December 3, 2025 • 21 mins
In Part 2 of our AI in Sales series, Jake Dunlap breaks down how top sellers are moving from basic AI assistance to fully automated workflows that run before, during, and after their workday. This episode shows how modern reps are scaling their daily workflow using automation that handles research, meeting prep, intent analysis, follow-ups, and CRM updates—freeing them to focus on higher-value conversations.
Jake also explores what AI-enabled leadership looks like today, and how managers can use automation to surface coaching opportunities, review call quality, and improve overall team performance without hours of manual analysis.
What you’ll learn:
• How AI can complete account research, intent scoring, and meeting prep automatically
• How follow-ups, summaries, and CRM activity can be fully automated
• How top sellers optimize outbound using real-time performance insights
• Practical examples of digital teammates that improve deal execution
• How modern leaders use AI to scale coaching and increase visibility
Links from the episode:
👉 JourneyAI: https://meetjourney.ai/
👉 Performance Pulse: https://www.revoptics.co/services/sales-reporting
👉 Superhuman: https://superhuman.com
👉 AI Sales Training & Certifications for GTM Teams: https://skaled.com/services/ai-sales-training/
Connect with Us:
https://www.linkedin.com/in/jakedunlap/
https://www.linkedin.com/company/skaled/
https://skaled.com/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_01 (00:00):
All right, welcome everybody to another episode of
the AI Powered Seller.
I am your host, Jake Dunlap, CEOof Scaled Consulting, founder of
Journey AI.
And today is a part two.
So if you haven't listened tothe first episode of the Day in
the Life of an AI PoweredSeller, please make sure you go
(00:21):
and check that out.
I really tried to make thatepisode really the 1.0, which is
what are some things that Ithink a reasonable salesperson
or sales leader could do withmaybe 10 to 15 hours of
reshuffling and prep todramatically change their
day-to-day.
Today's episode is not that.
Okay.
Today's episode is for my 201folks.
(00:43):
So if you are somebody who says,Jake, I already understand
assistance.
I already understand, you know,the basics and fundamentals.
I'm using it in my day-to-day,maybe not as well as I could.
This episode is for you, forsure.
Last episode, I covered what Ilike to call like the AI
assisted seller.
You prompt, AI responds, callprep handles, is being handled
(01:05):
for you behind the scenes.
You might even be using some AIassisted follow-up drafts.
But there's one thing in the mixstill with all of those.
You are still the bottleneck,right?
You are still the one, you know,waking up, opening up Chat GPT,
typing in research this account,wait, prompt again, wait again.
So V2 is the next level.
(01:28):
And everything I'm going to tellyou today, we have either built
already for clients and is inproduction or is already
possible.
Think of V2 as this.
What if AI just ran for you?
Right?
What if AI, you know, overnight,between calls, after meetings,
was just running for you?
And that, my friends, is the thegoal for today's episode is how
(01:51):
does AI go from something youwork with to something that
works for you?
So let's jump into it.
As usual, thank you for joiningme.
If you get value out of thisepisode, make sure to like and
subscribe on YouTube.
Make sure to download andfavorite on your favorite
podcast platform as well.
And let's jump into this newworld.
(02:14):
AI powered seller.
It's an exciting world.
You know, for a lot of peopleout there, there's a lot of
headache slash fear, I feellike, in the media right now,
around is AI gonna take my job?
And the answer, I've answeredthis many, many times before, is
there's a chance.
And there's a chance that if ifyou are still doing a lot of
(02:36):
things manually, you're stillclinging to ways that you were
successful 10 or 15 years ago,well, then then yeah, maybe.
But the this new version of theAI-powered seller Day in the
Life V2 that I'm gonna walk youthrough is certainly a way to
future proof.
If you are somebody who'snervous, somebody who's worried,
like I said before, make sure togo back and listen to the first
(02:58):
episode 100%.
But this episode is gonna helpto hopefully open your mind a
little bit.
I like to refer to AI.
And when I say this in acorporate setting, sometimes
people get a little weirded outby it.
But AI to me is like workmushrooms.
It's like the more that you useit, the more that you use AI,
the more that you are able toexplore and try new things, your
(03:20):
mind just opens up and it'slike, boy, can it do this now?
Can it do this now?
Etc.
So today's episode is gonna be alittle, maybe we'll call maybe
we'll title today's episodeWorkplace Mushrooms, APS Day in
the Life Part 2.
Let's get started.
Let's start pre-day.
So, what is possible to happenwhile you're asleep?
Today, what happens while you'reasleep?
(03:41):
Well, you think about stuffovernight, you are like, oh
crap, I forgot this thing.
You maybe write it down or youtake some notes on your phone.
But let's talk about anAI-powered day.
Again, I'm gonna call out thingstoday that are already possible.
I'm really gonna try to make myfocus on automations, digital
teammates, things that you cando right now that are more than
(04:03):
possible, or things that we'vealready set up.
The first is let's talk aboutaccounts with intent, accounts
with you know high levels ofinterest that maybe didn't, you
know, engage with you.
So one thing pre-day where AI isgoing to help you is actually
LinkedIn Sales Navigator justreleased their sales assistance.
It's still in beta, but I'llI'll put a link where you can
(04:25):
sign up.
Uh, I'm a preferred LinkedInpartner and can kind of you know
make sure you guys get in there,but it automatically looks at
all the intent signals aroundall the people in your company,
people that are in your accountbase, it's hooked into your CRM,
etc., and says, hey, here arethe 25 people based on who
you're engaging with who areshowing you some, you know,
research-based signals that youshould reach out to.
