April 30, 2025 • 24 mins
Bulletproof your sales deals in just 5 minutes with this custom AI tool that reveals what your prospects REALLY want. In this episode, I'll show you how AI can uncover hidden motivations that traditional discovery completely misses.
Most sellers lose deals because they never truly understand what their buyers care about, even when prospects tell them directly! This revolutionary post-call analysis framework will transform your close rates and is my most tactical, game-changing episode yet.
Discover how to decode subtle buyer signals, identify true priorities, and catch objection precursors before they derail your deals. I'll reveal the exact custom GPT prompt that my team and I use on our own deals, and we're giving it to you for FREE. This is the intelligence gap that separates reps hitting 120% quota from those struggling at 85%.
Key Takeaways
🔴 Sales Trends. Buyers are hiding their true motivations. Learn why traditional discovery is failing and how AI can uncover what prospects aren't telling you directly.
🔴 Tech Trends. Post-call AI analysis is revolutionizing deal intelligence. Get the exact custom GPT prompt we use to bulletproof our own deals.
🔴 Bonus: In Practice. See a real-world example of how this AI tool analyzed my actual sales call and revealed priorities I missed.
🔴 Tactical Action Plan. Implement this 5-minute post-call routine to transform your close rates immediately.
📍 Chapters
00:00 Introduction
01:38 Why Traditional Discovery is Failing
05:41 The AI-Powered Deal Analysis Framework
09:34 Real-World Example & Results
11:00 How to Implement This Today
#AIPoweredSeller #SalesIntelligence #AIforSales #customGPT #modernsales #discoveryprocess #salespsychology #dealintelligence #salesautomation #innovativeseller #createthefuture #2025salesstrategy #salesleadership #salessuccess #b2bsales #aiforsales #b2bsalestips
Jake Dunlap, CEO and Founder of Skaled Consulting is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes. As a thought leader with more than 22,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.
► Connect with Jake Dunlap
LinkedIn: /jakedunlap
Instagram: /jake_dunlap_
Twitter: https://x.com/jaketdunlap
Website: https://www.jakedunlap.com/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
My friends, this episode of AI Powered Seller, I
think, will go down as the mosttactical and impactful episode
I've ever done.
The output that you are goingto see from the custom GPT that
we have built and are going togive to you for free 100%, is
going to change the way youthink about selling.
(00:20):
It is going to change the waythat you analyze calls, it's
going to change the way youinteract with your leader, and
you are going to become a betterseller almost immediately, and
so I am excited to jump in andshow you exactly what you need
to do to master this new era ofdiscovery, with behavior driven
AI insights using custom GPTs.
(00:42):
So let's jump into it,everybody.
I watched a rep last week losea deal that they literally said
was 95% set to close, and theworst part is the buyer
literally told them why theywouldn't buy.
The rep just didn't hear it.
Today, my friends, I'm gonnashow you how AI can uncover what
(01:02):
your prospects really careabout, versus what they say they
care about in discovery calls.
Imagine this is like going thatpsychological layer deep.
You know, I see all these toolslike Gong, et cetera.
They're missing the contextthey're good at like oh, he said
this.
This could mean this, but it'snot good at like going three
levels deeper around.
But when human beings do this,then they're actually more ready
(01:24):
to buy, or this is actually anissue, right?
And this is the hiddenintelligence that's making the
difference between, you know,reps hitting 120% of quota and
reps hitting 85%.
All right, we're going to talkabout how to make your
forecasting 100% bulletproof intoday's episode of AI Powered
Seller.
Bulletproof in today's episodeof AI Powered Seller.
What's up everybody?
(01:45):
This is Jake Dunlap, ceo ofScaled, co-founder of RevOptics.
I'm also the CEO of Journey.
We'll talk more about Journeylater, so welcome to today's
episode.
This is going to be one whereyou have to stick around to the
end.
Also, if you are not watchingthis on YouTube, no, no worries.
Um, continue to to listen along.
(02:07):
And then I want you to go toYouTube once you are safely
parked, or whatever you're doing, and I want you to watch the
output from the custom GPT thatI'm going to show you.
Right, how do we?
How do we get to that nextlayer of context?
Okay, you know why.
Why.
Why do the questions we ask notreally uncover like real issues
(02:28):
or numerical priorities?
You know how do we decode bodylanguage and subtle things
people are saying, and thisexact AI framework that I'm
going to give you, literally,guys, we're going to give you
this custom GPT.
This thing is insane, and we'reactually building out the
ability to put this straightinto people's Salesforce too,
which is just going to bebonkers, right, but this five
(02:49):
minute post-call analysisprocess that I'm going to talk
about in today's episode isreally going to transform the
quality of your deals, and I'malso convinced what this another
thing that this helped toconvince me of is look, is there
going to be a world in thefuture where, you know, sales
managers are brought in, youknow, to help here and there,
but I can maybe manage 20 or 30people because it can also, you
(03:12):
know, really dive, dive intosome of these things as a part
of it.
So for me, look, traditionaldiscovery is failing because
buyers have gotten better athiding their true motivations.
They're more skeptical thanever.
They're like don't just get tothe information.
My answers are short, and it'snot you Sometimes.
I mean sometimes it's you.
The questions suck, right, buta lot of times it really just
(03:32):
comes down to you know, theymight not know or they're just
tired.
Maybe you're the third demo,the third person that they've
talked to, and so it's becauseof that, you know, they're
feeling a little sick of it.
They don't want to walk throughit for the 15th time.
So the fundamental problem thatI see with the traditional
discovery process is yourprospect has already told you
(03:54):
exactly what they care about,but maybe just not in the actual
call.
Maybe it's in the subtle thingsthat they're doing in email,
interacting with you on LinkedInand other little digital
breadcrumbs.
If you guys watch theInnovative Seller Show that's
live on YouTube every other week.
I talked about digitalbreadcrumbs in one of the recent
(04:15):
episodes and how importantthose are to the deal cycle, and
so if you're trying tounderstand what the buyer really
cares about, look when you'rein the moment you're in that 30
to 45 minute call.
It is very difficult to belooking at everything, and
especially in the Zoom era whereI'm like I'm looking at the
camera, then I'm looking at youin the camera and looking at
myself.
Like you know the ability toread body language slash.
(04:37):
You know intonations.
