E156 - How Generative AI Is Disrupting the IT Consulting Industry As We Know It featuring Mohamad Ali of IBM Consulting

02/19/24 • 36 min

In this episode of Tech Sales Insights, Randy Seidl in an insightful conversation with Mohamad Ali, Chief Operating Officer of IBM Consulting, they delve into the transformative impact of generative AI on the IT consulting industry. From disrupting traditional sales processes to enhancing cybersecurity for global organizations like NATO, Ali shares real-world examples of how AI is reshaping the landscape. Discover the secrets behind IBM Consulting Advantage, an AI services platform, and explore the profound productivity improvements witnessed in groundbreaking projects. Learn how IBM Consulting is at the forefront of embracing AI to drive efficiency, security, and innovation.

KEY TAKEAWAYS

The IT consulting industry is on the brink of a significant transformation with the advent of generative AI.
Gen AI is disrupting traditional sales processes, leading to monumental shifts in client engagement and project timelines.
IBM Consulting Advantage provides a consistent approach to building AI solutions, ensuring security, governance, and protection against biases.
Real-world examples, such as the NATO cybersecurity project, showcase the immense potential of AI in solving complex challenges.
Productivity improvements of up to 52% have been observed in projects utilizing AI assistants, emphasizing the practical impact of Gen AI.

QUOTES

"We need to bring consistency to AI projects because it's not just about building great solutions; it's about securing, governing, and protecting personal information."
"The consulting market is not going to stay labor-based; Gen AI will disrupt the industry in the same way Uber disrupted the taxi business."
"Focus on doing a great job and loving what you do. Internal politics will fade away if you genuinely enjoy your work."

Find out more about Mohamad Ali through the links below:

LinkedIn: https://www.linkedin.com/in/alimohamad/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

KEY TAKEAWAYS

The IT consulting industry is on the brink of a significant transformation with the advent of generative AI.
Gen AI is disrupting traditional sales processes, leading to monumental shifts in client engagement and project timelines.
IBM Consulting Advantage provides a consistent approach to building AI solutions, ensuring security, governance, and protection against biases.
Real-world examples, such as the NATO cybersecurity project, showcase the immense potential of AI in solving complex challenges.
Productivity improvements of up to 52% have been observed in projects utilizing AI assistants, emphasizing the practical impact of Gen AI.

QUOTES

"We need to bring consistency to AI projects because it's not just about building great solutions; it's about securing, governing, and protecting personal information."
"The consulting market is not going to stay labor-based; Gen AI will disrupt the industry in the same way Uber disrupted the taxi business."
"Focus on doing a great job and loving what you do. Internal politics will fade away if you genuinely enjoy your work."

Find out more about Mohamad Ali through the links below:

LinkedIn: https://www.linkedin.com/in/alimohamad/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

Previous Episode

E155 - How Outbound Sales is Broken and What Works Today featuring Collin Mitchell

In this episode of Tech Sales Insights, Randy Seidl is joined by Collin Mitchell, the Managing Partner at Leadium, as they delve into the dynamic world of outbound sales. They discuss how traditional outbound sales methods are evolving and share insights on what works in today's competitive landscape. From personalized email strategies to the power of cold calling, they explore practical tips and techniques to boost sales effectiveness. Discover the secrets to successful outbound sales in the digital age

KEY TAKEAWAYS

The importance of personalized outreach in email campaigns.
Strategies for effective cold calling, including data segmentation and technology tools.
Leveraging social media insights to enhance email personalization.
Building relationships through podcasting as a unique outreach strategy.
Tips for avoiding spam filters and maintaining deliverability in email campaigns.

QUOTES

"Each line of your email is to get them to read the next line."
"The power of the phone is the most effective channel for conversions."
"Building relationships through podcasting is a strategy I've used in the past and have driven lots of revenue doing that."
"Podcasts are a great way to be different and stand out in the sales landscape."

Find out more about Collin Mitchell through the links below:

LinkedIn: https://www.linkedin.com/in/collincmitchell/

This episode of Tech Sales Insights is brought to you by:

Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/

Next Episode

E157 - The Seller’s Journey featuring Richard Harris

In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field.

KEY TAKEAWAYS

Navigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of having a clear map and compass to guide your journey.
Personalization in Sales: Recognize that sales is inherently personal and learn how to effectively connect with prospects on a human level.
Respect Contracts: Embrace the concept of respect contracts to set expectations, maintain control of conversations, and foster mutual understanding with prospects and clients.

QUOTES

"There is no such thing as a buyer's journey. It's all about the buyer's experience through a seller's journey."
"Sales is always personal. Don't pretend rejection doesn't sting; acknowledge it and learn from it."
"Respect contracts are the foundation of effective communication in sales, setting the tone for productive conversations."

Find out more about Richard Harris through the links below: