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Leveraging The Power Of AI To Transform Sales With Ryan Staley [Episode 142]

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AI is officially in. How can you use it to leverage your sales?

Whether you love it or can’t stand it, AI is here to stay, and it’s changing the world – including the world of selling. In this episode of CEO Sales Strategies, Doug C. Brown speaks with Ryan Staley, the founder and CEO of Whale Boss. They discuss how to incorporate AI into your selling process, using it to increase your efficiency, keeping human-to-human connection alive and thriving, and much more.

In this episode you will learn:

 

Episode’s guest – Ryan Staley

CSS Ryan Staley | AI Sales

Ryan Staley is the Founder and CEO of Whale Boss where he helps technology founders grow from $1M-$30M through the principles he used to achieve the same results. Ryan has taught over 800 CROs, VPs, and leaders his proprietary enterprise sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, and Uber.

Visit his website: www.ryanstaley.io

Learn more about Ryan’s Sales AI Accelerator here.

transcript

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Leveraging The Power Of AI To Transform Sales With Ryan Staley

In this episode, I am with Mr. Ryan Staley here. We are going to talk about AI, how it’s going to be and already is in your life, and where it’s going to be in your sales life and company life. We touch a little bit on where it is in your personal life as well. It’s not something that will not continue. It will continue and will continue to keep growing. We are either going to take advantage of it and find the opportunities within or in some cases, especially on the lower end of selling or those routine jobs of selling, it’s probably going to replace them. Let’s go talk to Ryan and we’ll figure it all out.

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Ryan, it’s good to see you. Welcome to the show.

I am looking forward to this, Doug. This is going to be a lot of fun. I love what you’re doing. I love the show. I am excited to be a part of it.

Thanks. I appreciate the kind words. Why don’t you tell everybody who you are and what you do? Let’s then set the frame for this call.

I’ll give you the micro version of my background so you have some context and then what I’m doing because I hate it when I have guests on my show talking for twenty minutes about their background. I progressed through the revenue org as an individual contributor. I always worked for capital-constrained companies or companies that were resource-constrained and had very high expectations of growth.

I started in a boiler room-type position, believe it or not, which was the predecessor to the SDR role if you will. I evolved into leadership, turned around an underperforming office, and then got tasked to start an enterprise team. I grew that from scratch from $0 million to $30 million in ARR with only 4 salespeople in 5.5 years. We didn’t have SDRs and marketing so I had to get highly creative. For the last couple of years, I’ve been helping companies deploy those strategies in their business to get asymmetrical growth without investing a lot of money in terms of team and capital.

What has changed though is I’ve been obsessed with integrating AI into sales because of the outcomes I’ve seen personally. I look at that as the next evolution of what I am doing and how to help the sales community, whether they’re a CEO, an entrepreneur, a founder, a sales leader, or even a sales professional on how to become superhuman with AI in terms of what they’re doing.

I’m glad you brought that up because I wanted to talk with you about this whole concept of AI. In 2024, when you all are reading this because it takes a little while to produce these things, you’re going to be hearing more about AI. We’re already hearing about it. What I’m finding is a lot of people are trying to embrace it but more from the technology side. They’re people. They don’t even understand what AI does.

Let’s face it. Most of our employees or people that we’re working with are not going to go out and invest sixteen weeks in an AI course. This is a challenge that people are going to run across starting in 2024 and beyond. What are your feelings on that as far as not infusing it into the people but using technology with it?

CSS Ryan Staley | AI Sales
AI Sales: Time, execution, acumen, money, and skills. Those are five categories that people can leverage.

I’ve interviewed probably close to 200 tech CEOs. Every single one of them was focused on integrating their product, which makes a lot of sense. However, where I saw a gap is that maybe there were 1 or maybe 2 who were focused on integrating with their people. It’s not your fault if you tried it and haven’t had success because it’s a complete transformation. However, if you know the right ways to apply it, even an 11-year-old can learn it in 15 minutes.

I know that because I taught my daughter how to create graphic design work. I’m not a graphic designer. I suck at graphic design. I’m terrible at it but I taught her how to leverage it in fifteen minutes of training. That’s how easy it can be. There are so many things that are possible that I could talk about if that’d be valuable so people could start to frame like, “What’s possible? How can I use it? What are the outcomes they could give me?”

