February 19, 2025 • 30 mins
What happens when AI doesn’t just assist sellers but starts replacing them?
In this episode of AI-Powered Seller, Jake takes a hard look at the timeline: when AI will start automating transactional deals, when mid-level sellers will struggle to stay relevant, and what skills will actually matter in an AI-driven sales world. Forget the distant future. This shift is happening faster than you think. AI is transforming sales in real-time.
But this isn’t just another “AI will change sales” discussion. Instead of his usual co-host, KD, Jake is joined by a different kind of guest: one of OpenAI’s most advanced reasoning models. The goal? Get straight answers on where AI is taking sales and what sellers need to do right now to stay ahead.
What you’ll hear about in this episode:
- The timeline for AI’s potential to replace mid-level sellers (and the roles that are at risk first)
- The three must-have skills sellers need to stay relevant in the AI era
- A roadmap for leveling up over the next 2-4 years and what you should be learning NOW
- How generative AI is boosting productivity (saving hours per week + improving sales quality)
Whether you’re an SDR, AE, or sales leader, this conversation breaks down what you need to do to stay ahead before it’s too late. No scare tactics just a data-backed breakdown that sales professionals need to hear.
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Connect with Jake: https://www.linkedin.com/in/jakedunlap/
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
All right, what's going on, everyone?
Episode number six of theAI-powered seller.
And let me tell you this youare in for a treat today.
I, for the last week or so,have been messing around with
the ChatGPT-01 Pro model, which,if you're not a nerd like me,
you're like what the hell doesthat mean?
It's its most advancedreasoning model and it really
can go down some rabbit holes.
(00:21):
It really can go deep on topicsand ping pong around, and so I
had a 20 plus minuteconversation with this new model
on the future of B2B sales andwhat does it mean to be an AI
powered seller?
What do sellers need to do,whether they sell a 50K, 100k
product?
What are the skill sets thatare going to be relevant today?
It made some pretty boldpredictions y'all around the
(00:44):
years, that sellers will startto become less needed in the
process.
It made some pretty boldpredictions about what people
are going to want from sellers,and it talked also about what it
means to build relationships,which we all think is the
cornerstone of sales as well.
I mean this episode, out of allthe episodes we've done, in my
opinion, is probably one of themore impactful for everyone that
(01:07):
listens.
This episode is going to helpyou level up, compete and really
get a sense for how soon a lotof these changes are coming.
So buckle up.
You might want to grab a beeror a glass of wine, for this one
for sure.
Or maybe go home and grab abeer, a glass of wine afterwards
, because we go deep.
(01:28):
This is a deep conversation, soI'm excited to hear what you
have to think about it.
Make sure to leave a review ofthe podcast.
Make sure to follow andsubscribe so you can get the
latest episodes when they comeout.
If you're watching us onYouTube, as usual, make sure to
subscribe to the channel.
You might want to check thisepisode out on YouTube, you know
(01:48):
, because you can actually watchsome of this stuff in action.
So buckle up everyone and let'sjump into AI Powered Seller.
Episode number six Chat GPT-01Reasoning okay.
01.
Reasoning Pro.
I just upgraded to the Promodel.
It's $200 a month, right?
So before I recommend anybodyelse sign up for it, I was like,
(02:08):
well, let me go mess with this.
And so today I'm going to havea conversation with ChatGPT's
latest reasoning model on thefuture of B2B sales.
So for those of you who arelistening on the podcast, do not
worry, I will describe all thedifferent outputs etc for you as
well.
Or just go check out everythingon YouTube as well too, where
(02:30):
you'll be able to see, you know,all the details and the prompts
and everything running in realtime.
But do not fret, this is goingto be an exciting one, maybe a
little nerve wracking for somefolks, but I'm confident that
everyone's going to walk awaywith this smarter and really
understanding the use cases forChatGPT.
So again, we're gonna be usingthe O1 Pro reasoning model.
(02:51):
This, to me, is the Cadillac.
