October 22, 2025 • 26 mins
Most teams say they “use AI,” yet few can prove ROI. We dig into why that gap exists and lay out a practical roadmap any sales org can follow to move from ad hoc prompts to automated, connected workflows that save serious time and lift performance.
We start by reframing generative AI as a foundational shift, not another tool in the stack. Then we map stages 0–3 of AI maturity. Stage zero is AI curious: lots of interest, little action. Stage one is the Wild West: tools without guardrails, inconsistent results, and off-brand outputs. Stage two introduces emerging assistants—specialized AI that handles repeatable jobs like account research, messaging co-pilots, call reviews, and deal strategy. Finally, stage three connects those assistants into end-to-end workflows that trigger on real events: calendar invites that auto-generate dossiers, transcripts that draft proposals, and notes that update the CRM with zero manual effort.
Along the way, we share concrete examples and time-saved math that translate to real headcount efficiency—think sixty-plus hours reclaimed per month on a 20-rep team. You’ll hear how to pick the first bottleneck, standardize use cases, build or adopt assistants, and stitch them together with no-code and low-code tools in weeks, not quarters. We also include a quick checklist to self-assess your current stage and define the next step, whether you’re a frontline seller, a manager, or a VP building the roadmap.
Ready to trade copy-paste chaos for measurable impact? Subscribe, share this with your team, and leave a review to tell us which assistant or workflow you’ll build first. Your feedback helps us shape part two, where we explore the next levels of AI maturity and scale.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:00):
The reality today is 53% of sales reps admit they
don't know how to get value fromGen AI.
70% of marketers say theiremployers don't provide AI
training.
I'm surprised the number's nothigher.
Honestly, usually when I go intoan organization, I'll ask him,
I'll say, how many of you areusing Gen AI every day?
Hands shoot up.
I say, how many of you have hadany formal training other than
(00:23):
like AI best practices fromcompliance?
That's the most formal trainingthat most people have had is AI
compliance saying, don't uploadthis document.
I consistently have salesleaders tell me, I know my team
is using AI, I just have no ideawhat they're doing.
And the truth is, and you'veheard this a million times, is
AI won't replace you.
(00:43):
It's the sellers who know how touse AI that will replace the
sellers that don't.
Because even if they're a Cplus, B minus, but they're able
to be 3, 4, 5X productive,they're gonna outmaneuver
someone who's a B plus and is 1xproductive.
AI Powered Seller.
Welcome everybody to anotherepisode of the AI Powered
(01:04):
Seller.
This is Jake Dunlap, your host.
Uh, you just got me this week,uh, and I am very excited about
what we're going to jump into.
Our team for the last you knowreally year and a half has
really been leading the way interms of how organizations are
implementing generative AI fortheir company.
(01:25):
And I've done some previouspodcast episodes about how
individuals can uh you know uptheir own proficiency, but I
also want to talk a little bittoday about organization level.
And whether you're on the frontlines or you're a frontline
leader and you're trying to leadthe way, this episode, my
friends, is for you.
Uh what sparked this episode, Iheard this stat.
(01:46):
81% of sales team say thatthey're using AI, but only 26%
are seeing ROI.
Uh, I think what I see in a lotof these organizations is
there's a very clear reason why.
When I'm talking to a VP ofsales, what I consistently hear
is yeah, I know this is sometechnology that we need to look
(02:07):
at.
And we still haven't realizedthat, as my friend Larry Sweeney
said uh at Nerdio, shout out toLarry.
He said, This is like the wheel.
He goes, This is that big.
And I agree, this is afoundational shift that is going
to disrupt the way thateverybody works.
(02:29):
This isn't another technology,this isn't another like cool
tech or you know, some versionof some sales engagement
platform.
This is a foundational shift inhow we solve problems as humans.
And so in today's episode, myfriends, I'm going to get very
tactical with you for you andyour organizations.
Uh, and I'm gonna talk youthrough this article that we put
(02:49):
out, and I'm gonna focus todayon just zero through three.
Today is gonna be this is gonnabe a two-part episode.
I think most of you, thisepisode is gonna be the one you
want to listen to.
The next one is kind of the 2.0,3.0.
Today I'm gonna cover stageskind of zero through three in AI
maturity.
And I think for many of you,this is where you're at.
And the things we're gonna talkthrough today, maybe you'll go
(03:10):
back and listen to this episodetwo or three times as you're
kind of on your journey here.
But you know, today's episode tome is one of the more critical
episodes.
If you're somebody who is on thefront lines, if you're a leader
looking to make a difference andreally want to be able to drive
impact, I'm gonna try to lay outsteps, you know, one, two,
three, four here, zero, one,two, three that are gonna help
(03:32):
to get you from point A to pointB.
So without further ado, let'sjump into it.
So the reality today is 53% ofsales reps admit they don't know
how to get value from Gen AI.
70% of marketers say theiremployers don't provide AI
training.
(03:52):
I'm surprised the number's nothigher.
Honestly, usually when I go intoan organization, I'll I'll ask
him, I'll say, How many of youare using Gen AI every day?
Hands shoot up.
I say, How many of you have hadany formal training other than
like AI best practices fromcompliance?
That I feel like that's the mostformal training that most people
have had is AI compliancesaying, Don't upload this
(04:15):
document, don't do A by ABC as apart of it.
And so, you know, again, Iconsistently have sales leaders
tell me, I know my team is usingAI, I just have no idea what
they're doing.
And the truth is, and you'veheard this a million times, is
AI won't replace you.
It's the sellers who know how touse AI that will replace the
(04:37):
sellers that don't.
Because even if they're a Cplus, B minus, but they're able
to be 3, 4, 5X productive,they're gonna outmaneuver
someone who's a B plus and youknow is 1x productive.
So I'm gonna jump in and we'regonna talk about these three
various stages here.
Um, if you're new to thepodcast, make sure to sign up
(04:58):
for downloads in your favoriteuh podcast platform.
If you're watching this onYouTube, make sure to subscribe
uh to the channel.
Uh we drop episodes every singleweek.
And without further ado, I'mgoing to get into it.
So stage zero is what I like tocall AI Curious.
So let's brand this the AICurious stage, all right?
Is you know AI matters, but youare paralyzed by options, right?
(05:23):
You're waiting for your companyto roll out the perfect
strategy.
Meanwhile, months go by andyou're sitting there going,
guys, what is going on?
Like, why do I keep just usingthis on my own?
When is when are we gonna doanything?