(04:47):
It sounds pretty awesome to me,right?
The ability for you to just showup and instead of having to
guess, like, who should I beDMing, it automatically tells
you.
Another, you know, while whileyou sleep, AI is working for you
is meeting prep.
So here's an good example of anautomation that's very doable
today is AI.
And again, you can use N8N, youcan use Microsoft Azure Foundry,
(05:11):
Google Vertex.
There's a lot of these types ofplatforms.
We build on all three.
And what it will do is it'llsay, okay, Jake's calendar
today.
I'm gonna look at the domain ofthe people he's meeting with.
I'm gonna pull that from GCal.
I'm immediately then gonna dothe account research GPT, and
we've got, you know, 50different flavors of that.
And then I'm gonna automaticallypipe it to his Slack.
(05:32):
And so I wake up in the morning,I see I've got my four meetings
coming up, and the best prepthat would have taken me, we'll
call it 1.030 minutes peraccount, I've just saved two
hours, and the account prep isprobably better as well.
Too, you could also send that toemail, would be another quick,
you know, way to adjust thatworkflow.
So those are just a couple of AIworks while you sleep examples
(05:55):
that, at least in my opinion,would immediately move the
needle.
You know if you think about someof those details where, you
know, you just don't have enoughtime, you're like, oh crap, that
meeting's coming up.
I didn't have enough time toprep.
You think about, hey, how can Ispend my day more effectively?
Like, let's focus on people thathave got real intent because
they've done things that we cantrack, not like third-party
(06:15):
intent, which is somebody, youknow, looked at a white paper
that had your company's, youknow, value prop in it.
So in this world, you wake up,everything's waiting, it's not
raw data, it's direction.
And it says, here are the peoplewe're gonna focus on, here's
your prep, and then you're justgetting into your morning.
So let's talk about 8:30 a.m.
So now you log in, right?
You are thinking about all thedifferent ways that you can
(06:38):
engage people.
You might be looking at yourinbox going, dang, like I'm not
really looking forward to thisright now, et cetera.
So let's talk about where AI canhelp when you start your day,
you know, in the morning inparticular.
So obviously the call prep is abig one, right?
Call prep, that's gonna makesure you're, you know, you're
gonna be able to go in, reviewthe call prep, look at oh, pain
(06:59):
points for this one, somecompany news.
It also will suggest some talktracks.
We'll put a few links to some ofour account call prep GPTs as
well.
So you can guys can go checkthose out.
Uh, there's some really coolthings you can do that are out
of the box, and now imaginethose just being automated for
you.
They can even tee up discoveryquestions.
I'll give you a good example.
We built one for a client whereit does this, they've got a
(07:20):
whole call meeting brief, andit's got a mix of account prep
who we've worked with in thepast that's similar to their
industry, some potential painpoints based on industry news.
It's got some details around youknow discovery questions you
might want to ask uh as a partof that.
So, in addition, what else couldAI help us well out with in our
morning?
Well, another one is and and Iuse an email client called
(07:40):
Superhuman.
So, what Superhuman actuallydoes is superhuman has already,
and this is without me usingsnooze.
If you guys know what snoozingemails are, it's like, hey, an
email comes in my inbox.
I'm like, I don't want to dealwith it now, I pass it to later
Thursday.
What I love about whatSuperhuman is doing is I log
into my inbox and Superhumanalready has, I mean, depending
(08:02):
on the day, 5, 10, 15, 20follow-up email reply drafts
ready to go.
Like, literally, I don't, Ididn't tell it to do that.
It just noticed, like, hey,Jake's following up in an SOW.
It's been two days, he probablywants to follow up again.
I didn't set any type of rulesup on the back end.
I didn't say, hey, here'sexactly what I wanted to say.
(08:23):
It just automatically does itfor me.
So not only am I prep for all mymeetings, all my follow-ups are
automatically drafted.
And for a follow-up, look, doyou need something that's crazy
personalized?
Not usually, especially ifyou're in the deal cycle, etc.
So shout out to superhuman.
I've been a power user ofsuperhuman for at least five
years.
I mean, I was in the very early,early groups of that.
(08:43):
So we'll put a link tosuperhuman too.
It is one of those things, likeI would cancel a lot of
subscriptions if I, you know, ifI if I if somebody tried to say
it's either uh subscription Afor streaming service or
superhuman.
So my morning set up, I'mprepped, my follow-up's done,
boom, right?
I'm I've already started to makecalls to my high-intent buyers
and I'm spending my day where Ishould.
(09:05):
So it sounds like a pretty goodmorning for if I was, you know,
a frontline seller today.
I know that would make me veryhappy if I didn't have to think
about doing a bunch of callprep.
Who should I follow up with?
Uh, and then also trying tothink through, you know, oh
gosh, did I remember to followup with Timmy because my tasks
are overdue in Salesforce, whichI know a lot of you can relate
to that.
I know I can relate to that aswell too.
(09:25):
So let's talk about midday.
So our morning's off, we'rerocking.
Hopefully, we've, you know, rana couple meetings already,
things are good.
What about, you know, this islike lunch break time.
So I'm sitting there, I'm tryingto think about what I should do,
etc.
Then what can AI do for me?
So maybe this is where I want tocheck out, you know, you can a
lot of sales engagementplatforms uh have some of this.
(09:47):
There's a tool calledPerformance Pulse.
And shout out to PerformancePulse.
