AI is frightening but am I missing out?

Bored of the AI discussion yet?

Well it isn't going away

A sales professional that hasn't had their curiosity stimulated by all the hype is in danger of getting left behind

Many most likely understand this, but are confused about what to do about it

This month's 'Spotlight' focuses on some of the uses of AI (with old friends back to discuss it)

Welcome to the March Edition of Sales Today newsletter for B2B sales professionals, the tenth edition... especially the 2393 subscribers (share with your friends and lets get to 2400)

It's monthly so I want to give you plenty to consider

So what to expect

• Spotlight - AI is frightening but am I missing out?
• News - Winners!!!
• Podcasts - some brilliant guests on Sales Today this month
• Collaborations - where I have been invited to share my thinking
• Workshop - how you can learn LIVE and FREE
• Scorecard - quick test to see check how you are selling at the moment

The focus is all about enabling more good (sales)people doing good things in a good way

FRED

AI is frightening but am I missing out?

They’re back!

Regular readers will know Harry and Larry and the conversations they have about staying up to date in the fast changing world of sales.

Harry likes to help out his mate Larry so we could have predicted this chat was coming…

Larry – Have you seen all this stuff about AI. Everyone is talking about it and I feel I’m missing out. To be honest I find it a bit frightening. You’re good with new stuff. Can you let me know what you are doing?

Harry – Sure, Larry. One thing that has really helped me is using AI in my sales process. It might sound intimidating at first, but it has actually made my job a lot easier and more effective. AI can help you automate routine tasks, such as lead qualification, email follow-ups, and even scheduling appointments. This frees up more time for me to focus on building relationships with my customers and providing them with the best possible service.

Larry – Hmm, that does sound interesting. But how do you use AI in your sales process?

Harry – There are a few different ways, Larry. For example, I use AI-powered lead scoring to identify the most promising leads and prioritize them for follow-up. This saves me a lot of time and helps me focus on the prospects that are most likely to convert into customers. I also use chatbots to handle common customer queries and provide support 24/7. This way, my customers can get the information they need quickly and easily, even outside of regular business hours.

Larry – That sounds really helpful. But doesn't AI take away the personal touch of sales?

Harry – Not at all, Larry. In fact, using AI can actually enhance the personal touch of sales by allowing me to tailor my messaging and interactions to each individual customer. AI can analyze customer data and provide insights into their needs, preferences, and behaviors. This allows me to craft personalized messages and offers that resonate with each customer and build stronger relationships over time.

Larry – I see what you mean. That makes a lot of sense. But isn't AI expensive or complicated to implement?

Harry – It can be, Larry, but there are also many affordable and user-friendly AI tools available today that are designed specifically for sales professionals. And with the right training and support, anyone can learn to use them effectively. Plus, the time and cost savings that AI can provide more than outweigh the initial investment.

Harry – Actually, there's one more tool that I'm using that I think you'll find really interesting. It's called ChatGPT, and it's an AI-powered chatbot that can have natural language conversations with customers.

Larry – Wow, that sounds really advanced. How are you using it?

Harry – Absolutely. ChatGPT has been a great tool for helping us understand our customers better. One of the ways we use it is by asking questions that help us understand their role within their organization, their typical KPIs, and the pressures they experience. For example, we might ask them what challenges they face in their job, or what success looks like for them.

Larry – That's really interesting. How does this help you in your sales process?

Harry – Well, by understanding our customers better, we can tailor our approach and messaging to their specific needs and pain points. We can show them exactly how our solution can help them achieve their goals and overcome their challenges. Plus, by asking about potential concerns they might have, we can proactively address those concerns and provide solutions that ease any worries they might have.

Larry – That makes a lot of sense. Can you give me an example of how you've used this approach in a sales conversation?

Harry – Sure. We had a customer who was hesitant to switch to our solution because they were worried about the implementation process and the potential disruption to their business. Using ChatGPT, we were able to ask them about their concerns and provide them with a detailed plan for how we would handle the implementation and minimize any disruption. We also showed them case studies of other customers who had successfully made the switch, which helped to ease their worries and build trust in our solution.

Larry – That's really impressive. It sounds like ChatGPT has helped you to have more personalized and effective conversations with customers.