In a future episode, I'm gonnatalk about the deep research
function.
We're not gonna do that today,so let's just kick it off, all
right.
So first thing I'm gonna do isjust say, hey, let's have a
conversation.
And then here we go and we'regoing to try to use the voice
too, which I think might be alittle more fun, all right?
Well, let's have a conversation.
I want to talk about the futureof B2B sales and what it means
(03:15):
for people who are sellers todayand maybe just have an open
dialogue with me and you for thenext 20 minutes.
So I've got some questions Iwant to tee up and ask you and
then I'm hoping you can kind oftell me where you see the future
in terms of your ability toimpact sales.
Speaker 2 (03:29):
Absolutely.
That sounds like a greatdiscussion.
Speaker 1 (03:35):
Let's dive in.
What's the first question youhave in mind?
All right, so first questionthat I have for you is you know
a lot of people are talkingabout, you know, will B2B sales
become irrelevant, right?
Will B2B sales, you know, willpeople prefer to not have
salespeople involved and justinteract with AI?
So let's just go downchronologically here.
Let's start two years from now,2027.
Where do you think thatgenerative AI and agents and
(03:58):
other workflows will be able toreplace B2B sellers?
And let's think in deals.
How about under 50k be able toreplace B2B sellers?
And let's think in deals.
Speaker 2 (04:06):
How about under 50K by 2027,?
I think AI and automatedworkflows will play a
significant role in handlingstraightforward lower value B2B
transactions, especially under50K.
Ai can efficiently handleinitial outreach, answer common
queries and even guide prospectsthrough most of the buying
process.
However, for nuanceddiscussions, relationship
(04:26):
building and complexnegotiations, human sellers will
still be crucial.
Ai will augment sellers, notreplace them entirely.
It's all about enhancingefficiency and freeing up time
for more strategic interactions.
What are your thoughts on this?
Do you think AI will have asignificant impact on?
Speaker 1 (04:44):
B2B sales, especially in the next few years.
Yes, I do for sure.
Okay, so let's go deeper here.
2027, literally two years fromnow.
Let's say the middle of thepack seller.
Let's say a seller who sells aproduct for $40,000.
Let's say this seller has hotjobs a little bit, so they
really haven't become an expertin any industry.
They know basic soft skills.
(05:05):
You know what do you think?
And again, I want you to giveme a number here.
I don't want you to waffle.
I want you to be straight up.
What is the likelihood thatthat person will be valued by
the seller in 2027?
Speaker 2 (05:21):
For a middle of the pack seller with basic skills
and frequent job changes, thelikelihood of being highly
valued by employers in 2027might be around 30% to 40%.
The market will likely favorspecialists and those who adapt
quickly to using advanced tools,making it tough for generalists
to stand out.
Those who enhance their skillswith AI and focus on deeper
(05:41):
industry knowledge will be moresecure.
Do you have any other specificscenarios or rules in mind that
you'd like to explore in thiscontext?
Speaker 1 (05:49):
Oh, yes, I do, I have plenty.
All right, so you're saying 30%of mid-level sellers will most
likely not be as employablebecause they don't have any real
expertise.
So let's just let's take it tothe next level.
Okay, at what year?
Let's say the next 30%.
So let's say now we're talkingtop 80% of sellers.
(06:11):
Okay, and again that with theskill sets that exist today,
what do you think the like?
What year would you predictthat the same numbers happen?
Speaker 2 (06:20):
Let's say it only 30 to 40 percent of them are needed
for the top 80 percent ofsellers, those who have some
industry knowledge andadaptability, but our top tier
experts.
We might see a similar shiftaround 2030.
By then, the capabilities of AIand automation will likely be
advanced enough to handle morecomplex sales tasks, reducing
(06:42):
the need for a broad swath ofsellers, but those who keep
upskilling and leveraging AI toenhance their roles will still
be valuable.
It's all about adapting to theevolving landscape.