I think intonations are alsomuch more difficult in this kind
of Zoom.
Buyer, you know world.
So what we've got to get betterat at sellers is we've got to
do this analysis post-game.
If we're in the moment we'rerunning the discovery process,
we have got to get better at ourpost-game analysis, and that's
exactly what you're going tolearn on this episode is how to
(05:00):
run a post-game analysis thatwill literally bulletproof your
deals.
This thing is silly, okay, soI'm excited to jump into that,
and a lot of this goes into thebetter the questions that you
can get from them.
The answers you can get fromthe questions that you ask is
great, right.
And when you ask questions likewhat keeps you up at night, you
(05:21):
kind of get rehearsed answers,right.
They're like, oh well, it'sthis or that.
And you don.
You kind of get rehearsedanswers, right.
They're like, oh well, it'sthis or that, and you don't,
kind of, you know, go two layersdeep, and sometimes you don't
even know that you didn't go twolayers deep.
Right, a good discovery process.
You know, I talk about this allthe time.
Whenever I lose deals, it'salmost always because I didn't
ask the second layer question,and I go back and say, dang, I
didn't do that.
(05:42):
So, again, I want you to thinkabout those things that you may
not remember exactly what youdid in the call.
You may not remember the exactway they phrased something you
may not, in the moment, haverecognized.
Oh, I didn't ask this, so thatled to this.
And I need to ask thisfollow-up question.
And you're not getting thatfrom some gong summary or, even
(06:03):
worse, from yes, know, we've,yes, we've, implemented, you
know, insert tool and yeah, it'sfeeding Salesforce, but it's
not telling me the nuances ofthe deal.
It's giving me these like data,risk factors, but it's not
getting like to the nitty grittyon the behavior of the person,
the language patterns of theperson in emails and calls, et
cetera.
All those things are not beinglooked at by Clary, right,
(06:26):
they're like positive, negative.
This seems good, you forgotthis, but you and I both know,
like you know, to go a fewlayers deep is much, much better
.
So, without further ado, I hopeyou guys are ready.
This is out of all the episodesI've done with just me, with
Katie, I think this one has thepotential to shape more behavior
(06:51):
change than any episode we'veever done.
Okay, so what are you going toneed to be successful with this
custom GPT?
We're gonna give it to you inthe form of a prompt and
actually I think we will give itto you in the form of a custom
GPT.
So stay tuned.
And what do you need to besuccessful, you're going to need
a call recording software.
Hopefully most of you have that.
There's Otter, there's a bunchof the other ones that are free.
(07:12):
There's a Sales Kin somebodytold me about as well, too.
Elephants, another one.
I just heard about Firefly.
Any of those I don't reallycare.
The next thing is you're goingto download this custom
instructions that we're going toinclude in the episode.
It's in the show notes.
If you're watching on YouTube,check it out.
It's in the show notes as well,too.
And then you have to promise meyou are going to one, leave a
(07:34):
review if you're listening tothis on podcast.
If you're on YouTube, you haveto promise me, after you run
this, you're going to leave acomment and tell me what you
thought the result on theresults.
So, if you've got, you've gotyour call recording tool, maybe
you got gone.
Whatever you got, okay, um,you've got now the custom GPT.
The next thing that you're goingto need to do and I've already
done this and set it up, so youknow we'll, we'll jump through
(07:56):
it is you're going to need to beable to.
Um, you're going to want tocopy and paste or PDF the emails
of the back and forth betweenyou and the person.
It just takes like two seconds.
I just copied and pasted mineinto Google Doc, for example.
It took me like literally twominutes, or you can print page,
depending on what email clientyou use.
You're going to get the calltranscripts from your last
couple of calls.
If you've only had one call,that's great too.
(08:16):
I like just actually doing itright after the discovery call
and then you can see what youmight have missed.
And then you're also then goingto want to tell it, like any
other interactions that you'vehad.
So you're going to give it youremails and then you're going to
give it your call transcriptand then any other things, like
I connected with a guy onLinkedIn, stuff like that.
Okay, so let's get into it.
We're going to create a customGPT for you guys, so then you
(08:37):
won't even have to.
You won't even have to get into.
You know, you don't even haveto get into what it can do and
what the details are from theprompt.
We'll just share the promptwith you.
You can see that the outputfrom this is a long one, but
let's get into what the promptactually looks like here.
Everyone Okay.
So what we're going to tell ithere is we're saying okay, I
want you to input the followingsources to analyze Email
(09:00):
exchanges, call meetings, anywebsite data, social media, any
previous things like I shouldknow, like for this one, for
example, this is a warmintroduction from one of our
sister companies.
So I told that I said, hey, wegot the lead this way.
Why is that important?
Well, lead sources matter,right?
If I get a warm referral fromsomebody who's done business
with one of our sister companies, guess what?
(09:20):
Those deals close at a betterrate and I don't need to tell it
that.
It just knows it as a part ofit.
The next thing I'm going tostart to do is I'm going to
start to program it right, andI'm basically telling it to be a
psychologist.
All right, what number one is?
I want you to do a truepriorities assessment.
You know what?
You tell me what you heard, notwhat I think I heard.
Identify the explicitpriorities, uncover implicit
(09:41):
priorities, note anyinconsistencies, love that
Between stated and behavioralpriorities.
This is so good.
I want you to think about that.
We hear the words, but how arethey?
You know what's the behaviorlike, what's the enthusiasm
level like, highlight topics.
They repeated Flag emotionaltriggers that are detected in
(10:02):
their language.
Okay, then I want you to do abuying motivation analysis.
Make this a little bit biggerfor everybody.
There we go.
Buying motivation analysis.
All right, I want to know.
Okay, pain avoidance Is thatwhat they're buying?
Is they're solving a problem toavoid pain?
Are they looking to gainsomething?
Do they want a competitiveadvantage?
Risk mitigation, cost what arewe hearing in this call?
(10:23):
That would be their motivation.
Decision.
Time frame indicators.
Language that suggests urgency.
Identify behavioral signals.
Note references to fiscalperiods, budget cycles, et
cetera.
Detect signals for immediacyand future.
These are all the subtle stuff.
Look, as sellers, you guys knowthis.
These subtle little things thatsometimes we don't pick up on
(10:45):
everything.
And then the other, the otherissues.
