November 12, 2025 • 24 mins
In this episode of The AI Powered Seller, host Jake Dunlap, CEO of Skaled and co-founder of Meet Journey and Rev Optics, takes you inside the daily workflow of a modern AI powered sales professional.
Jake breaks down how today’s top reps are transforming their routines using assistants, agents, and automation to reclaim hours of lost productivity and focus on what really matters: high quality conversations that close deals.
From pre-call research to follow-up emails and social selling, Jake walks through a tactical, play-by-play guide of how AI is changing every step of the sales day. You’ll learn:
- What an AI powered day really looks like and how it differs from the old Google and LinkedIn grind
- How to use tools like RepGPT, Journey, and Outbound Meeting Co-Pilot to prep faster and sell smarter
- Why automations and assistants, not just prompts, are the real edge in modern sales
- The small daily habits that separate traditional sellers from their AI enabled peers
If you’ve ever felt buried under research, logging, and admin work, this episode will show you how to turn those hours into impact.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:00):
The AI powered stellar on her or his website
says, hey, here's how mymeetings went.
Here's a transcript of my call.
Write me a really good targetedemail for this meeting based on
these four things and give methree versions.
I want to send a different recapto the CFO, the COO, and then
the director of operations.
(00:21):
So you just save transcript andgenerate three targeted
follow-up emails that I can sendeach of them.
They do that.
AI Powered Seller.
What is going on, everyone?
Welcome to another episode ofThe AI Powered Seller.
I'm your host, Jake Dunlap, CEOof Scaled, co-founder of Meet
(00:43):
Journey and Rev Optics.
And I want all my sellers topicture this.
You just spent two hoursyesterday, you know, researching
prospects.
You Googled their company, youstocked them on LinkedIn, you
prepared for your next salesmeeting.
Uh, and the competition did allof that in literally 25 seconds,
(01:05):
right?
The competition, instead ofgoing and Googling and looking
things up, are using things likeassistants, they're using agents
to do the work for them.
And so if you're still operatinglike, I mean, candidly, like I
did in 2015, 16, 2020, etcetera, wow, are you losing out
on a lot of time?
(01:26):
I saw this crazy stat byMcKenzie, who is something like
60% roughly of a seller'sday-to-day has the ability to be
able to be automated oroptimized.
And that to me is a wake-upcall.
I mean, you're talking aboutsaving, I think they said 11 to
12 hours every single day.
(01:48):
And in today's episode of AIPowered Seller, I'm gonna walk
you through what I think is, I'mgonna call it like the new day
in the life.
What is the day in the life ofan AI-powered seller?
What makes an AI-powered sellerso different?
What are they doing in theirday-to-day?
Like, what are your peersactually doing?
So, this is gonna be amulti-part series where what I'm
(02:11):
gonna do is break down todaywhere I'm gonna call it the
Google LinkedIn seller is now,the seller that has to go meet
and have a one-on-one with herboss.
And what are the four thingsthat a seller who is truly AI
powered doing in theirday-to-day, and what that does
from a productivity impactstandpoint.
(02:32):
First, let's paint the picturehere, right?
You wake up, you look at yourcalendar.
Maybe you looked at it the daybefore, but then you forgot you
went to sleep, right?
You see you've got, you know,maybe you've got your calendar
block for a call block, maybeyou don't, or email block, uh,
but you've got your meetings uhblocked out, you got your
one-on-one with your leader,right?
You've got that pit in yourstomach because you're like, oh
(02:53):
crap, I know I didn't do enoughresearch as much as I maybe
should have, but I need to domore research.
Uh, you start Googling theirwebsite, you go to the person's
LinkedIn, you copy and paste insome notes to Salesforce so your
boss doesn't yell at yell atyou.
Uh the call begins, then you'relike, oh yeah, tell me a little
bit more about your business.
And then the seller isimmediately annoyed.
(03:13):
Or sorry.
You then start your first call,you say something like, Oh, tell
me about your business.
And then the buyer's like, oh mygosh, this person did no
research.
Like, why am I on this call inthe first place?
Right?
You're taking notes, then youfinish the call, you've got to
go log the notes this CRM, yougot to go write your follow-up.
(03:35):
Maybe you're getting some typeof AI drafted follow-up.
Most people are at this point.
So you took 30 minutes, youdidn't have enough time to prep
like you'd like.
You took 30, 45 minutes on acall.
Then you spend another, I don'tknow, 15, 20 minutes in
follow-up activities.
And by lunch, you're exhaustedand you've barely had any
selling conversations.
(03:55):
You've had, you know, your onesales meeting, maybe you've like
put out some blanket emails, uh,but you're already feeling like,
okay, I am not prepared forthese calls.
And then the afternoon comesalong, more calls, more
research, more logging.
5:30 rolls around and you think,I worked my butt off today, but
what did I actually accomplish?
(04:16):
I feel like I spent most of thetime staring at my screen or in
meetings or in one-to-ones,right?
Let's be honest, there's a lotof one-to-ones today.
So let's walk through how yourworld can be different,
literally starting today.
And for any of those of you whoare like, Jake, this is the way
(04:38):
that I know this has been myday-to-day.
I'm telling you right now, I canrelate.
That was my day-to-day for along time.
You know, when I was in sales,like that's just that's all you
could do.
And just so you know, yourleaders right now, they're
feeling this big time as well.
In their minds, they're like,well, what else should we be
doing?
And there's also this culture,let's just be, let's just call
(04:59):
it what it is.
There is a little bit of thisculture of like pay your dues in
sales, where you know, salesleaders a little bit are like,
yeah, you know, you gotta payyour dues.
You gotta, you know, you can'tautomate this stuff.
You gotta go and do it.
And I'm like, do you really?
Like, is there really, is that,is there really that much value
where I'm like, oh, my salesteam, if they don't do the
(05:21):
research and it's themselves,then they're not, you know,
walking to school in, you know,eight miles in the snow with no
shoes or whatever.
And the reality is what I wantmy sellers doing in 2026 and
beyond is I want my sellershaving more conversations.