I'll put a link to PerformancePulse as well.
A performance pulse literallylets you see in real time all
the different signals for youroutbound.
So it can say, hey, thistemplate's gone out over the
last two days X number of times.
Your reply rate is X.
You need to go change this.
So what I'm then doing is I'musing AI to optimize my
(10:08):
outbound, whether I'm an AE, anSDR, et cetera, I'm using
performance pulse.
So I'm not sending out atemplate and a sequence that
goes out hundreds of times.
I'm fixing it at you know,number 30, number 50, right?
And so a lot of this is a lot ofAI is still very human in the
loop, right?
Even the examples that I gaveabout your morning, I still want
you to go and check out the prepand be like, oh, I like that.
(10:29):
Tell me a little bit more aboutthat, etc.
But it just does it for you alot faster.
So think, you know, I'm logginginto performance pulse, I'm
seeing my outbound.
Oh man, man, my connect rate isis very low over the last two
days.
Let me spend a couple ofminutes, change a few things so
I'm ready to rock in theafternoon in the rest of the
week.
That to me is like one reallygood example of how you could
spend, you know, time aroundyour midday.
(10:50):
Maybe another good example isagain taking a look at some of
your like AI reflection numbers.
So again, maybe taking a look atyour your talk time or the
amount of connects that you'vehad, taking a look at maybe
again, if you're using anotherAI-powered tool like Aurum, what
Aurum does is it can say, heyJake, here are the people we
(11:11):
know from you know billions ofphone calls who actually answer
the phone.
And so for my afternoon callblock, uh, I'm gonna I'm gonna
you know make sure I prioritizethose for my sellers out there.
Uh there's a tool called Vasco.
Uh shout out to Vasco.
We just got just heard of theseguys, did a demo for the first
time.
And it's literally looking atyour sales cycle in real time
and saying, hey, not just this,like your deals are at risk
(11:33):
because you haven't emailed thepeople, it's saying, hey, based
on historical trends, uh, likewhat you've done in this deal
over the last few days, here arelike the next step actions.
So I'm kind of doing somereflection midday, setting the
rest of my day up, setting mythe rest of my month up for you
know success.
Again, every single thing I'mtelling you is a hundred percent
doable today.
(11:56):
Again, for all my AI folks outthere, as I mentioned before, I
am the founder of Journey AI.
I believe it is the best chatassistant interface for all
sellers.
Go out, sign up for your freetrial.
It has account prep andresearch, outbound copilot,
annual report summarizer, likeyou name it.
We've built a handful ofassistants purely for
(12:16):
salespeople.
It sets up with your org, it'sconnected to your Salesforce in
beta right now.
Um so you know, you're literallyusing Gin AI and you're not
having to prompt.
They all prompt you.
So make sure to go check outJourdy if you're looking for a
tool that's gonna help youthroughout your sales cycle.
I promise you won't bedisappointed.
SPEAKER_00 (12:34):
AI powered seller.
SPEAKER_01 (12:36):
All right, let's jump into the afternoon.
So, all right, the day iscranking.
We've spent our day optimized,we're reaching out to people
that we, you know, hopefullywant to talk to us as well too.
We've improved our sales cycle.
We're having higher qualityconversations as a part of it.
Let's talk a little socialselling block.
So we've got a GPT and there'sothers out there called Social
(12:58):
Media Writer.
And maybe what you want to do isstart to put out some content
that's gonna be relevant towardsyour, you know, VP level
persona.
Again, now what you can do asopposed to sitting there is say,
Hey, I, you know, social mediawriter will go, okay, who are we
trying to target today?
Okay, it's this person.
Okay, what's what's the topic?
Is there a topic that we want tobring up to this person?
Well, maybe it's ABC.
(13:19):
Okay, great.
Do we want it to be more aboutthis type of topic or this type?
And it'll just prompt youthrough.
So instead of having to sitthere and think, like, what
could I actually put out there?
You can put out two to threereally high quality posts with
your tone in like 20 minutes,right?
Now don't post them allobviously at once, spread them
out, you know, over the courseof a few days.
But with Gen AI, I can now haveAI go to work for me by again
(13:44):
helping me to get to that V1.
And then I turn my brain on andmake it a 10 out of 10.
Okay.
So I've I've started to you knownurture my audience, play a
little of that mid-term,long-term nurture game.
Uh, what about contact andactivity touch points?
Let's go.
Another thing that I really,really like with you know,
(14:04):
Journey and other tools like itis imagine a world where every
AI search, every touch point isautomatically logged to your
CRM.
We we're working on a GPT rightnow.
This is an automation.
That's what will happen is assoon as a call is finished, it
pulls from the API, whetherthat's Zoom or Gong or Kaya or
insert your favorite tool, itpulls from the API.
(14:27):
That then sets a trigger that acall has happened.
If the call disposition wasmarked and we know it's a
discovery call or not, itautomatically writes all that
data back to the CRM,automatically formats your notes
and put that puts those in theCRM, automatically logs an
activity as a meeting or meetingcompleted, done.
So as you fast forward to yourday, as you're wrapping up your
(14:47):
day, you've reached out to moreand more of the right people.
You've been better prepared thanyou ever have for those
conversations.
You've had some time to actuallyreflect because you're saving
hours and improving on thingsyou're doing.
You're not stuck just likerepeating mistakes of things
that you know need to get fixed.
You're nurturing your audience.
You know, you're doing someLinkedIn nurturing if your
(15:08):
audience is on LinkedIn or maybea different platform if they're
not.
