Most companies don't have an AI problem. They have a data problem, and it's quietly weakening their revenue decisions.

The real cost of building in-house isn't the prototype. It's the ongoing burden of integrations, governance, maintenance, adoption, and support.

In this episode, Janice B Gordon speaks with Martin Garvey about building an enterprise sales function from scratch and scaling the team threefold in three years. They explore how better data, outcome-led selling, cross-functional alignment, and early implementation support can improve sales execution.

What you'll learn:

a) Why AI strategy must start with a reliable data strategy
b) How to identify builders and hunters during the hiring process
c) Why implementation teams should enter complex deals before the contract is signed

Martin Garvey built Gong's enterprise sales function in EMEA from nothing, growing the team threefold in three years. He also helped the team beat its targets in its first and second years.

Timestamps:

00:00 Building a Strong Team Connection

06:11 Company growth and adapting to AI

08:07 Assessing and Building Successful Teams

11:29 Importance of Data for AI Strategy

17:05 Understanding Customer Needs and Outcomes

18:47 Co-creating sales strategies

24:24 Timing for involving post-sales team

26:37 Considering total costs for buy vs. build

29:09 Improving team productivity and AI strategy

Connect with Martin Garvey

LinkedIn: https://www.linkedin.com/in/martin-garvey-9375b415/

Connect with Janice

Book Janice to speak at your next sales or leadership event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Instagram: https://www.instagram.com/janicebgordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

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