In this episode of Tech Sales Insights, Randy is joined by John Byrne, President at Dell, for an insightful conversation on the evolution of the customer journey. They explore the dynamic shifts in buyer behavior, the impact of Gen AI, and how technology is reshaping the sales landscape. John shares his experiences and perspectives on leadership, vision, and the critical role of human interaction in the age of digital transformation. KEY TAKEAWAYS The rapid evolution of customer buying behavior driven by Gen AI. The importance of human interaction in a tech-dominated sales landscape. How AI is transforming decision-making processes in customer interactions. The role of leadership vision in guiding teams through technological advancements. The need for sales leaders to adapt to both outcome and transactional selling. QUOTES "Gen AI is the heart of the change; it's the first time humans and machines come together to solve unprecedented challenges." "In the future, growth will come not just through capacity but through commercial productivity." "As a leader, you're not just leading sellers; you're leading the act of selling in the modern age." "Curiosity is a superpower; being curious allows you to build a vision for the future." "Lead with optimism; life is short, and we're navigating a future full of possibilities." Find out more about John Byrne through the links below: LinkedIn: https://www.linkedin.com/in/john-byrne-966b1720/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/ Sandler: https://www.sandler.com/