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May 20, 2024
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澳洲幸运5开奖官网在线查询开奖结果:Sales 🥂& Marketing Technology 澳洲幸运5开奖官网在线查询开奖结果:Artificial Intelligence 澳洲幸运5开奖官网在线查询开奖结果:Endless Customers PodcastShare:
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This transcript was generated by AI and has not been checked for accuracy.
Chris
0:00:00
AI is here and quite frankly, i☂t's here to helpꦐ. So today, we're going to talk through some of the ways
that I've s👍een AI help, some of the w🎐ays that I think can help you. Let's dive in.
Alex
0:00:11
Welcome back to Endless Customers.
Alex
0:00:22
My name is Alex Winter. I'm here today with Chris Duprey, our Head C🀅oach, Chief Customer Officer.
Chris, welcome back to the show.
Chris
0:00:28
Thanks, man.
Alex
0:00:30
Thanks for being here. I love chatting with you. We got a🍎 re♏ally cool topic today. We're talking about
sales. You're a s൲ales expert. You coach and train a lot of compan🦩ies on sales
Alex
0:00:37
and how to integrate sales and marketing, but I really wanna focus on artificial intelligence,ℱ an🃏d I
know 🌠we talk about it a lot here at Impact and a lot as a company, but specifically I wanna get into
how AI can help sales folks.
Alex
0:00:50
So like🌊 what tools they can be using and what mentality shift they need to make so that they can do their job better, faster, 🎀s🏅tronger, all those things.
Chris
0:00:59
Yeah, yeah.
Chris
0:01:01
So it's, I mean, as we talk about AI and as I go aroဣund and s🦄peak to CEOs around North America
about artificial intelligence, the sales side is definitely one of the sides where AI is at𝓡 a 🎃point where it
can be really, reall🍸y helpful if sales folks are proactive
Chris
0:01:24
in their approach to trying to figure things out.
Chris
0:01:27
Right?
Chris
0:01:27
Yeah. So, this goes from anything from call recordings and getting all of the important data from a call transcribed, summarized, action items called out so that you just have all that stuff in one spot.
So there's tools like that that are just great. And then there's tools that you can have inside of a virtual meeting that are going to ꧂tell yo♔u things like,
0:02:07
you're using too many filler words, yo🅠u'r🔥e speaking too fast, you're using your hands way too much.
All of those things areಞ again like tools that are trained with AI that work through it that can be in-call
and post-call, giving us just areas where we can train on and grow it.
Chris
0:02:28
Right?
Alex
0:02:28
That's really cool.
Chris
0:02:29
Yeah.
Chris
0:02:29
And then there's the next wave of like, what can 💜we do with AI? So it's funny, Alex, you were actually
with me, Alex, and we were with a company whoꩲ responds to a ton of requests fo☂r proposal, right?
And the typical process this organiz🌄ation goes through is they get an RFP, bunch of people read
through it, they then go pr🎃oduce a response, and if they get selected, they then have to go and
interview, and it's maybe a 40-minute presentation on their end and
Chris
0:03:12
20 minutes of questions or something like that. I'm sure that there are many of y🥃ou th🤡at are listening t💦hat go through some version of that. As we talked through, 🔥how can you leverage AI? Well, why couldn't we have AI review the RꦺFP? Pull out the key thing🎀s, ask it for whatꦺ, after reviewing it, what are the key drivers? Then we go answer it. Then we put our
answer into that same conversation and say, how well did we address the RFP?
Chris
0:03:49
Right?
Chris
0:03:50
See how that♋ went. And that's great. And if you do just that, you're probably gonna be really good. But let's go to the next level. We've done♏ al𝓡l of that, and now we ask our AI, if y🌜ou were on the sele﷽ction committee conducting the interviews based on this RFP🐠, and based on the response, what questions wo👍uld you have for ABC Corp? Because that then allows you the opportunity to role play how you're goi🍌ng to present.
Chris
0:04:29
And it might ask you questions tha🐽t you were planning on based on th💖e way in which you
responded. Right? It's fascinating. Yeah. And listen, I'd love to say that like, I🗹 just thought, but it's
like anything else🐎 with the AI, Like, you know, if you're in that situation, well, reviewing RFP by
yourself is painful and you miss stuff.