And you didn't have to log asingle activity to your CRM,
right?
And imagine the final email thatyou get every day is CRM looks
at all your opportunities, or AIdoes, says, here are the
opportunities that we have seenthat are set to close in the
next two weeks.
Here are the ones you've hadcalls with today.
Which ones should we update?
And sends you that in Slack.
(15:28):
You Slack back and itautomatically updates your
opportunities.
That is V2 of a day in the lifeof an AI powered seller.
I mean, this stuff is reality.
Everything you know that I'mtalking about, I'm gonna do a
little bonus part here.
I'm gonna talk about managermode and I want to tell you a
little bit about the AI-enabledleader, a little bonus episode
here.
But this this is all happening.
(15:50):
And I think if you listen to mypodcast, I really encourage you
to share this with yourleadership because your
leadership needs to hear thistoo.
And you these things are doablenow because I want you to
compare it to what most teamsare doing today, right?
Most teams today are literally,you know, still, hey, I wake up,
I I haven't done any prep, ormaybe I did some the night
(16:11):
before.
And the night before I had toGoogle, I went to their website,
blah, blah, blah.
Oh, yeah, crap, theseopportunities are out of date.
I need to go update theseopportunities as a part of it.
Oh, wait, I didn't get a prepfor this meeting.
Let me just hop on the call andrun through my kind of standard,
like, you know, group ofquestions that aren't even
relevant to half the people.
Then throughout the day, I'mdoing more, I'm just reaching
out to people because they'rethe next up person on my list.
(16:32):
There's no rhyme or reason toit.
I don't have time to write anytype of LinkedIn engagement or
anything like that.
I don't have time to reflect onmy day-to-day.
And I'm just going through themotions every day.
And that, my friends, is thearea of opportunity that we have
with AI.
Is that in this V2 where AI goesfrom something we work with to
something that works for us.
(16:53):
So AI enabled leader, guesswhat?
This all applies to you too,right?
Imagine a world.
What it says is every morning itsends you a Slack note that
says, hey, based on the callsfrom yesterday, and based on our
scoring rubric for a discoverycall, you need to follow up with
Jake and you need to follow upwith Tim about ABC.
And it's already in your Slack.
(17:14):
Maybe it's even sent an email tothem as well, too.
You can do that right now.
Every day, it pulls the calltranscripts from all of the
specific recordings for peopleon your team, runs them through
your deal evaluation or or othercriteria, not medpick, right?
Let's say, you know, above andbeyond, like, was it a good
call, et cetera, andautomatically flags those for
you so you know who to follow upwith.
It flags for you in real time inthe morning, you know, but
(17:36):
either before you wake up, etc.
You know, again, using like,let's say, like a performance
pulse.
It says, hey, based on the lasttwo days, Rachel is killing it.
Here's the template she's using.
You should think about spreadingthis across the team.
Boom, done.
So imagine it's just it's justsurfacing all these kind of
pipeline, call, outboundsurfaces before you even start.
You know, getting into like theday-to-day, it says, Hey, I've
(17:59):
listened to to Timmy's lasteight calls.
Here's the dossier for yourone-to-one.
This is doable right now.
I can have a specific uh GPT setup for each individual rep.
It automatically pulls in calls,it automatically time boxes
those calls, it then putstogether a dossier and stores
that for your next one-to-one.
(18:19):
And you don't have to go throughand listen to eight calls.
You can spot check very few ofthem to kind of hone in on the
key areas to coach to, right?
You can see consistently Sarahis doing this, it is working
more effectively because I'veanalyzed the rest of your team.
You should start to think abouthow you can roll this out to the
rest of your team, etc.
(18:40):
So a lot of the manager usecases, my friends, are around
not just saying here's the data,it's here's and not just here's
the insights, here's what youneed to do.
And here's how you're gonna havean even better conversation than
you could have imagined.
And today's best managers aren'twe're not trying to turn you
into data analysts anymore.
These people are decisionarchitects, they are seeing
(19:04):
okay, these are the buildingblocks to build the skill sets
of my team.
I'm not just down here infirefighting mode deal coaching.
So that's a wrap.
That, my friends, is a day inthe life of AI powered seller
part two.
Like I said before, if youhaven't listened to part one,
make sure to go check that outas well, too.
(19:26):
And also, if you're somebody whois ready to get serious about
this stuff, we launched thefirst ever AI-powered seller
certification program.
This is not something that is,you know, a core business for
us.
It's something that that, youknow, as a consulting firm, we
realize like, hey, for forleaders or for reps to stay up
to speed, you have to do this.
(19:47):
First cohort just finished up.
Uh, the next cohort launches inJanuary.
So please make sure to sign up.
This is not theory, this is notprompting.
We're building assistance.
We're the types of automationsthat I walk you through.
We're building thoseautomations.
So make sure to check out thenext certification program.
Uh, it's a great way to spendsome of your end-of-year budget
for next year, and we'lldefinitely, definitely move the
(20:11):
needle for you on that.
SPEAKER_00 (20:13):
AI-powered seller.
SPEAKER_01 (20:15):
As I I summarize today's episode, I want you to
think about you versus thecompetition.
Your competition is still usingGoogle and LinkedIn and doing
one-to-ones manually.
They're running some prompts,you know, they're doing 50
prompts a day.
Your team has set it up once, itruns, you approved, it executes.
And the future of AI, you know,isn't replacing you, it's AI
(20:38):
giving you back the hours so youcan have better customer
conversations.
