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Will Robots Replace ISRs? Yes, But Fear Not – Perkins Says



Bob Perkins, the CEO and Founder of the American Association of Inside Sales Professionals (AA-ISP) has a well-informed belief that as artificial intelligence penetrates and improves sales processes, professional salespeople will have nothing to fear and everything to gain. In this interview for CRM Radio, the voice of customer relationship management, he discusses:

  1. What it means to go from AI to PI
  2. The trait that robotic systems will never fulfill
  3. Why sales as a professional has a brighter than ever future
  4. The “Pivot” that every company must make to be successful
  5. Why early adopters of AI for Sales are winning over their slow to react competitors.

About Bob Perkins – Founder and Chairman of the AA-ISP

A nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. His 25 years Inside Sales experience includes positions as Vice President or Director with Unisys, Silicon Graphics, United Health Group and Merrill Corporation.

Bob has benchmarked and worked with many of the country's major corporations to implement or improve their Inside Sales channels. A popular conference speaker, Bob has presented keynote addresses at industry forums and corporate sales conferences nationwide; he also maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation.

His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. Bob holds a Master of Science degree in education from Nazareth College, Rochester, New York.

About AA-ISP

The American Association of Inside Sales Professionals (AA-ISP) is an international association dedicated exclusively to advancing the profession of Inside/Digital Sales. The association engages in research studies, organizational benchmarking and leadership round tables to better understand and analyze the trends, challenges, and key components of the growth and development of the Digital Sales industry. Our mission is to help sales representatives and leaders to leverage our information and resources through published content, local community chapters, national conferences, career development, and an Inside Sales accreditation program.

Become a member of the most Professional World-Wide Sales Organization now.

IS Academy – Certifications  | AA-ISP Chapters    |   Events


Sponsor for this show:


Goldmine CRM

Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.


This is the Tools And Technology report in The CRM Playbook For 2017.



Will Artificial Intelligence Reduce Marketing Jobs?



In our continuing series of programs on all facets of artificial intelligence we ask the strategist and author Debbie Qaqish about her perception of the short term and long term impact which AI will have on the marketing suite.  The host is Jim Obermayer

Debbie Qaqish Chief Strategy Officer, Author, Radio and Podcast Host

As a principal partner and chief strategy officer of The Pedowitz Group, Debbie is responsible for developing and managing global client relationships, as well as leading the firm’s thought leadership initiatives.   Debbie is also PhD candidate and her dissertation topic is how the CMO adopts financial accountability in an e-marketing environment.

Qaqish is a nationally recognized thought leader, innovator and speaker in Revenue Marketing with more than 30 years of experience applying strategy, technology and process to help B2B companies drive revenue growth.

She is the author of the award winning book – “Rise of the Revenue Marketer,” Chancellor of Revenue Marketing University, and host of Revenue Marketer Radio (WRMR). Debbie has been at the forefront of the marketing automation phenomenon, first as a beneficiary, and now as an advocate and expert. She is a frequent speaker and writer on topics related to Revenue Marketing transformation, leadership, change management, sales and marketing alignment, ROI, content, organization, talent and marketing operations. She coined the term “Revenue Marketer” in 2011.


Defining the Benefits of Revenue Intelligence  Dayna Rothman

Will AI Replace Salespeople?  Bob Perkins

Will Artificial Intelligence Replace Marketing Departments? Michelle Huff

AI for Sales Training a Prophecy Come True  Sabrina Atienza

Applying AI to Content Marketing  Pawan Deshpande

Sponsor for this show:

GoldMine CRM

Goldmine CRM
Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

Why Sales and Marketing are a Science



Many managers give lip-service to the thought that marketing and sales is a science driven by data, and repeatable processes.  In reality very few managers know the science of marketing and sales well enough to make good on the promise of a repeatable process to create demand and close sales.  Our guest this week is a principle at SBI, Dan Perry who will tell us why science dominates sales and marketing more than ever before and how it can be implemented.  The host is Jim Obermayer.

About our Guest Dan Perry Read the rest of this entry »


Will Artificial Intelligence Replace Marketing People – Matt Heinz



This is the 4th in a series of interviews with industry leaders about artificial intelligence’s impact on the marketing departments head count.  Our questions for Matt Heinz, founder of Heinz Marketing explore the uses of AI and the impact it has to create or eliminate jobs and job functions in marketing.  The host is Jim Obermayer Read the rest of this entry »


The Future of Artificial Intelligence and Sales – A Vision from Prayag Narula



These ideas and technologies such as Artificial Intelligence move over us in waves, some burn out and some keep coming.  AI has been coming on for 65 years, but as a true marketing application it has only been serious for a few years. Some marketers have found  they have been doing some version of AI for five years or more, some are awakening because of the wave of new applications.  And now we have AI and its applications in sales.  Our guest is Prayag Narula, CEO of LeadGenuis and he discusses his vision of AI and its impact on salespeople.

This program covers: Read the rest of this entry »


The Future of Artificial Intelligence for Salespeople



The terms artificial intelligence, machine learning and business intelligence are tossed out fast and loose by marketers in the CRM, Marketing Automation, Telemarketing and pre-lead space (new oxymoron).  They all claim secret sauce that makes their services more valuable for marketing and sometimes even salespeople.  In this program we interview Sabrina Alteniz to discuss how AI can be used to help salespeople increase revenue.  The host is Jim Obermayer. Read the rest of this entry »


How AI is impacting Inside Sales Rep Productivity (Revenue).


250-CRMRadio-20170302-plante.jpgFrom Artificial Intelligence’s early 1950s discussion to Machine Learning’s (ML) follow-on a few years later, we have always been fascinated with the potential for machines that think. In the past few years Business Intelligence has surfaced as just another name for AI and ML and now there is the mad rush to get machines to think and to take action for us.  Everyone has to admit that AI is making its way into the manner in which inside sales people prospect, work and sell.  In this interview with InsideSales’ CMO Mike Plante we will search out ways that inside sales rep productivity is changing for the better.

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It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change![i] Read the rest of this entry »