Chris
0:04:50
Writing the response, you likely 💯use some language that is internal to the company and not, evꦬeryb༒ody's going to understand. You probably didn't fully answer the thing. And what's really cool is
that AI tool, it's like we like to say it impact that 🔯assistant that provides insights can give us an🦩 unbiased view of what we submitted. And that's the key.
0:05:25
Right.
Chris
0:05:25
And this isn't, and you don't have ♑to have some advanced AI knowledge to do what we just talked about. This is so doable in chat, GBT four.
Alex
0:05:33
Right.
Chris
0:05:33
20 bucks a month.
Alex
0:05:37
Right.
Chris
0:05:38
Yeah. Yeah.
Chris
0:05:38
So true.
Alex
0:05:39
And that'ꦜs🤪 just the jump in here. The fascinating part was so I'm watching you give this presentation
to this♒ company. It was really cool to be in the room because what happened in the ro🍰om, it was
almost like you had🤪 to be there. But I was watching these people having these light bulb moments.
You're presenting these diffe🦹rent A.I. tools and organically out of seeing some of these tools, they
were getting these ideas and they were like, well, this would really help wi☂th our fees.
Alex
0:06:00
And it led us down t🎐his road. That's really, really interesting. And I think there's so many
opportunities with AI that can help in this way that we just haven't even d♊iscovered yet. And wꦇe still
are uncovering as we're🐻 starting to use 🐭it more and more.
Chris
0:06:15
Yeah. So it's like this, you kওnow, this idea that once you become aware of💫 something, you then have
a choice to either do something with𝕴 that 🐼awareness or to knowingly not
Alex
0:06:30
Right once you know right yeah once yo🎀u know if you don't do anything with it then you're choosing not to do ꦚsomething with it right correct correct correct and you know if we use that organization as an exa💫mple or some of these vistage groups that I go to Most peop🅘le come ♔in uneducated or undereducated on what's out there for AI, right? They automatically think chat GPT, or they think AI is cheating🍒 or gonna harm them, right?
0:07:04
Very true, yeah.
0:07:05
And the key is just, they just need to see it. And they just need to 🎃play with it.
0:07:17
And they need to🎃 have it. That was the shift that happened in the room. I watched that happen. You
went into starting that conversation and that presentation with a few people ꦆbeing afraid. And almost
kind of giving you a hard time of like,
0:07:29
hey, we're concerned about this and we're worried aജbout safety with this and about cheating or
copying or whatever you want to call it. And I feel like within 20 minutes,𓆏 it wasn't even 20 minutes.
You already had them intrigueܫd and their fear had turned more
0:07:42
into intrigue and more into like, oh,🤪 we, we had a misconception of what this really was or w꧑hat this
really is.
0:07:48
Yeah.
0:07:48
Because it's change 🍎brother. Like everything else changed. Right.
Chris
0:07:51
And so sales pr🍨ofessionals today, you know, most of them think they're doing really well. I don't want
to change the thing that they're doing. And then there's the top 5% that ar🍌e the ones ma🎉king all the
money that are on top of everything
Chris
0:08:12
and they're doing all these things.
Alex
0:08:13
Right? And they're fully embr♑acing the change, yeah.
Chris
0:08:15
Fully embrac♕ing the change, they want more training, they want more tools to use, ways to go. And
so t🌺he thing is, is like that RFP example is an example. But l🅷et's say you just want to learn
something about an organization you have🀅n't done any r♒eal research yet.
Chris
0:08:36
There a♌re tools out there that can create a video about an🌱ything by putting in the web address and
asking it a couple of questionꦗs to show you in a video form. We diไd that in that workshop too.
Alex
0:08:49
Ye🍷ah, you did a really cool demo. What was the name of that t♋ool? I forget. Do you remember it?
0:08:54
InVideo.
Alex
0:08:55
InVideo, okay.
Chris
0:08:57
Yeah, listen, I have a free subscription to it, but I haven'⭕t paid🌜 for it. So you get stock imagery, but it
literally, you use it just like ChatGPT. Type in the ⛎URL and say, make me a video about this
organization, highlighting 𒀰things that the⛄y care about. And granted, it's just looking at what the company said
publicly, right?