I want all of you to think aboutthat new world.
That instead of me doing a lotof the manual BS that pe that
doesn't add a lot of value inthe process, I'm now only adding
value in the process.
So the future, my friends,doesn't belong to people who use
(21:00):
AI, it belongs to people thatbuild with it.
That's it, my friends.
The future is here.
Everything I talked about intoday's episode, you can do
right now.
So hope you got a ton of valueout of the episode.
As usual, make sure to like andsubscribe to the channel if
you're watching on YouTube.
Make sure to sign up fordownloads on your favorite
podcast platform.
(21:20):
And we will see you on the nextone.
Have a great day.
All right, welcome everybody to another episode of
the AI Powered Seller.
I am your host, Jake Dunlap, CEOof Scaled Consulting, founder of
Journey AI.
And today is a part two.
So if you haven't listened tothe first episode of the Day in
the Life of an AI PoweredSeller, please make sure you go
(00:21):
and check that out.
I really tried to make thatepisode really the 1.0, which is
what are some things that Ithink a reasonable salesperson
or sales leader could do withmaybe 10 to 15 hours of
reshuffling and prep todramatically change their
day-to-day.
Today's episode is not that.
Okay.
Today's episode is for my 201folks.
(00:43):
So if you are somebody who says,Jake, I already understand
assistance.
I already understand, you know,the basics and fundamentals.
I'm using it in my day-to-day,maybe not as well as I could.
This episode is for you, forsure.
Last episode, I covered what Ilike to call like the AI
assisted seller.
You prompt, AI responds, callprep handles, is being handled
(01:05):
for you behind the scenes.
You might even be using some AIassisted follow-up drafts.
But there's one thing in the mixstill with all of those.
You are still the bottleneck,right?
You are still the one, you know,waking up, opening up Chat GPT,
typing in research this account,wait, prompt again, wait again.
So V2 is the next level.
(01:28):
And everything I'm going to tellyou today, we have either built
already for clients and is inproduction or is already
possible.
Think of V2 as this.
What if AI just ran for you?
Right?
What if AI, you know, overnight,between calls, after meetings,
was just running for you?
And that, my friends, is the thegoal for today's episode is how
(01:51):
does AI go from something youwork with to something that
works for you?
So let's jump into it.
As usual, thank you for joiningme.
If you get value out of thisepisode, make sure to like and
subscribe on YouTube.
Make sure to download andfavorite on your favorite
podcast platform as well.
And let's jump into this newworld.
(02:14):
AI powered seller.
It's an exciting world.
You know, for a lot of peopleout there, there's a lot of
headache slash fear, I feellike, in the media right now,
around is AI gonna take my job?
And the answer, I've answeredthis many, many times before, is
there's a chance.
And there's a chance that if ifyou are still doing a lot of
(02:36):
things manually, you're stillclinging to ways that you were
successful 10 or 15 years ago,well, then then yeah, maybe.
But the this new version of theAI-powered seller Day in the
Life V2 that I'm gonna walk youthrough is certainly a way to
future proof.
If you are somebody who'snervous, somebody who's worried,
like I said before, make sure togo back and listen to the first
(02:58):
episode 100%.
But this episode is gonna helpto hopefully open your mind a
little bit.
I like to refer to AI.
And when I say this in acorporate setting, sometimes
people get a little weirded outby it.
But AI to me is like workmushrooms.
It's like the more that you useit, the more that you use AI,
the more that you are able toexplore and try new things, your
(03:20):
mind just opens up and it'slike, boy, can it do this now?
Can it do this now?
Etc.
So today's episode is gonna be alittle, maybe we'll call maybe
we'll title today's episodeWorkplace Mushrooms, APS Day in
the Life Part 2.
Let's get started.
Let's start pre-day.
So, what is possible to happenwhile you're asleep?
Today, what happens while you'reasleep?
(03:41):
Well, you think about stuffovernight, you are like, oh
crap, I forgot this thing.
You maybe write it down or youtake some notes on your phone.
But let's talk about anAI-powered day.
Again, I'm gonna call out thingstoday that are already possible.
I'm really gonna try to make myfocus on automations, digital
teammates, things that you cando right now that are more than
(04:03):
possible, or things that we'vealready set up.
The first is let's talk aboutaccounts with intent, accounts
with you know high levels ofinterest that maybe didn't, you
know, engage with you.
So one thing pre-day where AI isgoing to help you is actually
LinkedIn Sales Navigator justreleased their sales assistance.
It's still in beta, but I'llI'll put a link where you can
(04:25):
sign up.
Uh, I'm a preferred LinkedInpartner and can kind of you know
make sure you guys get in there,but it automatically looks at
all the intent signals aroundall the people in your company,
people that are in your accountbase, it's hooked into your CRM,
etc., and says, hey, here arethe 25 people based on who
you're engaging with who areshowing you some, you know,
research-based signals that youshould reach out to.
(04:47):
It sounds pretty awesome to me,right?
The ability for you to just showup and instead of having to
guess, like, who should I beDMing, it automatically tells
you.
Another, you know, while whileyou sleep, AI is working for you
is meeting prep.
So here's an good example of anautomation that's very doable
today is AI.
And again, you can use N8N, youcan use Microsoft Azure Foundry,
(05:11):
Google Vertex.
There's a lot of these types ofplatforms.
We build on all three.
And what it will do is it'llsay, okay, Jake's calendar
today.
I'm gonna look at the domain ofthe people he's meeting with.
