Welcome to the inaugural episode of the SaleSage Podcast! In this episode, host Brooks Canavesi sits down with Dr. Shannon Gregg, a renowned expert in sales technology and CRM adoption, to explore how AI and automation are reshaping the sales landscape. Shannon shares her journey from an unconventional start in English literature to becoming an influential figure in sales enablement and technology adoption. Together, Brooks and Shannon dive into the challenges sales professionals face with CRM systems, the role of AI in boosting sales effectiveness, and practical insights on building resilient, adaptable sales teams in today’s tech-driven world. Whether you're a sales leader, tech enthusiast, or simply looking to give your team a competitive edge, this episode offers actionable advice and an inspiring look at the future of sales.

Show Notes

0:00 – Introduction to the SaleSage Podcast
Brooks Canavesi welcomes listeners to the podcast and introduces the show’s mission: providing AI insights, sales strategies, and tech-driven solutions for sales professionals.

3:12 – Meet Dr. Shannon Gregg
Shannon discusses her unique journey from studying English literature to her PhD in community engagement with a focus on sales technology and CRM adoption.

7:45 – From CRM Frustration to Sales Enablement
Shannon explains her early experiences with CRM systems and the realization that technology often isn’t designed with salespeople in mind.

11:22 – The Evolution of Sales Technology and the Role of AI
Brooks and Shannon discuss how AI can eliminate inefficiencies and improve user adoption within CRM platforms, and why sales enablement requires a tech-forward approach.

16:30 – Overcoming Barriers in Sales: Technology, Data, and Interoperability
Exploring the interoperability challenges faced by large companies, Shannon emphasizes the importance of having a unified data strategy and explains how data lakes and AI can streamline sales operations.

22:10 – AI for Just-in-Time Sales Support
Brooks and Shannon explore practical AI applications, from automating prospecting tasks to enabling just-in-time learning that meets sales reps where they are.

27:45 – Training and Development in the AI Era
How AI can transform sales training by making it more personalized, relevant, and immediately applicable to day-to-day activities.

32:30 – Integrating AI with Traditional Sales Tools
A discussion on sales technology trends, including the role of LinkedIn Sales Navigator, document automation, and other tools in the modern sales tech stack.

39:00 – Navigating AI Adoption in Sales
Shannon talks about common misconceptions and fears around AI and offers advice on how sales teams can start small with AI to build comfort and enhance their effectiveness.

43:55 – What Makes a Great Salesperson?
Brooks and Shannon discuss the characteristics of top-performing salespeople and why grit, resilience, and curiosity are essential for success.

50:20 – Advice to New Sales Professionals
Shannon shares her advice to her college-graduate self, focusing on the importance of embracing technology early and leveraging it as a career accelerator.

55:12 – Closing Remarks
Brooks and Shannon wrap up the conversation with a look to the future of sales and an invitation to listeners to join future episodes of the SaleSage Podcast.

Visit: SaleSage.ai

Connect with Shannon Gregg, PhD
LinkedIn: Shannon Gregg
X: @ShannonJGregg
Website: Cloud Adoption Solutions