And the competition isn't isn'twaiting.
I'll give you a very real storyhere.
I was talking to a pre-sales VP,somebody who runs uh like
(05:46):
solution engineering, thingslike that.
And we're talking through, it'slike, yeah, we're evaluating
this tool and this tool, andyeah, we've got to you know
start to deploy Gemini, and wewe know we need to do things.
I'm like, you need to stop.
This is what I have to do, Ifeel like, in almost every
single conversation is thereason people never get out of
stage zero is they just make ittoo much, right?
(06:09):
They try to say, We need this.
I'm like, guys, let's start withthe bottlenecks we're having
today.
What's the first one?
It's X.
That's what we're gonna do.
And so, you know, in thatconversation, I think he had an
epiphany where he goes, You'reright.
I think as a third party,sometimes it's easier for me to
say that to people, and foreasier for me to say, like, hey,
(06:31):
stop.
Like, I'm not in the day-to-day,I'm not in the weeds with you,
so I have that luxury.
But, you know, in thatconversation, I think he had the
epiphany, which is I know I'vegot a lot of bunch of people
randomly using this, and they'reall AI curious.
I'm AI curious, and I hear aboutthis tool and that tool and this
tool.
Uh, and you know, I'm like, wegotta keep thinking through it.
(06:52):
So the number one barrier frommoving from stage zero to stage
one is you have to stop beingcurious, and you've got to do
one or two things.
That's it.
And so, as you're thinking abouthow do I help my organization
move from step one to step two,that is how you have to do it.
Say, guy, I get it, I get it, Iknow, yeah, yeah.
(07:14):
And then you're gonna hear,well, we could do this, Jake, we
could do this, we could do this,we could do this.
And somebody in theorganization, it could be you as
a rep, guys.
I totally get that.
I'm just gonna do this onething, which is a big pain in
the butt that we're all tryingto solve for, and then let's
just then go do the next thing,right?
So that's my my big feedback foreveryone who's trying to move
from AI curious to you know,stage one, which is the wild,
(07:37):
wild west, uh, which we'll jumpinto.
And if you're an organizationthat where this resonates,
obviously, you know, our folksat scaled, we can help you with
that.
Um, I think that's one of thereasons I also created Meet
Journey, is you can immediatelyhave a group of assistants that
kind of puts you in stage two orstage three.
Um, and so you don't have tothink about the next thing
because we've already thoughtabout it for you, which is you
(07:59):
know, automating accountresearch and messaging and
social media posts, etc.
So, you know, we're trying to doa lot uh around that.
Like I said, today's episode,we'll drop a link to the article
that inspired it, but it'sdefinitely worth a read, whether
you're on the front lines or aleader, uh, to really understand
kind of where you're at in thiscontinuum.
So stage two, or edit that.
(08:21):
Okay, so stage number one.
So we were at stage zero, nowwe're in stage one.
I don't know if there'stechnically a stage zero.
I don't know if you can haveactually stage zero, but we're
calling it stage zero.
Stage one is what I like to callthe Wild Wild West.
And the Wild Wild West doesn'tsound like a step forward from
AI Curious, but it is.
And I'll give you a real examplehere.
(08:41):
Is a VP of sales showed me anSDR-generated email by AI.
It was completely off-brand.
It referenced a competitor'sproduct by mistake, and it
factually uh gave outinformation about a product spec
that wasn't real.
Uh, and it went out to an actualprospect.
And look, at the end of the day,the prop person on the other end
probably didn't know.
(09:02):
They were probably like, ah,this is fine.
But the Wild West is, you know,I've got my teams.
We've actually maybe invested ina tool for everybody, but
there's no standards, there's notracking.
The outputs are Wild West.
We don't know what people aredoing.
You know, people shared someslack.
One rep is crushing it, likedoing their own thing.
(09:23):
Four of the other reps are like,yeah, this AI thing's a fad,
etc.
So you've got all these other,you know, people that are using
it and you've realized like weneed to use it just in a chat
format.
It's usually just chat only,right?
And what I encourage everyleader to do is in your next
meeting, ask your team who'susing AI?
What are they using it for?
(09:44):
Um, and I think you're gonnahear a lot of like, yeah, we're
using it.
And then you're gonna hear Johnuses it this way, Rachel uses it
this way, Susan uses it thisway.
Um, and so I think for a lot ofpeople, you have to start to
kind of understand where yourorg's at.
And most companies, I would say,what would I guesstimate?
Set 60, 70% of companies areeither maybe 70 to 80 percent
(10:07):
are either in stage zero orstage one.
Um, but you need to start toprovide structure.
And how you move from Wild Westto you know the next phase,
which is like emergingassistance, is you you one, you
know, you've kind of moved fromstage zero to stage one because
you've said, okay, we're gonnadeploy this tool, we've got one
or two key use cases.
(10:28):
Great.
Now you're in stage one, thewild, wild west, and you may
have these use cases, but it'sinconsistent in how people are
are doing it, right?
And the move to stage two is isreally the understanding of
okay, we can't continue tooperate this way.
It's good that we've gottenpeople a tool, but we know it's
(10:50):
not where it needs to be.
I did a podcast, if you did nottune in to my episode with the
head of enterprise sales fromChatGPT OpenAI, Connor.
Go check out that episode.
And he called this out.
He said, Jay, I asked him, Isaid, What are some of the big
myths?
And Connor very specificallysaid, one of the big myths is
(11:12):
you have to have this bigstrategy.
That was one piece, right?
That's your stage zero folks.
His second myth is you can givepeople the tool and it will all
work out and they'll figure itout.
And so if you go back and listento that episode, I think you'll
hear him in particular callthrough, you know, exactly those
uh details.
(11:33):
And I think actually two andthree will be the other one that
he called out.
So we'll we'll jump into thathere in a second.
So stage two.
Okay, so now here's what we'vedone.
We've said, all right, I get it.
We got to do something here.
We need to provide some type ofstructured platform meet journey
for my sales team or Chat GBT orJim and I.
Now we're in stage one.
(11:54):
We're wild, wild west in it.
People are using it.
There's no real guardrailsaround it.
We don't have, you know, maybemaybe at this stage you've
started to build some promptlibraries, right?
If you want to know if you're instage one or getting ready to go
to stage two, stage one is likewe're starting to share some
best practices, not some otherbest practices.
It's still a little like, youknow, people are doing this,
(12:14):
people are doing that.