Alex
0:09:22
On t💟heir website. On their website, exactly, yeah.
Chris
0:09:24
But you still get a sense of that organization without having to spend all that time reading throu𒈔gh
everything.
Chris
0:09:31
Yeah.
Chris
0:09:32
Right? So it's🍸 not, you use it to not p♔repare. It's like, no, it's part of your preparation.
Alex
0:09:37
Mm-hmm.
Alex
0:09:38
It was also🌌 fascinating because you ran this demo in real time in front of this group and they
watched the video that they💎 spit out. So you used their website as the example. It scrubbed their
whole copy on their website.
Alex
0:09:49
It created this video. I think we di🔴d like a 60 second video and we watched it. 🌃And they weren't just
impressed. They al🀅so organically s🌌tarted to go like, wow, we really need to update the copy on our
site. And that doesn't actually rep🤡resent w🧔ho we are and it started all theꦺse conversations where lik🍨e maybe they're too close to it so they to get that
unbiased perspective.
Chris
0:10:12
🌊I mean so I know we're talking about sales but I did the exact same thing with a client tꦜhat thinks that they need to change
some🅠 of their messaging. Okay. The video showed them that they talk a ton about the things 🐓they
wanted to change their mꦑessage to. So it was like,🌞 so do you need to, or are you already, the world
already sees you as this.
Chris
0:10:35
Right?
Chris
0:10:36
That was a good, that was a goo🍌d one to go through.
Alex
0:10:39
Yeah. Cause that happens too, whe෴re sometimes people think they need to make a change
because that's ⛄what they perceive to be the reality. And in reality, it's not always the case.
Chris
0:10:48
Right. Which, so again, which goes back to something tha🅰t Bob had sort of, you know, nꦦoted, which
was like, yes, we know AI stands for artificial intelligence. But he said, but i🐓t also stands for
assistance and insi♏ghts. And I think a lot of people under🌺stand it as the assistant. It can help you
write an email. It can help you write this.
Chris
0:11:04
It can help you with an image. It c𝓀an blah, blah, blah, blah▨, blah. But the thing that I find the most
valuable for sales folks are the insights it can provide because it's coming from an un.ꦕ.. So let me
reph🧸rase this. AI has its own biases built into it that were trained into it. What it doesn't have is the
biases that you as a seller or marketer or own🌼er of your organization has. So each one of us,
when we're selling our product, look at it ♛with a lens. AI doesn't have that same lens, so it can give
you better questions to ask. It can help set you up better. It can do all these diffeꦜrent things.
Chris
0:11:55
So as we t💝hink about it, we can sit here and go through tool after tool, but that's not the real
important thing. The real importꦬant thing for saꦜles pros to go is, are you using AI at all in your
day-to-day? There's go💜ing to be a wꩲhole group of people that are not.
Chris
0:12:17
So I wo𝓡uld challenge you to just start doing that.
0:12:19
Just try it. Just give it a try. Trꩲy experimenting. The🦂re's nothing wrong with that.
Chris
0:12:25
Right. It could be as simple as using it to record calls and get your notes. It could beꦡ looking at a call
transcript🍷, asking it questions to have a little role play. It could be 🌱using it to do research before a
meeting. It could be helping you write emails.
Chris
0:12:45
But if you're 🎐not engaging with it, you're likely going to get left behind because the peo💛ple that are
engaging with it are going to be able to do more in the sa꧑me amount of time. Yeah, and so Chris,
this is a great segue too because I want to also bring us bac๊k to the sales folks and how they can use these tools to improve
their professional selvꦗes, but also how they can improve the client experience overall. So can we
talk a little bit about that?
Chris
0:13:13
Yeah.
Chris
0:13:13
Yeah. So, sales folks, you might h♏ate me for this for a second, but sales people 🌃are not the best
listeners in a sales call, right? Like it's a skill that everybody nee💝ds, but a lot of uꦉs just struggle with it.
Chris
0:13:30
Yeah.