I have to say though, there are people reading who are probably thinking, “She’s eleven. It comes naturally to them. They were born with a cell phone in their hands.” Back in my day, I didn’t get my first cell phone until I was 28. My daughters think I was a relic with some prehistoric past because of that. Let’s talk about people in their 40s, 50s, and 60s who are in the workplace. Can they embrace it quickly as well or is it that you grew up with a certain thought process so it’s easier to embrace?

If you could type words or use words, then you could leverage them. That’s the beautiful thing about it. There are two examples. I’ll give actual tactical examples. They’ve created tools or solutions where you could do text-to-voice, text-to-video, text-to-audio, and then text-to-output. That’s the interface. It’s a brilliant design in that way. Even my mom who is a senior citizen could leverage it. She has very limited email skills. As long as you can type, you can do it.

As long as you can type, you can leverage AI. Share on X

What they even did to take it one step further is Harvard did a study with BCG Consulting, which I know you’re a fan of Boston. Boston Consulting Group is not an easy job to get to or get into if you will. They have folks who are more experienced who are consultants. They gave a test to 800 different consultants. 400 had the ability to use ChatGPT and 400 did not.

They tested them side by side. They did not give them any training. They said, “Go figure this out. You could use this if you want.” These are the results that were a byproduct of that study. The folks that had access to it, there were three categories they looked at. There was quality, quantity of work, and speed of work. I’ll ask you this question. I’m curious what your thoughts are. What do you think the uptick in quality was for the people who used it in terms of a percentage?

30% or 40%?

You’re pretty much right there, 40%. That was that. In terms of speed, how much faster do you think it helped people do things?

5X depending on what they’re doing.

It wasn’t quite that much. It was for their work. What they did is a simulation of the actual work that they do. They got it done in 75% of the time. When they talked about tasks, which was the last one, they got it done and got 12% more tasks. If you think about it, they’re like, “Those are great percentages. It’s not a massive needle mover,” but if you add all those together, it’s a compounding effect. That person could do over 200% of what they did before from that tool and they didn’t even have training on it. That’s an example. Those folks are all different ages, not an eleven-year-old. They have work experience. They’re folks like you and I in similar ages.

I have a question on that. I can do things quicker and faster. I get more done in more quantity. Does that add more workplace stress? Is AI going to add more stress to the process? I imagine people reading this go, “That’s cool but I’m going to have so much more time to do other things. I’m going to be forced into doing other things.” Do you think that’s going to happen with AI or do you think AI is going to be a leveraged tool to make life easier?

What I am seeing is it all depends on the frame of the personality. By nature, organizations are going to have higher expectations of output per employee. That will happen whether you embrace it or not. If you don’t embrace it, you’re going to get replaced or automated, which is sad to say. I have a sales AI accelerator where I show folks how to integrate this into sales. I had a woman who was a chief commercial officer previously. She was a revenue executive. I’m not going to say her age but she had experience. One of the things she said was, “It had 10X my output with what I’m doing.”

By nature, organizations are going to have higher expectations of output per employee whether you embrace AI or not. If you don't embrace AI, you're going to get replaced or automated. Share on X

She was super ecstatic and excited. The reason why is because she didn’t have to do a lot of the crap work that was tedious and soul-sucking that she did not enjoy. She could focus more on the stuff she did enjoy, which was strategic in nature. For me, that’s what I love about it. I’m a very good concept strategy person. I don’t like doing that tactical, repetitive, and annoying stuff. That’s not me. If I can cut all that out and have a machine do that for me, then sign me up. That’s what I’m super excited about.

The other thing about sales, sales leadership, or even any other kind of leadership, let’s say marketing as another parallel example or even being a CEO at a startup, I did a post on this on LinkedIn. I picked apart, let’s say for a sales leader, how many different skills you need to have and tasks you need to do across different areas. Guess what the number came out to?

That one’s hard. Fifteen.

It was around 20 to 22. You have to be good with numbers. You have to be able to forecast, lead people, and manage people. You have to look at the data. There are all these characteristics that when you look at personality profiles, they’re not all in the same area. You might have 4 or 5 things you’re good at, the other 5 you’re okay at, and the other 10 you’re not so good at. The way I envision and what I’ve seen work is you delegate the ones you’re not good at or the ones that don’t complement your skillset to AI. You could go all in on the ones that you’re exceptional at, your zone of genius. That’s the way I look at it.

