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Revenue Builders Podcast
Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon

Selling Enterprise AI with Context, Adoption, and Measurable ROI with Daniel Simon

Revenue Builders vor 3 Monaten

Daniel Simon, Enterprise Account Executive at Glean, joins John Kaplan and John McMahon to discuss what it takes to sell AI in complex enterprise environments, why multi-threading matters more when buyers are evaluating broad organizational change, and ho

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Enterprise AI buying has moved quickly, but durable adoption
still depends on context, security, workflow fit, and measurable
business impact. Daniel Simon, Enterprise Account Executive at
Glean, joins John Kaplan and John McMahon to discuss what it
takes to sell AI in complex enterprise environments, why
multi-threading matters more when buyers are evaluating broad
organizational change, and how strong sellers build trust by
tying use cases to productivity, governance, and ROI instead of
relying on product excitement alone.

Daniel Simon is an Enterprise Account Executive at Glean, where
he works with large enterprises on AI adoption, knowledge
discovery, and productivity across complex organizations. He
brings experience selling enterprise technology into
multi-stakeholder buying environments.

Connect with Dan:

LinkedIn

Resources mentioned:

The Qualified Sales Leader by by John McMahon

The Go-Giver by by Bob Burg

Key takeaways from this episode:

00:00 – Introduction

02:40 – What it really takes to move from product fluency to
business impact in enterprise sales.

06:35 – Why many sellers mistake a strong champion for a
qualified enterprise deal.

08:47 – A look inside how AI can expose qualification gaps
without replacing sales fundamentals.

18:12 – What leaders often overlook about context as the real
differentiator in enterprise AI.

30:51 – Why face-to-face engagement quietly creates leverage
in a crowded AI market.

42:58 – Dan Simon’s perspective on why consumption-based
pricing raises the bar for customer success.

57:12 – Why AI will amplify strong sales discipline and
expose weak execution.

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management