I'm gonna pull that from GCal.
I'm immediately then gonna dothe account research GPT, and
we've got, you know, 50different flavors of that.
And then I'm gonna automaticallypipe it to his Slack.
(05:32):
And so I wake up in the morning,I see I've got my four meetings
coming up, and the best prepthat would have taken me, we'll
call it 1.030 minutes peraccount, I've just saved two
hours, and the account prep isprobably better as well.
Too, you could also send that toemail, would be another quick,
you know, way to adjust thatworkflow.
So those are just a couple of AIworks while you sleep examples
(05:55):
that, at least in my opinion,would immediately move the
needle.
You know if you think about someof those details where, you
know, you just don't have enoughtime, you're like, oh crap, that
meeting's coming up.
I didn't have enough time toprep.
You think about, hey, how can Ispend my day more effectively?
Like, let's focus on people thathave got real intent because
they've done things that we cantrack, not like third-party
(06:15):
intent, which is somebody, youknow, looked at a white paper
that had your company's, youknow, value prop in it.
So in this world, you wake up,everything's waiting, it's not
raw data, it's direction.
And it says, here are the peoplewe're gonna focus on, here's
your prep, and then you're justgetting into your morning.
So let's talk about 8:30 a.m.
So now you log in, right?
You are thinking about all thedifferent ways that you can
(06:38):
engage people.
You might be looking at yourinbox going, dang, like I'm not
really looking forward to thisright now, et cetera.
So let's talk about where AI canhelp when you start your day,
you know, in the morning inparticular.
So obviously the call prep is abig one, right?
Call prep, that's gonna makesure you're, you know, you're
gonna be able to go in, reviewthe call prep, look at oh, pain
(06:59):
points for this one, somecompany news.
It also will suggest some talktracks.
We'll put a few links to some ofour account call prep GPTs as
well.
So you can guys can go checkthose out.
Uh, there's some really coolthings you can do that are out
of the box, and now imaginethose just being automated for
you.
They can even tee up discoveryquestions.
I'll give you a good example.
We built one for a client whereit does this, they've got a
(07:20):
whole call meeting brief, andit's got a mix of account prep
who we've worked with in thepast that's similar to their
industry, some potential painpoints based on industry news.
It's got some details around youknow discovery questions you
might want to ask uh as a partof that.
So, in addition, what else couldAI help us well out with in our
morning?
Well, another one is and and Iuse an email client called
(07:40):
Superhuman.
So, what Superhuman actuallydoes is superhuman has already,
and this is without me usingsnooze.
If you guys know what snoozingemails are, it's like, hey, an
email comes in my inbox.
I'm like, I don't want to dealwith it now, I pass it to later
Thursday.
What I love about whatSuperhuman is doing is I log
into my inbox and Superhumanalready has, I mean, depending
(08:02):
on the day, 5, 10, 15, 20follow-up email reply drafts
ready to go.
Like, literally, I don't, Ididn't tell it to do that.
It just noticed, like, hey,Jake's following up in an SOW.
It's been two days, he probablywants to follow up again.
I didn't set any type of rulesup on the back end.
I didn't say, hey, here'sexactly what I wanted to say.
(08:23):
It just automatically does itfor me.
So not only am I prep for all mymeetings, all my follow-ups are
automatically drafted.
And for a follow-up, look, doyou need something that's crazy
personalized?
Not usually, especially ifyou're in the deal cycle, etc.
So shout out to superhuman.
I've been a power user ofsuperhuman for at least five
years.
I mean, I was in the very early,early groups of that.
(08:43):
So we'll put a link tosuperhuman too.
It is one of those things, likeI would cancel a lot of
subscriptions if I, you know, ifI if I if somebody tried to say
it's either uh subscription Afor streaming service or
superhuman.
So my morning set up, I'mprepped, my follow-up's done,
boom, right?
I'm I've already started to makecalls to my high-intent buyers
and I'm spending my day where Ishould.
(09:05):
So it sounds like a pretty goodmorning for if I was, you know,
a frontline seller today.
I know that would make me veryhappy if I didn't have to think
about doing a bunch of callprep.
Who should I follow up with?
Uh, and then also trying tothink through, you know, oh
gosh, did I remember to followup with Timmy because my tasks
are overdue in Salesforce, whichI know a lot of you can relate
to that.
I know I can relate to that aswell too.
(09:25):
So let's talk about midday.
So our morning's off, we'rerocking.
Hopefully, we've, you know, rana couple meetings already,
things are good.
What about, you know, this islike lunch break time.
So I'm sitting there, I'm tryingto think about what I should do,
etc.
Then what can AI do for me?
So maybe this is where I want tocheck out, you know, you can a
lot of sales engagementplatforms uh have some of this.
(09:47):
There's a tool calledPerformance Pulse.
And shout out to PerformancePulse.
I'll put a link to PerformancePulse as well.
A performance pulse literallylets you see in real time all
the different signals for youroutbound.
So it can say, hey, thistemplate's gone out over the
last two days X number of times.
Your reply rate is X.
You need to go change this.
So what I'm then doing is I'musing AI to optimize my
(10:08):
outbound, whether I'm an AE, anSDR, et cetera, I'm using
performance pulse.
So I'm not sending out atemplate and a sequence that
goes out hundreds of times.
I'm fixing it at you know,number 30, number 50, right?
And so a lot of this is a lot ofAI is still very human in the
loop, right?
Even the examples that I gaveabout your morning, I still want
you to go and check out the prepand be like, oh, I like that.
