Episode Transcript
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Speaker 1 (00:00):
Sales people are
winging their first calls.
Let's be honest, look yourselfin the mirror.
Am I preparing?
Am I like?
I know what this business does.
I know who this person is.
The average rep goes toLinkedIn, maybe visits the
website.
That's it.
And what winners do the peoplethat are 10Xing pipeline?
10xing quota is they use AI toprep their faces off in under
(00:21):
five minutes.
We have an assistant called NewClient Research faces off in
under five minutes.
We have an assistant called NewClient Research.
I literally use this thing twoto three times a day for every
single sales meeting.
I've already trained it oneverything I love.
I want to know how they makemoney.
I want to know what the newsthey're talking about.
I want to know the key peoplethat are on their board or in
their exec team.
I want to know theircompetition.
I did this the other day on acall.
We were talking about Gen AIand helping their company to
(00:44):
deploy Gen AI.
I go here's the research that Idid on you.
In less than a minute.
I did a screen share and hegoes that is why I took the
meeting with you and that is whyI want to work with you If you
want to 10x your sales.
Right now, the only way to do itis by using AI.
I have personally worked withthousands of companies over the
(01:07):
last 10 years, and over the lasttwo years I've worked with big
logos like Microsoft, Splunk,linkedin you name it helping
them to get AI proficient.
And there is one commoncharacteristic that I see right
now that separates the peopleover here that are doing like,
(01:30):
eh, maybe scraping by gettingquota, and the reps that are
working 20, 30 hours a week anddestroying quota, and that, my
friends, is AI, ai poweredseller.
In this video, I am going toshow you the exact three step
playbook for how you can 10Xyour quota as well, too.
And, my friends, it all startswith the top of the funnel and
finding the right qualifiedleads.
(01:52):
This is where AI can reallyreally shine.
First, when we want to talkabout finding the right people,
it all starts with who is yourcurrent customer?
Now, one of the easiest thingsyou can do, very, very easy
thing you can do If you useSalesforce, if you use HubSpot,
I don't really care.
What you can do is go and say,hey, what are the last 20 deals
(02:12):
that close?
And just export a report.
Okay, export report last 20deals, maybe do last 50, last
hundred, even better data set.
And then what I want you to dois we've got a custom GPT called
help me find look-alike leads.
So what you can actually do isgo to that custom GPT, or you
can just go to chat GPT.
We'll put a link for everyoneif they want to check it out for
(02:33):
free.
You can literally go and justupload your list and say find me
people that look like this.
And it'll say, okay, do youwant similar size?
Do you want similar industry?
And it's like tell me what thetrends are.
So step one is patternrecognition is, instead of you
just saying I think it's thisperson, I think it's this person
, use Gen AI to match whoactually is buying today with
(02:57):
potential prospects and guesswhat.
You can actually do the inverseas well, too.
Upload your last 20, 30, 40, 50clothes lost and say who should
I not be reaching out to?
Right?
So pattern recognition findingqualified leads is absolutely
critical.
The next thing that you need todo is understand who might be
in the market today.
So now you've got a list of 20,50, 100 people that are
(03:17):
literally your best fit people.
And now let's use AI to go evendeeper.
What would you normally do?
And now let's use AI to go evendeeper.
What would you normally do?
A normal sales rep?
What they would do is they'd goand say, okay, company number
one, do, do, do, let me go lookup, like what they do.
Let me go to their website,their annual report, blah, blah,
blah, like you name it.
What top sellers do now, thesellers that are 10X in quota?
(03:40):
What they do right now issomething very, very different.
They say, okay, these five inthis industry look interesting.
I want you to go and I want youto find the people.
I want that for the productthat I sell.
Tell it what your buyer personais.
I want you to go and pull twoor three relevant, publicly
available pieces of informationabout the company and that
(04:01):
person that is relevant to whatI do, and AI goes to work.
That is why I'm a firm believerthat there is no reason why
every company shouldn't becrushing outbound right now.
The problem is, we're trying toautomate everything.
Instead, we're going toautomate the stuff I'm talking
about.
We're going to automate thebehind the scenes, the grind,
(04:21):
that type of research-basedactivity, and there you have it
Again.
