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The Evolution of Enterprise Sales, Part 2, Rob Schilling, SVP, ERP Sales N.A. @ Oracle
Manage episode 429714400 series 2869094
Conteúdo fornecido por Accelerant Growth Solutions LLC, Mark Petruzzi, Cathy Minter, Paul Melchiorre, and Katerina Ostrovsky. Todo o conteúdo do podcast, incluindo episódios, gráficos e descrições de podcast, é carregado e fornecido diretamente por Accelerant Growth Solutions LLC, Mark Petruzzi, Cathy Minter, Paul Melchiorre, and Katerina Ostrovsky ou por seu parceiro de plataforma de podcast. Se você acredita que alguém está usando seu trabalho protegido por direitos autorais sem sua permissão, siga o processo descrito aqui https://pt.player.fm/legal.
In the second part of this engaging conversation, Rob Schilling addresses the common challenges companies face when transitioning to a data-centric sales model. He shares candid experiences where a data-driven approach may fall short and offers his perspective on how AI is reshaping the “art of sales.” With a keen eye on the future, Rob discusses the evolving role of AI and data-driven sales, the risks of over-reliance on AI, and the lessons he has learned from selling abroad, particularly in Japan. Wrapping up, Rob provides invaluable guidance for emerging Chief Revenue Officers (CROs) in the AI era, emphasizing the importance of cultivating skills akin to those of a "sales data scientist."
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Show Notes:
Co-Hosts: Mark Petruzzi and Cathy Minter
Guest: Rob Schilling, SVP, ERP Sales NA, Services Industries at Oracle
Mark talks about the book: Challenger Sale
Rob mentions the book: The Coming Wave, Mustafa Suleyman
Essential tool for every CRO: ChatGPT
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