Then our boss is just asking usfor, like a bunch of dumb data
that look they need.
That's not applicable.
This is the stuff you need,sellers.
You know all my AI poweredsellers out there.
These are the things you needto be successful.
Okay, content engagementpatterns Again, this one's
really applicable if you've gotwebsite data right or something.
(11:06):
Objection precursors this one isawesome, right.
Identify early signals ofpotential objections.
Again, it's like, well, whatdid I miss?
Or like, what could be someobjections here and you're going
to see your boy here.
He missed himself.
That's a part of it.
Flags consistently avoiddiscussing dude, this is so good
, right, dude, shout out to theteam for developing this.
(11:27):
This is this is good.
Um, I, you know, you know me.
Guys, I've got a group ofpeople behind me that help with
a lot of this.
Uh, so, communicationpreference analysis determine
their preferred communicationstyle, their most responsive
times and channels, anythingthat they bring up, analyze
their question patterns, etc.
Then I want you to kind of, youknow, give me that information
back in a very kind of tightformat priorities, motivations,
(11:52):
engagements, communications andtactical next steps.
Okay, include specific examplesfrom the data to support.
Be honest about confidencelevels in your analysis.
Okay, so that's what we have.
That's kind of phase one here,okay, is?
I want you all to think aboutthat.
Imagine having a world.
And now here's a really coolpart with this custom GPT and
(12:13):
some of you might be playingwith it right now.
We will already have thisprogrammed on the backend for
you If you don't have a paidchat GPT.
Just do me a favor.
Just, in the comments, drop,give me the prompt and we'll
give you the full prompt as welltoo.
So if you don't have theability to use the custom GPT,
(12:33):
it'll save you a lot of time.
Just drop in the comments, giveme the prompt and I'll make
sure the team shares the promptwith you as well too, which I
think will be great.
Okay, so there we go.
So now we Okay.
It then asked me a follow-upquestion.
It said okay, thanks forsharing.
Do you have any other detailsyou want me to know?
Social media website.
(12:55):
I didn't have that in this case.
I was like no, but here is howthey found us.
Okay, so I did give it likethat little piece of additional
information because I thought itwas somewhat relevant.
Anytime you get a warm referral, I think that's something that
they need to know.
So, who is ready to see theoutput?
Who is ready to see thebeautifulness of what this thing
(13:15):
came up with?
Alright, the wait is over.
So, for all of you listeningalong, I'm going to talk you
through it very detailed, soyou're gonna be able to see what
this looks like.
For those of you watching, justenjoy, just enjoy as a part of
this.
So let's jump into this detail.
(13:35):
So, again, I obviously removedall the details from a client,
so it does an executive summaryfirst.
Okay, here's what they'relooking for.
They want HubSpot, reportingdashboard, sales playbook, the
immediate objectives.
So, again, I would call thismore of like the brass tacks I
think a lot of the AI tools Isee can do this like okay, right
, they're seeking an expert tosupport the implemented
(13:55):
structure.
Their strategic initiativealigns with abccom's internal
timeline.
And again, because I also gaveit a copy, one thing I gave it
the copy of, I gave it a copy ofthe statement of work I put
together.
So I gave it the call recordingtranscripts, emails and the
statement of work that I puttogether.
Okay, priority matrix.
So that's the first thing itdoes.
(14:16):
Okay, so what did it hear asthe top priority?
Okay, implement robustreporting dashboards.
High priority, immediate, right, the urgency is driven by
current deficiencies inreporting and forecasting.
Leadership lacks quick insightinto the pipeline.
Both Alex and Chris are pushingfor this as an immediate need
to improve visibility forleadership and investor updates.
(14:36):
The cool part is look, guys, itcited its sources.
Right, it pulled that straightfrom the transcript as a part of
it.
There we go.
We talked about timeline.
Okay, the next thingstandardized pipeline management
and forecasting.
They also noted that as a highpriority and immediate.
Currently, the team is new toHubSpot and transitioning from a
less structured system leadingto inconsistencies.
(14:58):
Standardizing the sales processwith clear stage definitions,
required fields, is going to becritical.
Love that.
Develop comprehensive playbookmedium priority, near term.
This is huge.
If you'd have listened to thiscall, you would have heard that
they talked about the playbookmedium priority, near term.
This is huge.
Okay, if you'd have listened tothis call, um, you would have
heard that they talked about theplaybook and they were
enthusiastic and I will see ifit, if it called out their
enthusiasm around it.
(15:18):
But long story short, it calledout like hey, they kept talking
about the other stuff.
They did talk about this.
Alex said that this is thesecond thing on his list after
is building the sales engine.
Explore AI integration.
This is a strategic priority, aphase one analysis.
It's like great.
(15:39):
I talked.
The consultant, aka Jake, talkedabout this as a part of this.
I talked about the report, butagain it didn't say we all get
happy errors.
How many of you sellers outthere.
You like to talk about acertain number of features or
certain features, like, oh, Ilike this one, but you know you
can say here, it's like itdidn't flag it as like look,
(16:00):
alex and Mike, you know,rearrange their priorities and
said that was priority one.
So that to me, is a goodreminder.
It's like OK, jake, like chillon the AI stuff.
Obviously you're listening tothe podcast, so you're not
chilling on it.
So, okay, motivation profileAlex is driven by a need for
strategic visibility andscalable growth.
He's a CEO concerned.
The lack of robust reportingand process could impede
(16:21):
investor confidence and acompany's revenue predictability
.
He's conscious of efficiencyand other things and again, for
those of you who are justlistening along, just understand
like I'm paraphrasing theseparagraphs are very, very robust
, right.
If every single rep read thisafter every call, I mean I think
your close rate is going to goup 10, 20%, easy, right.
(16:43):
What Chris said?
Chris, it says is moreoperational excellence and
performance accountability.
As the head of sales he'sresponsible for day to day-day.
He's used HubSpot.
He wants to use HubSpot tounderstand what potential is
possible.
But since the team is new, hewants to get the system
structured properly as soon aspossible.
They also talked about this OKRalignment and I mentioned that
(17:04):
HubSpot can connect to some ofthose tools.
But it's long.
It talks about what I'minterested in, what I talked
about.
This is where it starts to getreally interesting.