(10:29):
Tell me a little bit more aboutthat, etc.
But it just does it for you alot faster.
So think, you know, I'm logginginto performance pulse, I'm
seeing my outbound.
Oh man, man, my connect rate isis very low over the last two
days.
Let me spend a couple ofminutes, change a few things so
I'm ready to rock in theafternoon in the rest of the
week.
That to me is like one reallygood example of how you could
spend, you know, time aroundyour midday.
(10:50):
Maybe another good example isagain taking a look at some of
your like AI reflection numbers.
So again, maybe taking a look atyour your talk time or the
amount of connects that you'vehad, taking a look at maybe
again, if you're using anotherAI-powered tool like Aurum, what
Aurum does is it can say, heyJake, here are the people we
(11:11):
know from you know billions ofphone calls who actually answer
the phone.
And so for my afternoon callblock, uh, I'm gonna I'm gonna
you know make sure I prioritizethose for my sellers out there.
Uh there's a tool called Vasco.
Uh shout out to Vasco.
We just got just heard of theseguys, did a demo for the first
time.
And it's literally looking atyour sales cycle in real time
and saying, hey, not just this,like your deals are at risk
(11:33):
because you haven't emailed thepeople, it's saying, hey, based
on historical trends, uh, likewhat you've done in this deal
over the last few days, here arelike the next step actions.
So I'm kind of doing somereflection midday, setting the
rest of my day up, setting mythe rest of my month up for you
know success.
Again, every single thing I'mtelling you is a hundred percent
doable today.
(11:56):
Again, for all my AI folks outthere, as I mentioned before, I
am the founder of Journey AI.
I believe it is the best chatassistant interface for all
sellers.
Go out, sign up for your freetrial.
It has account prep andresearch, outbound copilot,
annual report summarizer, likeyou name it.
We've built a handful ofassistants purely for
(12:16):
salespeople.
It sets up with your org, it'sconnected to your Salesforce in
beta right now.
Um so you know, you're literallyusing Gin AI and you're not
having to prompt.
They all prompt you.
So make sure to go check outJourdy if you're looking for a
tool that's gonna help youthroughout your sales cycle.
I promise you won't bedisappointed.
SPEAKER_00 (12:34):
AI powered seller.
SPEAKER_01 (12:36):
All right, let's jump into the afternoon.
So, all right, the day iscranking.
We've spent our day optimized,we're reaching out to people
that we, you know, hopefullywant to talk to us as well too.
We've improved our sales cycle.
We're having higher qualityconversations as a part of it.
Let's talk a little socialselling block.
So we've got a GPT and there'sothers out there called Social
(12:58):
Media Writer.
And maybe what you want to do isstart to put out some content
that's gonna be relevant towardsyour, you know, VP level
persona.
Again, now what you can do asopposed to sitting there is say,
Hey, I, you know, social mediawriter will go, okay, who are we
trying to target today?
Okay, it's this person.
Okay, what's what's the topic?
Is there a topic that we want tobring up to this person?
Well, maybe it's ABC.
(13:19):
Okay, great.
Do we want it to be more aboutthis type of topic or this type?
And it'll just prompt youthrough.
So instead of having to sitthere and think, like, what
could I actually put out there?
You can put out two to threereally high quality posts with
your tone in like 20 minutes,right?
Now don't post them allobviously at once, spread them
out, you know, over the courseof a few days.
But with Gen AI, I can now haveAI go to work for me by again
(13:44):
helping me to get to that V1.
And then I turn my brain on andmake it a 10 out of 10.
Okay.
So I've I've started to you knownurture my audience, play a
little of that mid-term,long-term nurture game.
Uh, what about contact andactivity touch points?
Let's go.
Another thing that I really,really like with you know,
(14:04):
Journey and other tools like itis imagine a world where every
AI search, every touch point isautomatically logged to your
CRM.
We we're working on a GPT rightnow.
This is an automation.
That's what will happen is assoon as a call is finished, it
pulls from the API, whetherthat's Zoom or Gong or Kaya or
insert your favorite tool, itpulls from the API.
(14:27):
That then sets a trigger that acall has happened.
If the call disposition wasmarked and we know it's a
discovery call or not, itautomatically writes all that
data back to the CRM,automatically formats your notes
and put that puts those in theCRM, automatically logs an
activity as a meeting or meetingcompleted, done.
So as you fast forward to yourday, as you're wrapping up your
(14:47):
day, you've reached out to moreand more of the right people.
You've been better prepared thanyou ever have for those
conversations.
You've had some time to actuallyreflect because you're saving
hours and improving on thingsyou're doing.
You're not stuck just likerepeating mistakes of things
that you know need to get fixed.
You're nurturing your audience.
You know, you're doing someLinkedIn nurturing if your
(15:08):
audience is on LinkedIn or maybea different platform if they're
not.
And you didn't have to log asingle activity to your CRM,
right?
And imagine the final email thatyou get every day is CRM looks
at all your opportunities, or AIdoes, says, here are the
opportunities that we have seenthat are set to close in the
next two weeks.
Here are the ones you've hadcalls with today.
Which ones should we update?
And sends you that in Slack.
(15:28):
You Slack back and itautomatically updates your
opportunities.
That is V2 of a day in the lifeof an AI powered seller.
I mean, this stuff is reality.
Everything you know that I'mtalking about, I'm gonna do a
little bonus part here.