But maybe you've started, you'rekind of like, if you're creeping
towards stage two, you'veprobably already built like a
prompt library, kind ofrealizing like, oh man, this is
there's a lot of mistakes andmess happening we need to fix.
So stage two, my friends,emerging assistance.
Okay.
And let's talk about the conceptof assistance, um, agents, gyms
(12:37):
if you're a Gemini user, agentsif you're a co-pilot user.
Um, think of assistance arethings that we interact with
that don't require us to be theprompt driver or vehicle.
And what I mean by that is agood assistant, an agent, a gym,
it prompts you.
It knows that it has veryspecific use cases.
(12:58):
So it knows its job is outreachmessaging co-pilot.
That's one that we have.
And it knows that its job is toresearch sub-industry trends for
a very specific company orpersona, triangulate that with
what you do, and say, hey, hereare the three things that you
should talk to them about.
Right?
You all you all it will tellyou, give me a link to the
website.
And it knows to go and look forthe company and the sub-industry
(13:20):
that it's in.
It's not in you know, uh retail,it's not in health and beauty,
it's in cosmetics, like forexample, right?
And these assistants, we startto say, okay, you know, we move
from step zero to step onebecause we knew we had an issue.
Now what we're gonna do is takeit a step further.
What are the top three thingsthat our team is doing?
And we're going to now buildcustom GPTs around it.
(13:43):
So, real life example here.
Organization says, Jake, look, Iknow that we could be getting
more out of our calltranscripts.
You know, we're using Gong andwe're, you know, we're listening
for MedPIC and it's cool andit's helpful.
But you know, then we still haveto kind of listen to see like,
was it a good call?
What did they say?
And I just don't have timeanymore.
And so a company that's kind ofready for an assistant says,
(14:05):
okay, we're gonna build a customGPT or an assistant.
We have one in journey calledcall call review, and it already
knows its job is to do callreview.
So on the back end, I tell ithere's our criteria for what
goes into a good call, uh,discovery, demo, proposal, et
cetera.
And you just upload thetranscript.
unknown (14:22):
Boom.
SPEAKER_00 (14:23):
And just like a manager would break down the
deal, it'd be like, here'swhat's the issues are, here's
our stakeholder map, great jobhere, et cetera.
So, so what that organizationdid and what every organization
is starting to do is say, whatare the bottlenecks?
What's causing my leaders a lotof time?
What's doing this?
And we're gonna stop the promptmadness.
We're gonna stop our team fromtrying to guess what the right
(14:45):
prompt is, or how long does theprompt need to be, or how much
context, or we're gonna justsay, forget that.
We're gonna solve it for themand put all that prompt context
and knowledge documents on theback end.
And then you're done.
You're done, right?
And then you don't have to havepeople prompting, you don't have
to have 20, 30, 40 reps copyingand pasting a prompt.
My friend, just do some quickmath there, right?
If you do some quick math,you're like, okay, let's say
(15:08):
copying and pasting prompts,tweaking them, you're spending
10 minutes on 10 minutes.
Let's say let's say in fiveminutes, and you're doing that a
couple times a day.
So 10 to 15 minutes.
Let's just call it 10 so themath's easier for me, let's be
honest.
Uh, you've got 20 reps on yourteam, that's 200 minutes a uh
day, right?
You've got 20 reps spending 10minutes copying and pasting,
(15:29):
that's 200 minutes a day.
Um over a month, let's saythere's 21 days in a month.
Uh that's like 4,000.
Is that right?
Yeah, 4,000 and change minutes?
Alexa.
Oh, she's unplugged.
Hey, Siri.
What is what is 4,000 divided by60?
(15:58):
They both heard me.
So that's 67 hours.
Hours you saved your sales teamby having them not just prompt.
You know, my folks that arestill having people Google and
LinkedIn, I mean, just think howmuch time you're saving.
Your people that are um alreadythat are still in the wild wild
west, they're just having yourpeople make up your own prompts.
(16:18):
You're not even in the promptlibrary world.
Those people are spending fourto five X.
That's like, you know, a team of20, that's like having one to
two extra sellers a month if youare going from Wild Wild West,
you know, just prompting to thisemerging assistant world.
You know, but 60 hours a monthis real sales leaders, you know,
and that's again, like I said,if you're doing the Google, you
(16:40):
know, LinkedIn game, stillshoot, that number's probably,
yeah, at least the equivalent oftwo reps.
That's 10% extra headcount youget without having to actually
add any headcount.
So just think about that, right?
Emerging assistance is stagetwo, right?
This is where we're starting tobuild these GPTs.
We're building some veryspecific use cases.
Um, you know, so for me, accountresearch is a big one.
(17:01):
The messaging one I mentioned,deal strategy is another really
big one.
In Journey, you know, we've gotstrategic account plan, we've
got uh outreach co-pilot, we'vegot rep GPT, which is like a
general assistant.
And so we've got 15, like Ithink 10 or 12 of these out of
the box.
So if you want to jump to stagetwo, uh meet Journey to me is
the only tool that has all ofthese pre-built.
(17:23):
So if you want to skip ahead andautomatically with an uploaded
document, it programs itselfwith everything it needs to know
about your org.
It's a really, really strong uhtool.
The other thing that I willhighly recommend before we go
into stage three is if you aresomebody who's like Jake, I am
ready, make sure they we justlaunched the course, you're only
one behind, and they're allrecorded.
(17:44):
Sign up for our AI salescertification program.
This is an opportunity for you.
We've got a rep track, we've gota leader track to learn how to
build assistance, how to buildautomations, the different use
cases in the RevOrg.
So if you're ready, if you needa little bit more hands-on
support, other than just thispod, but obviously, hopefully
this gave you a lot of stuffhere too.
That's what you need to go andsign up for, everyone.
(18:05):
Um, links are in the descriptionthere.
Okay, stage three.
And then, like I said, we'regonna do a part two to this.
I don't want to overwhelm youall, is connected workflows.
So this is where we start tosay, okay, you know what?
That that example, Jake, can weactually automate that instead?
Uh so again, I'll give you areally good example.
So lot real life example herethat I think is is exciting.
(18:28):
Um, man, it is our our our SOWprocess is really manual.
And we've got a, you know, we wedo a call, the person grabs
their notes, they're copying andpasting in the notes, um, you
know, they're reformatting theminside of a statement of work.
And that's how most people aredoing it.
unknown (18:44):
Right?
SPEAKER_00 (18:45):
Let's be honest.