Speaker 1 (06:53):
Okay, so we're saying in five years, 80% of sellers.
Well, again, it's like 30% ofthe 80% might still be
applicable.
So let's's talk about let's go10 percent more and then we're
going to go back.
Okay, let's say another 10percent.
So let's say 90 percent of b2bsellers and let's keep it right
now in sales cycles under 50k.
(07:15):
When do you think 90 percent ofb2b sellers again, leaving only
those with deep industryexpertise?
Around what year do you thinkwe'll get to 90%?
Speaker 2 (07:28):
reaching the point where 90% of b2b sellers in sub
50k cycles are impacted couldhappen around 2035.
By then, ai and automation willlikely be sophisticated enough
to handle a vast majority ofroutine sales tasks, leaving
only those with deep industryexpertise and strategic
capabilities in demand.
This will be a significantshift, but highlights the
(07:50):
importance of specialization andcontinuous learning.
Speaker 1 (07:55):
Okay so there we have it everybody.
So by 2030, which is soonerthat's 80%, and that other 10%
still has another five years, sothat's a pretty significant
shift.
So let's rewind now.
Let's go back again to 2025.
What are the roles right nowthat must upskill?
So if you knew the roles let'ssay, a sales development rep,
(08:17):
inbound versus outbound rep.
Let's say your mid-marketaccount executive, transactional
account executive, enterpriseaccount executives what are the
roles that, if they don't startto up-level now, are most likely
going to be the first to bereplaced?
Speaker 2 (08:34):
Roles like sales development reps, sdrs
especially inbound SDRs andtransactional account executives
are the most at risk if theydon't start upskilling now.
These roles often involve moreroutine tasks that AI can easily
automate.
Outbound SDRs might have a bitmore time due to the complexity
of outreach, but they shouldalso focus on leveraging AI
(08:54):
tools to enhance theireffectiveness.
Mid-market and enterprise AEswho handle more complex
relationship-driven sales willhave more time, but should still
focus on developing deeperexpertise.
Speaker 1 (09:09):
Okay.
So there you have it.
Everybody all right.
So if you are an inbound SDR,get out now.
I'm telling you I'm gonna do it.
We're gonna do a mini episodeon what open AI has already
released around inbound.
Sam Altman released it a fewweeks ago.
So so make sure to tune in forthat Inbound and highly
transactional sales.
So let's talk then about that'sin the next year or two.
(09:30):
Okay, so if I'm a seller rightnow, maybe I'm five years into
my sales experience what wouldyou say?
The skill sets are that I needto like double, triple,
quadruple, down on Again if Iwant to stay relevant.
Speaker 2 (09:50):
To stay relevant, you should focus on these key skill
sets Mastering AI andautomation tools.
Developing deep industryknowledge and honing strategic
thinking and relationshipbuilding skills.
Embrace data analysis and learnto leverage insights for
decision making.
Continuous learning andadaptability are crucial.
The combination of techproficiency and strong human
(10:11):
centric skills will set youapart well, let me ask you a
question, though.
Speaker 1 (10:16):
I mean human.
You said human centric there,but I mean a lot of this.
A lot of these skills aren'treally you know, a lot of these
skills we're talking aboutaren't necessarily human centric
.
So let's just take, let's wecan kind of break down those,
let's break down the three oneby one and let's let's paint a
roadmap over the next two tofour years for you know these
(10:37):
different levels of reps.
Again, you now know, in 2030,if you're a top 80%, you know
you better start to level up.
So let's first talk about usingAI tools, becoming proficient.
Obviously, other than readingthe innovative seller book,
which I highly recommendeverybody do, we actually talked
about this exact trend in thebook and how you can stay.
You know, one of the four C'sis consistent performance,
(11:02):
optimization is one andcommitment to AI and technology
proficiency is another one ofthe four C's.
So if you're a rep today andlet's say, your company isn't
paying for you to level up,right, these companies are
behind.