I want my sellers getting reallyeducated on customers.
So when they show up for thatcall, customers are excited.
(05:44):
They show that they've done theresearch, they put in the work.
You know, when they're doingoutbound, they're customizing
the content.
Look, I've put out posts, right,about AIs taking over for SDRs.
And I'm gonna tell you rightnow, do I think that an AI bot
or somebody can beat a good SDR?
No, not even close.
But the problem is, you know,what I see a lot of, you know,
(06:06):
sales refs and teams doing isthey're putting in the motions.
They're just putting in the the,you know, going through the
motions, putting you know inlike the basic work.
I'm getting out my activity,template send, I'm making my
calls, nobody's connecting, etc.
And so today I'm gonna talkthrough the different, you know,
I'm gonna call it elements ofwhat goes into a truly, you
(06:29):
know, AI-powered seller.
You know, what goes uh what goesinto somebody who's out there
making it happen every singleday uh in their day-to-day.
So let's talk about the old way.
I'm gonna talk about four partsof the sales process today.
I'm gonna talk about the daybefore, the morning, the
afternoon, and wrapping up theafternoon for your next day.
(06:51):
So the old way, let's talk aboutwhat would happen.
It's the day before you look atyour calendar and you just start
going to Google or LinkedIn andyou start doing your research.
This is if you're a good seller.
Good sellers, by the way, youshould be prepping maybe two
days before, but don't get mestarted with that, right?
The reality is if you've gotmore than a few meetings, you're
(07:12):
like, I'll just do some prepbefore the meetings.
How many of you can relate?
Raise your hands virtually orraise your hands, you know, if
you're sitting, you know, not infront of somebody else.
A lot of you go, Yeah, yeah, Ithink I know what this business
does.
And you just wing it, right?
Ideally, the day before, um, youknow, you're doing at least the
(07:32):
Google, the LinkedIn, the maybejotting down some notes.
Maybe you're gonna go look for afew companies that you already
work with that could be um, youknow, a good fit for you as
well, too.
Somebody that you might want tomention on the call.
It's like, hey, I already workwith these other people.
That's the best of the best,okay?
The V1 AI powered seller, thisis what they do instead.
(07:55):
What they do is they have theirlist of two meetings, three
meetings for the next day.
They have an AI assistant, youknow, at Journey.
And if you all haven't signed upfor your free trial journey, we
actually literally just extendedthe trial to two weeks.
So please sign up.
It has been amazing.
We've been getting amazinginbound lately from teams like,
oh my gosh, thank you.
(08:15):
Because there's no prompting,there's no anything.
And they go to a tool you canbuild a custom GPT and ChatGPT
or a gym and Gemini, whatever.
And it's called deep accountresearch.
It already knows what yourproducts are, it knows uh, it
knows uh your market, who yousell to, and it just says, give
me a link.
You copy and paste in scale.com.
Here's our mission and values,this is what the company does,
(08:36):
da da da.
Then it says, Great, do you wantme to take a look at the
person's LinkedIn?
It says, Yep, I'll go scrapetheir LinkedIn.
It's Jake Dunlap, boom.
And literally within about twominutes, I know everything the
company does, how they makemoney, their values, their
competitive landscape, theirICP.
I know who I'm meeting with,where they fit in, things that
that might be good talkingpoints for them.
I know that in two minutes.
(08:57):
I'm able to do better prep rightnow than it used to take me.
I could only do this forenterprise accounts back in the
day.
And so now, you know, today'sseller, the day before, is using
assistance.
And again, you could be alreadyusing automations, but I think
most of you aren't there.
So I'll talk about that in theDay in the Life 2.0.
Um, but the step one is you needto be using assistance to do
(09:19):
this for you, right?
And so the day before you'regoing, you're using deep account
research, um, or rep GPT is whatanother one of the assistants
that I know Journey has.
You're saying, This is what I'mtrying to do, or this is the
meeting, this is the company I'mmeeting with.
It already knows your personas,it automatically rips it all for
you.
You scan it, you say, Oh, okay,cool.
Oh, this company's kind ofinteresting.
(09:40):
And you can keep querying too ifyou want to go further.
Uh, we had a leader who's like,hey, can you then have it create
like a five question trivia gameafter it depulls the research so
the reps actually learn it?
I was like, that's not a badidea, uh, as a part of that.
So, you know, that's what a repdoes the day before.
Your AI-powered seller rep hastheir prep done, and it's not
(10:01):
this BS, like, I don't know,pulling in firmographic data
from clay tables.
Like this is deep accountresearch, looking at their blog,
LinkedIn profiles, etc.
Um, some of that stuff you can'tdo in Chat GPT.
Uh, so that's number one.
So the day before, they'restaying prepared, they're
excited, etc.
So let's talk about the morning,right?
Then in the morning, what theydo is they grab their coffee,
(10:24):
uh, they open up their preps,right?
Or they can add them to theircalendar, right?
Again, I think the the level 1.5rep maybe has also built out
some type of automation that cansee a new link uh show up in
your calendar from a uh domain.
It then can say, hey, do youwant me to run this assistant?
Run the assistant and thenautomatically add it to the
(10:45):
invite where only you see ittoo.
So imagine a world where youknow rep rep and one and one
point five are having all thisamazing insights, either
automatically put in theircalendar or pulling it up.
The next thing that your your uh1.0 rep does that's AI powered,
is they actually have the timeto do a little bit of extra deep
(11:07):
dive.
So they say, okay, you'remeeting with this company, tell
me about their trends.
You know, they're using rep GPT,they're using new account plan
builder, you know, otherassistants saying, Hey, teach me
more about this, right?
Go ahead and find me any otherrelevant news that might be
applicable, uh, specific to, Ithink they use this competitor
of ours, ABC, and it'll justkeep going.
(11:27):
And so by the time their morningmeetings come around, you know,
they're prepared for their day,and they've spent between the
night before and that morning,they've spent 15, 20 minutes.
No more manual research, no moreGoogling, no more LinkedIn
searching.
They are using assistance,custom GPTs, and gems all day
long.
