October 29, 2025 • 21 mins
Imagine logging in and your day is already in motion: target accounts analyzed, buyer signals surfaced, follow-ups drafted, and deal risks flagged—while you slept. That’s the reality we dive into as we map the jump from connected workflows to automated insights and, ultimately, an AI-first go-to-market hub where digital teammates handle the grind and you double down on the human edge.
We start by grounding the maturity model: most teams sit in the Wild West or early assistant stages, with scattered tools and no roadmap. Then we show how stage four flips the script. Instead of waiting for prompts, your AI scouts LinkedIn updates from key buyers, ingests annual reports, compares year-over-year changes, and suggests targeted actions with one-click approvals. For managers, we go beyond checkbox scorecards to true deal intelligence: auto-scored calls, focused coaching on executive presence or financial acumen, and Slack nudges that cut through the noise so you can coach where it counts.
From there, we pull back the curtain on stage five: AI as the operating system for revenue. Reps log into the AI hub before the CRM. Overnight, a network of digital teammates researches accounts, composes context-rich outreach, syncs notes, and builds a morning brief. Marketing adjusts campaigns based on live pipeline signals. Leaders stop asking the same 20 questions and start acting on precise recommendations with clear guardrails. We outline how to get unstuck—assign owners, ship small wins weekly, codify what “good” looks like, and train reps and managers to build lightweight agents—so adoption grows from the front lines and compounds.
If you’re ready to trade busywork for real conversations and build a moat your competitors can’t buy off the shelf, this guide lays out the path. Subscribe, share with your team, and leave a review telling us which task you’ll hand off to your first digital teammate.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:00):
The top reps, I really believe this might be
true.
A rep might be able to executemore high-value activities
before 9 a.m.
than their competition.
That the rep who is in when theorganizations get to AI first go
to market platform stage five,their reps are working because
they got digital teammatesworking for them.
Digital teammates are out therebusting their hump, doing all
(00:22):
this stuff for the rep.
And then the rep is turningtheir brain on and doing a
great, great job of being ableto go out and do the human value
ad.
They're having more calls,they're having more
conversations with customers.
AI powered seller.
What's going on, everyone?
Welcome to another episode ofthe AI Powered Seller.
(00:43):
I'm your host, Jake Dunlap.
Very excited to announce founderof Journey AI.
If you have not checked outJourney yet, it is a love
passion project, um, reallyfocused on all of you, on sales
and sales leaders.
Uh, it's really the first everset of go-to-market assistants.
Uh, and I'm so pumped it's live.
(01:04):
So go check it out.
It's meetjourney.ai.
Um, also CEO of scaleconsulting, author of Innovative
Seller, USA Today Bestseller,and you know, payroll manager
and about 55 other jobs uhwhenever you run a company.
So uh excited for today's parttwo episode.
I hope all of you are as welltoo.
(01:25):
Today we are going to talk aboutthe later stages of AI maturity.
And I did part one a few weeksago.
So make sure if you did notcheck out part one, go back and
check it out, where I reallystarted to get tactical where
most companies are today.
And I wanted to do this part twoto help organizations understand
what the next like, what is likereally good look like?
(01:48):
You know, and and I would saythis is top five percent type
stuff.
And I think most sales leaders,revenue leaders, they want to
get there, right?
But they're like, I have noclue.
So if you have not listened tothe episode a few weeks ago, I
highly recommend you go check itout.
Um, it was a very popularepisode in terms of people, you
know, commenting, getting a lotof value out of it.
(02:09):
So definitely go check it out ifyou have not.
And we're gonna jump into it.
Today is gonna be anaction-packed episode, lots of
tactical advice, but alsohopefully some things that will
get you thinking to say, youknow what?
It's time.
Like for me, what I love is whenI meet with a sales leader and
they finally get out of theirown way and say, We gotta do
(02:31):
something.
Like, we just can't sit here andkeep talking about Gen AI or,
you know, oh, we bought it foreverybody.
It's like, yeah, but and likejust because you bought it
doesn't mean it's gonna actuallywork correctly.
And so uh just a quick recap,okay?
So definitely go back and listento the full episode, but let me
just give you a quick foundationcheck on the last episode.
(02:54):
In the the first AI maturityepisode, I just talked about the
kind of fit stage one, two, andthree.
You know, the first is what Icall wild, wild west, which is
you got everybody doing theirown thing.
Maybe that maybe you have alicense for like a company-wide
thing, maybe you don't.
Um, a few people have it, ormaybe this leadership has it.
You have no idea who's usingwhat, but you know, look, hey, I
(03:18):
would rather my team use Gen AIand you know get value out of it
than not use it, which, hey,kudos to you.
There's like a stage zero, whichis command and control,
probably, which is like, hey,we've shut down access that we
didn't get into.
But um, stage two, I call thiskind of a merging assistant, you
know, kind of prompt libraryassistant land.
And this is usually whenever youyou've really defined two,
(03:40):
three, four core use cases forsome teams.
You've either built out maybeone assistant, um, or you have
some prompt libraries, thingslike that.
But you're starting to get morestructured.