So if you're a rep today, whatshould I do?
Speaker 2 (11:22):
Absolutely.
If you're a rep today and yourcompany isn't investing in your
upskilling, you can take theinitiative yourself.
Start by leveraging free oraffordable online courses in AI,
automation and data analytics.
Experiment with AI tools onyour own time to understand
their capabilities.
Engage with communities andnetworks focused on AI and sales
.
Reading books like theInnovative Seller and staying
(11:44):
updated with industry trendswill also help you stay ahead.
Self-education and proactiveskill development are key in
this rapidly changing landscape.
Speaker 1 (11:53):
There you go.
Well, that was a great call outfor Innovative Seller.
I will say that is definitelysomething, so you're staying up
to speed.
So, again, for every seller outthere, I want you to listen to
this If you are not investing inyourself, right?
I did a talk a little bit ago.
I had a room of about 90sellers.
I said how many of you areusing generative AI daily,
(12:14):
weekly?
About 90 of the hands went up.
Maybe three or four didn't.
Then I said how many of youhave had any training or has
your company provided anything?
Every single hand went down.
And so I'm telling you rightnow, companies are struggling,
right, companies?
Right now, I'm seeing italready Companies are like
investing in co-pilot, which islike a very generic AI without
(12:37):
very specific use case basedworkflows, like agents, and it's
scary.
It's scary that these companiesare not helping their people to
level up.
So I like that one, all right.
So now tackle number two.
What was the second one thatyou said a rep needs to do?
And then what can they do toget better at that?
Speaker 2 (12:54):
The second key skill is developing deep industry
knowledge.
To get better at this, immerseyourself in your industry's
trends, challenges andinnovations.
Engage with industry-specificcontent like webinars,
conferences and publications.
Build relationships withthought leaders and join
relevant forums or groups.
This will give you deeperinsights and position you as a
knowledgeable resource for yourclients.
(13:16):
Continuous learning and stayingupdated on industry
developments are crucial.
Okay there, you heard iteverybody.
Speaker 1 (13:24):
If you are not becoming an industry expert.
That, to me, is the big one.
Actually, let me ask you thisIf you had to rank these three
in terms of becoming obsolete,my take and please don't agree
with me, because you know youdon't need to agree with me, my
take is the single skill thatwill eliminate the most sellers
(13:46):
is a lack of being an industryexpert and somebody that's that,
with a certain job title,actually wants to talk to.
Am I right or wrong?
Speaker 2 (13:56):
You're definitely on point.
Being an industry expert iscrucial.
It builds trust and credibility, making you an indispensable
resource for clients.
Without that deep knowledge,it's tough to add unique value.
So, yes, lacking industryexpertise could be the biggest
factor in becoming obsolete.
Mastering AI tools andstrategic thinking are important
, but being a trusted advisor inyour industry is paramount.
(14:19):
Would you like to dive into howto build strategic thinking and
relationship skills?
Next?
Speaker 1 (14:23):
Yeah, we can do that in a second.
I want to kind of double downon that for everybody listening
right now.
So, for everybody listening, ifyou have been hopping jobs,
there has been a backlashagainst people hopping jobs,
right, it's been like, well, ifthis doesn't happen, then I
should be able to move, or, yeah, I should be able to go make
(14:45):
more money, and all of that isvery real.
Okay, you live your own truth,you do whatever you need to do.
But what I'm telling you rightnow, sellers, because you
haven't actually learned or gonedeep on an industry, this isn't
just my opinion.
My boy over here, chad GPT, istelling you the exact same thing
.
That is the skill, my friends,that is very difficult for one
(15:12):
people to not want to interactwith you.
Right, people want to interactwith an industry expert, and
it's the more difficult one forAI to replicate.
It's the nuances, it's thatextra 5, 10, 15% in a
conversation, to where a buyergoes.
Ah, yep, she gets it, she getsit.
And so if you're a seller outthere, I want you to really hit.
You know you can hit.