No prompting.
(11:47):
And that's the key.
I really want to go.
Maybe one thing you haven'theard me talk about is like,
Jake, what's the prompt?
And you know, guys, we werebuilding prompt libraries two
years ago.
And now there's no point inbuilding out a prompt library
where I can take those sameprompts, put them behind at a
custom assistant or again, usemeet journey, and then be able
(12:08):
to not have to worry aboutknowing how to prompt.
Like assistants prompt me,right?
And so, you know, if you want tobe that AI-powered seller, that
is the new world of gettingready for your meetings for the
day.
You know, you're going in,you're making sure that you're
finding like these new kind ofreally cool insights as a part
of it, and you know, you'rereally ready to have a very
strategic conversation.
(12:29):
So, um, and that's all, youknow, morning, that's how you're
prepping for your sales meetingcoupled with the night before.
Uh, so hopefully, if you'regetting value out of this so
far, we've got a lot more to go.
Make sure to like the video,subscribe to the channel.
You know, we're all we're alwaysabout putting out more tactical
AI information.
If you're enjoying the podcast,make sure to sign up to get
downloads when the latestepisodes come out uh as well.
(12:52):
So uh what else am I doing inthe morning, right?
So if I am a morning rep, andlet's say I've got to do some
prospecting.
Well, guess what?
I'm doing the same thing, right?
So we've got one called OutboundMeeting Copilot, um, scaled.
We've got another one calledSales Meetings Made Easy.
And what they do is we call itthe triangle, is these
(13:12):
assistants know that in order tocut through today, you've got to
do a few things really, reallywell, and that's be relevant.
And the things you need to beable to do is say, what's the
job title?
And again, these assistantsalready know that.
Jake sells to VPs of operations.
Great.
It knows what's thesub-industry.
It says, give me the link to thecompany.
It says, Oh, these they're in aconsumer package goods company
(13:32):
that sells into this, this, andthis buyer.
Then it says, here are thetrends that that job title and
this sub-industry are facingthat you solve for.
These are the three things youshould use in your email.
And so literally, this isn'tabout someone's personality
type.
This isn't about like Jakeprefers direct communication,
like news flash.
Everybody uh who's an executiveprefers direct communication.
(13:54):
So, just in case you'rewondering, uh, as a part of
that.
So, you know, it's pulling outindustry insights.
So again, I see my prospectlist, I've got a company that
pulls up, I pop open uh outboundmeeting co-pilot assistant.
That's what they call it injourney.
It says, hey, give me thedomain, tell me the job title.
(14:14):
If you've already told it thejob title, you don't need to do
that.
It immediately says these arethe three things based on
industry trends from recent newsof why they should take a
meeting with you.
And then you're copying andpasting in snippets and making
it your own.
So instead of me doing researchand fumbling around for 10, 15
minutes, by 10 minutes, I'm onemail number two and it's hyper,
hyper, hyper personalized.
(14:35):
Right?
Then I'm making sure I savethose notes into Salesforce, et
cetera.
And so in my morning, I'mgetting through my call blocks
faster.
I'm more prepared for mymeetings than ever before, and
the quality of my outbound isbetter as well.
Maybe in the morning I've got ameeting uh with my boss coming
up.
Okay, no problem.
I say, I go to rep GPT, um, oryou know, we've got some other
(14:58):
ones in scale.
I think we've got like salesmanager one that you can reverse
engineer.
And you go and you say, Hey, Igot a one-on-one with my boss.
Here are the top three thingsthat I want to talk about.
Here are some concerns I havebased on my performance or based
on like their attitude.
Help me to put together a quickagenda for our one-to-one so I
can show that I'm prepared andready to go.
So in my morning, I'm havingbetter quality conversations,
(15:20):
and that's what this is allabout.
Having better conversations.
I'm booking more meetings, I'mpreparing for the rest of my
day.
So that is the V1 AI-poweredseller, how they're running
their day-to-day.
What happens in the afternoon?
All right, so let's talk aboutthe third phase here.
So we've prepped the nightbefore, we've prepped again,
maybe went a little deeper themorning of.
(15:42):
We're doing really high qualitytargeted outbound throughout the
day.
We're preparing for meetingsinternally in the morning by
using Gen AI and prompting it orusing different assistants as a
part of it.
So, what about the afternoon?
Okay, and again, obviously moreof the same, right?
So I'm gonna continue to usethese assistants over and over
(16:03):
and over again.
And like I said, if you have notchecked out meetjourney.ai,
there's a free link below.
Sign up for it.
Um, you can do a lot of thethings we're talking about in
other tools.
You can't scrape LinkedIn,there's some other things you
can't do.
Um, but if you just want to getahead, it's probably the best
tool out there in terms of justout of the box, ready to rock
and roll.
So make sure to go check thatout.
(16:24):
So let's talk about theafternoon.
Right?
Your brain is fried, you'refading.
You know, it's been it'slunchtime, you're like, I need I
need a nap.
Okay, we got more calls, moreemails.
My prep is probably gettingworse.
I'm not doing as much uh as welleither.
(16:45):
Uh whereas let's talk about themorning transition to the
afternoon of the AI-poweredseller, V1.
The AI powered seller on it onher or his lunch break says,
Hey, here's how my meetingswent.
Here's a transcript of my call.
(17:06):
Write me a really good targetedemail for this meeting based on
these four things, and give methree versions.
I want to send a different recapto the CFO, the COO, and then
the director of operations.
So use the same transcript andgenerate three targeted
follow-up emails that I can sendeach of them.
They do that.
They use RepGPT is probably thebest, best one I've seen.
(17:29):
Um use RepGPT, it does it,creates three emails from one
transcript in about a minute anda half.
Uh, you copy and paste in theemails, you then tweak each one.
So in about 10 minutes, five, 10minutes, you send out three
hyper personalized emails.
You add probably a couplemeetings in the morning, so you
spend about 20, 30 minutessending out the best targeted
recaps you've probably ever sentout in your life.