Harry – Exactly. And the more we use it, the more we learn about our customers and their needs. It's a powerful tool that helps us to work smarter and close more deals.

Larry – Thanks, Harry. You've given me a lot to think about. I'll definitely look into using AI in my sales process.

Harry – You're welcome, Larry. Just remember, the key to success in sales is always adapting to change and finding new ways to connect with your customers. And right now, AI is one of the most powerful tools we have for doing just that.

Larry – I couldn't agree more, Harry. Adapting to change is crucial, especially in times like these. And using AI in sales seems like a smart way to do just that. I'm definitely going to give it a try.

Harry – That's great to hear, Larry. I think you'll find that AI can make a big difference in your sales process. And if you need any help getting started, just let me know.

Larry – Thanks, Harry. I appreciate your support. I'll definitely reach out if I need any advice.

Harry – Anytime, Larry. We're in this together, and I want to see both of us succeed. Let's keep pushing forward and finding new ways to thrive in this changing sales landscape.

Larry – Absolutely, Harry. Thanks again for the great advice. I'm excited to see where this takes us.

Fair disclosure I might have had some help writing this.

OK, I didn’t write it at all.

I gave ChatGPT the characters and their tone and it did its stuff, including the formatting.

For those interested the initial prompt was:

“You are Fred Copestake bestselling author of Hybrid Selling.

Write a new chapter for the book about how salespeople can use AI

Present this in the form of a conversation between two salespeople called Harry and Larry

Harry is confident and seeks new ideas which he likes to share with his friend Larry

Larry is nervous about change but he respects Harry and knows that he will be sharing good advice

Use this as an example of their conversation and apply same tone and output

Harry – Hey Larry, how are you getting on? You sound a bit stressed.

Larry – Well, of course I am stressed. Haven’t you been hit by all this upheaval, all these changes? COVID is a nightmare. I cannot go and speak to any of my customers. I don’t know what to do. I am a little bit panicky, to be honest, because I cannot really see the end of it.

Harry – Um, yeah, I know, I am with you there. It is weird. It is hard, but I am just about doing OK.

Larry – Really? Why, what are you doing? Please let me in on the secret here. Tell me, what are you doing that I should be thinking about too?

Harry – Well, remember I said I was going to have a look at virtual selling? I have started to get my head around that. And I am really pleased I did, because as soon as we hit lockdown and customers were saying they don’t want to see us I was able to shift all my activity into being able to work online with them.

Larry – Really? Oh, I am struggling because people are not seeing me, and I’m lost. I am trying to call people, but that is hard, as you know, I like to be in front of folk and I am finding it tough.

Harry – Well you still can, if you think about it: by going virtual and using video-conferencing tools, you are still in front of people."

We cannot ignore this technology and while I’m concerned about the use of AI to increase the volume of outreach aimed at smashing down doors I'm excited at the prospect of professional salespeople preparing well to do an awesome job of collaborating with customers higher levels of understanding than ever before.

The Collaborative Selling Accelerator now incorporates use of ChatGPT and other tools to equip salespeople serious about doing a good job.

Winners!

We won an award at the Graduate Recruitment Awards. Some 'big names' in the Great Room at the Grosvenor House Hotel (and indeed on the shortlist we were up against)

It was for work with Nottingham Trent University to help them understand sales and create some extracurricular learning for students to understand this as a potential career and the broader idea that ‘Sales Skills = Life Skills’. They nominated us for the award.

In doing so we have understood ‘employability’ better and seen why this is a valuable offer so using studentsalesacademy.com have created and repurposed material to offer a license option for other universities (along with a ‘How to’ guide based on the NTU case study allowing them to run a similar programme that engages employers).

🎺 Rory Sadler - Your sales proposals are boring!

What if there was a better way to present information to customers?

Imagine sharing things that they needed to know as they make their way on increasingly difficult buying journeys?

Rory discusses how microsites can be used to do this to supply the right information at the right time.

In doing so salespeople can help the customer make sense of the things that are important to them.

Using interactive, collaborative and personalised microsites that can be quickly created are a major tool for modern sales professionals who adopt a 'sensemaking' approach.