I'm gonna talk about managermode and I want to tell you a
little bit about the AI-enabledleader, a little bonus episode
here.
But this this is all happening.
(15:50):
And I think if you listen to mypodcast, I really encourage you
to share this with yourleadership because your
leadership needs to hear thistoo.
And you these things are doablenow because I want you to
compare it to what most teamsare doing today, right?
Most teams today are literally,you know, still, hey, I wake up,
I I haven't done any prep, ormaybe I did some the night
(16:11):
before.
And the night before I had toGoogle, I went to their website,
blah, blah, blah.
Oh, yeah, crap, theseopportunities are out of date.
I need to go update theseopportunities as a part of it.
Oh, wait, I didn't get a prepfor this meeting.
Let me just hop on the call andrun through my kind of standard,
like, you know, group ofquestions that aren't even
relevant to half the people.
Then throughout the day, I'mdoing more, I'm just reaching
out to people because they'rethe next up person on my list.
(16:32):
There's no rhyme or reason toit.
I don't have time to write anytype of LinkedIn engagement or
anything like that.
I don't have time to reflect onmy day-to-day.
And I'm just going through themotions every day.
And that, my friends, is thearea of opportunity that we have
with AI.
Is that in this V2 where AI goesfrom something we work with to
something that works for us.
(16:53):
So AI enabled leader, guesswhat?
This all applies to you too,right?
Imagine a world.
What it says is every morning itsends you a Slack note that
says, hey, based on the callsfrom yesterday, and based on our
scoring rubric for a discoverycall, you need to follow up with
Jake and you need to follow upwith Tim about ABC.
And it's already in your Slack.
(17:14):
Maybe it's even sent an email tothem as well, too.
You can do that right now.
Every day, it pulls the calltranscripts from all of the
specific recordings for peopleon your team, runs them through
your deal evaluation or or othercriteria, not medpick, right?
Let's say, you know, above andbeyond, like, was it a good
call, et cetera, andautomatically flags those for
you so you know who to follow upwith.
It flags for you in real time inthe morning, you know, but
(17:36):
either before you wake up, etc.
You know, again, using like,let's say, like a performance
pulse.
It says, hey, based on the lasttwo days, Rachel is killing it.
Here's the template she's using.
You should think about spreadingthis across the team.
Boom, done.
So imagine it's just it's justsurfacing all these kind of
pipeline, call, outboundsurfaces before you even start.
You know, getting into like theday-to-day, it says, Hey, I've
(17:59):
listened to to Timmy's lasteight calls.
Here's the dossier for yourone-to-one.
This is doable right now.
I can have a specific uh GPT setup for each individual rep.
It automatically pulls in calls,it automatically time boxes
those calls, it then putstogether a dossier and stores
that for your next one-to-one.
(18:19):
And you don't have to go throughand listen to eight calls.
You can spot check very few ofthem to kind of hone in on the
key areas to coach to, right?
You can see consistently Sarahis doing this, it is working
more effectively because I'veanalyzed the rest of your team.
You should start to think abouthow you can roll this out to the
rest of your team, etc.
(18:40):
So a lot of the manager usecases, my friends, are around
not just saying here's the data,it's here's and not just here's
the insights, here's what youneed to do.
And here's how you're gonna havean even better conversation than
you could have imagined.
And today's best managers aren'twe're not trying to turn you
into data analysts anymore.
These people are decisionarchitects, they are seeing
(19:04):
okay, these are the buildingblocks to build the skill sets
of my team.
I'm not just down here infirefighting mode deal coaching.
So that's a wrap.
That, my friends, is a day inthe life of AI powered seller
part two.
Like I said before, if youhaven't listened to part one,
make sure to go check that outas well, too.
(19:26):
And also, if you're somebody whois ready to get serious about
this stuff, we launched thefirst ever AI-powered seller
certification program.
This is not something that is,you know, a core business for
us.
It's something that that, youknow, as a consulting firm, we
realize like, hey, for forleaders or for reps to stay up
to speed, you have to do this.
(19:47):
First cohort just finished up.
Uh, the next cohort launches inJanuary.
So please make sure to sign up.
This is not theory, this is notprompting.
We're building assistance.
We're the types of automationsthat I walk you through.
We're building thoseautomations.
So make sure to check out thenext certification program.
Uh, it's a great way to spendsome of your end-of-year budget
for next year, and we'lldefinitely, definitely move the
(20:11):
needle for you on that.
SPEAKER_00 (20:13):
AI-powered seller.
SPEAKER_01 (20:15):
As I I summarize today's episode, I want you to
think about you versus thecompetition.
Your competition is still usingGoogle and LinkedIn and doing
one-to-ones manually.
They're running some prompts,you know, they're doing 50
prompts a day.
Your team has set it up once, itruns, you approved, it executes.
And the future of AI, you know,isn't replacing you, it's AI
(20:38):
giving you back the hours so youcan have better customer
conversations.
I want all of you to think aboutthat new world.
That instead of me doing a lotof the manual BS that pe that
doesn't add a lot of value inthe process, I'm now only adding
value in the process.
So the future, my friends,doesn't belong to people who use
(21:00):
AI, it belongs to people thatbuild with it.
That's it, my friends.
The future is here.
Everything I talked about intoday's episode, you can do
right now.
So hope you got a ton of valueout of the episode.
As usual, make sure to like andsubscribe to the channel if
you're watching on YouTube.
Make sure to sign up fordownloads on your favorite
podcast platform.
(21:20):
And we will see you on the nextone.
Have a great day.
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