(17:50):
Um you also then say, hey, fromeach one of these transcripts, I
want you to synthesize my notesso I can put them into
Salesforce.
No problem, done.
Copy and paste it in.
Again, the 1.5 rep is buildingautomations around this, where
I'll give you an example of anautomation we built for a
client.
Automatic Zoom API pulls intoour uh workflow automation tool,
(18:12):
automatically slacks them.
Hey, here's kind of what I heardclarifying question, person
answers, automatically generatesnotes, pushes them to
Salesforce, right?
And obviously, you can continueto take it that way.
So, um, what else does thisAI-powered rep do?
Well, they probably are doingmore social selling.
They're saying, hey, here's mylist from sales nav.
(18:35):
Please go, here are the people,please go look at any relevant
post that they have, or it'syou're you're looking in your
feed throughout the day, you'recopying and pasting in.
Um, you're going to, we've gotone called social media writer.
You're saying, hey, all right, Iwant to put a post.
John Henderson wrote a postabout this, copy paste.
Help me to write a post thatother VPs would would resonate
around this operations topicthat can help to make me be
(18:59):
thought of as more of a sales uhthought leader, more of a
thought leader, not a salesthought leader, but a thought
leader within my target market,VPs of operations, whoever it
is, right?
And so it's gonna help to crafta post.
I'll then make it my own.
Again, I'm spending a grandtotal of probably 15 minutes on
this.
I'm continuing to connect withpeople, right, throughout the
day.
Right.
So it says, hey, Jake, um, youknow, based on people, you know,
(19:25):
that John connected with, I canthen go to, we've got one called
Lookalike Lead Finder.
I can say, hey, go find me threeother people that are posting on
LinkedIn.
I go to lookalike finder, copyand paste in John's post.
I say, can you find me any otherVPs of operations?
And here, maybe you could evenget some target companies and
whoever's posting, boom, done.
(19:47):
Right?
It can, you know, then let's sayI want to take one of John's
posts and I want to write him anemail, a customized email.
Oh, hey, I see these 10 peoplethat posted today.
Copy paste post into outboundmeeting co-pilot.
Hey, come up with three specificlittle data points.
Oh, boom.
Then I send out 10 to 15additional personalized emails
(20:10):
later in the day.
So all day long, all I'm doingis I'm learning.
I am being more customized thanI ever could have imagined
before.
Right?
I'm doing these recaps.
And so at the end, you know, atthe end of the day, I'm done.
I'm done.
(20:30):
Right?
I've got my email recaps ready,right?
I'm doing my prep right ahead oftime as a part of it.
I'm doing my recaps, I'm doingvery targeted recaps, I'm doing
my social engagement and allthat type of selling.
And what I actually think isreally important about all of
this is how much more excitingthis is.
Like, imagine if all you'redoing is going really deep on
(20:53):
every single like, you know,prospect.
You're going deep on everysingle sales call.
And like, all I'm doing ishaving really high quality
conversations throughout theday.
That's all I'm doing, right?
I'm not having to go and spendtime research and research, not
having to spend time doing awhole bunch of other random
stuff and copying and, you know,there's still some copying and
(21:15):
pasting, but I'm not writingstuff from scratch as a part of
it.
And when I talk about kind ofAI-powered seller 2.0, you know,
I'll get I'll get kind of nextlevel for us in a few weeks on
um, you know, the automationworld and how, again, we're not
gonna automate everything, butwe're gonna take some of this
stuff to the next level.
And so for all of you out there,again, hopefully if you found
(21:36):
this video helpful, make sure toyou know subscribe to the
channel.
Like I said, we're gonna beputting out part two.
Another one you might want to gocheck out, another episode, is
we just we I just did a fewepisodes on our AI maturity,
kind of like where organizationsfit in the maturity curve.
But if you're somebody who'strying to get better as a rep,
we also have a new articlecalled AI Proficiency, and you
(21:58):
can kind of see where you fit.
We'll put a link to that in theshow notes for everybody.
So if you're checking this outon the podcast or on YouTube,
you can uh you know make sure tocheck to get access to that link
in that article as well.
Um, again, we're always focusedon trying to put out better and
better tactical content for allmy sellers out there, all my
leaders, um, people leadingorganizations as well, too.
(22:19):
So we can start to make thetransition.
What I'm laying out for you, myfriends, is totally doable right
now.
And that's why sometimes I havethese conversations with
leaders.
I'm like, guys, I must not besaying this right.
Like, what am I doing?
This, everything I talked aboutcan be set up for your
organization in a week, a weekor two weeks.
(22:40):
Like, we are moving to thisbrand new world where to be a V1
of AI-powered seller is becominga reality faster and faster and
faster.
And so I really implore all ofyou, you know, to take heed in
what I said.
You know, make sure obviously DMif your you or your company
needs help, but this playbookI'm giving you, you can run.
(23:00):
You know, this isn't some likecrazy proprietary, it's just
thinking about the things thatyour your people do every day
that aren't adding value incustomer-facing situations or
prospect-facing situations.
We have to look to automate allof those things first and create
assistants or agents that canpull in the insights, and then
me as a rep or a leader can thenturn on my brains.
(23:24):
And so that's what I got foreverybody.
That is day in the life of anAI-powered seller uh V1.
And pumped for the episode thatI'll put together here in a few
weeks.
But like I said, if you'reliking the content, I appreciate
you and appreciate you listeningto the end here.
Please make sure to subscribe tothe channel, uh, like the video,
(23:44):
share it with your company andSlack or teams.
Like, hey, you got to check thisout.
Like, how much cooler would thisbe, or how much better would
this be for our day-to-day if wecould just do this?
You know, if we didn't have togo and do all this other stuff,
you know, as usual, um, makesure to uh, you know, check out
what we're doing.
If you're watching the podcastnow, check out what we're doing
(24:04):
on YouTube.
You can watch all the different,you know, interviews that we
have and everything as well too.
So check out what we're doing onYouTube.
Um, if you're more of an audio,make sure to check it out on
your favorite uh podcastplatform.
So that's what I got, everyone.