Engagement pattern analysisthis is the type of thing that,
again, usually you just kind ofsit there.
You guess You're like, oh,based on what I heard, I think
that they're interested or whatthey said, but I don't remember.
This engagement is structuredas a short-term project with a
(17:37):
defined scope, followed by anoption for ongoing support.
So it kind of highlights what Ihad talked about.
It highlights who should beinvolved Chris will be the
day-to-day, chris willcoordinate schedules, et cetera.
The workflow talks about scale,teams, audits and how we get
involved with ABC systems, callsout the number of reps and
things that they have.
Again, it says, hey, as you'regoing through the audit, this is
how you should go through theaudit, like dashboard and
reporting, overhauls, sales,playbook development, et cetera.
And again, at the end of thisscope there should be a final
(18:00):
review.
So this is kind of the you knowhey, did you get it right?
Because it has the calls and ithas a statement of work so it's
able to do that.
Okay.
Communication recommendationsestablish a clear communication
cadence and channels from dayone.
Given the initial schedulingmix up where Chris wasn't on an
email thread listen to this.
That's what happened with thiscall the CEO.
We got introduced to the CEO.
He gave my EA the details buthe forgot to put his head of
(18:29):
sales on the email thread and wedidn't catch it.
So we actually had to cancelthe first meeting because he's
like I really need Chris on this.
So it's like it literallycalled this out because we
talked about it in the call.
So it was able to listen to thecall and the start of the call
and say, hey, jake, you know,guys, you need to get clear on
communication from day onebecause you've already had this
one mix up even wasn't reallyyou know our mix up.
But again, leverage theexisting note-taking practice
(18:50):
for best practices.
They used Otterai.
Continue this practice.
Tailor communication style tothe stakeholder.
Alex is most interested inhigh-level outcomes and
strategic alignment.
When communicating with Alex,frame updates in terms of
business impact.
I'm going to give some examples.
Encourage open feedback.
Both companies foster anenvironment where feedback is
(19:11):
shared and again, I could havegiven it a link to the company
too, and it could have cited insome sources from their mission
and values.
Again, define decision-makingauthority, keep communication
lines open.
Tactical next steps, review andapprove SOW, schedule, project
kickoff Again, you put a date inthe thing and then provide
access to systems and data.
(19:32):
That's always a part of ourkickoff.
And then it starts to go intomore of the details.
This thing's about eight, aboutsix, seven pages or so.
Set up regular process views,complete deliverables and briefs
as well too.
Okay, another thing I ran aflavor of this before One of the
last versions I ran.
What it also put together is italso called out and, by the way
(19:53):
, you can always do this, keepin mind, chatgpt isn't perfect,
right?
It doesn't always pull in theexact instructions the exact
same way every time.
I did another version of thisand one of the things that it
called out, and obviously I hadto scrub the company name
because I didn't want to use areal company name in here as a
part of this.
But one thing it called out letme see if I can find this for
(20:17):
you real quick, guys.
It called out some additionalquestions tactical next steps.
It also called out additionalquestions that I probably should
have asked.
So this version, it said thetactical next steps it said was
you know which specific metricsor reports do you think your
board has to have?
And I think in the meeting Isaid, look, we already know what
(20:37):
that is.
You know there are parts ofyour sales process that you feel
are working that we shouldpreserve right.
So, anyway, it called out somereally good questions.
Another thing it called out itcalled me out for which I
thought was really good.
Is it said in the objectionscalled me out for which I
thought was really good.
Is it said in the objections,the potential objections it
called out.
It said cold or skip topicsbudget costs.
(20:59):
Not once did the company bringup budget on the call.
This science can be discussedoffline or they're deferring it
In the meeting itself.
They focus on the needs andsolution, not cost.
This indicates that during thediscovery phase, content and fit
mattered more than pricing.
But you know it's like youprobably should have asked and
talked budget and I'm like youknow what You're probably right,
(21:22):
I should have.
And so you know I want you toimagine using a tool like this
on every call.
I want you to imagine a toolthat will look behind the
discovery questions you ask andit will pull out all the little
subtle nuances and triangulatethem for you and say Jake, these
are the exact questions thatyou need to follow up on.
Here is what you missed.
You didn't ask to talk aboutpricing.
(21:43):
These are the things that youneed to do.
So then, in between now and thenext call, guess what?
We're cleaning up all this.
I'm asking these questionsasynchronously and talking about
budget asynchronously, and sothe beautiful part is, with this
again, with this custom GPT,we're calling it the motivation
analyzer GPT.
(22:03):
I think that's the nameMotivational Analyzer GPT work
in progress.
You will never miss a nuance ofa deal again.
And look, and you know how weroll at Scaled.
We are always trying to providetactical insights that this
isn't stuff for your RevOps team, this is for you, and I think
that too many times I'm seeingpeople deploy generative AI for
the RevOps team and they aren'tdeploying generative AI that
(22:25):
actually salespeople want to use.
My friends again, with this GPT, literally all you're going to
have to do is give it thetranscript, the emails.
You know, maybe if there's anyLinkedIn correspondence.
Like I said, I had a statementof work, so I gave it the
statement of work.
And again, you know, this to meis the type of deployment of
generative AI that every companyneeds to be doing, and so again
(22:46):
, obviously, if you'reinterested or need support you
know who's doing this, sodefinitely reach out.
I'm having probably five to tenconversations a week with
companies trying to figure outuse cases like this, so
hopefully this one is helpfulfor all you, my, my AI powered
sellers out there, and andthat's that's.
That's today's episode.
You know, today's episode.
(23:07):
I hope, like I said in the verybeginning, I really feel like
this could be the most tactical,impactful episode.
The ability to get behind thescenes, under the covers of all
the little nuances of that arehappening, with having a little
third-party gut check that seeseverything and connect the dots
(23:28):
like a psychologist, is really agame changer.
Right, your prospects arealready telling you everything
you need to know to win thebusiness.
Ai is now just helping youfinally understand what they've
been saying all along, myfriends, and that's it.
So thanks for watching orlistening along everybody.
Make sure to subscribe ifyou're listening on podcast,
leave a review.
(23:48):
Love to get more reviews as apart of that.
Make sure, if you haven't, gocheck out the Innovative Seller
book bestseller USA Todaybestseller book as well.
