Episode 333: James Pursey Says This is Why Your Sales Training is Failing-and How AI Can Fix It

The B2B Revenue Executive Experience

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Why is there a disconnect between the amount that organizations are investing in sales enablement programs and the yield of success they’re seeing as a result?

Why might your strategy be failing, and importantly, what are the solutions? Well, firstly, we have to accept that buyers have changed.

The complexities of buyer personas and the crucial need for dynamic, real-time data are things we all need to get our heads around sooner rather than later.

James Pursey is here to help us do just that – James is well-practiced boiling down complex business problems, getting teams aligned and driving the change that is needed in a company. He is the Co-Founder & CEO of Replicate Labs, an organization that helps sales & marketing teams understand their buyers better through utilization of advanced and dynamic buyer personas.

Timeline:

00:00 - Intro

02:04 - Uncovering Hidden Passions

03:39 - From Marketer to AI Innovator

06:36 - The Cost of Ineffective Sales Enablement

09:24 - Measuring Success: The Downside of Surveys

13:18 - Accountability in Sales Training

15:24 - Learning to Swim

20:44 - No One Wants to Be Sold To Anymore

24:19 - Real-Time Relevance: Buyer Personas

27:45 - Engaging Clients with New Tools

32:19 - Feedback that Transforms

33:58 - From Stagnant to Dynamic Personas

38:27 - Identifying the Need for Change

39:00 - The Window Shopping Phenomenon

Now that you know how to become the best possible you, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

GUEST: James Pursey, Co-Founder & CEO of Replicate Labs

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Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare

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