How Do I Start Using AI as a Sales Leader?

Sales leaders should start with three AI use cases: prospect research using tools like Perplexity, personalised outreach using tools like Reggie.ai or Tuesday, and call analysis to extract coaching and messaging insights from transcripts. These three areas deliver the most immediate time savings and quality improvements for sales teams adopting AI today. Most sales leaders know AI is changing how teams sell. The ones falling behind aren't short on ambition - they're short on a starting point. Research shows sales reps spend 75-80% of their time on admin rather than selling, and AI is the fastest route to flipping that ratio. In this episode, Tom and Rich sit down with host Ollie Whitfield to get into the three AI use cases sales leaders should prioritise right now - and exactly how to start using them. 📥 Download the Modern Revenue Leader's Sales Coaching Manual https://bit.ly/3QTbqsJ In this episode: Why 71% of employers now prioritise AI skills over experience - and what that means for your team How sales reps are spending 75-80% of their time on admin, and how AI closes that gap How to use Perplexity for prospect research that used to take 15-20 minutes per account How to build a personalised outreach engine using tools like Reggie.ai, Tuesday, or ChatGPT projects -Why call transcripts are the most underused data asset in most sales teams How to use call transcripts to build meeting prep slides in under a minute How to pull prospect language from call transcripts and turn it into your best prospecting messaging Tom Ridley Tom Ridley is a Sales Coach at MySalesCoach with deep expertise in sales leadership transformation, AI-enabled performance, and GTM strategy. He works with B2B sales leaders across SaaS and technology businesses and has two decades of experience in sales and sales leadership. 🔗 Connect with Tom on LinkedIn:   / tomridley   Rich Smith Richard Smith is Head of Growth at MySalesCoach and an experienced B2B sales leader. He brings a practitioner's perspective to AI adoption - honest about where he is on the journey and clear on what's already delivering results for sales teams. 🔗 Connect with Rich on LinkedIn:   / richard-smith-mysalescoach   🔗 Follow MySalesCoach on LinkedIn:   / mysalescoach-com   Chapters: 0:00 - Why are sales reps still spending 75-80% of their time on admin? 1:44 - What is the best AI use case in sales right now? 3:19 - Why do sales leaders need to adopt AI today? 7:14 - How much time can AI actually win back for sales teams? 12:20 - Where does AI fit across the full sales funnel? 14:35 - How do you use AI for prospect research? 17:35 - How does Perplexity work for sales account research? 23:27 - How do you use AI for personalised outreach? 24:45 - What tools help with AI-powered sales personalisation? 29:13 - Why is call analysis the most valuable data in sales? 29:40 - How are sales teams actually using call transcripts today? 30:44 - How do you use call analysis tools like Gong and Salesloft? 33:17 - How to build "what I heard you say" slides from call transcripts 34:45 - Q&A: AI tools for B2C, authenticity, and prompting About Surviving Sales Leadership Surviving Sales Leadership sessions help sales leaders tackle their biggest sales challenges in short, focused bursts - we aim to get most episodes done in 30 minutes or less. New episodes every two weeks. Subscribe so you don't miss one. 🎧 Listen on Spotify: https://open.spotify.com/show/0cbVdJa... 🎧 Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast... 🌐 Episode page: https://www.mysalescoach.com/survivin... #SalesLeadership #SalesManagement #SalesCoaching #SalesPodcast #B2BSales #AIinSales #SalesProductivity