Building the Sales Engineer of the Future with Arjun Pillai of Docket
In this episode of Paris Talks Marketing, host Paris talks with Arjun Pillai, serial entrepreneur and CEO of Docket, an AI platform transforming B2B sales.
Arjun Pillai is a serial entrepreneur with two successful exits and is currently on his 3rd venture. He is the Co-founder & CEO at Docket Inc., an AI platform that serves as a virtual sales engineer for AEs to close complex B2B deals.
Docket trains on all your company’s knowledge, powered by state-of-the-art LLMs, and creates a dynamic knowledge graph. Integrating deep into AE workflow, Docket delivers just-in-time knowledge to answer complex product questions, fill RFPs/RFIs and understand where knowledge is missing to close deals.
Previously, Arjun was the Chief Data Officer at ZoomInfo Technologies Inc.
In this podcast episode, Pillai shares insights on AI's role in onboarding and data migration, reducing switching costs and increasing market competition. The discussion also covers the evolution of sales teams, the impact of AI on jobs, and the future of AI in sales demos and customer support, outlining a vision where AI dramatically streamlines and enriches the sales process.
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Links:
https://www.linkedin.com/in/rarjunpillai/
More about:
Explore: https://hop.online/
Connect with Paris Childress, the Host: https://www.linkedin.com/in/parischildress/
Subscribe for more insightful episodes: https://paristalksmarketing.transistor.fm/
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Timestamps:
00:00 Introduction
03:29 Arjun Pillai's Journey: From ZoomInfo to Docket
07:30 Exploring Docket: The AI Platform Transforming B2B Sales
14:00 The Role of Sales Engineers in Modern SaaS Sales
18:05 The Changing Dynamics of Sales Teams
25:51 Embracing AI for Enhanced Sales and Marketing Efficiency
28:51 Empowering Sales Teams with AI
31:12 Transforming Data Ingestion and Processing with Docket
38:04 The Future of AI in Sales and Customer Support
50:28 Expanding the Role of AI in the Buying Process
54:48 Final Thoughts