I can do spreadsheets but I don’t like them when it comes down to it. I have people who I hired to do spreadsheets and the complexities of that. I don’t want to be building pivot tables and doing all that stuff. AI can do things like that in a blink of an eye. We’re speaking with Mr. Ryan Staley. His company is called Whale Boss. We’re speaking about AI. It has already entered your life.

What I’m seeing is if we think about technologies in the past, the things that changed something like television, ATM, the internet, and electric cars, it took decades sometimes for this technology to catch on or be mainstream in the process of using it every single day. The ATM was thirteen years before people trusted it not to eat their money. Even the car when it first came out took a while for it to catch on. They were like, “What are we going to do with our horses?” It was that type of thing.

What I see with AI is quick. It just happened. Not a lot of people have been talking about it in the mainstream media for 3, 4, 5, or 10 years. It was like, “This is AI,” and it’s in your living room. That’s the bottom line. It’s being built into every single thing going forward. The reason I bring this up is my question is this: do people have a choice whether to use it or not at this point?

You always have a choice. Is it the smart choice though? There have been studies on it, like the affected rate of jobs. There’s a risk and an opportunity. Let’s talk white-collar jobs. If you’re doing physical labor, that’s further off where robotics will be more mainstream, in my opinion, combined with AI. I don’t know if you’ve seen the studies but Goldman Sachs predicts 300 million jobs will be lost. When it comes to the sales profession, the bottom third could get knocked out because, by nature, buyers, 74% of them, would rather not have a salesperson involved in the process.

What it’s going to do is that the self-serve journey is going to be expanded. It’s going to get better and more customized so there’ll be less need for people at the lower end of the spectrum. That’s the risk. The opportunity is on the other side. Amazon released an extensive study on AI skills in the workplace. It was in November ‘23 that they released it. It came out. They interviewed close to 1,400 employers and it was over 3,300 employees. The thing that was exciting about it was it talked about how big of an appetite there was for employers to have employees who had AI skills.

This is where it gets cool. Sales and marketing was the second biggest category. Coding was first. They said that they would pay 48% more to people who had those skills. Imagine that. You’re making a $100,000 base. You become proficient at this. You don’t need to be a coder. You need to understand how to integrate it, what you do, and leverage it to scale yourself. You go from $100,000 to $148,000. There’s such a demand for it. The supply is so low that there’s a prime mover advantage that you could take up that you could take the bull by the horns. That’s why I’m excited about sharing it with the community.

You brought up a statistic. This is going to be true as well. The bottom third, I’d like to define what that is in a moment. People are like, “How is that going to be?” I want people to think about what’s going on in retail. I can see it in different industries. In the training industry, I can see it’s going to flatten part of the training industry. That lower third you’re talking about is going to happen in the training industry as well.

Let’s look at retail. I was like, “It’s Christmas time. Let’s go shopping.” I had to go get some stuff. I’m walking into these stores. Within two weeks of being in these same stores, I’m going back in and they no longer have cashiers. They don’t exist. There’s one person where there used to be 8 or 10. What are they? They’re like, “Step in line. Scan your items. Put this in.” That’s not necessarily AI but the next generation of that is you roll your cart through and automatically, it gets scanned. The machine figures out what’s in your cart.

It’s one of those things that everything is going to be instantaneous. AI’s going to figure out all of this and be able to communicate in a way. Even on the retail level, it’s going to continue to keep eliminating these routine tasks that people are doing. All of these companies like Lowe’s and Home Depot are doing the same thing. They’re getting away from this personnel.

When it comes to the sales teams or the salespeople, on the bottom third, how would you define that? Somebody who might be reading who owns a company might be saying, “I could probably improve my profitability this way.” Those who are managing sales teams go, “I got to train my people differently so they’re not the bottom third anymore.” What would be the bottom third?

