What 10 Years of Enterprise Sales Teaches You About AI, RFPs, and Reality (With Josh Gillespie) скачать в хорошем качестве

What 10 Years of Enterprise Sales Teaches You About AI, RFPs, and Reality (With Josh Gillespie)

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh Episode Summary: In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Josh Gillespie, former Enterprise Sales Director at PandaDoc and former Head of Growth at Aomni. Josh shares his journey into enterprise sales and breaks down why disqualification, deep ICP research, and human intelligence still outperform AI-driven outbound in today’s noisy market. What You’ll Learn: How Josh entered sales through a non-traditional career path What enterprise sales actually looks like behind the scenes Why most RFPs should be disqualified early How the Zero Interest Rate Period (ZIRP) reshaped SaaS sales Why AI has saturated outbound channels and reduced effectiveness How top sellers gather insight humans, not bots, can uncover Why close-lost deals are critical to long-term growth Episode Highlights: [00:01:32] From philosophy major to first sales role at Yelp [00:03:58] Building PandaDoc from $0 in revenue [00:13:07] Equity vs. cash tradeoffs in venture-backed startups [00:17:10] Why unqualified RFPs are usually a trap [00:21:00] Enterprise sales as detective work, not pitching [00:40:53] How AI has hurt email, phone, and LinkedIn outreach [01:02:00] Learning more from lost deals than won deals Featured Guest: Josh Gillespie - Head of Growth at Aomni, Sales Coach & Mentor at AlwaysHired, Founding AE at PandaDoc Connect with Josh: LinkedIn:   / ogsalesjosh   Host: Ben Reed - Host of the Next Gen Sales Leaders Podcast Follow Ben on Social: LinkedIn:   / benjamin-aaron-reed   Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, growth, and RevOps. If you found value in today’s episode, please leave us a review. Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sa... Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-josh