Day in the life of AI PoweredSeller.
I hope this uh is super, superhelpful for all of you.
I hope you're immediately gonnago out and say, man, I love what
Jake said about my the the theday before, and I'm gonna start
(24:28):
to do that more and more.
Maybe it's it's changing up yourmorning routine.
So excited to hear about this.
Make sure to drop a comment.
You know, maybe something thatyou're doing already that
someone else is gonna find valuein.
So that's what I got for you,everybody.
Have a great rest of your week,and we'll see you on the next
one.
The AI powered stellar on her or his website
says, hey, here's how mymeetings went.
Here's a transcript of my call.
Write me a really good targetedemail for this meeting based on
these four things and give methree versions.
I want to send a different recapto the CFO, the COO, and then
the director of operations.
(00:21):
So you just save transcript andgenerate three targeted
follow-up emails that I can sendeach of them.
They do that.
AI Powered Seller.
What is going on, everyone?
Welcome to another episode ofThe AI Powered Seller.
I'm your host, Jake Dunlap, CEOof Scaled, co-founder of Meet
(00:43):
Journey and Rev Optics.
And I want all my sellers topicture this.
You just spent two hoursyesterday, you know, researching
prospects.
You Googled their company, youstocked them on LinkedIn, you
prepared for your next salesmeeting.
Uh, and the competition did allof that in literally 25 seconds,
(01:05):
right?
The competition, instead ofgoing and Googling and looking
things up, are using things likeassistants, they're using agents
to do the work for them.
And so if you're still operatinglike, I mean, candidly, like I
did in 2015, 16, 2020, etcetera, wow, are you losing out
on a lot of time?
(01:26):
I saw this crazy stat byMcKenzie, who is something like
60% roughly of a seller'sday-to-day has the ability to be
able to be automated oroptimized.
And that to me is a wake-upcall.
I mean, you're talking aboutsaving, I think they said 11 to
12 hours every single day.
(01:48):
And in today's episode of AIPowered Seller, I'm gonna walk
you through what I think is, I'mgonna call it like the new day
in the life.
What is the day in the life ofan AI-powered seller?
What makes an AI-powered sellerso different?
What are they doing in theirday-to-day?
Like, what are your peersactually doing?
So, this is gonna be amulti-part series where what I'm
(02:11):
gonna do is break down todaywhere I'm gonna call it the
Google LinkedIn seller is now,the seller that has to go meet
and have a one-on-one with herboss.
And what are the four thingsthat a seller who is truly AI
powered doing in theirday-to-day, and what that does
from a productivity impactstandpoint.
(02:32):
First, let's paint the picturehere, right?
You wake up, you look at yourcalendar.
Maybe you looked at it the daybefore, but then you forgot you
went to sleep, right?
You see you've got, you know,maybe you've got your calendar
block for a call block, maybeyou don't, or email block, uh,
but you've got your meetings uhblocked out, you got your
one-on-one with your leader,right?
You've got that pit in yourstomach because you're like, oh
(02:53):
crap, I know I didn't do enoughresearch as much as I maybe
should have, but I need to domore research.
Uh, you start Googling theirwebsite, you go to the person's
LinkedIn, you copy and paste insome notes to Salesforce so your
boss doesn't yell at yell atyou.
Uh the call begins, then you'relike, oh yeah, tell me a little
bit more about your business.
And then the seller isimmediately annoyed.
(03:13):
Or sorry.
You then start your first call,you say something like, Oh, tell
me about your business.
And then the buyer's like, oh mygosh, this person did no
research.
Like, why am I on this call inthe first place?
Right?
You're taking notes, then youfinish the call, you've got to
go log the notes this CRM, yougot to go write your follow-up.
(03:35):
Maybe you're getting some typeof AI drafted follow-up.
Most people are at this point.
So you took 30 minutes, youdidn't have enough time to prep
like you'd like.
You took 30, 45 minutes on acall.
Then you spend another, I don'tknow, 15, 20 minutes in
follow-up activities.
And by lunch, you're exhaustedand you've barely had any
selling conversations.
(03:55):
You've had, you know, your onesales meeting, maybe you've like
put out some blanket emails, uh,but you're already feeling like,
okay, I am not prepared forthese calls.
And then the afternoon comesalong, more calls, more
research, more logging.
5:30 rolls around and you think,I worked my butt off today, but
what did I actually accomplish?
(04:16):
I feel like I spent most of thetime staring at my screen or in
meetings or in one-to-ones,right?
Let's be honest, there's a lotof one-to-ones today.
So let's walk through how yourworld can be different,
literally starting today.
And for any of those of you whoare like, Jake, this is the way
(04:38):
that I know this has been myday-to-day.
I'm telling you right now, I canrelate.
That was my day-to-day for along time.
You know, when I was in sales,like that's just that's all you
could do.
And just so you know, yourleaders right now, they're
feeling this big time as well.
In their minds, they're like,well, what else should we be
doing?
And there's also this culture,let's just be, let's just call
(04:59):
it what it is.
There is a little bit of thisculture of like pay your dues in
sales, where you know, salesleaders a little bit are like,
yeah, you know, you gotta payyour dues.
You gotta, you know, you can'tautomate this stuff.
You gotta go and do it.
And I'm like, do you really?
Like, is there really, is that,is there really that much value
where I'm like, oh, my salesteam, if they don't do the
(05:21):
research and it's themselves,then they're not, you know,
walking to school in, you know,eight miles in the snow with no
shoes or whatever.
And the reality is what I wantmy sellers doing in 2026 and
beyond is I want my sellershaving more conversations.
I want my sellers getting reallyeducated on customers.
So when they show up for thatcall, customers are excited.
(05:44):
They show that they've done theresearch, they put in the work.
You know, when they're doingoutbound, they're customizing
the content.
Look, I've put out posts, right,about AIs taking over for SDRs.
And I'm gonna tell you rightnow, do I think that an AI bot
or somebody can beat a good SDR?
No, not even close.
But the problem is, you know,what I see a lot of, you know,
(06:06):
sales refs and teams doing isthey're putting in the motions.