I look at the bottom third in terms of the complexity of the interaction. There are 2 areas or 2 classifications. I haven’t looked at the total job positions out there. I could probably do a little more analytical work on it. The bottom third is what I would classify as entry-level positions or deal sizes that are very low. People feel more comfortable with a self-service model versus a higher-cost model. That would be inbound SDRs and BDRs.

There are chatbots. Before, they used to suck but they’re starting to get better where you don’t necessarily need a person doing it. On the outbound side, they’re starting to leverage agents. Outbound is going to change dramatically because there are going to be spam cannons out there or spam robots. There are already spam robots out there but they’re going to multiply. That whole go-to-market is going to change. That’s what I would classify.

Here’s an example of how I look at it. If you think about it with the Industrial Revolution, we went from digging ditches and plowing fields ourselves to leveraging machines to do that. We would operate the machines. That’s how it was. The crazy thing, and this hit me like a ton of bricks, is I was reading a book on product-led growth. One of the things that stuck out or jumped out at me was we’ve gone through the same pattern there but with white-collar work.

What I mean by that is we have all these tools and we’re doing work but most of the stuff that we’re doing in our roles is very tactical. The next AI evolution that we’re going to have is more of identifying outcomes and strategies that are related. We have the tools to do automated work for us instead of us doing a lot of tactical stuff.

CSS Ryan Staley | AI Sales
AI Sales: The next AI evolution that we’re going to have is more identifying outcomes and strategy-related, and we have the tools to do automated work for us instead of us doing a lot of tactical stuff.

I don’t have to write my emails anymore.

You don’t even have to do that already. The example you mentioned where you walk out of the store and you don’t have to pay, Amazon has some stores like that that have been tested. There are tools where you can take a transcription of your meeting, automatically set the email, put it together, and have it in your email box. All you have to do is maybe edit it and make sure because it’s not 100% all the way there. There are things like that. A lot of these tools will get you 90% or 95% of the way there for the good ones, and then you’ve got to do the 10% or 5%.

The reason I brought that up is so many people are like, “I don’t want to write anymore,” which is something I want to talk with you about. I have somebody training things with me even about writing books. It will take my writing style and everything else. It’s reasonably accurate but you’re right. I’ve got to go back and look at it. I’ve got to edit it. We’re not there yet, and then when we get there, there’ll be something new anyway. We won’t be there again.

When we are taking and having machines do all of this automation, routine tasks, and things like that, we still have to interface with people in some capacity. How do you think that’s going to change the human-to-human connection? Are we going to communicate differently between human beings or is this going to be AI augmenting something or enhancing the ability for us to do this in a more efficient way?

There are a couple of things I see as opportunities or things that are going to happen. For example, it’s going to get to the point where you and I each have our AI assistance that does a lot of the screening and detail that maybe a physical real-life person would do. The barriers to getting access to people are going to continue to increase. Especially if you’re selling a SaaS tool, the cost to create a SaaS product has gone through the floor compared to what it used to be. Barriers have gotten knocked down.

There are going to be more tools out there than ever available. People are going to be less accessible though because they’re going to put up barriers to counteract that. What’s going to happen is some of the best go-to-market approaches are going to be on something that probably resonates with you. It is a hardcore deep relationship with people that they trust.

Some of the best go-to-market approaches are going to be on something that resonates with you. Share on X

There’s all this automation and they don’t know who’s real and who’s the machine. Something else that is going to resonate with people, and I’ve helped companies set this up, is referral-led growth. It is how to systemize customers to prospect referrals because that’s going to cut through the noise as well. Those are a couple of things that have been on my mind that are going to transition as we go into this next phase with all this automation.

It’s interesting. I find it exciting on one leg of the road and on the other side, I’m anxious. People don’t communicate the way they used to anyway. People don’t pick up the phone anymore and talk to people when they have a problem. They’ll text or send social media something. It’s like, “Why are my problems not being solved?” You’re not talking to a human being. Text and email can carry a tone but it’s unwanted.

I was thinking about the future. If we’re going to be selling, which we all are, then a big part of the selling component is trust. It’s the demonstration of the ability to get the value done as they perceive it. If we’re having all of these tasks done or AI is getting so deeply involved in these processes, does that remove part of it? A lot of people are thinking that so that’s the reason I’m asking the question.