Um, you know, you still don'thave maybe a roadmap for each
group, you know, where sales,here's the things we're gonna be
building this quarter, you know,CS, here's the things we're
building, marketing, et cetera.
You know, you're kind of sharingin pockets, uh, but you're
(04:02):
starting to get a little bitmore serious.
That's my kind of emergingassistant, kind of initial team
adoption level.
And then stage three is what Icall connected workflows.
And this is, you know, where Ileft off on the last episode.
And this means AI is starting toget integrated into your tools
and systems.
You know, it's not just astandalone tool.
Maybe it's pulling in data fromyour CRM or from Slack or from
(04:26):
Teams or from Zoom or fromsomething like that.
Um, but you're really startingthose first phases of data
integration.
Um, that there are guardrails inplace, and not guardrails in a
bad way, it's more so likeyou've already built out even
more assistance, you know, forthem.
Um, you know, I was just on witha uh VP of engineering right
before I'm recording this.
(04:46):
And you know, we were talkingabout this idea, and he's like,
look, I'm getting ready to do atraining with our organization
around you know, prompting, etc.
And then, you know, we're as wego through, and I'm like, or you
could just build them, you know,assistance or custom GPTs.
He's like, I know.
He's like, I know we're trainingon some of this stuff that we
could be doing more of.
So um, I think most people Iwould say are one, two, that's
(05:07):
fine.
You know, stage three is is tome the foundation.
Stage three is you know, we'vegot a program at scale, we call
it our AI jumpstart program.
And in that program, we buildout a handful of assistants for
one group, we build out oneautomation, and then we build
out Kanban boards for differentgroups.
And by the way, please rip thatoff.
You know, you don't have towork.
(05:28):
I don't really, so manycompanies, I'm like, just do
this.
Like, I promise you will comeback to me, whether you pay me a
dollar or not.
So if you are ready to moveforward, let's say maybe your
company is like, they're notready yet.
I highly suggest we have thefirst ever sales and revenue
(05:49):
leadership AI certifications onthe market today.
These are not BS Zoom webinars.
Use they are six weeks.
It is not too late to sign up.
You can watch the first few andwe can assign you to a pod as a
part of it.
Um, the rep certification isgoing to show you how to create
your own assistance, how tobuild automations.
The manager certification willdo that and teach you how to use
(06:11):
it in your day-to-dayinteracting with your reps.
So if you are serious about notgetting left behind, this is how
you get ahead before 2026 whileeveryone else is still waiting
around for the company to givethem permission.
And so, you know, that conceptof department by department,
Kanban board for each one isreally the right way to do this.
Um, but really, every single oneof you listening, your goal
(06:35):
should be to get to stage three.
Hmm, Q1.
Yeah, Q1.
I'd say if you're not there yet,if you don't have assistance
that each team's using for theirown specific workflows, you
haven't built out someautomations, whether that's to
automatically log data inSalesforce, whether that's to
log, uh you know, check on somenotes in Slack or something like
(06:55):
that.
Um, that is to me the newfoundation.
Also a great show on Apple TV ifyou're into uh like sci-fi type
stuff.
So shout out to the foundationfor everybody too.
So without further ado, let mejump into stage four.
And stage four is a land I don'tknow how many people will get
(07:17):
there by mid to end of nextyear, probably not as many as I
expect.
Um, but it's a land that weshould all be striving for.
You know, the cool part is likeif you're a sales rep and you're
listening to this, getting intostage three is something you
could do on your own.
Um, there's enough tools outthere.
You know, most of you actuallyhave the ability to build
assistance for agents and youdon't even know about it.
You know, I can't tell you howmany of our clients they use
(07:38):
Copilot, and it's like, you seewhere it says agents right here?
Like, we're gonna do that.
We've got actually one of ourclients, uh, Portland
Trailblazers.
Shout out to the Trailblazers.
We're doing a workshop with themon Friday around this.
Um, but you can do the samething in Gym and I with gyms,
you know, Chat GPT, you canbuild custom GPT.
So, you know, user rep cancertainly uh do a lot of that.
Um, if you're interested, I'llalso put a link.
(07:59):
We did a whole article on this.
We got some great visuals inthere.
It's called the five stages ofAI maturity.
Um, I'll also link to anotherarticle, which are the five
stages of like individualcompetency.
So if you're kind of thinking,hey, what is this, you know,
what does this mean for me?
What should I do?
Go check out the full articles,forward them to your team.
I think you'll get a ton ofvalue from them just in terms of
(08:19):
you know, a more tacticalroadmap.
That's really why we puttogether all of this content is
I think it's really hard toknow, gosh, what does good look
like?
Because we're still so early inthis process and so many people
are still trying to figure outhow to get started.
And so our goal here is to tryto you know find different ways
to get you to, you know, let'sget you to the foundation,
(08:41):
right?
Okay, so stage four is what wecall automated insights.
This is really the step in yourjourney where AI stops being
something you use and AI startsdoing things for you
proactively.
By the way, Jen AI gave me thatstatement.
(09:02):
I was like, that is really good.
It's like I was like, how do youdescribe this?
It's like this is how youdescribe it.
It's like that's exactly right.