How many of you out there, raiseyour virtual hands, um, are
creating statements of work bymanually having a template that
you fill out, right?
Probably a lot of you.
Um and so step one is how, youknow, okay, maybe I build that
assistant I talked about thatcould potentially say, okay,
hey, from the transcript, uh,here's a couple of sections copy
and paste.
(19:05):
Well, a connected workflow takesit to the next level, right?
It's a connected workflow, andthis is a pretty awesome one,
uh, does this, and this is avery real, we have built this uh
application.
And what it does is it says,okay, zoom API, pull in the call
and call transcript.
Then look at the key elements ofthe statement of work, send a
(19:28):
Slack message to the rep askingfor three to five clarification
questions.
The rep answer those, and thenas soon as they do that within
five to ten minutes, it thenspits out a Google Doc with a
completely finished proposal.
This is you can do this today.
There's a million flavors of it.
That that to me is like what'sso exciting.
(19:49):
Like, I'll give you another onearound CRM updates.
Who do who likes CRM updates?
Right?
We've got a client.
Uh the reps love to take notesin the email.
Don't get me started, it's awhole thing, right?
I'd love a call transcriptinstead.
And then what we did is wecreated a a shared inbox.
The rep emails the inbox, allthe notes.
The note that the agent thengoes and verifies the accounts
(20:11):
that it thinks it's referencing,confirms that with the reps,
confirms the setup of the notes.
The rep sends an email back, andagain, you could do this in
Slack or Teams.
The rep sends a note back, says,ah, actually make this
annotation to the notes.
It automatically puts the notesin the right fields and logs the
activity.
So, my friends, when you thinkabout connected workflows,
that's how you know you'restarting to get into like the
(20:33):
early middle stages, right?
Is you know, a calendar invitehits your calendar, and then
what happens?
It looks at the domain, it goes,runs it through account
research, it then sends you aSlack note with that account,
and it says, here's your dossierfor your meeting tomorrow, Jake.
Hope you're ready.
So, you know, connectedworkflows is where all of you
(20:55):
should be.
If I'm just being blunt, I look,I think a lot of us are still in
wild, wild west, but I want youto think about the efficiencies
I just talked about.
Rep1 books a meeting, then goesto Google, then goes to
LinkedIn, researches the person,jots down some notes, copies and
pastes some things, and then hastheir meeting.
Then after the meeting, that rephas to guess, uh, okay, yeah,
(21:19):
let me go send it.
Or maybe, you know, they uselike a there's a lot of these
email summary tools.
They use the email summary, theysend it out, etc.
Well, then the next level rep,the rep who's using GPT, says,
uh, I can do a little bitbetter.
They have an assignment onecalled account research GPT, uh,
automatically copy and paste inthe domain, boom, does a
research for them, etc.
Rep three, meeting gets bookedthrough an automatic calendar
(21:43):
link, runs through the GPT,automatically slacks in the
dossier, sends them a reminderthe night before, uh, scans for
the news the morning of of anyrelevant topics to bring up from
the blog post in the last week,and then completes a dossier and
sends it to them.
And then automatically pulls inthe call transcript from what
the rep wrote, automates, youknow, writes the email, sends it
(22:04):
to the rep in Slack, says, Doyou want to send this?
Yes, and then automaticallysends the email and logs all the
activities to Salesforce.
That is what a connectedworkflow stage three
organization looks like.
Right.
And I think for a lot of people,you don't need to be the expert
at understanding AI.
You need to be an expert atunderstanding what the art of
possible.
And so for me, that's where Iget so excited about this,
(22:27):
right?
And I think for a lot of you,I'll get you know kind of
tactical as we we wrap up here,is if you want to kind of think
where you're at, here's a quickchecklist for you.
Is most AI usage ad hoc anduntracked copying and pasting
into Chat GBT, stage one?
Okay.
Are you piloting uh you knowdifferent use cases, but they
(22:49):
vary manager by manager?
Uh are trainings happening butnot the kind of cross-functional
strategies, you're probablystage one moving to stage two.
Okay.
Um, do you have one to twoassistants that your team uses
every day?
You cannot be in stage two ifyou do not have that.
Qualified assistants, agents,gyms, whatever they are in your
(23:11):
org, uh, digital teammates uh asa part of that.
If you want to move to stagethree, it's are you can are you
consistently automating theday-to-day tasks that are not
customer facing or value add?
If you do not have one or twoworkflows, you cannot be in
stage three.
Uh, the beautiful part, there isan amazing silver lining I want
(23:32):
to call out, my friends, is tomove from stage one to stage
three can happen in like four tosix weeks.
That the ability to build theseassistants is literally 10 to 20
hours.
To build an automation orworkflow, 30 to 40 hours.
This is not, you know, oldschool web development, right?
This is nimble, no code, lowcode, secure systems that can
(23:54):
move at like literally the speedof light.
And so that's my you know, mychallenge to you is audit where
you're at.
Take a look at the article,forward this over to your uh you
know, senior sales leadership,your CEO.
Here's where we're at.
This is what I want to do to getfrom point A to point B.
If you're a rep, go forward thisto your leader.
(24:15):
Go listen to this podcast fromJake, go look at this article.
This is what we have to do.
I am as a rep, right now, manyof you as frontline sellers and
frontline leaders, you arewasting this next year coming
up, you're going to wastehundreds of hours of your life.
And I want you to really thinkabout that.
If you don't start to move, youare gonna waste hundreds of
(24:37):
hours of your life doing theexact doing things the way you
did them to where in this newworld, not only is the quality
higher, but you could be doing alot less of the boring BS and
spend a lot more timeinteracting with customers.
And that is today's moral of thestory.
So this is episode number one ofpart two that will come out here
in a couple weeks, uh, of yourAI maturity gut check.
(25:00):
And and I think the cool part ishopefully you're gonna walk away
from this and say, Jake, I getit.
Like, here's where I'm at.
Maybe I'm a little like, ah,dang, like we're missing out.
But if you follow my path here,and trust me, we work with
hundreds of companies on this.
This is everybody's path.
This is just what has to happen.
So if you're out there, you needsome support or help, obviously
hit me up.
I'm happy.
DM me on LinkedIn, always happyto help there.
(25:23):
Make sure if this video washelpful, please make sure to
subscribe to the channel.
Uh, really appreciate the viewsthat have just been going up
every single week.
Uh, if you're listening on thepodcast, make sure to sign up
for downloads so they always getyou there.
