How AI Guides Sales Decisions with Scott Peyser, CBTS
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How AI Guides Sales Decisions with Scott Peyser, CBTS
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About this listen
Sales and ops leaders are pressured to adopt AI, but struggle to turn the noise into revenue-driving decisions.In this episode of The Unexpected Lever, Jarod Greene is joined by Scott Peyser, Senior Vice President of Operations at CBTS. Scott brings more than 20 years of experience leading sales operations, forecasting, and go to market strategy across global organizations.
Scott shares how leaders should think about AI in practical terms, where insight turns into action, and how to avoid overcomplicating adoption.
In this episode, you’ll learn:
Why focus matters in AI – Solving one problem beats chasing every use case
How insight becomes action – Data only works when it changes decisions
Where small wins add up – Early results build trust across teams
Things to listen for:
(00:00) Introduction
(01:16) What CBTS does and why it matters
(02:17) Unexpected AI use case
(03:37) The trigger moment for AI adoption
(06:46) Building AI adoption across teams
(10:19) Experimenting with AI while managing risk
(14:39) Advice for leaders getting started with AI
(16:07) Where AI is headed for sales planning and forecasting