In this episode of the Run Point Podcast, hosts Matthew Hall and Sam Gaddis engage with Shane Stearns to explore the evolving landscape of outbound sales, particularly in the context of AI. They discuss the historical eras of outbound sales, the challenges of the sequencing era, and the importance of quality over quantity in sales strategies. Shane shares insights on how AI can enhance list building and research, the fragmentation of sales tools, and the critical role of personalization in effective sales outreach. The conversation culminates in a discussion about the future of AI in sales coaching and training, emphasizing the need for a human touch in understanding client needs.
takeaways

Chapters
00:00 - Introduction to AI and Go-to-Market Strategies
01:26 - Eras of Outbound Sales: A Historical Perspective
04:07 - The Sequencing Era: Overload and Complexity
08:45 - The Shift to Quality Lists and Personalization
11:32 - The Rise of Clay: A New Era in Sales Tools
14:20 - Fragmentation vs. All-in-One Solutions
18:07 - Human Interaction: The Key to Effective Sales
21:31 - Understanding the Value Proposition
24:37 - Leveraging AI in Sales Processes
28:47 - Building Targeted Lists with AI
31:24 - The Role of Personalization in Outreach
34:36 - AI in Market Research and Focus Groups
39:06 - AI's Role in Sales Coaching and Training