So what shifts is look, it'sable to look at patterns.
It's able to say, I think I knowwhat we're trying to do here.
Um you know, think of thingslike external signals.
This is this is to me is one ofthe easiest ones.
(09:22):
What it does is it understandswho your top 50 accounts are,
and every single day it is goingout.
Oh, oh, oh hey, Jake, here'ssomething that they talked
about.
It's then looking at the peoplethat you're reaching out to.
Oh, Johnny Smith um posted onLinkedIn.
Here, do you want me to go aheadand uh write up a quick little
(09:43):
comment back for his post?
Yes, I would like you to do thatfor me.
Great, here you go.
And you know, think of this asyou know, it's going ahead and
automating, ripping in an annualreport.
It's you know, comparing thatannual report to last year's
annual report and saying, hey,here's some things you might
want to talk to their head ofmarketing about.
Uh it then says, you know, okay,Jake, based on that, do you want
(10:06):
me to go ahead and send thisemail?
So again, it's a more intuitivesystem.
And by the way, all of this isdoable right now.
I am not talking about thefoundation, you know, science
fiction.
I'm talking about the foundationreality land.
And reality land is you can dothis in real time.
(10:29):
Now, when you're ready.
And, you know, just imagine thisnew seller, their morning starts
with look, forget these crazythird-party intent signals.
The marketing department of somerandom company visited a page on
this article.
Give me a break.
Come on.
You know what I care about?
Like their CTO or whoever postedthis exact topic, which is
(10:50):
something I solve for.
That's a little more valuable,in my opinion, right?
And every morning you come inand you go, Jake, go take these
five actions.
You know, or or you know, andit's assisted, but they'd say,
Hey, do you want me to go aheadand do these two and then you
take this one?
Yeah, I got you.
Okay, great, let's do that.
So think of it like that.
Like these are automatedinsights.
It's telling you what theinsights are.
(11:11):
It's in the not only automatingthe insights, it's an automating
part of the action as well, too.
For my managers out there,automatic deal risk flagging,
right?
This is this is maybe a three tofour, uh, you know, call it like
potential of where this onefalls.
But this is where every single,and this is we're doing this for
companies now, where we'reripping the call the
(11:32):
conversational intelligence, youknow, pulling out the API,
working with the salesorganization, and it's not just
medpic.
There's a million tools that cansay Jake didn't ask for the
champion or whatever.
That's not what we're talkingabout.
We're talking about real dealreview.
We're talking about real, likediving in and saying, this is
what I know a good, great calllooks like, not did Jake check a
(11:52):
bunch of boxes.
And then I'm auto-scoring that,I'm automatically slacking that
to the rep.
And then from that, even as amanager, you know, maybe I'm
only listening for two or threethings on that call.
Maybe I'm working with JakeDunlap on Jake's executive
presence.
Jake needs to do a better job ofcommunicating to his CFO, which
could be true.
And instead of it looking at allthe different parts of my
(12:15):
scorecard call scorecard, whatI'm actually looking at is I'm
looking at the ability to justlook at Jake's executive
presence in that call.
And so instead of it goingthrough and it's analyzing all
the call, maybe it's justworking with me on the top two
or three areas that I need toget into.
Um, but that is automatedinsights, right?
Automated insights is it stopsbecoming something that you
(12:37):
prompt it to do, or even as anagent or assistant, it prompts
you, it starts just doing allthese things behind the scenes.
All right, so that is stagefour.
Okay, that's my automatedinsights stage.
Stage five.
Uh make sure if you are gettingvalue out of this video though,
first, always, make sure tolike, subscribe to the channel.
I do my best, commented whatwould be helpful.
(12:58):
You know, I love it.
You know, each video we getmultiple comments.
People say, Jay, can you godeeper on this?
Love this clarifying question.
So make sure to like, subscribe,comment.
Um, if you're watching this onYouTube, if you're listening in
your car, or maybe on your run,make sure to, you know, you get
back when you get to a safeplace.
Make sure you sign up uh to getdownloads uh when the new
episodes come out, for sure.
(13:18):
Uh, stage five.
AI first go to market platform.
AI is not a tool anymore, AI isthe operating system.
One of the sales leaders who Ireally admire, shout out to a
friend of mine, Larry Sweeney.
Larry said, I I really think weprobably will be using these AI
systems more than CRM.
So, like, absolutely we will be.
(13:38):
That's exactly right.
You know, and instead you'regonna have your AI go-to-market
hub.
The AE logs in beforeSalesforce.
Overnight, you've got five, six,seven, eight, nine, ten,
forty-one digital teammatesgoing out and doing a bunch of
stuff for you.
It's automatically logging allthe activities you did from the
(14:01):
day to day.
It automatically goes out andmakes your morning brief for
you.
I don't, they can't make yourcoffee yet, but maybe it will
get there.
You could probably order it, itcould definitely order it.
It could like door dash thecoffee for you.
Um, marketing immediately getsan email, sees which campaigns
to pause based on the pipelinedata, which ones to flag, which
ones to optimize, right?
And for me, you know, the topreps, I really believe this
(14:26):
might be true.