Um, and in that next week'sepisode, I'm gonna go through
how you get into this kind ofnext level four and five stuff.
Make sure to read the fullarticle, uh, check out our AI
(25:45):
certifications, uh, and youknow, pick one workflow for this
week.
That's what I want you to do.
Pick one assistant or oneworkflow and shoot me a note.
You're like, hey, Jake, how do Ido this?
I'm happy.
I'll help you out.
That's what I'm here for, y'all.
So, again, in the future, AI isnot replacing you.
It is the sellers who know howto use AI and the organizations
that are able to move throughthis maturity faster that will
(26:06):
outpace the competition.
So that's what I got, everybody.
Thank you for another episode ofthe AI Powered Seller.
Thank you for tuning in, and Iappreciate you, and we will see
you all on the next one.
The reality today is 53% of sales reps admit they
don't know how to get value fromGen AI.
70% of marketers say theiremployers don't provide AI
training.
I'm surprised the number's nothigher.
Honestly, usually when I go intoan organization, I'll ask him,
I'll say, how many of you areusing Gen AI every day?
Hands shoot up.
I say, how many of you have hadany formal training other than
(00:23):
like AI best practices fromcompliance?
That's the most formal trainingthat most people have had is AI
compliance saying, don't uploadthis document.
I consistently have salesleaders tell me, I know my team
is using AI, I just have no ideawhat they're doing.
And the truth is, and you'veheard this a million times, is
AI won't replace you.
(00:43):
It's the sellers who know how touse AI that will replace the
sellers that don't.
Because even if they're a Cplus, B minus, but they're able
to be 3, 4, 5X productive,they're gonna outmaneuver
someone who's a B plus and is 1xproductive.
AI Powered Seller.
Welcome everybody to anotherepisode of the AI Powered
(01:04):
Seller.
This is Jake Dunlap, your host.
Uh, you just got me this week,uh, and I am very excited about
what we're going to jump into.
Our team for the last you knowreally year and a half has
really been leading the way interms of how organizations are
implementing generative AI fortheir company.
(01:25):
And I've done some previouspodcast episodes about how
individuals can uh you know uptheir own proficiency, but I
also want to talk a little bittoday about organization level.
And whether you're on the frontlines or you're a frontline
leader and you're trying to leadthe way, this episode, my
friends, is for you.
Uh what sparked this episode, Iheard this stat.
(01:46):
81% of sales team say thatthey're using AI, but only 26%
are seeing ROI.
Uh, I think what I see in a lotof these organizations is
there's a very clear reason why.
When I'm talking to a VP ofsales, what I consistently hear
is yeah, I know this is sometechnology that we need to look
(02:07):
at.
And we still haven't realizedthat, as my friend Larry Sweeney
said uh at Nerdio, shout out toLarry.
He said, This is like the wheel.
He goes, This is that big.
And I agree, this is afoundational shift that is going
to disrupt the way thateverybody works.
(02:29):
This isn't another technology,this isn't another like cool
tech or you know, some versionof some sales engagement
platform.
This is a foundational shift inhow we solve problems as humans.
And so in today's episode, myfriends, I'm going to get very
tactical with you for you andyour organizations.
Uh, and I'm gonna talk youthrough this article that we put
(02:49):
out, and I'm gonna focus todayon just zero through three.
Today is gonna be this is gonnabe a two-part episode.
I think most of you, thisepisode is gonna be the one you
want to listen to.
The next one is kind of the 2.0,3.0.
Today I'm gonna cover stageskind of zero through three in AI
maturity.
And I think for many of you,this is where you're at.
And the things we're gonna talkthrough today, maybe you'll go
(03:10):
back and listen to this episodetwo or three times as you're
kind of on your journey here.
But you know, today's episode tome is one of the more critical
episodes.
If you're somebody who is on thefront lines, if you're a leader
looking to make a difference andreally want to be able to drive
impact, I'm gonna try to lay outsteps, you know, one, two,
three, four here, zero, one,two, three that are gonna help
(03:32):
to get you from point A to pointB.
So without further ado, let'sjump into it.
So the reality today is 53% ofsales reps admit they don't know
how to get value from Gen AI.
70% of marketers say theiremployers don't provide AI
training.
(03:52):
I'm surprised the number's nothigher.
Honestly, usually when I go intoan organization, I'll I'll ask
him, I'll say, How many of youare using Gen AI every day?
Hands shoot up.
I say, How many of you have hadany formal training other than
like AI best practices fromcompliance?
That I feel like that's the mostformal training that most people
have had is AI compliancesaying, Don't upload this
(04:15):
document, don't do A by ABC as apart of it.
And so, you know, again, Iconsistently have sales leaders
tell me, I know my team is usingAI, I just have no idea what
they're doing.
And the truth is, and you'veheard this a million times, is
AI won't replace you.
It's the sellers who know how touse AI that will replace the
(04:37):
sellers that don't.
Because even if they're a Cplus, B minus, but they're able
to be 3, 4, 5X productive,they're gonna outmaneuver
someone who's a B plus and youknow is 1x productive.
So I'm gonna jump in and we'regonna talk about these three
various stages here.
Um, if you're new to thepodcast, make sure to sign up
(04:58):
for downloads in your favoriteuh podcast platform.
If you're watching this onYouTube, make sure to subscribe
uh to the channel.
Uh we drop episodes every singleweek.
And without further ado, I'mgoing to get into it.
So stage zero is what I like tocall AI Curious.
So let's brand this the AICurious stage, all right?
Is you know AI matters, but youare paralyzed by options, right?
(05:23):
You're waiting for your companyto roll out the perfect
strategy.
Meanwhile, months go by andyou're sitting there going,
guys, what is going on?
Like, why do I keep just usingthis on my own?
When is when are we gonna doanything?
And the competition isn't isn'twaiting.
I'll give you a very real storyhere.
I was talking to a pre-sales VP,somebody who runs uh like
(05:46):
solution engineering, thingslike that.
And we're talking through, it'slike, yeah, we're evaluating
this tool and this tool, andyeah, we've got to you know
start to deploy Gemini, and wewe know we need to do things.
I'm like, you need to stop.
This is what I have to do, Ifeel like, in almost every
single conversation is thereason people never get out of
stage zero is they just make ittoo much, right?
(06:09):
They try to say, We need this.
I'm like, guys, let's start withthe bottlenecks we're having
today.
What's the first one?
It's X.
That's what we're gonna do.
And so, you know, in thatconversation, I think he had an
epiphany where he goes, You'reright.
