What if you could revolutionize your sales process and boost your team's productivity without adding a single new hire? Join us as we uncover the transformative power of AI in sales with insights drawn from a compelling Salesforce study and engaging conversations with three seasoned sales leaders. Discover how AI is reshaping sales workflows, enabling teams to reclaim valuable time for direct customer interactions and driving substantial growth and value creation. We emphasize the critical role of structured initiatives in harnessing these capacity gains and how well-trained sellers can outperform their peers, ultimately generating significant revenue.

In another exciting segment, we explore how Chief Revenue Officers can leverage AI and coaching to maximize sales effectiveness. By reallocating time saved through AI into deeper, high-quality engagements, sales teams can seize opportunities even in limited-deal scenarios. Learn about the use of conversation intelligence as an early warning system to prevent lost deals, and get a sneak peek into the future of sales with a discussion on the shift from traditional SaaS contract pricing to usage-based models. Tune in for valuable insights from our guests and get ready to explore the evolving landscape of sales with industry innovators.

(00:05) Using AI to Drive Sales Efficiency

(07:33) Leveraging AI for Sales Improvement

(00:05) Using AI to Drive Sales Efficiency

This chapter explores how AI can drive value and efficiency within sales organizations, emphasizing that the future of sales is about collaboration between humans and technology. By reimagining workflows, sales teams can use AI to reduce non-selling time and increase direct customer interaction, ultimately boosting productivity. We examine a Salesforce study suggesting that by enhancing efficiency in five key areas, sales teams can reclaim 5% of their time for direct selling, potentially generating significant revenue without additional hires. The discussion highlights the importance of structured initiatives to maximize capacity gains and improve key performance indicators. Additionally, we touch on the impact of effective training, noting that well-trained sellers can significantly outperform their peers. Overall, the focus is on leveraging AI for both efficiency and effectiveness, aiming for substantial growth and value creation in sales organizations.

(07:33) Leveraging AI for Sales Improvement

This chapter focuses on the innovative ways CROs can harness AI and coaching to enhance sales effectiveness. I discuss how reallocating time saved through AI into deeper, higher-quality engagements can maximize opportunities in limited-deal scenarios. Additionally, I highlight the importance of using conversation intelligence to set up tripwires, allowing sales teams to detect and address issues in individual engagements early, thus preventing lost deals. Looking ahead, I introduce the upcoming topic for November, which examines the transition from traditional SaaS contract pricing to usage-based models. This shift involves moving revenue generation from upfront contracts to ongoing usage, posing new challenges and opportunities for sales organizations. I look forward to exploring this with revenue innovators across various industries.

Download the report mentioned in this podcast:

https://enterprise.sandler.com/whitepaper-why-cros-who-adapt-with-ai-will-lead-the-next-era-of-growth?utm_content=350656110&utm_medium=social&utm_source=linkedin&hss_channel=lcp-14155

What if aligning your sales, marketing, and customer success teams could unlock the hidden potential for revenue growth? Join us as Matt Naeger, Trilliad's Chief Solutions Officer, shares his insights on breaking down organizational silos to foster collaboration and data integration, as revealed in Trilliad's 2025 Sustainable Growth Survey. With Matt's expertise, we uncover the strategic advantage of a unified approach, emphasizing the significance of setting KPIs with a customer-centric focus and the transformative power of shared data across departments.

Explore the remarkable role of AI in boosting organizational alignment and the often-overlooked potential of customer success as a strategic pillar. We tackle the challenges businesses face with AI adoption, highlighting the need for continuous reinforcement and balanced leadership to enhance sales, marketing, and customer success functions. Discover how AI can predict customer behavior, improve retention, and give your organization a competitive edge. This episode is a must-listen for those eager to harness the power of data and technology for sustainable growth, offering a fresh perspective on the evolving dynamics between sales, marketing, and customer success teams.

(00:05) 2025 Sustainable Growth Survey Insights

(14:18) Maximizing AI for Organizational Alignment

(19:19) Organizational Alignment and Data Management

This chapter explores the findings of Trilliad's 2025 Sustainable Growth Survey, highlighting the importance of data integration across B2B sales, marketing, and customer success functions. We discuss how aligning these typically siloed departments can drive substantial revenue growth, with companies that utilize data throughout the entire customer journey being over 50% more likely to anticipate increased revenues. I talk with Matt Naeger, Trilliad's Chief Solutions Officer, who emphasizes the need for data sharing and establishing KPIs with a customer-first approach rather than a departmental focus. We also touch on the challenges posed by organizational egos and silos, which often lead to fragmented data views, and how high-functioning organizations overcome these obstacles to achieve better-than-average growth rates.

