#253: The Right Way to Use AI in B2B Sales - Alex Boyd copertina

#253: The Right Way to Use AI in B2B Sales - Alex Boyd

#253: The Right Way to Use AI in B2B Sales - Alex Boyd

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 Your team is using AI to send more outreach, and your buyers are using it to tune you out faster.In this episode, we're joined by Alex Boyd, serial entrepreneur, B2B sales operator and co-founder of DemandBird. Alex founded RevenueZen in 2017, grew it through more than 300 SaaS and professional services clients and sold it, then went on to build social selling software. George Coudounaris and Adem Manderovic dig into why he keeps coming back to the same fundamentals while every new wave of tech promises a shortcut.Alex explains why AI scales good sellers and bad sellers equally, why asking buyers what they love about their current vendor gets you more than asking what they hate, and how he asks for renewal dates without setting off the "sales bro" alarm. He also shares how he uses coding agents to ship a buyer's feature request while they're still on the call, and why the meetings-booked machine keeps teams from having the two-way conversations that actually build pipeline.Tune in and learn:Why AI amplifies both great sales fundamentals and bad selling habitsHow to ask for a buyer's renewal date so they actually tell youWhy "what do you love about it?" opens better conversations than "what do you hate about it?"How to use AI to serve the buyer in front of you, not to spam more of themWhy meeting-booked targets and investor-driven spreadsheets break catalogingWhy trust and human credibility matter more as AI content floods every channelIf you lead a revenue team, or you're the marketer handing signals to sales, listen to this before you add another AI tool to your outbound stack.-----------------------------------------------------🔗 Links + CTAs-----------------------------------------------------🧠 Revenue leader, CRO or founder? CRO School installs Revenue Alignment Architecture across Sales, Marketing and Customer Success: https://theb2bplaybook.com/cro-school🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course👤 Follow Alex Boyd on LinkedIn: https://www.linkedin.com/in/alexcboyd🐦 Check out Alex's social media platform, DemandBird: https://demandbird.com-----------------------------------------------------WATCH on YouTube: https://www.youtube.com/watch?v=sZLxzHy4L5USUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------Timestamps:00:00 Welcome to The B2B Playbook00:35 Technology scales good and bad sellers01:34 Meet Alex Boyd03:33 How Alex and Adem connected05:54 What go-to-market got better and worse at10:03 Remote work and the lost feedback loop11:08 Sales fundamentals that still work: need, feature, benefit13:56 The five key questions from Closed Circuit Selling14:50 Why "what do you love about it?" opens better conversations15:56 Timing the conversation around the renewal date17:20 Turning buyer conversations into product and marketing intel19:00 Using AI coding agents to build features on the call21:26 Losing a deal without burning the relationship21:59 Will buyers really tell you their renewal date?23:25 Hardcore openers and the meetings-booked trap25:54 Where Adem learned to lead with curiosity28:00 Why bootstrappers reach the same conclusions31:02 Content saturation and the rising quality bar34:33 The trust arms race in an AI world36:40 Proving you're human: video DMs and proof of life39:54 Where the conversations happen: LinkedIn DMs over meetings42:16 Why who's asking matters43:14 Selling without being one-track46:30 Bridging marketing signals and sales outreach48:21 Why incentives break cataloging51:35 Short-term metrics and the skills gap53:18 Building DemandBird from market feedback57:00 Using AI agents without skipping the expertise59:11 Why this applies to venture-backed teams too01:00:56 Final thoughtsThe Right Way to Use AI in B2B Sales - The B2B Playbook
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