You can use like a custom GPTlike Lookalike Leads is a great
example of one or even if youjust use out of the box chat,
gpt or Claude or Perplexity, youcan literally then have a list
of people that match yourabsolute ideal customer profile
and which companies are actuallyin the market.
(04:43):
So then you go through yourlist.
Maybe it takes you, probably, Idon't know an hour to go
through all 50.
And then you've got like thetop 20 where you're like oh,
money, money, money, money.
And then all day you're onlyprospecting into people who have
said publicly available thingsabout what you do.
It all starts at the top.
My friends, if you do those twothings, if you make sure to use
(05:06):
AI to find lookalike leadsbased on your close one and
anti-lookalike leads based onyour close loss, and you then
filter that list by the rightpeople and what the companies
and the people are sayingpublicly, you are guaranteed to
start to book a bunch moremeetings.
That's just the top of thefunnel.
Wait until I get into how touse it to actually close more
meetings.
That's just the top of thefunnel.
Wait until I get into how touse it to actually close more
(05:27):
deals.
All right, in this video I'mgonna talk about the mix of
using prompts and I'm alsotalking about how to use tools
like Meet Journey in particular.
That's kind of my go-to.
It already has a bunch of salesagents already for you new
client prep, call prep, etcetera.
So then I don't like to wastemy time prompting personally.
I don't know who does.
I don't know if you've actuallylooked at like the time that
you used to spend Googlesearching and now prompting.
(05:49):
The beautiful part abouteverything about Meet Journey is
what it does is literally ithas all the assistance and it
prompts you.
So if you're ready to stopprompting, you're ready to start
just using assistance that willjust do the work for you.
Make sure to sign up for MeetJourney AI.
It's absolute no-brainer andit's free, so check it out.
Link is below.
So now, as I promised, let's getinto personalizing outreach.
(06:12):
Okay.
So now I have the perfect fitcompanies.
I've got the people in thosecompanies and publicly available
things the company has said orthey have said.
Now number two, on how to 10Xyour sales and 10X your pipeline
okay, is how to personalizebased on what you have.
All right, what I am a big fanof is really I'm going to talk
(06:32):
about two very, very, veryspecific techniques that we are
seeing across our clients workextremely successful.
For those of you that don'tknow, I'm also the founder of a
company called RevOptics.
Okay, revoptics.
What RevOptics does?
They're the largestimplementation partner for two
of the biggest sales engagementplatforms, so they literally
(06:52):
touch hundreds and hundreds ofcompanies outbound process on
what's working and what's not.
So I'm going to give you thecheat code on what we're doing
around message personalizationright now.
The first piece we call it thetriangle method.
Yes, this is a proprietary JakeDunlap.
You heard it here first and,honestly, it really only became
(07:14):
possible because of Gen AI.
Like this stuff used to takehours to think through or to
sift through information, butnow, with Gen AI, I can craft
the perfect message for theperfect person at the perfect
company in like two minutes.
Right, and what I want to givethe caveat here is how we train
our clients and how I talk toCEOs, our private equity
(07:37):
partners, et cetera, is we'renot copying and pasting.
We're using templates that weknow have the right format and
then we're putting in veryspecific value props or snippets
based on the person or thepersona.
Okay, and the triangle methodis very, very simple.
Any of you can do this.
You don't have to be anindustry expert in really any
industry.
The first thing is the personawhat is the job title of the
(07:59):
person and what do they actuallydo?
You know, it's better to saythings like it's a VP of
operations, and specifically aVP of operations that handles
logistics, you know, shipping,abc, whatever, it is Okay.
The next is you're going to sayokay, what is the sub industry
(08:21):
that I sell into?
Okay.
So now I'm looking at my targetlist of customers here, right?
So I'm like oh, this company'sin industrial manufacturing, so
it's like VP of operations,industrial manufacturing.
And then, what are the trendsthat are happening for a VP of
operations industrialmanufacturing and what are the
trends that are happening thatwe solve for my friends?
This messaging is bullet proof.
(08:42):
You are gonna put together themost specific messaging that
these people have ever seen.
They're like look, I know, overthe next three to five quarters
, tariffs are gonna reallyimpact VPs of operations in
industrial manufacturing inthese three ways, and I can help
you with that, right.
