What AI Knows About Your Buyer with Scott Gillum
About this episode
John Barrows and Scott Gillum discuss how AI understands buyers and the implications for sales professionals.
AI already knows your buyer better than most sales reps do. The question is — what are you going to do about it? In this episode, John is joined by Scott Gillum, author of The Hidden Buyer Journey , to unpack seven years of research on how buyers actually make decisions — and why our sales and marketing tools are barely scratching the surface of what's possible. From personality profiling and corporate culture mapping to the death of the sales stage, this conversation goes deep on what it really takes to sell in a world where the buyer is more informed, more protected, and more machine-assisted than ever before. If you're serious about staying relevant as a sales professional in an AI-first world, this one's a must-listen. Want to make sure you're equipped before the market moves on without you? Visit www.jbarrows.com and learn how you can Make It Happen. What You’ll Learn Why corporate culture predicts deal velocity better than any sales methodology How to use personality profiling tools to adapt your style to any buyer Why 85% of the people who actually influence your deals aren't in your CRM The one thing AI still can't replicate — and why it's your biggest competitive…
People in this episode
Host: John Barrows
Guest: Scott Gillum
Topics covered
- AI in sales
- buyer behavior
- sales strategies
- personality profiling
- corporate culture
- sales methodologies
Mentioned in this episode
Organizations: Carbon Design, gyro, Dentsu
Books & works: The Hidden Buyer Journey
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