It’s going to raise the bar for it. Think about what Amazon did to everyone’s expectations. They made buying products online so easy and fast that that raised the bar for everything else. Everybody else has short-term instant expectations and the quality of the outcome. They’re going to have higher expectations in terms of results and the way they’re supported. That’s one. That’s a challenge and an opportunity. In terms of authentic connection, I don’t know if you saw it. Did you see the study? It wasn’t Zoom that did it but somebody else did it on Zoom versus in-person reactions. Did you see that one at all or not?

I know what you’re referring to.

There are probably a couple of studies on this. I’ll be more clear. I don’t know if they strapped sensors on a person’s head or had nodes to track it. They looked at what got lit up in the brain when you had a Zoom interaction versus an in-person interaction. The in-person interaction was a 70% higher level of stimulation within your brain.

It’s also going to draw people back towards each other as well where there are more live interactions versus all this video stuff. There’s going to be a premium at that too. There’s going to be a higher level of expectation in terms of service and results. At the same time, people are going to want that authentic connection, or if they do make the authentic connection, they’re going to remember how much they miss it and appreciate it because that’s hardwired into human nature.

CSS Ryan Staley | AI Sales
AI Sales: People are going to want authentic connection. It’s hardwired in human nature.

COVID demonstrated that. Everybody got COVID hibernation for a long time. Many people were swinging over trying to do things virtually. There’s this resurgence coming and has been coming where people are like, “I don’t want a virtual event. I want to get together again. I want to hug a human being,” so to speak. I agree with you. It’s going to open up opportunities. The reason I’m asking these questions is specifically for what you said. Where are we going to find the opportunities in AI? Television did a number on live theaters for a while. Streaming is doing it again to the theaters. I’m trying to give people things that they can relate to.

With AI, an instantaneous delivery of everything by Amazon has raised that bar. I know myself even, I’m like, “I could go to the store.” It’s then like, “It’s raining out and Amazon will have it here tomorrow morning or they’ll have it the day after. I don’t need it.” Our expectations have changed. Where do we find the opportunity in this? That goes back to your original point, which is that if companies are infusing this into their technology but not infusing it into their people, they’re going to miss these opportunities.

Without a doubt.

I don’t know much about this or that to say, “You persuaded me. I got to learn more about this. I get it. It’s common.” There’s not much I can do about it. At one time, I wouldn’t take an airplane because I felt it might fall out of the sky but now, I’ll jump on an airplane happily to go to London versus taking the boat. Let’s say they’re at that place where it comes to AI. You mentioned something and I loved how you did it. You seamlessly dropped it in. It was a shameless promotion. How do people learn more about AI and how to use it in selling?

I’m doing a presentation on this. I was like, “How do I illustrate this point as cleanly as possible?” I have a super clean way to illustrate it so let me test it on you. This is my first time verbalizing it. Some of this I’ve done in pieces but there’s a succinct way to do it. I already mentioned what’s possible at least from text to anything. That’s more broad strokes. If you think of it like that, that’s probably a good example. I’ll do it from a tactical level, like worker level, all the way to leadership level so then we could have different frameworks in terms you can approach it. There are some general ones that work across any as well.

One simple example is if you look at what a sales rep spends time on to create revenue, 65% of it is, and this is according to a Salesforce deep survey that they did multiple times, on non-selling activities. If you look at it, about 12% of that time is spent on account research and meeting preparation. Another 12% is maybe on emails, follow-ups, and all those things. That’s 24% of a person’s time in those 2 areas. For example, there are smaller tasks like that.

Instead of spending 15 or 20 minutes preparing for a meeting that I have, there’s a way where I could type in one single prompt with the company link and it gives you an entire page of research. It has all the important things from what are the most 5 press releases they have, what’s the company revenue, the letter from the CEO and the annual report, what are their top 3 initiatives, and what are their risks in the 10K that they have. You could do all that with one command.

Before, that would’ve taken 45 minutes or 1 hour and you would’ve probably done a crappy job. That’s one example where you could take something that took that long, do it in a couple of minutes, and have that all served up at a higher level than you would before. That’s a Time aspect. There’s what I call a TEAMS acronym. There’s Time, Execution, Acumen, Money, and Skills. Those are five categories that people can leverage. What I mentioned with the first one was Time.