So that is, if you wanna talkabout how to get more people's
attention, I want you to thinkabout the triangle.
(09:02):
It is.
And again, guess what?
Then the next company up inyour best is a company that's.
You know, maybe not inindustrial equipment
manufacturing, maybe thiscompany is in finance software.
Okay, you're reaching out to VPof ABC, right, and you can use
the same technique over and overagain, and AI is very, very
good at saying oh, I know whattrends are for this person.
(09:24):
Here's three or four articles,and then you're just copying and
pasting little snippets, makingthem your own, et cetera.
So that is number one way toget more personalized book, more
meetings, et cetera.
Next, but certainly not least,my second hack of the top 1% of
(09:45):
people that are out there ispattern disruption.
I did a podcast on this not toolong ago with a guy who's kind
of an expert in what are calledliterary devices, which I had no
clue what the heck those thingswere when he did that.
But, my friends, when didoutbound get so boring?
When did we say, hey, you'vegot to act like a robot and just
hit send all?
And then it doesn't work andwe're like, well, just keep
hitting send all.
(10:05):
It's like, well, it didn't workthe first time, why do I keep
hitting send all right?
So pattern disrupt requires youto think and guess what my
friends with AI you know in themix and coming for our jobs,
like we do need to think, we doneed to be creative, right?
So when it comes how to like,personalize, think about pattern
disruption.
Think about sending someone apersonalized video.
A lot of people don't even knowthis.
(10:26):
If you're a first degreeconnection with someone on
LinkedIn, you can go into themobile app.
You can click there's usually alittle like paperclip looking
thing you can click send a video.
You can click send a voice note.
Guys, just be a littledifferent.
Okay, try a different subjectline, right.
Like, because I saw this in thenews dot dot dot, right.
(10:47):
So just something to just breakup the monotony.
Also, look up this termliterary devices Again, I'll
link to the episode of thepodcast that you can go check
out as well too.
But these are different kind ofpatterns of speech that, over
the time of you knowcommunication and how we
interact as humans.
This is something that they'verealized is like wow, like we
(11:08):
really follow very specificpatterns and when you disrupt
those patterns, it's somethingthat people pay attention to.
Right, handwritten notes Ican't believe I'm in 20, you
know I'm talking abouthandwritten notes, but, my
friends, nobody gets mail fromanybody anymore, right?
So think about how to stand outand be different, don't you
know?
I'm okay, look, send youremails, do your calls, of course
(11:30):
, of course, but also patterndisrupt If you want to cut
through.
You want a 10X your quota.
You have a 10X your pipeline.
You got to do those things.
I got to find the right people,right, right companies.
I got to have the righttailored messaging using the
triangle method and patterndisrupt.
And that, my friends, is thetop of funnel part of how you're
going to crush your quota.
(11:51):
Next, I want to get into how tomaster your sales call.
Many of you lose deals on thevery first call.
You lose deals on the firstcall because you weren't
prepared, because you showed upand were like eh, like you gave
the same tired ass demo thatyou'd given 500 times and
(12:11):
they're like, eh, not feeling it, this person doesn't really
know anything about me or mybusiness, et cetera.
So I'm gonna show you right nowhow to use AI in less than
three minutes to actually showup prepared and get people
excited to want to work with you, okay?
So the problem I see everywhereis that salespeople are winging
(12:33):
their first calls.
Let's be honest.
Let's be honest.
Look yourself in the mirror.
Am I preparing?
Am I like?
I know what this business does.
I know who this person isProbably not as much as you
should, but guess what?
My friends, in the same amountof time that you used to just be
like, oh crap, what do they do?
I can actually get you very,very, very prepared.
Right?
The average rep goes toLinkedIn, maybe visits the
(12:57):
website, that's it, okay.
And what winners do?
Right, the people that are10Xing pipeline, 10xing quota?
Right, what winners do is theyuse AI to prep their faces off
in under five minutes.
Okay, I'll give you a greatexample.
We have an assistant called NewClient Research.
I literally use this thing twoto three times a day for every
(13:20):
single sales meeting.
Okay, and what it does?
I've already trained it oneverything I love, which is I
wanna know how they make money.