Chris
So let's use an assistant to help us guide us through it. But with several tools, whetജher it's, you
know, Papa's got us in a way. But wi🐽th several tools, whether it's, you know, Gong, Horus, Fellow,
Otte🌌r, Fathom, all these fireflies, all these AI bots that pop up and sit in our virtual meeting, we can then go ask them, h🔥ey, what were the three major concerns
that the buyer t♕alked about? What was the biggest thing that the buyer spent time talking to us
about? And we can get those types of answers, and then we can craft our next email,🐻 our next com♉munication with them in a way to show them, A,
that we were listening, B, that we know that this thing's important, and so we🐭 want to continue to
educate them with it, right? So, enter assignment selling, b𒁏ut instead of just sending the normal thing you send at this point, you're also bringing the conversa꧑tion that you had to life byౠ continuing that out.
Chris
0:14:46
Yeah.
Chris
0:14:47
Right? Yeah. 🅷it is a really good use of those tools to be able to go find out what that, what was that,
what was that overall summary? What was that big thing that you feel li🐬ke they needed more
answers on, righ✨t? These are things that three years ago we couldn't really get, right?
Chris
0:15:10
We might have had the video recording, we might have had🍰 a ♔transcript, but we're either watching
th𓆏e call to like put it all together or read the t𒆙ranscript try to put it all together. Now the AI can do that
for us and it really sܫupercharges us to know all the different elements, pain points, hesitations,
potential objections, all this 🦩stuff that helps us formulate next communication, and get ready for the
next call.
Alex
0:15:40
Right, and that's key. You wanna come correct to the n﷽ext call, and you wanna be able to get ahead
of those fears, worrie🥃s, doubts, concerns, and all the things that we talk about when it comes 🔯to
assignment selling. But on the pr�༒�ofessional side, right, there's a couple tools that I was fascinated with during this presentation th�🐠�at you gave that were like,
it reviews your calls n🐬ot just for summaries,🍃 but it reviews your calls to like, for filler words, or for
d🐈ifferent things that you may, like, and to me tha💝t was crazy. I would love to watch my𒈔self back and see how many times like I say, I'm in a video or
ways that I can improve so that I, I continually 🃏look more professional and more buttoned up when
I'm in front of these types of people.
Alex
0:16:16
Yeah.
Chris
0:16:17
A🐽 bunch of tools, but there's two that I really, really recommend. called Virtual Sapiens. And it sits in your meeting and will tell you, get closer, your head framing♕'s not right,ꩵ you're saying I'm too much, and it'll give you a report on body language an✃d on some of that stuff, like how to help you communicat𓆉e. That's amazing, wow. There's another tool called Udly.
Alex
0:16:43
Yeah.
Chris
0:16:44
And ♋I'm me🍸ssing around with, I'm working with a team at Udely right now on this, but they do the
same thing, sit in the meeting, or you can uཧpload recordings. And it does, it looks for certain things.
Filler words, pacing, do🐼 you repeat things? It'll even rephrase, so it looks for conciseness.
Chris
0:17:05
And then they have added features for role-playing itജ for conciseness. And then they have added
features for role-p𝄹laying and some of🌊 these other pieces involved in all of them. But if your
organization isn't doing that, or let's say that you're recording your calls but no꧟thing's really
happening with them, th🌞ese are🐎 the types of tools that really can take it to the next l🍒evel so that you can either coach your team or take it on yourself and just coac🔯h
your🎉self by looking at what somebody else i💯s seeing.
Alex
0:17:43
Yeah, totally.
Chris
0:17:44
As they watch your call.
Alex
0:17:45
I think it removes the excuse too of like, I don't have time to wat🍬ch game tape. I don't have time to
watch all this recording. Because it ✨does take time to do that. So to have some of these tools to
sum🃏marize it oܫr to give you the TLDR that you need, it takes that ಌexcuse out that's like, I don't have time for ﷽it. And it gives you the key things that can
help you༺ improve💟 and can help you be better and come correct on your next calls.
