#357 Mary Shea: From Oboe Solos to Sales Strategy—A Career Reinvented — Part Two
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Who are the hosts and guests of this podcast?
Hi, everyone. Welcome to our show, Chief Change Officer. I'm Vince Chen, your ambitious human host. Our show is a modernist community for change progressives in organizational and human transformation from around the world. Last time, we heard a very inspiring and interesting story about Mary, transforming from a classical musician with PhD to entry-level frontline salesperson, and now the co-CEO of a rising revenue enablement company. In this episode, Mary is going to break down how AI technology is not just a buzzword, but a game changer for sales teams and their revenue goals. Plus, we are tackling a topic that is a bit out of the ordinary, the co-CEO governance model. Ever wonder how having two captains during the ship compares to the solo CEO journey? How do they make it work? And what's the secret to balancing the benefits and the risks of sharing the leadership? Let's find out.
What is Mediafly and how does it support revenue enablement?
Mediafly is a revenue enablement company. What revenue enablement does essentially is help everyone in the go-to-market organization engage with prospects and customers in efficient and effective manner. So that could be everything from our solution serving up dynamic interactive content that can be delivered in a workspace or in a digital sales room providing rich signals back to the seller and the selling organization on how that content's being consumed it can be leading with a quantitative discussion around how their products and services are going to change their end customers We also have intelligence, so call recording, call coaching, analytics around how those calls are going between buyers and sellers. And we provide this rich data set that it shows you the buyer and seller activity that's been happening over the course of the time, which provides tremendous insights that companies can use with the algorithms.
How is AI transforming sales teams and their effectiveness?
So how does the AI technology impact your space, especially in the context of human and machine interaction?
What are practical examples of AI augmenting sales and marketing work?
Yeah, I'll give you my perspective on a couple of different personas, right? That might be our customers. So if I'm a sales rep, how am I going to use AI? First of all, we've got to embed it into our system so that we know if a sales rep's talking to a certain company of a certain size and a certain industry and a certain role within that company, based on where they are in the sales cycle, the system will automatically surface up content that makes sense to be shared at that point. So how wonderful is that? We're giving automatic recommendations on, hey, you should share this based on who you're talking to, based on what we've seen work with this type of customer. That's one really quick example. Certainly with generative AI, if you're in sales and you're not using it to spin up emails.
let me be really careful here like you have ai is just simply augmentation it's not going to replace sales people it's not going to replace the work that sales people do so if you're spinning up a renewal note for example you've got to customize 40 to 30% of that AI. If I get an email to me, Mary, I hope this email finds you in good health and good spirits. I just like click delete onto the next one. I know that's exactly generated by bot and I'm not going to waste my time on it, but it could be a huge savings if you can get the guts of that email and provide the appropriate amount of customization so you can work much faster and you can save your time for higher value activities, right? Negotiating deals, closing deals, expanding stakeholder involvement. If I'm a RebOps leader, I might want to use AI to completely understand where am I at risk in my renewals over the next three quarters. By at risk, I might want to look at in a visualization, are we single threaded?
And by single threaded, that means like we're just talking to one person at this company who's a customer, or are we talking to five people? And if we're talking to five people, are they people at director level or BP level above? And so AI can be used and our chief product officer has done this for me where I can take a quick visualization and be like, okay, we need to work on this account.
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Chapters
8 chapters
1
Who are the hosts and guests of this podcast?
0:11–1:45
2
What is Mediafly and how does it support revenue enablement?
1:45–2:49
3
How is AI transforming sales teams and their effectiveness?
2:49–2:59
4
What are practical examples of AI augmenting sales and marketing work?
2:59–6:44
5
How does AI balance efficiency and personalization in sales?
6:44–6:52
6
What is the future of sales teams with AI and the evolving 80/20 rule?
6:52–9:42
7
What is the concept and challenges of the co-CEO leadership model?
9:42–11:02
8
What criteria make co-CEO models successful according to Mary Shea?
11:02–25:37
Speakers
1 identifiedMore from Chief Change Officer™: Ensemble
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