That a rep might be able toexecute more high-value
activities before 9 a.m.
than their competition.
That the rep who is in when theorganizations get to AI first go
to market platform, stage five,their reps are working because
they got digital teammatesworking for them.
(14:47):
The digital teammates are outthere busting their hump, doing
all this stuff for the rep.
And then the rep is turningtheir brain on and doing a
great, great job of being ableto go out and do the human value
add.
They're having more calls,they're having more
conversations with customers,right?
And all this nonsense, thelogging of data, the
(15:11):
calendaring, the follow-upemails, the stuff that's really
not that value add.
And that's what you have torealize is we're talking about
orchestrating motions andredefining the job to where if
it is not interacting and addingvalue to people, we do not have
people doing it.
It automatically sends, it'ssee, it sees that John Smith
(15:34):
asked for a reference for aclient on ABC.
It sends an email, it looks atyour current client database, it
looks at, you know, maybe peoplehave a health score over 80, and
then it slacks you.
Hey, you got this email fromJohn.
I think you should introduce himto these two.
What do you think?
My friends, all this is doabletoday.
(15:54):
Everything we are talking aboutnow, you can be doing in your
organization right now.
And so we're going past, youknow, this stage four, which is
hey, it's doing a few things forus here.
Uh, it's going, you know, it'sgoing past it's surfacing a few
insights to where it's takingactions on our behalf.
And that's okay because you canput guardrails around it.
(16:15):
This is not 2023, everybody.
This isn't this hallucinationera.
Well, Jake, what if ithallucinates, guys?
We're not talking aboutautomating, you know, a customer
interaction at a key point in adeal.
And in fact, I can tell it neverto do that.
You know, and again, it's notalways perfect, but it's pretty
dang perfect.
Right?
And and like we always say, isAI will never be worse than it
(16:35):
is right now.
So if you are somebody who isstruggling to comprehend why you
would do this, I'm actuallytrying to empower salespeople to
only focus on the customerconversations, which I think
almost anybody would want to do.
I want my sales leaders outthere, instead of focusing on
asking and answering the samestupid 20 questions every week,
(17:00):
stop the madness.
Automate yourself, create thedigital John or Susan or Rachel
or whatever, and then you can goand add value, hop on a call, do
a really great one-to-onecoaching session, etc.
Right.
And to me, you know, I want youto think about what this can do
for your organization, thestrategic moat that this can
(17:21):
help your organization form overthe course of the next six to
twelve months, right?
They're not gonna be able to buyany of these new tools to
outperform you.
They won't.
If you focus instead of onbuying the latest and greatest
technology, you just focus onimplementing generative AI and
(17:43):
getting to stage three first,then stage four, then stage
five, your competition will notbe able to keep up.
In six to twelve months,everything I'm talking about, I
promise is going to be tablestakes.
Every single thing I'm bringingup about the ability to automate
this or do this or check in withyou or pull this data in, all of
(18:04):
that is going to be table stakesover the next two years.
And so even if your companyisn't there yet, you as an
individual need to start tobuild your competitive mode.
I truly believe that you as aseller or you as a frontline
leader or as a VP, a CEO,whoever's listening to this, you
can truly future-proof yourcareer and your you know, uh
(18:27):
performance in your organizationby even just doing part of what
we're we're talking about here.
And I think, look, if you starttoday, your company is gonna be
ready when the next big shiftcomes.
Because a lot of this is aboutchange management.
A lot of this is about changemanagement in terms of the way
that organizations uh thinkabout their people, uh their
(18:50):
people's day-to-day.
It's really a shift in howpeople work.
And so your people can eitherstart shifting the way they work
now, or they can do it in six toeighteen months.
And then you and thecompetition's already been
shifting.
And so the brutal truth, I haveto tell you, just from the data
we've looked at, is 90% ofcompanies are stuck in stages
(19:12):
one to two.
Only 10% again from the clientswe work with, we would even
remotely consider in stagethree, and maybe only one we
would consider in stage four.
And so the organizations thatthink this is something cool or
a new tech, or yeah, yeah, yeah,I know we need to get started.
Now is the time to get started.
(19:32):
And again, I cannot stress thisenough.
You know, the whole reason I'mdoing this show, the AI Powered
Seller, is to make sure we bringwhat's up next and what's doable
now that you should know aboutso you have something to strive
for.
So that's what I got for today'sepisode.
That is stages four and five ofour AI maturity.
You can check out the full linksin the show notes for sure.
(19:56):
And again, if you enjoyed thevideo, you got value, please
like, uh, subscribe to thechannel, make sure to share,
share it in your Slack.
You know, it's a hopefully thisis a pretty quick hitter little
episode.
Someone can listen to my voice.
I know me at 1.5 speed is a lot.
So, you know, maybe put it at1.15, and uh you'll you should
still be able to follow along.
(20:17):
So again, if you didn't listento the first episode, go back
and check it out.
Make sure you go back, uh, youlisten to that.
I think my homework on thatepisode was for you to kind of
gut check where you're at, puttogether a plan to get to the
next phase for sure.
Um, make sure, check out thefull articles.
