Episode 104: Why AI Isn't a Threat - Rob Käll

Predictable Prospecting's Podcast

It’s easy to be suspicious or hesitant about the rapid advances in technology, especially in the field of artificial intelligence. Many people worry about being replaced in their jobs by some type of technology, and for prospectors, the idea of artificial intelligence can seem like a direct threat to their jobs. But it turns out, AI is not the threat to prospecting jobs that it might seem. In fact, AI can actually be used to improve prospectors chances of getting great leads and closing deals.

Today’s guest is Robert Käll, the CEO and cofounder of a company called Cien. Cien produces an AI-powered sales productivity app. Far from taking opportunities away from prospectors, Robert explains how Cien can be used to empower prospectors and help them increase their opportunities and ability to close deals. Listen to the episode to hear what Robert has to say about AI and how it figures into the future of prospecting.

Episode Highlights:

• Robert’s company, Cien, and how it got its name
• Why advanced AI technology doesn’t mean the end of prospecting
• How AI can affect pipeline quality
• How AI can be applied to the problem of incomplete or low-quality data
• The implications of using AI to help differentiate between good leads and bad leads
• How AI can help underperforming reps increase their sales
• The importance of routing tasks to people based on who can make the most out of that particular task
• Why it’s important to understand why some deals close and others don’t
• Why you shouldn’t assume that there’s a one-size-fits-all formula for closing deals
• How Robert’s app works with Salesforce

Resources:

Robert Käll

Robert Käll on Twitter

Cien