In this episode of Selling AI, Mike De Lonartis, the chief revenue officer at Verity, discusses the sales process around robotics and autonomous drones in warehouses. He shares insights on the challenges of the sales process, the evolution of the buyer's journey, and the demand creation cycle in the AI space. The conversation covers the role of the account executive (AE) in managing the sales process, the importance of deliverables, and the evolution of enterprise selling. It also delves into the significance of industry expertise and presence on LinkedIn for sales professionals.
Takeaways
Physical product sales process
Evolution of the buyer's journey Deliverable-based selling ensures continuity and guides the buyer through the sales cycle.
Industry expertise and presence on LinkedIn are crucial for sales professionals to build credibility and understand their buyers.
Enterprise selling fundamentals remain consistent, emphasizing the importance of proving value, confidence in the solution, and integration into the client's environment.
Chapters
00:00 Introduction to Robotics Sales
01:42 Mike's Background and Role at Verity
03:14 Contrasting Sales Process: Software vs. Physical/Digital Nexus
04:47 Challenges of Physical World Constraints
05:43 Deep Discovery in Solution Design
07:30 Managing Win Rates and Performance Measurement
11:33 Education and Demand Creation Cycle
15:17 Opportunity Closing Cycle and Product Maturity
17:31 Evolution of Account Executives and Client Success
20:59 The Role of the Account Executive
21:45 Deliverable-Based Selling
22:14 Guiding the Buyer Through the Sales Cycle
23:09 The Framework for Guiding the Buyer
26:22 Mapping the Buyer's Journey
27:15 Evolution of Enterprise Selling
32:27 The Significance of Industry Expertise
23 Sept 2026
"You're Inspiring People to Mute Your Logo" — A RevOps Leader on AI Outbound.
In this episode, Jimmy Downing, the VP of Revenue Operations at NextGlass, shares his journey into revenue operations, the impact of AI on go-to-market operations, and the evolving role of sales and marketing in the AI era. He also discusses the importance of soft skills in sales and the potential risks of rapid feature development in software tools.
Takeaways
RevOps Journey
AI Impact on Go-to-Market
Soft Skills in Sales
Risks of Rapid Feature Development
Chapters
00:00 The Journey into Revenue Operations
02:56 The Impact of AI on Go-to-Market
07:56 The Role of Soft Skills in Sales
16:08 Risks of Rapid Feature Development
3 Sept 2026
Build Your Campsite Where the Buyers Live
Morgan J Ingram shares his journey from a sales development rep to a full sales cycle rep and trainer. He discusses the changing landscape of outbound sales and the importance of creativity and intention in connecting with buyers. The conversation also delves into the significance of in-person events and the role of pattern interruption in modern sales strategies. The conversation covers the impact of market shifts on sales roles, the importance of building industry credibility, and the evolving nature of sales and customer engagement. It also delves into the future of outbound sales and the significance of deepening relationships in a digital landscape.
Takeaways
Outbound sales has evolved, emphasizing creativity and intention.
In-person events and experiences are becoming more important in sales strategies. Industry credibility is crucial for sales roles
Deepening relationships is essential in a digital landscape
Chapters
00:00 Journey in Sales
02:18 Evolution of Outbound Sales
05:16 Importance of In-Person Events
12:07 Pattern Interruption in Sales
16:03 Impact of Market Shifts on Sales Roles
18:07 Building Industry Credibility
20:24 Evolving Nature of Sales and Customer Engagement
25:36 Future of Outbound Sales
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
2 ratings
Contact Selling AI
Guest appearances
Books guests
Based on episode analysis; this does not confirm that the show is currently accepting guests.
Host of Selling AI?
Claim your podcast to manage its listing and keep your show details accurate.
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