Also, we're going to put a linkin here to make sure, if you
are listening or if you arewatching, make sure you sign up
for the AI Powered SellerNewsletter.
Guys, it's a free resource.
Brian and our team is puttingout bonkers stuff like hey, the
(24:11):
O3 model just came out.
What does that mean?
Go check out the newsletter.
So the newsletter is kind ofthe twin to the podcast.
So make sure you go check thatout.
So thank you again, everybodyfor tuning in.
This was a fun episode.
I hope you guys got a ton outof it and excited.
We've got some great newcontent in the works.
Excited for that to drop.
So that's what we've goteveryone.
That's the latest episode, aiPowered Seller.
(24:33):
Have a great rest of your weekand we will see you on the next
one.
My friends, this episode of AI Powered Seller, I
think, will go down as the mosttactical and impactful episode
I've ever done.
The output that you are goingto see from the custom GPT that
we have built and are going togive to you for free 100%, is
going to change the way youthink about selling.
(00:20):
It is going to change the waythat you analyze calls, it's
going to change the way youinteract with your leader, and
you are going to become a betterseller almost immediately, and
so I am excited to jump in andshow you exactly what you need
to do to master this new era ofdiscovery, with behavior driven
AI insights using custom GPTs.
(00:42):
So let's jump into it,everybody.
I watched a rep last week losea deal that they literally said
was 95% set to close, and theworst part is the buyer
literally told them why theywouldn't buy.
The rep just didn't hear it.
Today, my friends, I'm gonnashow you how AI can uncover what
(01:02):
your prospects really careabout, versus what they say they
care about in discovery calls.
Imagine this is like going thatpsychological layer deep.
You know, I see all these toolslike Gong, et cetera.
They're missing the contextthey're good at like oh, he said
this.
This could mean this, but it'snot good at like going three
levels deeper around.
But when human beings do this,then they're actually more ready
(01:24):
to buy, or this is actually anissue, right?
And this is the hiddenintelligence that's making the
difference between, you know,reps hitting 120% of quota and
reps hitting 85%.
All right, we're going to talkabout how to make your
forecasting 100% bulletproof intoday's episode of AI Powered
Seller.
Bulletproof in today's episodeof AI Powered Seller.
What's up everybody?
(01:45):
This is Jake Dunlap, ceo ofScaled, co-founder of RevOptics.
I'm also the CEO of Journey.
We'll talk more about Journeylater, so welcome to today's
episode.
This is going to be one whereyou have to stick around to the
end.
Also, if you are not watchingthis on YouTube, no, no worries.
Um, continue to to listen along.
(02:07):
And then I want you to go toYouTube once you are safely
parked, or whatever you're doing, and I want you to watch the
output from the custom GPT thatI'm going to show you.
Right, how do we?
How do we get to that nextlayer of context?
Okay, you know why.
Why.
Why do the questions we ask notreally uncover like real issues
(02:28):
or numerical priorities?
You know how do we decode bodylanguage and subtle things
people are saying, and thisexact AI framework that I'm
going to give you, literally,guys, we're going to give you
this custom GPT.
This thing is insane, and we'reactually building out the
ability to put this straightinto people's Salesforce too,
which is just going to bebonkers, right, but this five
(02:49):
minute post-call analysisprocess that I'm going to talk
about in today's episode isreally going to transform the
quality of your deals, and I'malso convinced what this another
thing that this helped toconvince me of is look, is there
going to be a world in thefuture where, you know, sales
managers are brought in, youknow, to help here and there,
but I can maybe manage 20 or 30people because it can also, you
(03:12):
know, really dive, dive intosome of these things as a part
of it.
So for me, look, traditionaldiscovery is failing because
buyers have gotten better athiding their true motivations.
They're more skeptical thanever.
They're like don't just get tothe information.
My answers are short, and it'snot you Sometimes.
I mean sometimes it's you.
The questions suck, right, buta lot of times it really just
(03:32):
comes down to you know, theymight not know or they're just
tired.
Maybe you're the third demo,the third person that they've
talked to, and so it's becauseof that, you know, they're
feeling a little sick of it.
They don't want to walk throughit for the 15th time.
So the fundamental problem thatI see with the traditional
discovery process is yourprospect has already told you
(03:54):
exactly what they care about,but maybe just not in the actual
call.
Maybe it's in the subtle thingsthat they're doing in email,
interacting with you on LinkedInand other little digital
breadcrumbs.
If you guys watch theInnovative Seller Show that's
live on YouTube every other week.
I talked about digitalbreadcrumbs in one of the recent
(04:15):
episodes and how importantthose are to the deal cycle, and
so if you're trying tounderstand what the buyer really
cares about, look when you'rein the moment you're in that 30
to 45 minute call.
It is very difficult to belooking at everything, and
especially in the Zoom era whereI'm like I'm looking at the
camera, then I'm looking at youin the camera and looking at
myself.
Like you know the ability toread body language slash.
(04:37):
You know intonations.
I think intonations are alsomuch more difficult in this kind
of Zoom.
Buyer, you know world.
So what we've got to get betterat at sellers is we've got to
do this analysis post-game.
If we're in the moment we'rerunning the discovery process,
we have got to get better at ourpost-game analysis, and that's
exactly what you're going tolearn on this episode is how to
(05:00):
run a post-game analysis thatwill literally bulletproof your
deals.
This thing is silly, okay, soI'm excited to jump into that,
and a lot of this goes into thebetter the questions that you
can get from them.
The answers you can get fromthe questions that you ask is
great, right.
And when you ask questions likewhat keeps you up at night, you
(05:21):
kind of get rehearsed answers,right.
They're like, oh well, it'sthis or that.
And you don.
You kind of get rehearsedanswers, right.
They're like, oh well, it'sthis or that, and you don't,
kind of, you know, go two layersdeep, and sometimes you don't
even know that you didn't go twolayers deep.
Right, a good discovery process.
You know, I talk about this allthe time.
Whenever I lose deals, it'salmost always because I didn't
ask the second layer question,and I go back and say, dang, I
didn't do that.
(05:42):
So, again, I want you to thinkabout those things that you may
not remember exactly what youdid in the call.
You may not remember the exactway they phrased something you
may not, in the moment, haverecognized.
Oh, I didn't ask this, so thatled to this.
And I need to ask thisfollow-up question.
