Nick Caruso, CRO of Knowledgenet.ai, discusses the importance of leveraging relationship intelligence and AI in sales.
He emphasizes the need for sales professionals to gather information about their prospects and use it strategically to open doors and close deals.
Caruso highlights the role of AI in augmenting sales reps, not replacing them, and the importance of hiring the right people to leverage technology effectively.
He also emphasizes the value of being human in sales and building genuine connections with prospects.
In this conversation, Wes and Nick discuss the concept of cold calling and how it has evolved in the modern era.
Wes emphasizes that cold calling is not about randomly dialing numbers, but rather about narrowing the search and targeting specific individuals who are more likely to be interested in the product or service being offered.
He highlights the importance of a strong value proposition and the ability to engage the prospect quickly.
Nick agrees and adds that getting the prospect prepared ahead of time can make a significant difference in the success of a cold call.
They also discuss the challenges faced by sales teams and the need for better sales management and training.
They both advocate for the use of AI tools to automate the research process and provide valuable insights to sales professionals.
Nick introduces his company, KnowledgeNet, which offers AI-powered tools to help sales teams automate tasks, update CRMs, and improve the sales process.
00:00 Introduction and Military Banter
03:14 The Power of Relationship Intelligence and AI in Sales
09:05 Strategically Leveraging Information to Open Doors and Close Deals
13:02 Augmenting Sales Reps with AI: Finding the Right Balance
21:46 The Importance of Being Human in Sales
23:33 The Evolution of Cold Calling in the Modern Era
25:05 Targeting and Engaging Prospects in Cold Calls
28:18 Challenges Faced by Sales Teams and the Need for Better Sales Management
35:49 The Role of AI in Automating the Sales Process
AI is not replacing the pilot in the F-35. It's about augmenting the human."
The zig now is to be human while everybody zags and becomes artificial."
Calling someone from a human connection is so much more effective than just dialing 100 people a day."
I don't think in the modern era, if you have half a brain, there is such a thing as cold calling."
The only difference between a cold call and a referral really is the opening 30 seconds."
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