sales-just-a-load-of-hype-qtuLAv3K In this episode of the Savvy Seller we discuss that the buzz around Artificial Intelligence (AI) and Generative AI (Gen AI) has reached a fever pitch. It’s nearly impossible to go a day without encountering discussions about how AI is transforming industries, making processes more efficient, or even revolutionizing the future of work. But amidst all this noise (and the hype) a significant challenge remains: many professionals, especially in fields like sales, remain unconvinced. They are struggling to discern whether AI is truly valuable or just another shiny object.

In the world of sales, where execution is everything, it's not enough for AI to merely be "cool." For AI sales readiness tools to break through the haze of indifference and confusion, they need to offer tangible, practical benefits that solve real-world problems for both sellers and their leadership. Recent survey feedback from sales professionals’ sheds light on what they actually need from AI sales readiness tools to add value and not just novelty. Sellers are busy enough and get pulled in many different directions. Foisting (not) another sales tool on them (A.I. or not) could end up in tears!

We look at the specifics of what sellers and sales leaders are asking for from an AI tool in sales.

Contact us as sboardman@shadowsellerai.com .

]]> Is AI in Sales Just a Load of Hype? Shadow Seller AI 00:15:30 The buzz around Artificial Intelligence (AI) and Generative AI (Gen AI) has reached a fever pitch. It’s nearly impossible to go a day without encountering discussions about how AI is transforming industries, making processes more efficient, or even revolutionizing the future of work. But amidst all this noise (and the hype) a significant challenge remains: many professionals, especially in fields like sales, remain unconvinced. They are struggling to discern whether AI is truly valuable or just another shiny object. The buzz around Artificial Intelligence (AI) and Generative AI (Gen AI) has reached a fever pitch. It’s nearly impossible to go a day without encountering discussions about how AI is transforming industries, making processes more efficient, or even revolutionizing the future of work. But amidst all this noise (and the hype) a significant challenge remains: many professionals, especially in fields like sales, remain unconvinced. They are struggling to discern whether AI is truly valuable or just another shiny object. genai, aisales, aisalesreadiness, ai, aisalesenablement, aib2bsales, aisalescoaching false full 1