Recorded live at RetailClub AI Festival in Huntington Beach, Ricardo Belmar and Casey Golden recap VIP Connect, the three-hour Vendors in Partnership session where retailers and solution providers sat at the same table to learn how the other side makes decisions. Retailers think they know how retail tech vendors operate. Vendors think they know what selling to retailers takes. Both sides learned how much they'd been guessing about each other's operational reality.
In this episode:
• Why the "we do AI" standard sales pitch stopped working as an opener
• What's behind the budget question every retail tech sales rep asks when selling to retailers
• The ROI question retailers would rather answer
• How to find the champion when nobody's title says it
• Why retailers want retail tech vendors to challenge their roadmap
• The one question a former CIO says changes the whole conversation
If you're selling to retailers, or buying from vendors, this one's for you.
This is the first of eight episodes recorded live at RetailClub, coming to all four shows on the Retail Razor Podcast Network.
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*Chapters*
00:00 Teaser
00:52 Show Intro - Why No One Has Champion in their Title
03:46 VIP Connect Recap: Inside the Room Where Retail Deals Get Made
04:18 What Is VIP Connect? The Event Bringing Retailers and Vendors Together
05:37 Everyone Says They Do AI — Here's Why That's a Problem
06:48 How AI Has Completely Changed the Sales Conversation
08:38 What's Really Happening Behind the Vendor's Pitch
11:40 The Decades-Old Disconnect Between Business and Tech
13:03 Forget Titles — Find the Real Champion
15:36 People Buy From People: The Power of Just Asking Questions
18:16 Stop Asking "What's Your Problem" — Ask This Instead
21:56 Show Close
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