Let’s talk about another example. Let’s say you’re a mid-level manager and in marketing or you could be in sales as well. You need to create enablement material for your team. There’s a way where you could leverage a single plugin or stack three plugins on OpenAI and ChatGPT. You give it one command and it creates a video avatar that describes everything for you, a guide, a summary, a tweet, and then an audio version as well with one single command. To do all of that before would take an extensive period. That’s an idea of Execution.

We talk about Acumen. I love this. This is for developing teams and people. What got me like you where you were like, “I’m excited but I’m scared,” was it hit me like a ton of bricks when I’m like, “I’m going to test this on something I know to be true.” I spent 10,000 hours in enterprise sales meetings. Through that, you see patterns of how people operate and what they’re influenced by and motivated by. I asked the AI, ChatGPT. This is one of the first things I tested in February 2023.

I said, “What are the top five KPIs the CIO is evaluated on? What are the challenges they have in experiencing that? At the same time, how do they emotionally feel when they’re running into those challenges? Make it for a company in the financial services vertical that’s between $20 million to $40 million in revenue and is privately held.” The answer it gave was amazing. That’s the acumen. You could upskill people at an exponential speed that would’ve taken decades to learn.

For money, let’s say we want to repurpose content from this show. In the past, it would’ve taken somebody $600 a month. They would’ve taken all the clips and edited them. There is a $25 tool that you could leverage to do all that. Instead of taking 48 hours, it takes 15 minutes. Last but not least is skills. You could have a whole book summarized within a minute. You can chat with that book in terms of the specific areas you want, go back and forth, and have it give examples. You can do that with YouTube videos. You can do that with skills.

At the same time, you could even put yourself into another person’s brain. For example, Garry Tan is the CEO of Y Combinator. I said, “Give me the top seven go-to-market strategies. Act like you’re Garry Tan from Y Combinator and give me those strategies.” There’s a lot more to it but I created a whole go-to-market effectively in less than twenty minutes.

I have a couple of other questions, Ryan. You talked about your daughter, an 11-year-old, and training her in 15 minutes. Does somebody need to have an education in coding to be able to understand or embrace AI? I don’t know if your daughter does or not so I’m asking that question.

She doesn’t. She has no experience in that at all. Roblox has a sandbox where you can create your own game. We tried that one time and it was a complete debacle. We spent fifteen minutes on it and then hit the eject button because it was such a bad experience. She hasn’t and has no desire to learn how to code or anything like that. Here’s what I would say. If you want to get started with it, this is so simple. Anybody could do it. Probably 99.9% of the people who have internet access use Google on a daily basis to search. Maybe they use a different browser.

Something that you would use Google for, try it with ChatGPT and see what the results are. Ask questions and then have a conversation with them. The beautiful thing about it, and that’s a very simple way, is there are no ads that are popping up. It’s not based on how good someone does SEO. It’s based on what you are looking for as long as you are asking the right questions. If you start that way, you’ll start to see what’s possible and how you can do things. You do the same thing with creating a picture in there. You’re like, “Create a picture that looks like this,” and it will create a picture. There are a lot of different things like that that you can do very simply.

If somebody wants to learn more about this or you, what you do, and your company, how do they get a hold of you and what should they do?

Thanks for the opportunity to share that. I have what’s called a sales AI accelerator where I have a membership where people could learn how to do this for pennies on the dollar. It’s https://lddy.no/1j4fs. If you want to follow me on LinkedIn, I create daily written content on this stuff so that you can see that. If you’re a podcast listener, I have a show called The Scale Up Show. It’s AI-focused on what I’m doing. I give updates and share how to do things. Those are simple ways where you can engage with me.

Thank you very much. Ryan, I appreciate you being here on the show. This was awesome. For those of you who are reading, you’re not going to get around this. I know we have construction CEOs who are reading these shows. You’re going to have a machine one day that’s going to dig a trench without a person in that machine. That’s probably what’s going to happen. You could probably do ground-penetrating radar to a certain degree but the AI’s going to have all of these databases.

