In episode 21, Dan Storey is joined by Harry Kendlbacher⁠ from Global Performance Group talking to discuss a topic that is shaking the world of sales at the moment - AI. However, they don’t go into topics such outreach sequences and creating new prompts and content, but instead talk about how salespeople need to think about developing their skills as buyers start to use AI to push salespeople out of the buying process. Harry has a wealth of experience in training buyers and salespeople alike, so has a great perspective on how these two parties can work together, combining AI with HI (or Human Intelligence) to improve the impact salespeople can have on the decision making process. This is a really interesting look at how salespeople need to be evolving themselves to develop elite-level relationship and questioning skills if they want to remain relevant, especially in the world of high-value sales. In particular, some of the key topics covered include: 

• Secrets behind a successful 23 year marriage and how to be happier now than ever
• Why elite relationship building skills will become critical for salespeople to develop as AI becomes more prevalent 
• How do we use our skills to generate new outcomes in the mind of the buyer to increase value our solutions can add
• How buyers are going to use AI to improve their buying processes and how salespeople need to align to these changes 
• Why buyers will still need HI (Human Intelligence) at various parts of the buying cycle and how salespeople can add value

This is a really interesting look at how salespeople will need to work alongside AI as tools such as ChatGPT evolve, and what skills are going to be even more important in the future of sales. 

About Harry Kendlbacher

Harry Kendlbacher is the CEO, Managing Partner, and a part of the original founding team of Global Performance Group. With over 20 years of experience in the sales, negotiation, and organizational development industry, Harry has helped Fortune 500 organizations implement behaviour change approaches to embed a culture of courage, innovation and collaboration within sales, leadership and procurement teams. Prior to Global Performance Group, Harry has worked at BayGroup International as the Managing Director for EMEA, overseeing all aspects of the firm outside of the US. Harry enjoys keeping fit by running, biking and swimming, competing in triathlons and spending time with his family in Salzburg, Austria.