I think as a third party,sometimes it's easier for me to
say that to people, and foreasier for me to say, like, hey,
(06:31):
stop.
Like, I'm not in the day-to-day,I'm not in the weeds with you,
so I have that luxury.
But, you know, in thatconversation, I think he had the
epiphany, which is I know I'vegot a lot of bunch of people
randomly using this, and they'reall AI curious.
I'm AI curious, and I hear aboutthis tool and that tool and this
tool.
Uh, and you know, I'm like, wegotta keep thinking through it.
(06:52):
So the number one barrier frommoving from stage zero to stage
one is you have to stop beingcurious, and you've got to do
one or two things.
That's it.
And so, as you're thinking abouthow do I help my organization
move from step one to step two,that is how you have to do it.
Say, guy, I get it, I get it, Iknow, yeah, yeah.
(07:14):
And then you're gonna hear,well, we could do this, Jake, we
could do this, we could do this,we could do this.
And somebody in theorganization, it could be you as
a rep, guys.
I totally get that.
I'm just gonna do this onething, which is a big pain in
the butt that we're all tryingto solve for, and then let's
just then go do the next thing,right?
So that's my my big feedback foreveryone who's trying to move
from AI curious to you know,stage one, which is the wild,
(07:37):
wild west, uh, which we'll jumpinto.
And if you're an organizationthat where this resonates,
obviously, you know, our folksat scaled, we can help you with
that.
Um, I think that's one of thereasons I also created Meet
Journey, is you can immediatelyhave a group of assistants that
kind of puts you in stage two orstage three.
Um, and so you don't have tothink about the next thing
because we've already thoughtabout it for you, which is you
(07:59):
know, automating accountresearch and messaging and
social media posts, etc.
So, you know, we're trying to doa lot uh around that.
Like I said, today's episode,we'll drop a link to the article
that inspired it, but it'sdefinitely worth a read, whether
you're on the front lines or aleader, uh, to really understand
kind of where you're at in thiscontinuum.
So stage two, or edit that.
(08:21):
Okay, so stage number one.
So we were at stage zero, nowwe're in stage one.
I don't know if there'stechnically a stage zero.
I don't know if you can haveactually stage zero, but we're
calling it stage zero.
Stage one is what I like to callthe Wild Wild West.
And the Wild Wild West doesn'tsound like a step forward from
AI Curious, but it is.
And I'll give you a real examplehere.
(08:41):
Is a VP of sales showed me anSDR-generated email by AI.
It was completely off-brand.
It referenced a competitor'sproduct by mistake, and it
factually uh gave outinformation about a product spec
that wasn't real.
Uh, and it went out to an actualprospect.
And look, at the end of the day,the prop person on the other end
probably didn't know.
(09:02):
They were probably like, ah,this is fine.
But the Wild West is, you know,I've got my teams.
We've actually maybe invested ina tool for everybody, but
there's no standards, there's notracking.
The outputs are Wild West.
We don't know what people aredoing.
You know, people shared someslack.
One rep is crushing it, likedoing their own thing.
(09:23):
Four of the other reps are like,yeah, this AI thing's a fad,
etc.
So you've got all these other,you know, people that are using
it and you've realized like weneed to use it just in a chat
format.
It's usually just chat only,right?
And what I encourage everyleader to do is in your next
meeting, ask your team who'susing AI?
What are they using it for?
(09:44):
Um, and I think you're gonnahear a lot of like, yeah, we're
using it.
And then you're gonna hear Johnuses it this way, Rachel uses it
this way, Susan uses it thisway.
Um, and so I think for a lot ofpeople, you have to start to
kind of understand where yourorg's at.
And most companies, I would say,what would I guesstimate?
Set 60, 70% of companies areeither maybe 70 to 80 percent
(10:07):
are either in stage zero orstage one.
Um, but you need to start toprovide structure.
And how you move from Wild Westto you know the next phase,
which is like emergingassistance, is you you one, you
know, you've kind of moved fromstage zero to stage one because
you've said, okay, we're gonnadeploy this tool, we've got one
or two key use cases.
(10:28):
Great.
Now you're in stage one, thewild, wild west, and you may
have these use cases, but it'sinconsistent in how people are
are doing it, right?
And the move to stage two is isreally the understanding of
okay, we can't continue tooperate this way.
It's good that we've gottenpeople a tool, but we know it's
(10:50):
not where it needs to be.
I did a podcast, if you did nottune in to my episode with the
head of enterprise sales fromChatGPT OpenAI, Connor.
Go check out that episode.
And he called this out.
He said, Jay, I asked him, Isaid, What are some of the big
myths?
And Connor very specificallysaid, one of the big myths is
(11:12):
you have to have this bigstrategy.
That was one piece, right?
That's your stage zero folks.
His second myth is you can givepeople the tool and it will all
work out and they'll figure itout.
And so if you go back and listento that episode, I think you'll
hear him in particular callthrough, you know, exactly those
uh details.
(11:33):
And I think actually two andthree will be the other one that
he called out.
So we'll we'll jump into thathere in a second.
So stage two.
Okay, so now here's what we'vedone.
We've said, all right, I get it.
We got to do something here.
We need to provide some type ofstructured platform meet journey
for my sales team or Chat GBT orJim and I.
Now we're in stage one.
(11:54):
We're wild, wild west in it.
People are using it.
There's no real guardrailsaround it.
We don't have, you know, maybemaybe at this stage you've
started to build some promptlibraries, right?
If you want to know if you're instage one or getting ready to go
to stage two, stage one is likewe're starting to share some
best practices, not some otherbest practices.
It's still a little like, youknow, people are doing this,
(12:14):
people are doing that.
But maybe you've started, you'rekind of like, if you're creeping
towards stage two, you'veprobably already built like a
prompt library, kind ofrealizing like, oh man, this is
there's a lot of mistakes andmess happening we need to fix.
So stage two, my friends,emerging assistance.
Okay.
And let's talk about the conceptof assistance, um, agents, gyms
(12:37):
if you're a Gemini user, agentsif you're a co-pilot user.
Um, think of assistance arethings that we interact with
that don't require us to be theprompt driver or vehicle.
And what I mean by that is agood assistant, an agent, a gym,
it prompts you.
It knows that it has veryspecific use cases.
(12:58):
So it knows its job is outreachmessaging co-pilot.
That's one that we have.
And it knows that its job is toresearch sub-industry trends for
a very specific company orpersona, triangulate that with
what you do, and say, hey, hereare the three things that you
should talk to them about.