Think of Encyclopedia Britannica years ago. It’s in a second. It memorizes and understands all this. It doesn’t matter what industry we’re in. That’s what I’ve been hearing throughout this whole show. It’s going to affect us. I’ve got to go for some surgery in 2023. The medical office said to me, “Why don’t you wait until at least March 2024? That’s because then, the computer will do this.” My first thought was, “What happens if the computer has a virus or it goes a little crazy?” It’s assisted. The doctor’s still there.

I get where people get a little scared of it. You see these movies with self-driving cars and they go crazy. They drive off a cliff or something and there’s nothing you can do. People are looking at AI in that regard. On the other end of the spectrum, AI is practical. We’re doing this. We’re taking questions and figuring out what the copy is supposed to be. Campaigns are rolling out. It is something that instead of taking us 2 weeks what it used to take us takes us about 1 hour. It’s accurate information. You can’t leave it alone so we validate the information and it’s like, “I saved two weeks of an employee’s time.”

For those of us who own companies, you know employee cost is one of the high outputs of money in a company. These are some of the things that AI can help with. I agree with you that the people who are not going to embrace their skills and keep trying to do routine things in selling are going to see their job erosion in that particular sector. For those of you who are sitting there going, “Don’t worry, it’s not doom and gloom,” reach out to a guy like Ryan. He understands this and he can help you out. Thanks again for being on the show.

Thanks for having me on. This is a lot of fun.

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Do you feel better about AI or do you feel like, “AI, here it comes?” Either way, it’s upon us. The thing that always fascinated me about AI is how quickly it came to our lives, whether it be business or personal. It’s in its infancy in the proliferation part of it. It’s going to continue to grow. What’s great about AI is it takes these complex tasks. It takes routine tasks and things that we would do for research purposes and others. It takes something that might take you a month to do and takes it down into hours or even less.

It’s going to give you more time back, give you more efficiency, and be more effective for outcomes in your life if you embrace it. If you don’t, I will tell you that there will be others who will. Quite frankly, they are going to be the ones who win the game or race so to speak. One of the things about AI that I asked questions about and was always concerned about is whether it will remove the ability for human-to-human interactions.

In selling, most people, especially for complex sales, are still going to want to talk to somebody. What they will do is take that research and know more about what you’re talking about or what is equal to what you know in the process. It’s going to change the conversation. Remember, during pre-pandemic, the sales entity or the salesperson was a more reliable source of information for expertise. That was the game. Companies would come pre-pandemic to rely on the salesperson for that information and then the internet started changing that. It started bringing forth more information.

When you get to the collective table of talk, then they would know more about what they didn’t know about before because they didn’t have access to information. AI is going to take this to the next generation and the next level. They’re going to know so much more about what you do when you walk through. You’re going to get embraced in the process of being far more of an expert in your business and in the industry itself. You can use the AI to do that and bring that conversation to the next level.

Before you go to a complex sale or a sale, you’re going to be able to ask AI certain things about industries, positions, demographics, and psychographics and then they’re going to give you information that you can validate. For pre-meeting stuff, if you were spending half an hour doing that, you could still spend 30 minutes or 20 minutes doing that but you’re going to get far more accurate and reliable information as time goes on.

If you love this episode, please review this and let me know. I would appreciate that. If you love this, please give it a five-star review. I know it takes a few minutes. I appreciate you doing so. If you want to be part of the upcoming 1% Academy where we’re teaching you how to increase your sales revenue as an individual by utilizing the strategies of the top 1% earners, or if you’re a company and you’re looking to grow your sales revenue, reach out to us at YouMatter@CEOSalesStrategies.com.

You don’t have to be a billion-dollar corporation for us to work with you. Some people have said that to me. It’s like, “You’ve got all these big companies coming on so you only work with big companies.” That’s not true. We work with companies of all sizes, including those massive companies as well. We’ll be happy to have that conversation and see if it’s a fit. With that, if you want a copy of our eBook about the nonstop 1% earner, go to www.CEOSalesStrategies.com/1PE. You could download it there.

If you want a copy of our sales and marketing audit checklist to see how your company’s doing, reach out to us at YouMatter@CEOSalesStrategies.com. Go on and sell something. Sell a lot of it. Play win-win. Win-win-win is even better. Make somebody’s day brighter. Don’t discount. When you discount down, you are creating a situation where you have to sell multi-fold to break even. Hold margins in all possible areas in your life if possible. Until next time. To your success.

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