Chris
0:18:05
And listen, there's a thousand different use cases and a thousand different tools. I think the🏅 big thing
that the saꦦles profession has to get it passed is we've got to experiment with AI. ✅And I think actually,
I think the sales profession i🐬s pret🐬ty good at experimenting from time to time, but it's got to start
looking at how can I opti🧜mize my day so I can sell? Like, because you want to be selling more and doing less
administrative oꦕr mundane tasks. Yes, that's the dream right there.
Alex
0:18:41
Right, and the thing is, is that now, ꦜthings that used to take a long time, you liꦰkely can have AI help you. You still have to learn the stuff,
you still ha🐎ve to understand it, read it, watch it, do whatever. But the idea is that you might not ཧneed 🦩to spend as much time 💎trying to find all this stuff.
Alex
0:19:03
𒁏Yeah, and for sales folks that are based on, you know, metrics abou💫t numbers and that's their
performance, 💖the more efficiencies you can create to get more stuff done, I don't see why you
wouldn't wanna do that and why you wouldn't wanna bring that 🎀into your𒆙 day to day.
Chris
0:19:17
Yeah, yeah, and we're in this era of whatever you think you'd want an AI to do,
it likely is being thought about or can't do it already. Like▨ this is a mindset that I've got. And it's just,
okay, well, what are the things that I need help w🦋ith as a seller? I take very loose notes, so I need a
no🍒te taker. I need summarizations. I 🥀need it to pull out my takeaways and my action items.
Chris
0:19:42
I need to be able to go back to review it or summarize it. I need 🍒help drafting s🍷ome emails
sometimes. You♋ know, I have had ൩to use AI to help translate stuff because I talked to a French-first
organization and I wanted to meet them where they wꦜere at. So, you k🤪now, video avatar of me
speaking French💎, I don't speak Fren♛ch, but I spoke French in this video, right? And now totally told
me it was an avatar, but I was able to meet🌸 them꧑ where they were at three years ago. If I had tried to say all the things I
said in French, I mean, I would have been reading some translated, something was 👍sounded
horrib꧒le. Right. And your accent wouldn't have been at maybe as good as the AI had done.
Alex
0:20:44
And I, yeah. Anඣd I saw this video and I know you and it was hard to tell that it wasn't you. I was
was just in French and it was really good French and I speak Frenc𒅌h
Alex
0:21:03
so it was crazy to see that. But I also think ꦍit was fascinating, you told the clients ahead of time🐠, like
hey I use this AI tool to do this to meet you where they are but what was 🍒the rea༒ction when they got
a video from you
Alex
0:21:15
that was in fluent French?
Chris
0:21:17
Oh, they all thought I spoke French.
Chris
0:21:18
Yeah.
Chris
0:21:19
Like, they all thought I spoke French, right? And so it's a funny story for us to tell a✤bout an
experience that I used. But some of you sell in many l𝄹anguages.
Chris
0:21:30
Right.
Chris
0:21:31
Right, or you have employees i🦩n many different countries.
Alex
0:21:33
Countries all over the world.
Chris
0:21:35
AI now removes these barriers to speech.
Alex
0:21:39
Yeah, which is really amazing.
Chris
0:21:41
So there's all these things. But again, everything comes down to wꦚe have to be educated, or it's not
going to do anything. We've got to get educated. We have to experiment. And experiment i✅s
different than just going all in on this and thinking it's the only way to do it. Like, you h🀅ave ไto look at what you do and say, what could be
optim♋ized if I had some assistance? What could hel🍒p me do my job better? Create a hypothesis and
go test it. Did it in fact help me sell better?
Chris
0:22:16
So take tꦯhat RFP example. Don't do it with every RFP for the next three months 🍬without saying,
what is our close rate? What's our close rate on RFPs? Let's saꦡy it's 20 percent. Well, we think if we
prep this way, it can incre🍒ase to 30 percent. Go test it and see if it did. Test how long did it document. How long
does it take to normally respond? How long did it take when🌃 we use this new thing? Did we save
time?
Chris
0:22:55
Again, it's all about how do we create more efficiencies🌊, more capacity, and at the end of the day, be
more successful in whatever metrics success is for our organizations. That's the key to leve꧋raging AI
correctly. Yeah, I couldn't agree more.
Alex
0:23:11
And the testing thing is 🌳a huge piece, and that's a key takeaway for everyone watching and listening.