And you're not getting thatfrom some gong summary or, even
(06:03):
worse, from yes, know, we've,yes, we've, implemented, you
know, insert tool and yeah, it'sfeeding Salesforce, but it's
not telling me the nuances ofthe deal.
It's giving me these like data,risk factors, but it's not
getting like to the nitty grittyon the behavior of the person,
the language patterns of theperson in emails and calls, et
cetera.
All those things are not beinglooked at by Clary, right,
(06:26):
they're like positive, negative.
This seems good, you forgotthis, but you and I both know,
like you know, to go a fewlayers deep is much, much better
.
So, without further ado, I hopeyou guys are ready.
This is out of all the episodesI've done with just me, with
Katie, I think this one has thepotential to shape more behavior
(06:51):
change than any episode we'veever done.
Okay, so what are you going toneed to be successful with this
custom GPT?
We're gonna give it to you inthe form of a prompt and
actually I think we will give itto you in the form of a custom
GPT.
So stay tuned.
And what do you need to besuccessful, you're going to need
a call recording software.
Hopefully most of you have that.
There's Otter, there's a bunchof the other ones that are free.
(07:12):
There's a Sales Kin somebodytold me about as well, too.
Elephants, another one.
I just heard about Firefly.
Any of those I don't reallycare.
The next thing is you're goingto download this custom
instructions that we're going toinclude in the episode.
It's in the show notes.
If you're watching on YouTube,check it out.
It's in the show notes as well,too.
And then you have to promise meyou are going to one, leave a
(07:34):
review if you're listening tothis on podcast.
If you're on YouTube, you haveto promise me, after you run
this, you're going to leave acomment and tell me what you
thought the result on theresults.
So, if you've got, you've gotyour call recording tool, maybe
you got gone.
Whatever you got, okay, um,you've got now the custom GPT.
The next thing that you're goingto need to do and I've already
done this and set it up, so youknow we'll, we'll jump through
(07:56):
it is you're going to need to beable to.
Um, you're going to want tocopy and paste or PDF the emails
of the back and forth betweenyou and the person.
It just takes like two seconds.
I just copied and pasted mineinto Google Doc, for example.
It took me like literally twominutes, or you can print page,
depending on what email clientyou use.
You're going to get the calltranscripts from your last
couple of calls.
If you've only had one call,that's great too.
(08:16):
I like just actually doing itright after the discovery call
and then you can see what youmight have missed.
And then you're also then goingto want to tell it, like any
other interactions that you'vehad.
So you're going to give it youremails and then you're going to
give it your call transcriptand then any other things, like
I connected with a guy onLinkedIn, stuff like that.
Okay, so let's get into it.
We're going to create a customGPT for you guys, so then you
(08:37):
won't even have to.
You won't even have to get into.
You know, you don't even haveto get into what it can do and
what the details are from theprompt.
We'll just share the promptwith you.
You can see that the outputfrom this is a long one, but
let's get into what the promptactually looks like here.
Everyone Okay.
So what we're going to tell ithere is we're saying okay, I
want you to input the followingsources to analyze Email
(09:00):
exchanges, call meetings, anywebsite data, social media, any
previous things like I shouldknow, like for this one, for
example, this is a warmintroduction from one of our
sister companies.
So I told that I said, hey, wegot the lead this way.
Why is that important?
Well, lead sources matter,right?
If I get a warm referral fromsomebody who's done business
with one of our sister companies, guess what?
(09:20):
Those deals close at a betterrate and I don't need to tell it
that.
It just knows it as a part ofit.
The next thing I'm going tostart to do is I'm going to
start to program it right, andI'm basically telling it to be a
psychologist.
All right, what number one is?
I want you to do a truepriorities assessment.
You know what?
You tell me what you heard, notwhat I think I heard.
Identify the explicitpriorities, uncover implicit
(09:41):
priorities, note anyinconsistencies, love that
Between stated and behavioralpriorities.
This is so good.
I want you to think about that.
We hear the words, but how arethey?
You know what's the behaviorlike, what's the enthusiasm
level like, highlight topics.
They repeated Flag emotionaltriggers that are detected in
(10:02):
their language.
Okay, then I want you to do abuying motivation analysis.
Make this a little bit biggerfor everybody.
There we go.
Buying motivation analysis.
All right, I want to know.
Okay, pain avoidance Is thatwhat they're buying?
Is they're solving a problem toavoid pain?
Are they looking to gainsomething?
Do they want a competitiveadvantage?
Risk mitigation, cost what arewe hearing in this call?
(10:23):
That would be their motivation.
Decision.
Time frame indicators.
Language that suggests urgency.
Identify behavioral signals.
Note references to fiscalperiods, budget cycles, et
cetera.
Detect signals for immediacyand future.
These are all the subtle stuff.
Look, as sellers, you guys knowthis.
These subtle little things thatsometimes we don't pick up on
(10:45):
everything.
And then the other, the otherissues.
Then our boss is just asking usfor, like a bunch of dumb data
that look they need.
That's not applicable.
This is the stuff you need,sellers.
You know all my AI poweredsellers out there.
These are the things you needto be successful.
Okay, content engagementpatterns Again, this one's
really applicable if you've gotwebsite data right or something.
(11:06):
Objection precursors this one isawesome, right.
Identify early signals ofpotential objections.
Again, it's like, well, whatdid I miss?
Or like, what could be someobjections here and you're going
to see your boy here.
He missed himself.
That's a part of it.
Flags consistently avoiddiscussing dude, this is so good
, right, dude, shout out to theteam for developing this.
(11:27):
This is this is good.
Um, I, you know, you know me.
Guys, I've got a group ofpeople behind me that help with
a lot of this.
Uh, so, communicationpreference analysis determine
their preferred communicationstyle, their most responsive
times and channels, anythingthat they bring up, analyze
their question patterns, etc.
Then I want you to kind of, youknow, give me that information
back in a very kind of tightformat priorities, motivations,
(11:52):
engagements, communications andtactical next steps.
Okay, include specific examplesfrom the data to support.
Be honest about confidencelevels in your analysis.
Okay, so that's what we have.
That's kind of phase one here,okay, is?
I want you all to think aboutthat.
Imagine having a world.
And now here's a really coolpart with this custom GPT and
(12:13):
some of you might be playingwith it right now.