They're just putting in the the,you know, going through the
motions, putting you know inlike the basic work.
I'm getting out my activity,template send, I'm making my
calls, nobody's connecting, etc.
And so today I'm gonna talkthrough the different, you know,
I'm gonna call it elements ofwhat goes into a truly, you
(06:29):
know, AI-powered seller.
You know, what goes uh what goesinto somebody who's out there
making it happen every singleday uh in their day-to-day.
So let's talk about the old way.
I'm gonna talk about four partsof the sales process today.
I'm gonna talk about the daybefore, the morning, the
afternoon, and wrapping up theafternoon for your next day.
(06:51):
So the old way, let's talk aboutwhat would happen.
It's the day before you look atyour calendar and you just start
going to Google or LinkedIn andyou start doing your research.
This is if you're a good seller.
Good sellers, by the way, youshould be prepping maybe two
days before, but don't get mestarted with that, right?
The reality is if you've gotmore than a few meetings, you're
(07:12):
like, I'll just do some prepbefore the meetings.
How many of you can relate?
Raise your hands virtually orraise your hands, you know, if
you're sitting, you know, not infront of somebody else.
A lot of you go, Yeah, yeah, Ithink I know what this business
does.
And you just wing it, right?
Ideally, the day before, um, youknow, you're doing at least the
(07:32):
Google, the LinkedIn, the maybejotting down some notes.
Maybe you're gonna go look for afew companies that you already
work with that could be um, youknow, a good fit for you as
well, too.
Somebody that you might want tomention on the call.
It's like, hey, I already workwith these other people.
That's the best of the best,okay?
The V1 AI powered seller, thisis what they do instead.
(07:55):
What they do is they have theirlist of two meetings, three
meetings for the next day.
They have an AI assistant, youknow, at Journey.
And if you all haven't signed upfor your free trial journey, we
actually literally just extendedthe trial to two weeks.
So please sign up.
It has been amazing.
We've been getting amazinginbound lately from teams like,
oh my gosh, thank you.
(08:15):
Because there's no prompting,there's no anything.
And they go to a tool you canbuild a custom GPT and ChatGPT
or a gym and Gemini, whatever.
And it's called deep accountresearch.
It already knows what yourproducts are, it knows uh, it
knows uh your market, who yousell to, and it just says, give
me a link.
You copy and paste in scale.com.
Here's our mission and values,this is what the company does,
(08:36):
da da da.
Then it says, Great, do you wantme to take a look at the
person's LinkedIn?
It says, Yep, I'll go scrapetheir LinkedIn.
It's Jake Dunlap, boom.
And literally within about twominutes, I know everything the
company does, how they makemoney, their values, their
competitive landscape, theirICP.
I know who I'm meeting with,where they fit in, things that
that might be good talkingpoints for them.
I know that in two minutes.
(08:57):
I'm able to do better prep rightnow than it used to take me.
I could only do this forenterprise accounts back in the
day.
And so now, you know, today'sseller, the day before, is using
assistance.
And again, you could be alreadyusing automations, but I think
most of you aren't there.
So I'll talk about that in theDay in the Life 2.0.
Um, but the step one is you needto be using assistance to do
(09:19):
this for you, right?
And so the day before you'regoing, you're using deep account
research, um, or rep GPT is whatanother one of the assistants
that I know Journey has.
You're saying, This is what I'mtrying to do, or this is the
meeting, this is the company I'mmeeting with.
It already knows your personas,it automatically rips it all for
you.
You scan it, you say, Oh, okay,cool.
Oh, this company's kind ofinteresting.
(09:40):
And you can keep querying too ifyou want to go further.
Uh, we had a leader who's like,hey, can you then have it create
like a five question trivia gameafter it depulls the research so
the reps actually learn it?
I was like, that's not a badidea, uh, as a part of that.
So, you know, that's what a repdoes the day before.
Your AI-powered seller rep hastheir prep done, and it's not
(10:01):
this BS, like, I don't know,pulling in firmographic data
from clay tables.
Like this is deep accountresearch, looking at their blog,
LinkedIn profiles, etc.
Um, some of that stuff you can'tdo in Chat GPT.
Uh, so that's number one.
So the day before, they'restaying prepared, they're
excited, etc.
So let's talk about the morning,right?
Then in the morning, what theydo is they grab their coffee,
(10:24):
uh, they open up their preps,right?
Or they can add them to theircalendar, right?
Again, I think the the level 1.5rep maybe has also built out
some type of automation that cansee a new link uh show up in
your calendar from a uh domain.
It then can say, hey, do youwant me to run this assistant?
Run the assistant and thenautomatically add it to the
(10:45):
invite where only you see ittoo.
So imagine a world where youknow rep rep and one and one
point five are having all thisamazing insights, either
automatically put in theircalendar or pulling it up.
The next thing that your your uh1.0 rep does that's AI powered,
is they actually have the timeto do a little bit of extra deep
(11:07):
dive.
So they say, okay, you'remeeting with this company, tell
me about their trends.
You know, they're using rep GPT,they're using new account plan
builder, you know, otherassistants saying, Hey, teach me
more about this, right?
Go ahead and find me any otherrelevant news that might be
applicable, uh, specific to, Ithink they use this competitor
of ours, ABC, and it'll justkeep going.
(11:27):
And so by the time their morningmeetings come around, you know,
they're prepared for their day,and they've spent between the
night before and that morning,they've spent 15, 20 minutes.
No more manual research, no moreGoogling, no more LinkedIn
searching.
They are using assistance,custom GPTs, and gems all day
long.
No prompting.
(11:47):
And that's the key.
I really want to go.
Maybe one thing you haven'theard me talk about is like,
Jake, what's the prompt?
And you know, guys, we werebuilding prompt libraries two
years ago.
And now there's no point inbuilding out a prompt library
where I can take those sameprompts, put them behind at a
custom assistant or again, usemeet journey, and then be able
(12:08):
to not have to worry aboutknowing how to prompt.
Like assistants prompt me,right?