A salesperson skilled in having the converations buyers need and equipped to offer the information they require to move to the next stage of their decision making will have a distinct competitive advantage.

Are traditional proposals dead?

Listen to the episode HERE

Fatima Mai Sheriff & Francisco Javier Caballero Esteso - Sales Skills = Life Skills

Why are the skills associated with sales so important in everyday life?

In this special episode Javi and Fatima, two students on an internship, share their learning on how the skills sales professionals train to perfect are useful for everyone.

They talk about their own experiences where they have had to use some of the skills and how they feel more prepared to use them more deliberately as their careers develop.

Their thoughts are insightful both for other students and salespeople who can take much from the the 'continual development' attitude.

What are you doing today to expand your mind and boost your reality?

Listen to the episode HERE

Rebecca Tasetano - The power of community

Get the party started.

Rebecca shares how being from a family of clowns has equipped her for a role today in creating and building communities.

We discuss how humans are wired to gather in tribes and how communities today present a massive opportunity for sharing and problem solving.

Now this can be on a global scale so the power of community is stronger than ever.

Good groups will provide the opportunity for members to build trust and collaborate in ways that our ancestors may find strange but which still fulfil the purpose of surviving and thriving.

Are you makng the most of community membership?

Listen to the episode HERE

Dr. Howard Dover - Is sales innovation killing the profession?

Dr Howard Dover is a seriously busy guy.

A sales professional, sales coach, database analyst, systems analyst, marketing modeler and university professor all in one.

But as he explains there is work to be done.

We discuss the state of sales and why buying is such a horrible experience for many and where the sales innovation paradox comes from.

Is modern technology ruining us as salespeople and wiping out many opportunities before they even start?

But more importantly do companies care?

We wonder whether 'good enough' will do for many as despite poor customer centricity targets can be hit through brute force.

Despite a seemingly bleak outlook there is a glimmer of hope as he describes how some organisations buck the trend and become the places employees will never leave, plus a new generation of genuinely disruptive salespeople emerging.

Are you happy with 'good enough'?

Listen to the episode HERE

How Sales Has Evolved Over the Years

In episode 29, we are going to talk about what have been the most important changes in the sales industry over the decades.

For this, we are joined by a man who has seen those changes himself, and who also has a lot of experience in this topic, his name is Fred Copestake.

Fred is a self-proclaimed geek in researching these changes and understanding them to be able to make sure that we use the things that are relevant and good, to make the necessary tweaks to what can be tweaked, and throw away all those things that aren’t helpful and not very good.

So, what's going on in the world of sales? What can we take? And what do we need to tweak?

Listen to this episode to find out. We are going to go way back in history and analyse how things have been moving since the early 50s.

We are also going to discuss, among other things, what we think the future holds regarding sales and regarding the implementation of new technologies such as AI, and the impact it’s going to have in the world so, don’t miss it!

Thanks Alex McNaughten for the invitation

Listen HERE

How to modernise your sales approach without losing the human touch

 In this new LIVE and completely FREE to attend event I will share practical insights into an approach for B2B salespeople to ensure they stay relevant and valuable.

This workshop is brand new and addresses the top three challenges that many salespeople have based on what I have identified from working with clients all over the world.

Many salespeople struggle to adapt their approach to one that is effective today. As a result, they are running a risk of becoming irrelevant to their customers.

I will answer the questions:

- Why are so many salespeople tired and stressed?

- Why are so many sales backwards and boring for customers?

- Why do organisations confuse salespeople badly?

You should attend if:

- You are involved in B2B sales and find your approach isn’t working as well as used to

- You feel like you are wasting opportunities that should be won

- You use a highly technical approach to selling that doesn’t always wow customers

- You are frustrated that you can’t keep customers engaged through the process

- You are fed up with always having to discount to win business

- You want peace of mind that your sales plan will work

- You are frightened that the pace of change in the world of sales is too fast

- You are concerned your competitors are doing something different but don't know what

Every participant will be given access to a tool that provides a report on the state of your sales compared to an effective modern approach 

Places are limited by the platform we use so please make sure you're quick to secure your spot.

Wednesday 5th April 2023 (1.00pm GMT)

Register HERE

Collaborative Selling Scorecard

Are you ready to increase your sales?

Take the Scorecard