We will already have thisprogrammed on the backend for
you If you don't have a paidchat GPT.
Just do me a favor.
Just, in the comments, drop,give me the prompt and we'll
give you the full prompt as welltoo.
So if you don't have theability to use the custom GPT,
(12:33):
it'll save you a lot of time.
Just drop in the comments, giveme the prompt and I'll make
sure the team shares the promptwith you as well too, which I
think will be great.
Okay, so there we go.
So now we Okay.
It then asked me a follow-upquestion.
It said okay, thanks forsharing.
Do you have any other detailsyou want me to know?
Social media website.
(12:55):
I didn't have that in this case.
I was like no, but here is howthey found us.
Okay, so I did give it likethat little piece of additional
information because I thought itwas somewhat relevant.
Anytime you get a warm referral, I think that's something that
they need to know.
So, who is ready to see theoutput?
Who is ready to see thebeautifulness of what this thing
(13:15):
came up with?
Alright, the wait is over.
So, for all of you listeningalong, I'm going to talk you
through it very detailed, soyou're gonna be able to see what
this looks like.
For those of you watching, justenjoy, just enjoy as a part of
this.
So let's jump into this detail.
(13:35):
So, again, I obviously removedall the details from a client,
so it does an executive summaryfirst.
Okay, here's what they'relooking for.
They want HubSpot, reportingdashboard, sales playbook, the
immediate objectives.
So, again, I would call thismore of like the brass tacks I
think a lot of the AI tools Isee can do this like okay, right
, they're seeking an expert tosupport the implemented
(13:55):
structure.
Their strategic initiativealigns with abccom's internal
timeline.
And again, because I also gaveit a copy, one thing I gave it
the copy of, I gave it a copy ofthe statement of work I put
together.
So I gave it the call recordingtranscripts, emails and the
statement of work that I puttogether.
Okay, priority matrix.
So that's the first thing itdoes.
(14:16):
Okay, so what did it hear asthe top priority?
Okay, implement robustreporting dashboards.
High priority, immediate, right, the urgency is driven by
current deficiencies inreporting and forecasting.
Leadership lacks quick insightinto the pipeline.
Both Alex and Chris are pushingfor this as an immediate need
to improve visibility forleadership and investor updates.
(14:36):
The cool part is look, guys, itcited its sources.
Right, it pulled that straightfrom the transcript as a part of
it.
There we go.
We talked about timeline.
Okay, the next thingstandardized pipeline management
and forecasting.
They also noted that as a highpriority and immediate.
Currently, the team is new toHubSpot and transitioning from a
less structured system leadingto inconsistencies.
(14:58):
Standardizing the sales processwith clear stage definitions,
required fields, is going to becritical.
Love that.
Develop comprehensive playbookmedium priority, near term.
This is huge.
If you'd have listened to thiscall, you would have heard that
they talked about the playbookmedium priority, near term.
This is huge.
Okay, if you'd have listened tothis call, um, you would have
heard that they talked about theplaybook and they were
enthusiastic and I will see ifit, if it called out their
enthusiasm around it.
(15:18):
But long story short, it calledout like hey, they kept talking
about the other stuff.
They did talk about this.
Alex said that this is thesecond thing on his list after
is building the sales engine.
Explore AI integration.
This is a strategic priority, aphase one analysis.
It's like great.
(15:39):
I talked.
The consultant, aka Jake, talkedabout this as a part of this.
I talked about the report, butagain it didn't say we all get
happy errors.
How many of you sellers outthere.
You like to talk about acertain number of features or
certain features, like, oh, Ilike this one, but you know you
can say here, it's like itdidn't flag it as like look,
(16:00):
alex and Mike, you know,rearrange their priorities and
said that was priority one.
So that to me, is a goodreminder.
It's like OK, jake, like chillon the AI stuff.
Obviously you're listening tothe podcast, so you're not
chilling on it.
So, okay, motivation profileAlex is driven by a need for
strategic visibility andscalable growth.
He's a CEO concerned.
The lack of robust reportingand process could impede
(16:21):
investor confidence and acompany's revenue predictability
.
He's conscious of efficiencyand other things and again, for
those of you who are justlistening along, just understand
like I'm paraphrasing theseparagraphs are very, very robust
, right.
If every single rep read thisafter every call, I mean I think
your close rate is going to goup 10, 20%, easy, right.
(16:43):
What Chris said?
Chris, it says is moreoperational excellence and
performance accountability.
As the head of sales he'sresponsible for day to day-day.
He's used HubSpot.
He wants to use HubSpot tounderstand what potential is
possible.
But since the team is new, hewants to get the system
structured properly as soon aspossible.
They also talked about this OKRalignment and I mentioned that
(17:04):
HubSpot can connect to some ofthose tools.
But it's long.
It talks about what I'minterested in, what I talked
about.
This is where it starts to getreally interesting.
Engagement pattern analysisthis is the type of thing that,
again, usually you just kind ofsit there.
You guess You're like, oh,based on what I heard, I think
that they're interested or whatthey said, but I don't remember.
This engagement is structuredas a short-term project with a
(17:37):
defined scope, followed by anoption for ongoing support.
So it kind of highlights what Ihad talked about.
It highlights who should beinvolved Chris will be the
day-to-day, chris willcoordinate schedules, et cetera.
The workflow talks about scale,teams, audits and how we get
involved with ABC systems, callsout the number of reps and
things that they have.
Again, it says, hey, as you'regoing through the audit, this is
how you should go through theaudit, like dashboard and
reporting, overhauls, sales,playbook development, et cetera.
And again, at the end of thisscope there should be a final
(18:00):
review.
So this is kind of the you knowhey, did you get it right?
Because it has the calls and ithas a statement of work so it's
able to do that.
Okay.
Communication recommendationsestablish a clear communication
cadence and channels from dayone.
Given the initial schedulingmix up where Chris wasn't on an
email thread listen to this.
That's what happened with thiscall the CEO.
We got introduced to the CEO.
He gave my EA the details buthe forgot to put his head of
(18:29):
sales on the email thread and wedidn't catch it.
So we actually had to cancelthe first meeting because he's
like I really need Chris on this.
So it's like it literallycalled this out because we
talked about it in the call.
