A few years back, I was in a sales meeting over zoom with 3 people from a prospective company. In between holding the conversation and writing notes, I was struggling to keep up.
I thought there had to be a better way. As an MIT graduate I turned to technology and started researching AI note takers.
It was at this stage I came across fireflies.AI an AI note taker you can add to zoom meetings, that will take notes and summarise for you. It was surprisingly accurate.From this moment I was hooking on sales technology and in particular AI. Not having to worry about taking notes, I could be present and focus on the prospects underlying problem, and work out if we were the best solution.Since then I’ve gone on a journey of researching and keeping up to date with the latest AI sales tech, so follow along as we explore together.Using AI to determine prospect’s personality type.Anyone’s that’s worked in sales knows that not all prospects are equal. Everyone has different ways of looking at the world and responds best to different types of sales approaches.DISC profile is a popular one. This determines if you’re dominant, influential, stable and compliant. Historically sales people have had to work this out by engaging with the prospect and guessing as such. But what if you haven’t spoken to the prospect yet, how do you know which approach is best?Enter Crystal Knows. Crystal knows is an AI browser plug in that will analyze LinkedIn profiles to determine DISC profiles and come up with the best ways to communicate with someone.
When I first heard it, I thought it sounds too good to be true, so I tested it on friends and associates, and even myself. And I found it to be incredibly accurate.
Just like you would make assumptions based on 1000’s of previous interactions with people, the AI model has been trained to do the same, but over much larger data set. It’s worth looking at for anyone that wants to come into a meeting prepared.Chat GPT in salesChatGPT is well known at this stage, and it’s a cliché, but there is an art to correct prompt generation. It’s not quite at the level of producing sales emails yet, however it is quite useful for helping with research and preparation.
Giving ChatGPT info on a client and ask it what concerns the client may have can help you get into the clients mind. Given ChatGPT was trained on a much larger data set than you’ve encountered personally, it may provide you some insights you hadn’t quite considered.
Let’s say you sell SaaS to pharmaceutical companies and want to get a better idea of what key personas would be considering. Prompts to use include:“Imagine a roundtable discussion involving key stakeholders in a large pharmaceutical company when deciding to adopt a new drug development platform. Describe their roles, concerns, and the factors that may sway their decision.”
The future of AI in SalesThe future will connect the above and expand. AI that can determine the personality of someone via socials, an LLM that can then create personalised sales outreach and set meetings. Whilst on the meetings, AI will be able to and already can with programs like chorus, determine the current mood of the prospect and provide advice. Notes will be takes by AI and automatically uploaded to the CRM and follows up added.This will leave you as sales person to focus on speaking with customers, whilst you have an army of AI assistants.
It’s important to keep up with the latest developments or you’ll get left behind. If you’re in sales, I’d encourage you to invest time increasing your sales technical quotient and utilise as many different AI sales technology as you can.Do you work in Sales and have used AI sales tools. Maybe some of the ones mentioned above? Let us know your thoughts below.
By Sophie Fennelly, CEO of www.salestq.com.au
About the author
Sophie is passionate about all things sales and technology and the culmination of the two to help sales reps Increase their sales technical quotient through salestq.com.au
An ex sdr and ae and MIT graduate.