If you're ready to get to stagethree immediately, just sign up
(20:37):
your whole team for Meet JourneyAI.
Meet Journey AI automaticallygets you to stage three.
It has all these pre-built-outengines, it allows you to sync
um all of your accounts so youhave new workspaces for all of
your accounts.
Um, all the assistants then knowthat they're working for you on
that account.
So if you're trying to getahead, you don't want to go
through it all, just sign up forMeet Journey AI.
(20:59):
Um, the team will take care ofyou for sure.
So that's what I got, everyone.
Hope you have a great rest ofyour day.
Keep making sure you are stayingon top of this.
There is no bigger shift orchange in sales today.
Uh, people still buy frompeople, people will continue to
buy from people, but the AIpowered seller will be the one
that they want to talk to.
(21:21):
Have a great rest of your day,everybody.
I'll see you on the nextepisode.
The top reps, I really believe this might be
true.
A rep might be able to executemore high-value activities
before 9 a.m.
than their competition.
That the rep who is in when theorganizations get to AI first go
to market platform stage five,their reps are working because
they got digital teammatesworking for them.
Digital teammates are out therebusting their hump, doing all
(00:22):
this stuff for the rep.
And then the rep is turningtheir brain on and doing a
great, great job of being ableto go out and do the human value
ad.
They're having more calls,they're having more
conversations with customers.
AI powered seller.
What's going on, everyone?
Welcome to another episode ofthe AI Powered Seller.
(00:43):
I'm your host, Jake Dunlap.
Very excited to announce founderof Journey AI.
If you have not checked outJourney yet, it is a love
passion project, um, reallyfocused on all of you, on sales
and sales leaders.
Uh, it's really the first everset of go-to-market assistants.
Uh, and I'm so pumped it's live.
(01:04):
So go check it out.
It's meetjourney.ai.
Um, also CEO of scaleconsulting, author of Innovative
Seller, USA Today Bestseller,and you know, payroll manager
and about 55 other jobs uhwhenever you run a company.
So uh excited for today's parttwo episode.
I hope all of you are as welltoo.
(01:25):
Today we are going to talk aboutthe later stages of AI maturity.
And I did part one a few weeksago.
So make sure if you did notcheck out part one, go back and
check it out, where I reallystarted to get tactical where
most companies are today.
And I wanted to do this part twoto help organizations understand
what the next like, what is likereally good look like?
(01:48):
You know, and and I would saythis is top five percent type
stuff.
And I think most sales leaders,revenue leaders, they want to
get there, right?
But they're like, I have noclue.
So if you have not listened tothe episode a few weeks ago, I
highly recommend you go check itout.
Um, it was a very popularepisode in terms of people, you
know, commenting, getting a lotof value out of it.
(02:09):
So definitely go check it out ifyou have not.
And we're gonna jump into it.
Today is gonna be anaction-packed episode, lots of
tactical advice, but alsohopefully some things that will
get you thinking to say, youknow what?
It's time.
Like for me, what I love is whenI meet with a sales leader and
they finally get out of theirown way and say, We gotta do
(02:31):
something.
Like, we just can't sit here andkeep talking about Gen AI or,
you know, oh, we bought it foreverybody.
It's like, yeah, but and likejust because you bought it
doesn't mean it's gonna actuallywork correctly.
And so uh just a quick recap,okay?
So definitely go back and listento the full episode, but let me
just give you a quick foundationcheck on the last episode.
(02:54):
In the the first AI maturityepisode, I just talked about the
kind of fit stage one, two, andthree.
You know, the first is what Icall wild, wild west, which is
you got everybody doing theirown thing.
Maybe that maybe you have alicense for like a company-wide
thing, maybe you don't.
Um, a few people have it, ormaybe this leadership has it.
You have no idea who's usingwhat, but you know, look, hey, I
(03:18):
would rather my team use Gen AIand you know get value out of it
than not use it, which, hey,kudos to you.
There's like a stage zero, whichis command and control,
probably, which is like, hey,we've shut down access that we
didn't get into.
But um, stage two, I call thiskind of a merging assistant, you
know, kind of prompt libraryassistant land.
And this is usually whenever youyou've really defined two,
(03:40):
three, four core use cases forsome teams.
You've either built out maybeone assistant, um, or you have
some prompt libraries, thingslike that.
But you're starting to get morestructured.
Um, you know, you still don'thave maybe a roadmap for each
group, you know, where sales,here's the things we're gonna be
building this quarter, you know,CS, here's the things we're
building, marketing, et cetera.
You know, you're kind of sharingin pockets, uh, but you're
(04:02):
starting to get a little bitmore serious.
That's my kind of emergingassistant, kind of initial team
adoption level.
And then stage three is what Icall connected workflows.
And this is, you know, where Ileft off on the last episode.
And this means AI is starting toget integrated into your tools
and systems.
You know, it's not just astandalone tool.
Maybe it's pulling in data fromyour CRM or from Slack or from
(04:26):
Teams or from Zoom or fromsomething like that.
Um, but you're really startingthose first phases of data
integration.
Um, that there are guardrails inplace, and not guardrails in a
bad way, it's more so likeyou've already built out even
more assistance, you know, forthem.