So it was able to listen to thecall and the start of the call
and say, hey, jake, you know,guys, you need to get clear on
communication from day onebecause you've already had this
one mix up even wasn't reallyyou know our mix up.
But again, leverage theexisting note-taking practice
(18:50):
for best practices.
They used Otterai.
Continue this practice.
Tailor communication style tothe stakeholder.
Alex is most interested inhigh-level outcomes and
strategic alignment.
When communicating with Alex,frame updates in terms of
business impact.
I'm going to give some examples.
Encourage open feedback.
Both companies foster anenvironment where feedback is
(19:11):
shared and again, I could havegiven it a link to the company
too, and it could have cited insome sources from their mission
and values.
Again, define decision-makingauthority, keep communication
lines open.
Tactical next steps, review andapprove SOW, schedule, project
kickoff Again, you put a date inthe thing and then provide
access to systems and data.
(19:32):
That's always a part of ourkickoff.
And then it starts to go intomore of the details.
This thing's about eight, aboutsix, seven pages or so.
Set up regular process views,complete deliverables and briefs
as well too.
Okay, another thing I ran aflavor of this before One of the
last versions I ran.
What it also put together is italso called out and, by the way
(19:53):
, you can always do this, keepin mind, chatgpt isn't perfect,
right?
It doesn't always pull in theexact instructions the exact
same way every time.
I did another version of thisand one of the things that it
called out, and obviously I hadto scrub the company name
because I didn't want to use areal company name in here as a
part of this.
But one thing it called out letme see if I can find this for
(20:17):
you real quick, guys.
It called out some additionalquestions tactical next steps.
It also called out additionalquestions that I probably should
have asked.
So this version, it said thetactical next steps it said was
you know which specific metricsor reports do you think your
board has to have?
And I think in the meeting Isaid, look, we already know what
(20:37):
that is.
You know there are parts ofyour sales process that you feel
are working that we shouldpreserve right.
So, anyway, it called out somereally good questions.
Another thing it called out itcalled me out for which I
thought was really good.
Is it said in the objectionscalled me out for which I
thought was really good.
Is it said in the objections,the potential objections it
called out.
It said cold or skip topicsbudget costs.
(20:59):
Not once did the company bringup budget on the call.
This science can be discussedoffline or they're deferring it
In the meeting itself.
They focus on the needs andsolution, not cost.
This indicates that during thediscovery phase, content and fit
mattered more than pricing.
But you know it's like youprobably should have asked and
talked budget and I'm like youknow what You're probably right,
(21:22):
I should have.
And so you know I want you toimagine using a tool like this
on every call.
I want you to imagine a toolthat will look behind the
discovery questions you ask andit will pull out all the little
subtle nuances and triangulatethem for you and say Jake, these
are the exact questions thatyou need to follow up on.
Here is what you missed.
You didn't ask to talk aboutpricing.
(21:43):
These are the things that youneed to do.
So then, in between now and thenext call, guess what?
We're cleaning up all this.
I'm asking these questionsasynchronously and talking about
budget asynchronously, and sothe beautiful part is, with this
again, with this custom GPT,we're calling it the motivation
analyzer GPT.
(22:03):
I think that's the nameMotivational Analyzer GPT work
in progress.
You will never miss a nuance ofa deal again.
And look, and you know how weroll at Scaled.
We are always trying to providetactical insights that this
isn't stuff for your RevOps team, this is for you, and I think
that too many times I'm seeingpeople deploy generative AI for
the RevOps team and they aren'tdeploying generative AI that
(22:25):
actually salespeople want to use.
My friends again, with this GPT, literally all you're going to
have to do is give it thetranscript, the emails.
You know, maybe if there's anyLinkedIn correspondence.
Like I said, I had a statementof work, so I gave it the
statement of work.
And again, you know, this to meis the type of deployment of
generative AI that every companyneeds to be doing, and so again
(22:46):
, obviously, if you'reinterested or need support you
know who's doing this, sodefinitely reach out.
I'm having probably five to tenconversations a week with
companies trying to figure outuse cases like this, so
hopefully this one is helpfulfor all you, my, my AI powered
sellers out there, and andthat's that's.
That's today's episode.
You know, today's episode.
(23:07):
I hope, like I said in the verybeginning, I really feel like
this could be the most tactical,impactful episode.
The ability to get behind thescenes, under the covers of all
the little nuances of that arehappening, with having a little
third-party gut check that seeseverything and connect the dots
(23:28):
like a psychologist, is really agame changer.
Right, your prospects arealready telling you everything
you need to know to win thebusiness.
Ai is now just helping youfinally understand what they've
been saying all along, myfriends, and that's it.
So thanks for watching orlistening along everybody.
Make sure to subscribe ifyou're listening on podcast,
leave a review.
(23:48):
Love to get more reviews as apart of that.
Make sure, if you haven't, gocheck out the Innovative Seller
book bestseller USA Todaybestseller book as well.
Also, we're going to put a linkin here to make sure, if you
are listening or if you arewatching, make sure you sign up
for the AI Powered SellerNewsletter.
Guys, it's a free resource.
Brian and our team is puttingout bonkers stuff like hey, the
(24:11):
O3 model just came out.
What does that mean?
Go check out the newsletter.
So the newsletter is kind ofthe twin to the podcast.
So make sure you go check thatout.
So thank you again, everybodyfor tuning in.
This was a fun episode.
I hope you guys got a ton outof it and excited.
We've got some great newcontent in the works.
Excited for that to drop.
So that's what we've goteveryone.
That's the latest episode, aiPowered Seller.
(24:33):
Have a great rest of your weekand we will see you on the next
one.
Popular Podcasts
United States of Kennedy
United States of Kennedy is a podcast about our cultural fascination with the Kennedy dynasty. Every week, hosts Lyra Smith and George Civeris go into one aspect of the Kennedy story.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Bookmarked by Reese's Book Club
Welcome to Bookmarked by Reese’s Book Club — the podcast where great stories, bold women, and irresistible conversations collide! Hosted by award-winning journalist Danielle Robay, each week new episodes balance thoughtful literary insight with the fervor of buzzy book trends, pop culture and more. Bookmarked brings together celebrities, tastemakers, influencers and authors from Reese's Book Club and beyond to share stories that transcend the page. Pull up a chair. You’re not just listening — you’re part of the conversation.