I wanna know what the newsthey're talking about.
I wanna know the key peoplethat are on their board or in
their exec team.
I want to know the key peoplethat are on their board or in
their exec team.
I want to know, if they're aPE-backed company who they've
raised from or venture-backed,or maybe, if they're a publicly
(13:41):
traded company, how much they'retrading for.
What are their trends?
I want to know theircompetition.
I want to know a SWOT againstthem in the competition.
I want to know their buyerpersona.
And guess what, my friends withGen AI.
All I have to do is give thisassistant one link.
The assistant says, okay, whatclient are we prepping for?
And I say, you know, xyzcom.
(14:04):
It just goes, says okay, here'swhat we're going to do, here's
what we're going to do, here'stheir mission, values, et cetera
.
So now I have the most amazingprep.
I'm referencing this thing, thisthing, this thing, this thing,
and I spent 20 seconds to getthere and I've got it always
pulled up right here.
I got it pulled up on my screenand so I can kind of go back
(14:24):
and I'll look and I'll findanother little snippet.
I did this the other day on acall.
The guy was telling me like whohis competitors were, like
we're getting ready to set thefollow-up call potentially.
And I said, and we're talkingabout gen ai and helping their
company to deploy jenai.
I said it's interesting, youtalk about kind of the products
(14:45):
that you do the competition he'slike here and I go here's the
research that I did on you.
In less than a minute I did ascreen share and he goes.
That is why I took the meetingwith you and that is why I want
to work with you and he goes.
That is why I took the meetingwith you and that is why I want
to work with you.
My friends, people show up sounprepared that, literally, if
you just show up prepared,you've got your cheat sheet up
here Again.
Use our new account, researchGPT it is sick, right.
(15:09):
Or look, bottom line is you canprogram, copy and paste some of
this stuff in there as well too.
But that is really really key.
The next thing that I want youto do in the sales process so
you've showed up and you'reprepared okay.
I want you to then say give methe three questions that I could
ask that would make this personunderstand that I'm truly an
(15:31):
industry expert and someone thatcan help their business.
I want you to copy verbatimwhat I just said, okay.
Next, I want you to come upwith three questions for this
person that's gonna positionmyself as an industry expert
that can help them with theirbusiness.
Okay, now I've got betterdiscovery questions.
Last but not least, okay is Iwant you to think about next
(15:54):
steps.
Okay, how to use Gen AI to drivemomentum in your deals.
Okay, one of my favorite thingsto do is don't just send the
gong or whatever like meetingsummary.
Yuck, send a personalized videoof you walking through it.
Okay, and again, you're goingto use AI to generate the
summary.
(16:14):
I'm fine with that.
And then pattern disrupt.
I talked about this for top offunnel.
It also works in the salesprocess.
Then we're going to patterndisrupt.
Then you're going to send avideo and say, hey, here's what
I heard for brownie points.
Let's say, when you get tomeeting two or meeting three, I
want you to send out two orthree different recap emails to
different parties and send alittle video to each one of them
(16:35):
.
My friends, closing deals rightnow is not difficult.
Generating more pipeline rightnow is not difficult, my friends
.
But you have to listen to me.
You have to be using AI.
You've got to be using it everysingle step of the process but,
most importantly, you have tobe turning on your brain while
(16:55):
you're using AI.
So I'm never copying andpasting AI.
I'm taking what it has and I'mmaking it even better.
So, if you're a sales rep outthere, you're trying to 10x your
pipeline, you're trying to 10xyour quota.
That is my exact playbook.
All right, it all starts at thetop getting to the right,
finding the right people who arethe perfect fit, then having
(17:18):
the exact, precise messaging,showing up prepared and driving
momentum with pattern disruption.
My friends, that is whatseparates the below average I
hit quote every other month typeof rep from the reps that
literally work 20 to 30 hours aweek and destroy the competition
.
So that is my cheat code.
(17:39):
If you like the video, makesure to smash the like button.
Get notified every time I havea new video come up.
Make sure to share this withyour internal Slack channel.
This is your cheat code for AI.
My friends, this is how to doit to crush the competition.
Share this video with the restof your sales reps.
Make sure, sign up for MeetJourney AI and I will see you
all on the next one.