And so, you know, if you want tobe that AI-powered seller, that
is the new world of gettingready for your meetings for the
day.
You know, you're going in,you're making sure that you're
finding like these new kind ofreally cool insights as a part
of it, and you know, you'rereally ready to have a very
strategic conversation.
(12:29):
So, um, and that's all, youknow, morning, that's how you're
prepping for your sales meetingcoupled with the night before.
Uh, so hopefully, if you'regetting value out of this so
far, we've got a lot more to go.
Make sure to like the video,subscribe to the channel.
You know, we're all we're alwaysabout putting out more tactical
AI information.
If you're enjoying the podcast,make sure to sign up to get
downloads when the latestepisodes come out uh as well.
(12:52):
So uh what else am I doing inthe morning, right?
So if I am a morning rep, andlet's say I've got to do some
prospecting.
Well, guess what?
I'm doing the same thing, right?
So we've got one called OutboundMeeting Copilot, um, scaled.
We've got another one calledSales Meetings Made Easy.
And what they do is we call itthe triangle, is these
(13:12):
assistants know that in order tocut through today, you've got to
do a few things really, reallywell, and that's be relevant.
And the things you need to beable to do is say, what's the
job title?
And again, these assistantsalready know that.
Jake sells to VPs of operations.
Great.
It knows what's thesub-industry.
It says, give me the link to thecompany.
It says, Oh, these they're in aconsumer package goods company
(13:32):
that sells into this, this, andthis buyer.
Then it says, here are thetrends that that job title and
this sub-industry are facingthat you solve for.
These are the three things youshould use in your email.
And so literally, this isn'tabout someone's personality
type.
This isn't about like Jakeprefers direct communication,
like news flash.
Everybody uh who's an executiveprefers direct communication.
(13:54):
So, just in case you'rewondering, uh, as a part of
that.
So, you know, it's pulling outindustry insights.
So again, I see my prospectlist, I've got a company that
pulls up, I pop open uh outboundmeeting co-pilot assistant.
That's what they call it injourney.
It says, hey, give me thedomain, tell me the job title.
(14:14):
If you've already told it thejob title, you don't need to do
that.
It immediately says these arethe three things based on
industry trends from recent newsof why they should take a
meeting with you.
And then you're copying andpasting in snippets and making
it your own.
So instead of me doing researchand fumbling around for 10, 15
minutes, by 10 minutes, I'm onemail number two and it's hyper,
hyper, hyper personalized.
(14:35):
Right?
Then I'm making sure I savethose notes into Salesforce, et
cetera.
And so in my morning, I'mgetting through my call blocks
faster.
I'm more prepared for mymeetings than ever before, and
the quality of my outbound isbetter as well.
Maybe in the morning I've got ameeting uh with my boss coming
up.
Okay, no problem.
I say, I go to rep GPT, um, oryou know, we've got some other
(14:58):
ones in scale.
I think we've got like salesmanager one that you can reverse
engineer.
And you go and you say, Hey, Igot a one-on-one with my boss.
Here are the top three thingsthat I want to talk about.
Here are some concerns I havebased on my performance or based
on like their attitude.
Help me to put together a quickagenda for our one-to-one so I
can show that I'm prepared andready to go.
So in my morning, I'm havingbetter quality conversations,
(15:20):
and that's what this is allabout.
Having better conversations.
I'm booking more meetings, I'mpreparing for the rest of my
day.
So that is the V1 AI-poweredseller, how they're running
their day-to-day.
What happens in the afternoon?
All right, so let's talk aboutthe third phase here.
So we've prepped the nightbefore, we've prepped again,
maybe went a little deeper themorning of.
(15:42):
We're doing really high qualitytargeted outbound throughout the
day.
We're preparing for meetingsinternally in the morning by
using Gen AI and prompting it orusing different assistants as a
part of it.
So, what about the afternoon?
Okay, and again, obviously moreof the same, right?
So I'm gonna continue to usethese assistants over and over
(16:03):
and over again.
And like I said, if you have notchecked out meetjourney.ai,
there's a free link below.
Sign up for it.
Um, you can do a lot of thethings we're talking about in
other tools.
You can't scrape LinkedIn,there's some other things you
can't do.
Um, but if you just want to getahead, it's probably the best
tool out there in terms of justout of the box, ready to rock
and roll.
So make sure to go check thatout.
(16:24):
So let's talk about theafternoon.
Right?
Your brain is fried, you'refading.
You know, it's been it'slunchtime, you're like, I need I
need a nap.
Okay, we got more calls, moreemails.
My prep is probably gettingworse.
I'm not doing as much uh as welleither.
(16:45):
Uh whereas let's talk about themorning transition to the
afternoon of the AI-poweredseller, V1.
The AI powered seller on it onher or his lunch break says,
Hey, here's how my meetingswent.
Here's a transcript of my call.
(17:06):
Write me a really good targetedemail for this meeting based on
these four things, and give methree versions.
I want to send a different recapto the CFO, the COO, and then
the director of operations.
So use the same transcript andgenerate three targeted
follow-up emails that I can sendeach of them.
They do that.
They use RepGPT is probably thebest, best one I've seen.
(17:29):
Um use RepGPT, it does it,creates three emails from one
transcript in about a minute anda half.
Uh, you copy and paste in theemails, you then tweak each one.
So in about 10 minutes, five, 10minutes, you send out three
hyper personalized emails.
You add probably a couplemeetings in the morning, so you
spend about 20, 30 minutessending out the best targeted
recaps you've probably ever sentout in your life.
(17:50):
Um you also then say, hey, fromeach one of these transcripts, I
want you to synthesize my notesso I can put them into
Salesforce.
No problem, done.
Copy and paste it in.
Again, the 1.5 rep is buildingautomations around this, where
I'll give you an example of anautomation we built for a
client.
Automatic Zoom API pulls intoour uh workflow automation tool,
(18:12):
automatically slacks them.
Hey, here's kind of what I heardclarifying question, person
answers, automatically generatesnotes, pushes them to
Salesforce, right?
And obviously, you can continueto take it that way.
