James Pursey for AI for Revenue Summit

January 23, 2024

Video Transcript

Speaker: James Pursey, CEO at Replicate

James Pursey: Hey everyone, my name is James Pursey and I'm the Co-Founder and CEO of a company called Replicate.

What can people learn from your session at AI for Revenue Summit?

James Pursey: I was a VP of Enablement, a public company for the last couple of years and let's face it, sales training is not all it's cracked up to be. A business has this wonderful view that we will invest in a program, we will teach reps something and we will get an enormous yield off the back of it. So whether that's a qualification methodology like med pick, whether it's a value selling methodology like command the message or whether it's something less structured, like just ongoing feedback through scorecards and that kind of thing. The reality is that you put a lot of effort, a lot of resources, personnel tooling behind these initiatives and then 87% of what gets taught is forgotten within 90 days. It's not my stat, that's an official statistic that if you Google, you'll find loads of sources backing it up. 87% within 90 days. So obviously, you've got a huge expense model on the front end of that equation and on the back end, you're not getting anywhere near the level of results that you want to see. I believe that the fundamental reason behind this is that human beings alone cannot bridge that gap. And what my talk at the AI For Revenue Summit will focus on is the core reasons why purely human led training doesn't work. And then how A I can help solve it. The A I portion will break into two components. The first will be how you can partially solve the problem using tools like Chat GPT and Google's Bard. And the other side will be how custom solutions like my business Replicate can completely solve this from an end to end perspective. So you will leave the session with a lot of understanding of why programs historically haven't reached their full potential. A lot of practical tips of what you could do right now with tools you already have access to, to start to close that gap and a solid understanding of the direction that the technology landscape is taking in order to provide a more permanent and thorough solution to this. So I hope to see you there. Thanks.

What nugget of wisdom are you hoping to leave attendees with after your talk?

James Pursey: I'm very confident that 2024 is going to be the year that sales enablement or sales training and the discipline versus the team is going to be put on the map and realize its full potential. And I hope that you will agree with me after this talk that focusing on work quality and making sure that people are actually saying the right stuff, not just hitting the right number of dials, number of emails, number of opportunities and not just hitting their goal at all cost is going to be the thing that really unlocks growth in this economy in this market.

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