Most companies don't have an AI problem. They have a data problem, and it's quietly weakening their revenue decisions.
The real cost of building in-house isn't the prototype. It's the ongoing burden of integrations, governance, maintenance, adoption, and support.
In this episode, Janice B Gordon speaks with Martin Garvey about building an enterprise sales function from scratch and scaling the team threefold in three years. They explore how better data, outcome-led selling, cross-functional alignment, and early implementation support can improve sales execution.
What you'll learn:
a) Why AI strategy must start with a reliable data strategy
b) How to identify builders and hunters during the hiring process
c) Why implementation teams should enter complex deals before the contract is signed
Martin Garvey built Gong's enterprise sales function in EMEA from nothing, growing the team threefold in three years. He also helped the team beat its targets in its first and second years.
Timestamps:
00:00 Building a Strong Team Connection
06:11 Company growth and adapting to AI
08:07 Assessing and Building Successful Teams
11:29 Importance of Data for AI Strategy
17:05 Understanding Customer Needs and Outcomes
18:47 Co-creating sales strategies
24:24 Timing for involving post-sales team
26:37 Considering total costs for buy vs. build
29:09 Improving team productivity and AI strategy
Connect with Martin Garvey
LinkedIn: https://www.linkedin.com/in/martin-garvey-9375b415/
Connect with Janice
Book Janice to speak at your next sales or leadership event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Instagram: https://www.instagram.com/janicebgordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
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