Right?
You all you all it will tellyou, give me a link to the
website.
And it knows to go and look forthe company and the sub-industry
(13:20):
that it's in.
It's not in you know, uh retail,it's not in health and beauty,
it's in cosmetics, like forexample, right?
And these assistants, we startto say, okay, you know, we move
from step zero to step onebecause we knew we had an issue.
Now what we're gonna do is takeit a step further.
What are the top three thingsthat our team is doing?
And we're going to now buildcustom GPTs around it.
(13:43):
So, real life example here.
Organization says, Jake, look, Iknow that we could be getting
more out of our calltranscripts.
You know, we're using Gong andwe're, you know, we're listening
for MedPIC and it's cool andit's helpful.
But you know, then we still haveto kind of listen to see like,
was it a good call?
What did they say?
And I just don't have timeanymore.
And so a company that's kind ofready for an assistant says,
(14:05):
okay, we're gonna build a customGPT or an assistant.
We have one in journey calledcall call review, and it already
knows its job is to do callreview.
So on the back end, I tell ithere's our criteria for what
goes into a good call, uh,discovery, demo, proposal, et
cetera.
And you just upload thetranscript.
unknown (14:22):
Boom.
SPEAKER_00 (14:23):
And just like a manager would break down the
deal, it'd be like, here'swhat's the issues are, here's
our stakeholder map, great jobhere, et cetera.
So, so what that organizationdid and what every organization
is starting to do is say, whatare the bottlenecks?
What's causing my leaders a lotof time?
What's doing this?
And we're gonna stop the promptmadness.
We're gonna stop our team fromtrying to guess what the right
(14:45):
prompt is, or how long does theprompt need to be, or how much
context, or we're gonna justsay, forget that.
We're gonna solve it for themand put all that prompt context
and knowledge documents on theback end.
And then you're done.
You're done, right?
And then you don't have to havepeople prompting, you don't have
to have 20, 30, 40 reps copyingand pasting a prompt.
My friend, just do some quickmath there, right?
If you do some quick math,you're like, okay, let's say
(15:08):
copying and pasting prompts,tweaking them, you're spending
10 minutes on 10 minutes.
Let's say let's say in fiveminutes, and you're doing that a
couple times a day.
So 10 to 15 minutes.
Let's just call it 10 so themath's easier for me, let's be
honest.
Uh, you've got 20 reps on yourteam, that's 200 minutes a uh
day, right?
You've got 20 reps spending 10minutes copying and pasting,
(15:29):
that's 200 minutes a day.
Um over a month, let's saythere's 21 days in a month.
Uh that's like 4,000.
Is that right?
Yeah, 4,000 and change minutes?
Alexa.
Oh, she's unplugged.
Hey, Siri.
What is what is 4,000 divided by60?
(15:58):
They both heard me.
So that's 67 hours.
Hours you saved your sales teamby having them not just prompt.
You know, my folks that arestill having people Google and
LinkedIn, I mean, just think howmuch time you're saving.
Your people that are um alreadythat are still in the wild wild
west, they're just having yourpeople make up your own prompts.
(16:18):
You're not even in the promptlibrary world.
Those people are spending fourto five X.
That's like, you know, a team of20, that's like having one to
two extra sellers a month if youare going from Wild Wild West,
you know, just prompting to thisemerging assistant world.
You know, but 60 hours a monthis real sales leaders, you know,
and that's again, like I said,if you're doing the Google, you
(16:40):
know, LinkedIn game, stillshoot, that number's probably,
yeah, at least the equivalent oftwo reps.
That's 10% extra headcount youget without having to actually
add any headcount.
So just think about that, right?
Emerging assistance is stagetwo, right?
This is where we're starting tobuild these GPTs.
We're building some veryspecific use cases.
Um, you know, so for me, accountresearch is a big one.
(17:01):
The messaging one I mentioned,deal strategy is another really
big one.
In Journey, you know, we've gotstrategic account plan, we've
got uh outreach co-pilot, we'vegot rep GPT, which is like a
general assistant.
And so we've got 15, like Ithink 10 or 12 of these out of
the box.
So if you want to jump to stagetwo, uh meet Journey to me is
the only tool that has all ofthese pre-built.
(17:23):
So if you want to skip ahead andautomatically with an uploaded
document, it programs itselfwith everything it needs to know
about your org.
It's a really, really strong uhtool.
The other thing that I willhighly recommend before we go
into stage three is if you aresomebody who's like Jake, I am
ready, make sure they we justlaunched the course, you're only
one behind, and they're allrecorded.
(17:44):
Sign up for our AI salescertification program.
This is an opportunity for you.
We've got a rep track, we've gota leader track to learn how to
build assistance, how to buildautomations, the different use
cases in the RevOrg.
So if you're ready, if you needa little bit more hands-on
support, other than just thispod, but obviously, hopefully
this gave you a lot of stuffhere too.
That's what you need to go andsign up for, everyone.
(18:05):
Um, links are in the descriptionthere.
Okay, stage three.
And then, like I said, we'regonna do a part two to this.
I don't want to overwhelm youall, is connected workflows.
So this is where we start tosay, okay, you know what?
That that example, Jake, can weactually automate that instead?
Uh so again, I'll give you areally good example.
So lot real life example herethat I think is is exciting.
(18:28):
Um, man, it is our our our SOWprocess is really manual.
And we've got a, you know, we wedo a call, the person grabs
their notes, they're copying andpasting in the notes, um, you
know, they're reformatting theminside of a statement of work.
And that's how most people aredoing it.
unknown (18:44):
Right?
SPEAKER_00 (18:45):
Let's be honest.
How many of you out there, raiseyour virtual hands, um, are
creating statements of work bymanually having a template that
you fill out, right?
Probably a lot of you.
Um and so step one is how, youknow, okay, maybe I build that
assistant I talked about thatcould potentially say, okay,
hey, from the transcript, uh,here's a couple of sections copy
and paste.
(19:05):
Well, a connected workflow takesit to the next level, right?
It's a connected workflow, andthis is a pretty awesome one,
uh, does this, and this is avery real, we have built this uh
application.
And what it does is it says,okay, zoom API, pull in the call
and call transcript.
Then look at the key elements ofthe statement of work, send a
(19:28):
Slack message to the rep askingfor three to five clarification
questions.
The rep answer those, and thenas soon as they do that within
five to ten minutes, it thenspits out a Google Doc with a
completely finished proposal.
