My view is likely to change, but I'm currently of the view that we should only use AI for up to 20% of the "art" of sales. I'm a massive advocate of sales being authentic and human in a world where everyone is bombarded with 1000s of automated sequences that read like poorly edited marketing templates. GPT puts sales teams at the risk of going deeper down this path- if we don’t use GPT with finesse, if we use it as “a hammer”- we will see sales teams with higher automation and higher volume; which on the surface level can be attractive, but at the risk of foregoing quality interactions and conversion. To keep the tool analogy going, we need to use ChatGPT as a screwdriver- showing precision and care rather than brute force. Keep the subtleties of the human approach of B2B sales; reading between the lines; relevant touch points at relevant moments; letting the empty spaces between contact points do the work. Nuance.
ChatGPT can, however, be the ultimate sales advisor, coach, and refiner. One exciting use case is that of an “onboarding companion”- we can ask GPT to take the form of a prospect, by giving it the prospect website so that it has context of the company, giving it the sales deck so it can ask relevant questions, and using prompts that guide it in the right direction on the type of questions that are appropriate. We can then use it for role play meetings ahead of meeting prospects in real life. I played with this today and am extremely impressed, and feel that for self-training, it can be an invaluable tool.
Zooming out from day to day sales, I see significant value in GPT regarding sales operations. Sales activity trend analysis- summarizing and analyzing bulk notes taken by the sales team. This will help sharpen ICP, getting a better understanding of stakeholders involved in the decision, who's budget it's coming out of, what problems are being solved, other solutions considered etc. This can save considerable time in helping find product market fit, and help refine the value proposition. In addition to this, giving GPT info from CRMs to do deal funnel analysis and helping provide insight into challenges around the corner could be invaluable to sales leaders.
This is not my definitive view, and everything I've said might be out of date in 2 weeks time anyway. It’s up to us to keep experimenting, and allow ourselves to be open to change our current approach while not losing sight of what leads to successful sales teams in the first place.
ChatGPT can, however, be the ultimate sales advisor, coach, and refiner. One exciting use case is that of an “onboarding companion”- we can ask GPT to take the form of a prospect, by giving it the prospect website so that it has context of the company, giving it the sales deck so it can ask relevant questions, and using prompts that guide it in the right direction on the type of questions that are appropriate. We can then use it for role play meetings ahead of meeting prospects in real life. I played with this today and am extremely impressed, and feel that for self-training, it can be an invaluable tool.
Zooming out from day to day sales, I see significant value in GPT regarding sales operations. Sales activity trend analysis- summarizing and analyzing bulk notes taken by the sales team. This will help sharpen ICP, getting a better understanding of stakeholders involved in the decision, who's budget it's coming out of, what problems are being solved, other solutions considered etc. This can save considerable time in helping find product market fit, and help refine the value proposition. In addition to this, giving GPT info from CRMs to do deal funnel analysis and helping provide insight into challenges around the corner could be invaluable to sales leaders.
This is not my definitive view, and everything I've said might be out of date in 2 weeks time anyway. It’s up to us to keep experimenting, and allow ourselves to be open to change our current approach while not losing sight of what leads to successful sales teams in the first place.
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