How ChatGPT is Changing Every Role in Sales
Jake Dunlap
First Call for VC and PE-Backed Companies Who Need to Optimize Revenue Performance for the Next Phase of Growth | Generative AI Expert for Frontline Sellers | USA Today Bestselling Author of Innovative Seller
In a few short years, there will be a divide between those who harness the power of AI and those who don’t.
Generative AI has the potential to transform every aspect of the sales process, revolutionizing how we prepare, engage, and excel in our roles. As a leader, the future of sales will be integrating generative AI and ChatGPT into your organization’s processes and you should be building that playbook now.
This will ensure that you are among the frontrunners who can do more than your non-AI-enabled counterparts of tomorrow.
You might already know the importance of being at the forefront of AI, but you don’t have the time to self-learn the tactical ways your team can fully leverage it.
So this week, I’m sharing five concrete ways to leverage ChatGPT and generative AI in your sales team. These strategies will not only streamline your operations but also empower your SDRs, AEs, Managers, and even yourself to unlock new potential. These include:
So let’s get into it. Seize the opportunity to revolutionize sales and equip your team with the tools they need to thrive in the AI era.
PS - I’m having a ton of conversations with leaders around generative AI & ChatGPT, so if you have a question as well, DM me and let's talk about it.
“AI is going to make all of our lives exponentially easier, but you have to do something about it now. There is going to be a big divide between people who can do so much more because they practice using these tools now and people who chose not to.”
The future of sales and the possibilities of what AI can do for the sales force of tomorrow is far greater than just using ChatGPT for sales emails. The possibilities lie in every sales role and every part of the sales process.
Everything from how Sales preps, how we get up to speed on an industry or buyer persona, how we prep for a meeting to have a higher quality conversation, how we interact with people after the meeting, how we create LinkedIn thought-leadership content at scale, to how we coach.
AI is going to make all of our lives exponentially easier, but we have to do something about it now.
In just a few short years, there is going to be a world of haves and have-nots, and it’s going to be knowledge workers like Sales and Marketing. There will be a big divide between people who can do much more than their non-AI-enabled counterparts because they practice using these tools now.
For sales leaders, you need to be the most knowledgeable about the applications of ChatGPT and AI for sales roles and be at the forefront of implementing it into your team. I’m going to give you five ways to do this right now in this article, and it will change how your SDRs, AEs, Managers, and even yourself work.
Recap: How AI is Reshaping the Sales Force of Tomorrow
Skip ahead to:
HOW CHATGPT IS CHANGING PROSPECT RESEARCH
AI does not equal automation. We love to say “personalized content at scale” in sales, and with AI, we are getting closer to personalizing outreach without as much lift, but it’s still not automation.
How we will personalize content at scale is by using ChatGPT to cut research time in half and help to fill in more blanks than just first name and company with merge fields.
HOW CHATGPT CAN AUGMENT THE SALES PROCESS
I’ve talked extensively about how to use ChatGPT to prep for sales calls, so let me give you another example of where it can insert itself into the sales process to save reps time.
Recommended by LinkedIn
What should they say in a follow-up email? How should they reply to an objection raised on that first call?
Prompt: At the end of a sales call, a [title] in [industry] had this objection [XYZ]. I know that [company] has [solution]. How can I respond to address their concern before the next meeting?
HOW TO USE CHATGPT TO BUILD A LINKEDIN PRESENCE FOR SALES
Sales and sales leaders know that creating thought leadership content on LinkedIn is critical to almost every role, just like AI is. SDRs need it for prospecting, AEs need it for prospecting and authority, and C-Suite needs it for business growth.
The top thing all of these groups struggle with is coming up with post ideas and staying consistent. Have ChatGPT create the calendar and posts for you.
Prompt: I want you to act as a social media manager. You will be responsible for developing a content calendar that includes 6 post topics a week, writing engaging content that is industry-specific, and engaging with the audience by responding to questions and comments. Your first task is to create a 1-month social content calendar for LinkedIn. Topics should include [advice on how to hire outsourced sales development reps, challenges of hiring outsourced sales development reps, the cost of hiring the wrong outsourced team, and the benefits of hiring the right outsourced team.]
Teaching it your tone and style may take some time, but there is no reason why it can’t create the post topics for you and kickstart your content creation.
Related Content: The LinkedIn Strategy Playbook
HOW TO USE CHATGPT TO HAVE BETTER CONVERSATIONS AS A MANAGER
Let’s be honest; it’s a little embarrassing how little leadership training most companies currently give frontline sales leaders.
We invest a lot in our SDRs and AEs, but there is no formal program for the people that impact ten people’s lives every day.
ChatGPT is a cheap (and pretty damn effective) way to coach managers to have better conversations and in turn, coach their people.
Example: As a sales manager, I need to have a conversation with one of my sales reps about poor objection handling. I want the discussion to be constructive and provide guidance to help them enhance their sales technique. How should I first approach the conversation?
HOW TO USE CHATGPT TO COACH YOURSELF
This use case is flipping it around for reps to get ChatGPT to improve their skills in place of a manager’s coaching – but keep in mind, anyone can do this. This is just the example I’m using.
Prompt: You are my sales manager now. Congratulations, you’ve been promoted. You are now my boss. Here’s everything you need to know about what we do:
Here’s a link to our product pages:
Here’s where I feel like I’m strong and where I need coaching:
Here’s my last performance review:
Help me to write a 60-day coaching plan to get better at x topic.
ChatGPT is not just for sales emails
Sales emails and messaging were the most natural thing to start using ChatGPT for when it was first released. Then we started playing around more with industry research. Then we layered on prepping for calls and personas.
Now we’re seeing a significant decrease in ramp time for getting new SDRs and AEs up to speed and other applications further down the funnel.
If you’re in Sales or Marketing, the only way you’ll become irrelevant or replaced in the next few years is if you don’t embrace AI and ChatGPT now and become an expert in using them.
As a leader, the future of sales will be integrating AI and ChatGPT into your organization’s processes and building that playbook now.
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