So, um, what else does thisAI-powered rep do?
Well, they probably are doingmore social selling.
They're saying, hey, here's mylist from sales nav.
(18:35):
Please go, here are the people,please go look at any relevant
post that they have, or it'syou're you're looking in your
feed throughout the day, you'recopying and pasting in.
Um, you're going to, we've gotone called social media writer.
You're saying, hey, all right, Iwant to put a post.
John Henderson wrote a postabout this, copy paste.
Help me to write a post thatother VPs would would resonate
around this operations topicthat can help to make me be
(18:59):
thought of as more of a sales uhthought leader, more of a
thought leader, not a salesthought leader, but a thought
leader within my target market,VPs of operations, whoever it
is, right?
And so it's gonna help to crafta post.
I'll then make it my own.
Again, I'm spending a grandtotal of probably 15 minutes on
this.
I'm continuing to connect withpeople, right, throughout the
day.
Right.
So it says, hey, Jake, um, youknow, based on people, you know,
(19:25):
that John connected with, I canthen go to, we've got one called
Lookalike Lead Finder.
I can say, hey, go find me threeother people that are posting on
LinkedIn.
I go to lookalike finder, copyand paste in John's post.
I say, can you find me any otherVPs of operations?
And here, maybe you could evenget some target companies and
whoever's posting, boom, done.
(19:47):
Right?
It can, you know, then let's sayI want to take one of John's
posts and I want to write him anemail, a customized email.
Oh, hey, I see these 10 peoplethat posted today.
Copy paste post into outboundmeeting co-pilot.
Hey, come up with three specificlittle data points.
Oh, boom.
Then I send out 10 to 15additional personalized emails
(20:10):
later in the day.
So all day long, all I'm doingis I'm learning.
I am being more customized thanI ever could have imagined
before.
Right?
I'm doing these recaps.
And so at the end, you know, atthe end of the day, I'm done.
I'm done.
(20:30):
Right?
I've got my email recaps ready,right?
I'm doing my prep right ahead oftime as a part of it.
I'm doing my recaps, I'm doingvery targeted recaps, I'm doing
my social engagement and allthat type of selling.
And what I actually think isreally important about all of
this is how much more excitingthis is.
Like, imagine if all you'redoing is going really deep on
(20:53):
every single like, you know,prospect.
You're going deep on everysingle sales call.
And like, all I'm doing ishaving really high quality
conversations throughout theday.
That's all I'm doing, right?
I'm not having to go and spendtime research and research, not
having to spend time doing awhole bunch of other random
stuff and copying and, you know,there's still some copying and
(21:15):
pasting, but I'm not writingstuff from scratch as a part of
it.
And when I talk about kind ofAI-powered seller 2.0, you know,
I'll get I'll get kind of nextlevel for us in a few weeks on
um, you know, the automationworld and how, again, we're not
gonna automate everything, butwe're gonna take some of this
stuff to the next level.
And so for all of you out there,again, hopefully if you found
(21:36):
this video helpful, make sure toyou know subscribe to the
channel.
Like I said, we're gonna beputting out part two.
Another one you might want to gocheck out, another episode, is
we just we I just did a fewepisodes on our AI maturity,
kind of like where organizationsfit in the maturity curve.
But if you're somebody who'strying to get better as a rep,
we also have a new articlecalled AI Proficiency, and you
(21:58):
can kind of see where you fit.
We'll put a link to that in theshow notes for everybody.
So if you're checking this outon the podcast or on YouTube,
you can uh you know make sure tocheck to get access to that link
in that article as well.
Um, again, we're always focusedon trying to put out better and
better tactical content for allmy sellers out there, all my
leaders, um, people leadingorganizations as well, too.
(22:19):
So we can start to make thetransition.
What I'm laying out for you, myfriends, is totally doable right
now.
And that's why sometimes I havethese conversations with
leaders.
I'm like, guys, I must not besaying this right.
Like, what am I doing?
This, everything I talked aboutcan be set up for your
organization in a week, a weekor two weeks.
(22:40):
Like, we are moving to thisbrand new world where to be a V1
of AI-powered seller is becominga reality faster and faster and
faster.
And so I really implore all ofyou, you know, to take heed in
what I said.
You know, make sure obviously DMif your you or your company
needs help, but this playbookI'm giving you, you can run.
(23:00):
You know, this isn't some likecrazy proprietary, it's just
thinking about the things thatyour your people do every day
that aren't adding value incustomer-facing situations or
prospect-facing situations.
We have to look to automate allof those things first and create
assistants or agents that canpull in the insights, and then
me as a rep or a leader can thenturn on my brains.
(23:24):
And so that's what I got foreverybody.
That is day in the life of anAI-powered seller uh V1.
And pumped for the episode thatI'll put together here in a few
weeks.
But like I said, if you'reliking the content, I appreciate
you and appreciate you listeningto the end here.
Please make sure to subscribe tothe channel, uh, like the video,
(23:44):
share it with your company andSlack or teams.
Like, hey, you got to check thisout.
Like, how much cooler would thisbe, or how much better would
this be for our day-to-day if wecould just do this?
You know, if we didn't have togo and do all this other stuff,
you know, as usual, um, makesure to uh, you know, check out
what we're doing.
If you're watching the podcastnow, check out what we're doing
(24:04):
on YouTube.
You can watch all the different,you know, interviews that we
have and everything as well too.
So check out what we're doing onYouTube.
Um, if you're more of an audio,make sure to check it out on
your favorite uh podcastplatform.
So that's what I got, everyone.
Day in the life of AI PoweredSeller.
I hope this uh is super, superhelpful for all of you.
I hope you're immediately gonnago out and say, man, I love what
Jake said about my the the theday before, and I'm gonna start
(24:28):
to do that more and more.
Maybe it's it's changing up yourmorning routine.
So excited to hear about this.
Make sure to drop a comment.
You know, maybe something thatyou're doing already that
someone else is gonna find valuein.
So that's what I got for you,everybody.
Have a great rest of your week,and we'll see you on the next
one.
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Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.