This is you can do this today.
There's a million flavors of it.
That that to me is like what'sso exciting.
(19:49):
Like, I'll give you another onearound CRM updates.
Who do who likes CRM updates?
Right?
We've got a client.
Uh the reps love to take notesin the email.
Don't get me started, it's awhole thing, right?
I'd love a call transcriptinstead.
And then what we did is wecreated a a shared inbox.
The rep emails the inbox, allthe notes.
The note that the agent thengoes and verifies the accounts
(20:11):
that it thinks it's referencing,confirms that with the reps,
confirms the setup of the notes.
The rep sends an email back, andagain, you could do this in
Slack or Teams.
The rep sends a note back, says,ah, actually make this
annotation to the notes.
It automatically puts the notesin the right fields and logs the
activity.
So, my friends, when you thinkabout connected workflows,
that's how you know you'restarting to get into like the
(20:33):
early middle stages, right?
Is you know, a calendar invitehits your calendar, and then
what happens?
It looks at the domain, it goes,runs it through account
research, it then sends you aSlack note with that account,
and it says, here's your dossierfor your meeting tomorrow, Jake.
Hope you're ready.
So, you know, connectedworkflows is where all of you
(20:55):
should be.
If I'm just being blunt, I look,I think a lot of us are still in
wild, wild west, but I want youto think about the efficiencies
I just talked about.
Rep1 books a meeting, then goesto Google, then goes to
LinkedIn, researches the person,jots down some notes, copies and
pastes some things, and then hastheir meeting.
Then after the meeting, that rephas to guess, uh, okay, yeah,
(21:19):
let me go send it.
Or maybe, you know, they uselike a there's a lot of these
email summary tools.
They use the email summary, theysend it out, etc.
Well, then the next level rep,the rep who's using GPT, says,
uh, I can do a little bitbetter.
They have an assignment onecalled account research GPT, uh,
automatically copy and paste inthe domain, boom, does a
research for them, etc.
Rep three, meeting gets bookedthrough an automatic calendar
(21:43):
link, runs through the GPT,automatically slacks in the
dossier, sends them a reminderthe night before, uh, scans for
the news the morning of of anyrelevant topics to bring up from
the blog post in the last week,and then completes a dossier and
sends it to them.
And then automatically pulls inthe call transcript from what
the rep wrote, automates, youknow, writes the email, sends it
(22:04):
to the rep in Slack, says, Doyou want to send this?
Yes, and then automaticallysends the email and logs all the
activities to Salesforce.
That is what a connectedworkflow stage three
organization looks like.
Right.
And I think for a lot of people,you don't need to be the expert
at understanding AI.
You need to be an expert atunderstanding what the art of
possible.
And so for me, that's where Iget so excited about this,
(22:27):
right?
And I think for a lot of you,I'll get you know kind of
tactical as we we wrap up here,is if you want to kind of think
where you're at, here's a quickchecklist for you.
Is most AI usage ad hoc anduntracked copying and pasting
into Chat GBT, stage one?
Okay.
Are you piloting uh you knowdifferent use cases, but they
(22:49):
vary manager by manager?
Uh are trainings happening butnot the kind of cross-functional
strategies, you're probablystage one moving to stage two.
Okay.
Um, do you have one to twoassistants that your team uses
every day?
You cannot be in stage two ifyou do not have that.
Qualified assistants, agents,gyms, whatever they are in your
(23:11):
org, uh, digital teammates uh asa part of that.
If you want to move to stagethree, it's are you can are you
consistently automating theday-to-day tasks that are not
customer facing or value add?
If you do not have one or twoworkflows, you cannot be in
stage three.
Uh, the beautiful part, there isan amazing silver lining I want
(23:32):
to call out, my friends, is tomove from stage one to stage
three can happen in like four tosix weeks.
That the ability to build theseassistants is literally 10 to 20
hours.
To build an automation orworkflow, 30 to 40 hours.
This is not, you know, oldschool web development, right?
This is nimble, no code, lowcode, secure systems that can
(23:54):
move at like literally the speedof light.
And so that's my you know, mychallenge to you is audit where
you're at.
Take a look at the article,forward this over to your uh you
know, senior sales leadership,your CEO.
Here's where we're at.
This is what I want to do to getfrom point A to point B.
If you're a rep, go forward thisto your leader.
(24:15):
Go listen to this podcast fromJake, go look at this article.
This is what we have to do.
I am as a rep, right now, manyof you as frontline sellers and
frontline leaders, you arewasting this next year coming
up, you're going to wastehundreds of hours of your life.
And I want you to really thinkabout that.
If you don't start to move, youare gonna waste hundreds of
(24:37):
hours of your life doing theexact doing things the way you
did them to where in this newworld, not only is the quality
higher, but you could be doing alot less of the boring BS and
spend a lot more timeinteracting with customers.
And that is today's moral of thestory.
So this is episode number one ofpart two that will come out here
in a couple weeks, uh, of yourAI maturity gut check.
(25:00):
And and I think the cool part ishopefully you're gonna walk away
from this and say, Jake, I getit.
Like, here's where I'm at.
Maybe I'm a little like, ah,dang, like we're missing out.
But if you follow my path here,and trust me, we work with
hundreds of companies on this.
This is everybody's path.
This is just what has to happen.
So if you're out there, you needsome support or help, obviously
hit me up.
I'm happy.
DM me on LinkedIn, always happyto help there.
(25:23):
Make sure if this video washelpful, please make sure to
subscribe to the channel.
Uh, really appreciate the viewsthat have just been going up
every single week.
Uh, if you're listening on thepodcast, make sure to sign up
for downloads so they always getyou there.
Um, and in that next week'sepisode, I'm gonna go through
how you get into this kind ofnext level four and five stuff.
Make sure to read the fullarticle, uh, check out our AI
(25:45):
certifications, uh, and youknow, pick one workflow for this
week.
That's what I want you to do.
Pick one assistant or oneworkflow and shoot me a note.
You're like, hey, Jake, how do Ido this?
I'm happy.
I'll help you out.
That's what I'm here for, y'all.
So, again, in the future, AI isnot replacing you.
It is the sellers who know howto use AI and the organizations
that are able to move throughthis maturity faster that will
(26:06):
outpace the competition.
So that's what I got, everybody.
Thank you for another episode ofthe AI Powered Seller.
Thank you for tuning in, and Iappreciate you, and we will see
you all on the next one.
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