(14:18) Maximizing AI for Organizational Alignment

This chapter explores the challenges and opportunities for B2B organizations in leveraging technology and AI to enhance sales, marketing, and customer success. We discuss the importance of continuous reinforcement in using new tools, emphasizing how consultants often advise others without applying the same principles internally. A significant focus is on the underutilization of customer success as a strategic advantage and the widespread dissatisfaction with current AI initiatives, often due to misaligned focus on efficiency rather than insightful data utilization. The conversation highlights the potential for AI to improve organizational alignment across different functions, stressing the importance of having a Chief Revenue Officer who provides balanced guidance across sales, marketing, and customer service. We also address the potential of AI in predicting customer behavior, offering proactive insights to client delivery teams to enhance customer retention and competitive positioning.

(19:19) Organizational Alignment and Data Management

This chapter explores the intricate dynamics between sales, marketing, and customer success teams, focusing on the importance of alignment among these departments. Despite sales often being perceived as independent and solely numbers-driven, we uncover that a significant 54% of sellers value alignment, particularly with marketing. This suggests that sales teams seek better integration of data and communication to enhance lead quality and customer onboarding. We discuss how alignment should prioritize the customer experience rather than internal biases.

Join us as we explore the transformative shift towards usage-based sales models in enterprise organizations, especially within the SaaS industry. In this episode, we're thrilled to have Anthony McPartlin, a seasoned expert in sales operations and enablement, share his invaluable insights. Together, we unravel the compelling benefits of usage-based pricing, from aligning better with perceived customer value to enhancing net revenue retention. With examples from industry leaders like Snowflake and Datadog, we highlight how this model can drive growth and foster lasting customer relationships. However, this transition also brings challenges, particularly for sales leaders who must rethink compensation plans and sales strategies. This episode aims to equip Chief Revenue Officers with the knowledge they need to navigate this significant shift.

Listen in as we also examine the evolving roles in revenue operations and the implications of usage-based pricing on sales compensation and forecasting. The discussion underscores the importance of advanced data analytics in making informed decisions and highlights the shifting responsibilities of Customer Success Managers towards revenue generation. Anthony and I discuss the potential merging of Customer Success Manager and Account Manager roles, emphasizing the need for collaboration to drive strategic growth and maintain strong customer relationships. With Anthony's expertise, this episode promises to be an enlightening journey into the future of revenue operations and sales models.

(00:05) Usage-Based Sales in Enterprise Organizations

(10:56) Evolving Roles in Revenue Operations

(00:05) Usage-Based Sales in Enterprise Organizations

This chapter focuses on the transition to usage-based sales models in enterprise organizations, particularly within the SaaS industry, driven by AI data and customer preferences. We explore the benefits of usage-based pricing, including better alignment with perceived customer value, lower barriers to entry, and higher net revenue retention, exemplified by companies like Snowflake and Datadog. While acknowledging that this model can enhance growth and create durable customer relationships, I also address the challenges it poses for sales leaders, such as adjusting compensation plans and sales strategies. By offering insights into how this model can drive stickiness and provide accurate signals of product-market fit, we aim to equip CROs with the knowledge needed to navigate this significant shift.

(10:56) Evolving Roles in Revenue Operations

This chapter focuses on the complexities of transitioning to usage-based pricing models and the implications for sales compensation and forecasting. We explore how quota and compensation design must adapt to ensure fairness and motivation for sales representatives, given the variability in usage patterns. The discussion highlights the importance of advanced data analytics and telemetry in making informed, data-backed decisions, reducing reliance on sellers for forecasting. We also address the evolving roles within organizations, particularly the shift in Customer Success Manager (CSM) responsibilities towards revenue generation, and the potential merging of CSM and Account Manager (AM) roles. Finally, the chapter emphasizes the need for collaboration between these roles to strategically drive growth and maintain strong customer relationships.