Um, you know, I was just on witha uh VP of engineering right
before I'm recording this.
(04:46):
And you know, we were talkingabout this idea, and he's like,
look, I'm getting ready to do atraining with our organization
around you know, prompting, etc.
And then, you know, we're as wego through, and I'm like, or you
could just build them, you know,assistance or custom GPTs.
He's like, I know.
He's like, I know we're trainingon some of this stuff that we
could be doing more of.
So um, I think most people Iwould say are one, two, that's
(05:07):
fine.
You know, stage three is is tome the foundation.
Stage three is you know, we'vegot a program at scale, we call
it our AI jumpstart program.
And in that program, we buildout a handful of assistants for
one group, we build out oneautomation, and then we build
out Kanban boards for differentgroups.
And by the way, please rip thatoff.
You know, you don't have towork.
(05:28):
I don't really, so manycompanies, I'm like, just do
this.
Like, I promise you will comeback to me, whether you pay me a
dollar or not.
So if you are ready to moveforward, let's say maybe your
company is like, they're notready yet.
I highly suggest we have thefirst ever sales and revenue
(05:49):
leadership AI certifications onthe market today.
These are not BS Zoom webinars.
Use they are six weeks.
It is not too late to sign up.
You can watch the first few andwe can assign you to a pod as a
part of it.
Um, the rep certification isgoing to show you how to create
your own assistance, how tobuild automations.
The manager certification willdo that and teach you how to use
(06:11):
it in your day-to-dayinteracting with your reps.
So if you are serious about notgetting left behind, this is how
you get ahead before 2026 whileeveryone else is still waiting
around for the company to givethem permission.
And so, you know, that conceptof department by department,
Kanban board for each one isreally the right way to do this.
Um, but really, every single oneof you listening, your goal
(06:35):
should be to get to stage three.
Hmm, Q1.
Yeah, Q1.
I'd say if you're not there yet,if you don't have assistance
that each team's using for theirown specific workflows, you
haven't built out someautomations, whether that's to
automatically log data inSalesforce, whether that's to
log, uh you know, check on somenotes in Slack or something like
(06:55):
that.
Um, that is to me the newfoundation.
Also a great show on Apple TV ifyou're into uh like sci-fi type
stuff.
So shout out to the foundationfor everybody too.
So without further ado, let mejump into stage four.
And stage four is a land I don'tknow how many people will get
(07:17):
there by mid to end of nextyear, probably not as many as I
expect.
Um, but it's a land that weshould all be striving for.
You know, the cool part is likeif you're a sales rep and you're
listening to this, getting intostage three is something you
could do on your own.
Um, there's enough tools outthere.
You know, most of you actuallyhave the ability to build
assistance for agents and youdon't even know about it.
You know, I can't tell you howmany of our clients they use
(07:38):
Copilot, and it's like, you seewhere it says agents right here?
Like, we're gonna do that.
We've got actually one of ourclients, uh, Portland
Trailblazers.
Shout out to the Trailblazers.
We're doing a workshop with themon Friday around this.
Um, but you can do the samething in Gym and I with gyms,
you know, Chat GPT, you canbuild custom GPT.
So, you know, user rep cancertainly uh do a lot of that.
Um, if you're interested, I'llalso put a link.
(07:59):
We did a whole article on this.
We got some great visuals inthere.
It's called the five stages ofAI maturity.
Um, I'll also link to anotherarticle, which are the five
stages of like individualcompetency.
So if you're kind of thinking,hey, what is this, you know,
what does this mean for me?
What should I do?
Go check out the full articles,forward them to your team.
I think you'll get a ton ofvalue from them just in terms of
(08:19):
you know, a more tacticalroadmap.
That's really why we puttogether all of this content is
I think it's really hard toknow, gosh, what does good look
like?
Because we're still so early inthis process and so many people
are still trying to figure outhow to get started.
And so our goal here is to tryto you know find different ways
to get you to, you know, let'sget you to the foundation,
(08:41):
right?
Okay, so stage four is what wecall automated insights.
This is really the step in yourjourney where AI stops being
something you use and AI startsdoing things for you
proactively.
By the way, Jen AI gave me thatstatement.
(09:02):
I was like, that is really good.
It's like I was like, how do youdescribe this?
It's like this is how youdescribe it.
It's like that's exactly right.
So what shifts is look, it'sable to look at patterns.
It's able to say, I think I knowwhat we're trying to do here.
Um you know, think of thingslike external signals.
This is this is to me is one ofthe easiest ones.
(09:22):
What it does is it understandswho your top 50 accounts are,
and every single day it is goingout.
Oh, oh, oh hey, Jake, here'ssomething that they talked
about.
It's then looking at the peoplethat you're reaching out to.
Oh, Johnny Smith um posted onLinkedIn.
Here, do you want me to go aheadand uh write up a quick little
(09:43):
comment back for his post?
Yes, I would like you to do thatfor me.
Great, here you go.
And you know, think of this asyou know, it's going ahead and
automating, ripping in an annualreport.
It's you know, comparing thatannual report to last year's
annual report and saying, hey,here's some things you might
want to talk to their head ofmarketing about.