The testing is the most important and A-B testing, even🐈 in the room when you were൲ presenting, they
were like, ꦆwe should submit an RFP exactly the way you talked about using all these AI tools and
seeing how that works and let's just do one how we've always do🍌ne it and see which one is better received. So you just want to get more ﷺtraction and you need to start thinkiಌng
almost like with your lab coat o♉n and putting the scientist hat on that's like, hey, we need to co🎉mpare
and contrast and see how these tools work t🧸ogether so we can have actual data to b🌠ack up the
experiments we're conducting. Very important.
Chris
0:23:48
100%.
Alex
0:23:49
Very cool. Chris, any closing thoughts before we wrap here on sales folks with artific✅ial intelligence?
Chris
0:23:54
Yeah, just be curious, investigate, figure out what 🤡you think you could𝔍 use some help with. And I can
🌺span that gamut from role play assistance to no🥂te taking to email generating, whatever it is. But it's
don't be afraid to test. It's not cheating𒅌. It's the same.
Chris
0:24:21
So if you pull out your phone to do math on the spot, that's the samꦿe level of support that AI can
provide, rig꧋ht? Like obviously AI is going t꧅o give you more than just the answer, but if you're willing
to pull this out to get mu🐎ltiplied, to figure out some quote, to do some math do the same thing with
the AI to help you move the needle forward.
Alex
0:24:51
Well said, Chris, well said. For people who have follow-up questions, Chris is an expert in this.♛ He
can ꦚdefinitely school you on a lot of tools, on a lot of ways that your com🌠pany, whatever industry
you're in, can help implement and use AI to your advantage. How can t🌠hey get in touch with you, Chris?
Chris
0:25:06
Yeah, I mean, you just go right 🎀through Impacts, talk to a coach. Say you want to talk about AI and
tꦇhat you saw me talk, or you can find me on LinkedIn.
Alex
0:25:15
Thanks brother, it's great to see you. And for everybody listeni🎐ng and watching, this is Endles🍸s
Customers. this is Endless Customers𓆉. We'll see you on the next episode.
About This Episode
Artificial Intelligence (AI) is transforming the sales industry in profound ways. In this episode, Chris Duprey, IMPACT's Head Coach and Chief Customer Officer, explains how sales professionals can leverage AI tools to level-up their p𝔍erformance and drive better results.
“AI is at a point where it can be really, really helpful if sales folks are proactive in their🐻 approach,” Chris says. But only if salespeople are willing to get into the sandbox and start experimenting.
Imagine having an AI assistant in your virtual meetings that provides real-time feedback. Chris mentions tools that can tell you, “you’re using too many filler words, you're speaking too fast, or you're using your hands🐭 way too much.” This immediate feedback helps salespeople refine their presentation skills andဣ enhance their communication effectiveness.
Tools li𝐆ke and can also help personalไize follow-up communications based on previous interactions. By analyzing call transcripts, AI identifies major concerns and areas of interest, enabling salespeople to tailor their responses more effectively
Chris understands the 澳洲幸运5开奖官网在线查询开奖结果:concerns many have about AI, but he says this often comes from people who’ve never really se🧸en what it can𓆏 do.
At a 澳洲幸运5开奖官网在线查询开奖结果:recent presentation, Chris saw initial skepticism about AI turn into excitement as attendees began to understand its potential. “Most people come in uneducated or undereducated on what's out there for AI,” he notes. However, once people see the practical applications and benefits, their mindset changes. “It’s about becoming aware and then choosing to leverage that awareness.”
AI can be a powerful ally for sales professionals. It’s not about replacing human interaction but enhancing it with data-driven insights and efficiencies. As Chris puts it, “The more effici🔴encies you can create, the more successful you will be.”
Connect with Chris Duprey
Chris Duprey is a sought-🔴after speaker and business coach with over two decades🌌 of leadership experience.
Get to know Chris through his 澳洲幸运5开奖官网在线查询开奖结果:IMPACT bio page
Connect with Chris on
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Other Tools Chris Mentioned
Order Your Copy꧅ of Marcus Sheridan's New🤪 Book — Endless Customers!
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