Howard Brown

A challenging economy doesn’t need to mean the end of revenue growth. On the contrary, with the right approach, companies can lower their cost of revenue and achieve sales growth, even in a downturn market.

Best practices for high-performing sales teams are changing fast, and B2B sales leaders must adapt or perish.

New research shows that SDRs are having far fewer qualified conversations per day—down more than 50% from just a few years ago. To hit quota goals, reps need to ace every single conversation.

In this episode, Alastair Woolcock and Howard engage in a thought-provoking conversation about the impact of generative AI on sales strategies, highlighting findings from Gartner Peer Community research. They explore the challenges faced by sales leaders, including market competition, budget limitations, and the need for organizational alignment. The discussion delves into how generative AI can address these challenges by empowering sales teams with better research capabilities, enabling them to understand market competition more effectively, and providing continuous training and support to improve their skills. The episode concludes with a reminder to focus on helping sales reps deliver value to customers in the moment, as these interactions are crucial for success in today’s sales landscape.

In this week’s podcast, hosts Alastair Woolcock and Howard Brown engage with Paul Butterfield, founder of the Revenue Flywheel Group, to explore the transformative impact of customer-centric selling. The conversation reveals how this approach can significantly enhance profit margins, stressing the importance of genuine engagement and strategic product discussion as verbs rather than nouns. With insights around equipping sales teams with the necessary business acumen and leveraging AI for enhanced buyer-seller interactions, this episode offers a deep dive into the methodologies and technologies that are shaping the future of sales in both B2B and B2C landscapes.

Our latest podcast episode features Ricardo Olivo, Vice President of Technology at VML, along with host Alastair Woolcock for an engaging discussion around the integration of AI in understanding and shaping consumer behavior. The episode explores the shift from traditional marketing to a more data-driven, personalized approach, stressing the importance of aligning creative content with emerging trends and legal considerations. The conversation emphasizes the necessity of maintaining a human-centric approach amidst rapid technological advancements, offering a glimpse into the future of marketing where creativity and technology converge to enhance consumer engagement.