Uh it then says, you know, okay,Jake, based on that, do you want
(10:06):
me to go ahead and send thisemail?
So again, it's a more intuitivesystem.
And by the way, all of this isdoable right now.
I am not talking about thefoundation, you know, science
fiction.
I'm talking about the foundationreality land.
And reality land is you can dothis in real time.
(10:29):
Now, when you're ready.
And, you know, just imagine thisnew seller, their morning starts
with look, forget these crazythird-party intent signals.
The marketing department of somerandom company visited a page on
this article.
Give me a break.
Come on.
You know what I care about?
Like their CTO or whoever postedthis exact topic, which is
(10:50):
something I solve for.
That's a little more valuable,in my opinion, right?
And every morning you come inand you go, Jake, go take these
five actions.
You know, or or you know, andit's assisted, but they'd say,
Hey, do you want me to go aheadand do these two and then you
take this one?
Yeah, I got you.
Okay, great, let's do that.
So think of it like that.
Like these are automatedinsights.
It's telling you what theinsights are.
(11:11):
It's in the not only automatingthe insights, it's an automating
part of the action as well, too.
For my managers out there,automatic deal risk flagging,
right?
This is this is maybe a three tofour, uh, you know, call it like
potential of where this onefalls.
But this is where every single,and this is we're doing this for
companies now, where we'reripping the call the
(11:32):
conversational intelligence, youknow, pulling out the API,
working with the salesorganization, and it's not just
medpic.
There's a million tools that cansay Jake didn't ask for the
champion or whatever.
That's not what we're talkingabout.
We're talking about real dealreview.
We're talking about real, likediving in and saying, this is
what I know a good, great calllooks like, not did Jake check a
(11:52):
bunch of boxes.
And then I'm auto-scoring that,I'm automatically slacking that
to the rep.
And then from that, even as amanager, you know, maybe I'm
only listening for two or threethings on that call.
Maybe I'm working with JakeDunlap on Jake's executive
presence.
Jake needs to do a better job ofcommunicating to his CFO, which
could be true.
And instead of it looking at allthe different parts of my
(12:15):
scorecard call scorecard, whatI'm actually looking at is I'm
looking at the ability to justlook at Jake's executive
presence in that call.
And so instead of it goingthrough and it's analyzing all
the call, maybe it's justworking with me on the top two
or three areas that I need toget into.
Um, but that is automatedinsights, right?
Automated insights is it stopsbecoming something that you
(12:37):
prompt it to do, or even as anagent or assistant, it prompts
you, it starts just doing allthese things behind the scenes.
All right, so that is stagefour.
Okay, that's my automatedinsights stage.
Stage five.
Uh make sure if you are gettingvalue out of this video though,
first, always, make sure tolike, subscribe to the channel.
I do my best, commented whatwould be helpful.
(12:58):
You know, I love it.
You know, each video we getmultiple comments.
People say, Jay, can you godeeper on this?
Love this clarifying question.
So make sure to like, subscribe,comment.
Um, if you're watching this onYouTube, if you're listening in
your car, or maybe on your run,make sure to, you know, you get
back when you get to a safeplace.
Make sure you sign up uh to getdownloads uh when the new
episodes come out, for sure.
(13:18):
Uh, stage five.
AI first go to market platform.
AI is not a tool anymore, AI isthe operating system.
One of the sales leaders who Ireally admire, shout out to a
friend of mine, Larry Sweeney.
Larry said, I I really think weprobably will be using these AI
systems more than CRM.
So, like, absolutely we will be.
(13:38):
That's exactly right.
You know, and instead you'regonna have your AI go-to-market
hub.
The AE logs in beforeSalesforce.
Overnight, you've got five, six,seven, eight, nine, ten,
forty-one digital teammatesgoing out and doing a bunch of
stuff for you.
It's automatically logging allthe activities you did from the
(14:01):
day to day.
It automatically goes out andmakes your morning brief for
you.
I don't, they can't make yourcoffee yet, but maybe it will
get there.
You could probably order it, itcould definitely order it.
It could like door dash thecoffee for you.
Um, marketing immediately getsan email, sees which campaigns
to pause based on the pipelinedata, which ones to flag, which
ones to optimize, right?
And for me, you know, the topreps, I really believe this
(14:26):
might be true.
That a rep might be able toexecute more high-value
activities before 9 a.m.
than their competition.
That the rep who is in when theorganizations get to AI first go
to market platform, stage five,their reps are working because
they got digital teammatesworking for them.
(14:47):
The digital teammates are outthere busting their hump, doing
all this stuff for the rep.
And then the rep is turningtheir brain on and doing a
great, great job of being ableto go out and do the human value
add.
They're having more calls,they're having more
conversations with customers,right?
And all this nonsense, thelogging of data, the
(15:11):
calendaring, the follow-upemails, the stuff that's really
not that value add.
And that's what you have torealize is we're talking about
orchestrating motions andredefining the job to where if
it is not interacting and addingvalue to people, we do not have
people doing it.
It automatically sends, it'ssee, it sees that John Smith
(15:34):
asked for a reference for aclient on ABC.
It sends an email, it looks atyour current client database, it
looks at, you know, maybe peoplehave a health score over 80, and
then it slacks you.
Hey, you got this email fromJohn.
I think you should introduce himto these two.
What do you think?
My friends, all this is doabletoday.
(15:54):
Everything we are talking aboutnow, you can be doing in your
organization right now.
And so we're going past, youknow, this stage four, which is
hey, it's doing a few things forus here.
Uh, it's going, you know, it'sgoing past it's surfacing a few
insights to where it's takingactions on our behalf.
And that's okay because you canput guardrails around it.
(16:15):
This is not 2023, everybody.
This isn't this hallucinationera.
Well, Jake, what if ithallucinates, guys?
We're not talking aboutautomating, you know, a customer
interaction at a key point in adeal.
And in fact, I can tell it neverto do that.
You know, and again, it's notalways perfect, but it's pretty
dang perfect.
Right?
And and like we always say, isAI will never be worse than it
(16:35):
is right now.
So if you are somebody who isstruggling to comprehend why you
would do this, I'm actuallytrying to empower salespeople to
only focus on the customerconversations, which I think
almost anybody would want to do.
I want my sales leaders outthere, instead of focusing on
asking and answering the samestupid 20 questions every week,
(17:00):
stop the madness.
Automate yourself, create thedigital John or Susan or Rachel
or whatever, and then you can goand add value, hop on a call, do
a really great one-to-onecoaching session, etc.
Right.
And to me, you know, I want youto think about what this can do
for your organization, thestrategic moat that this can
(17:21):
help your organization form overthe course of the next six to
twelve months, right?
They're not gonna be able to buyany of these new tools to
outperform you.
They won't.
If you focus instead of onbuying the latest and greatest
technology, you just focus onimplementing generative AI and
(17:43):
getting to stage three first,then stage four, then stage
five, your competition will notbe able to keep up.
In six to twelve months,everything I'm talking about, I
promise is going to be tablestakes.
Every single thing I'm bringingup about the ability to automate
this or do this or check in withyou or pull this data in, all of
(18:04):
that is going to be table stakesover the next two years.
And so even if your companyisn't there yet, you as an
individual need to start tobuild your competitive mode.
I truly believe that you as aseller or you as a frontline
leader or as a VP, a CEO,whoever's listening to this, you
can truly future-proof yourcareer and your you know, uh
(18:27):
performance in your organizationby even just doing part of what
we're we're talking about here.
And I think, look, if you starttoday, your company is gonna be
ready when the next big shiftcomes.
Because a lot of this is aboutchange management.
A lot of this is about changemanagement in terms of the way
that organizations uh thinkabout their people, uh their
(18:50):
people's day-to-day.
It's really a shift in howpeople work.
And so your people can eitherstart shifting the way they work
now, or they can do it in six toeighteen months.
And then you and thecompetition's already been
shifting.
And so the brutal truth, I haveto tell you, just from the data
we've looked at, is 90% ofcompanies are stuck in stages
(19:12):
one to two.
Only 10% again from the clientswe work with, we would even
remotely consider in stagethree, and maybe only one we
would consider in stage four.
And so the organizations thatthink this is something cool or
a new tech, or yeah, yeah, yeah,I know we need to get started.
Now is the time to get started.
(19:32):
And again, I cannot stress thisenough.
You know, the whole reason I'mdoing this show, the AI Powered
Seller, is to make sure we bringwhat's up next and what's doable
now that you should know aboutso you have something to strive
for.
So that's what I got for today'sepisode.
That is stages four and five ofour AI maturity.
You can check out the full linksin the show notes for sure.
(19:56):
And again, if you enjoyed thevideo, you got value, please
like, uh, subscribe to thechannel, make sure to share,
share it in your Slack.
You know, it's a hopefully thisis a pretty quick hitter little
episode.
Someone can listen to my voice.
I know me at 1.5 speed is a lot.
So, you know, maybe put it at1.15, and uh you'll you should
still be able to follow along.
(20:17):
So again, if you didn't listento the first episode, go back
and check it out.
Make sure you go back, uh, youlisten to that.
I think my homework on thatepisode was for you to kind of
gut check where you're at, puttogether a plan to get to the
next phase for sure.
Um, make sure, check out thefull articles.
If you're ready to get to stagethree immediately, just sign up
(20:37):
your whole team for Meet JourneyAI.
Meet Journey AI automaticallygets you to stage three.
It has all these pre-built-outengines, it allows you to sync
um all of your accounts so youhave new workspaces for all of
your accounts.
Um, all the assistants then knowthat they're working for you on
that account.
So if you're trying to getahead, you don't want to go
through it all, just sign up forMeet Journey AI.
(20:59):
Um, the team will take care ofyou for sure.
So that's what I got, everyone.
Hope you have a great rest ofyour day.
Keep making sure you are stayingon top of this.
There is no bigger shift orchange in sales today.
Uh, people still buy frompeople, people will continue to
buy from people, but the AIpowered seller will be the one
that they want to talk to.
(21:21):
Have a great rest of your day,everybody.
I'll see you on the nextepisode.
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