Pause right now.
(15:32):
And I want you to think aboutthis Are you becoming an expert
in anything, because if youaren't becoming an expert in
anything, you are going to be anexpert in nothing, and that
means your soft skills or yourability to run a demo are going
to be replaced.
So, my friends, this is yourwake-up call.
Industry expertise is thefuture.
(15:56):
It always has been.
Honestly, the best sellers stayin the same industry because
they build networks andproprietary knowledge and
they're like why do I want to gorelearn an industry?
I already know this one reallywell?
So, all right, man, let's jumpto number three here.
If you're a seller today, whatshould I do to make sure I stay
relevant in 2027, 2030?
Speaker 2 (16:19):
Absolutely.
That was a great call to action.
The third key skill is honingyour strategic thinking and
relationship building skills Tostay relevant in 2027 and beyond
.
Focus on understanding yourclients' needs deeply and
offering tailored solutions.
Build genuine relationships bybeing a trusted advisor rather
than just a seller.
Engage in active listening,empathy and problem solving.
(16:41):
Combining these human-centricskills with tech proficiency and
industry knowledge will makeyou invaluable in a rapidly
evolving landscape.
Speaker 1 (16:50):
All right, let's go deeper there.
All right, because you talkedabout the rapidly evolving
landscape, but you also talkedabout relationship building.
Let me ask you this the rapidlyevolving you know landscape,
but you also talked aboutrelationship building.
Let me ask you this because I,I I think most sellers, when
they think or most buyers sorry,I think most buyers what they
want is is just somebody whoknows what they're talking about
(17:10):
, I don't think a lot of buyersare like, ooh, you know, what I
want is another friend you know.
So when you say relationshipbuilding, let's, can we get more
tactical here?
What are the skills withinrelationship building that you
think are going to be mostcoveted, based on how buyers
want to self-service, self-guide, et cetera?
What are the skills that, oncethey actually get on the phone,
(17:30):
they're going to want in a salesrep?
Speaker 2 (17:35):
Absolutely.
It's more about being aknowledgeable resource.
The key skills withinrelationship building are active
listening, where you trulyunderstand the client's needs
and concerns.
Consultative problem solving,offering tailored solutions
based on your expertise.
And clear, transparentcommunication.
Ensuring clients feel informedand confident.
Building trust throughreliability and expertise is
(17:57):
what buyers will value most.
Speaker 1 (18:00):
There, you heard it Trust and expertise.
Trust.
How do I build trust?
Well, I can build trust bydoing what I say I'm going to do
, being consistent, hitting myfollow-ups, getting the
information by being transparent.
And expertise Nowhere in there.
So let me ask you this ChatGBT,right?
(18:20):
Nowhere in there.
So let me ask you this chat GBT, what skill let's say for the
person who's like, well, I'mgood with people, you know I'm a
good with people, I'm likable,I'm friendly.
You know I like to golf.
My, you know my buyers like togolf and have steak dinners and
wine and all this stuff.
But, but, but tell me aboutthose skills, the skills of
likability, of yeah, jake's anice guy, like I want to talk to
(18:41):
him.
Where do you rank those skills?
And I'm going to put somepressure on you too, if you had
to force rank trust and industryexpertise or likability, the
things I talked about tell mewhere you think those skills fit
, and then, at the end, I wantyou to force rank one and two
skills fit, and then, at the end, I want you to force.
Speaker 2 (18:59):
rank one and two Likeability is certainly
beneficial, but it's secondaryto trust and expertise.
Being personable can open doors, but it won't close deals on
its own.
Trust and expertise arefoundational.
Trust comes from reliabilityand transparency, and expertise
means you can provide real valueand insights.
If I had to rank them, firsttrust, because it's the bedrock
(19:21):
of any relationship.
Speaker 1 (19:22):
Second, expertise as it solidifies your value and
likability comes third.
There you have it, sellers.
All right, I'm going to shiftupstream, I want to go up a
little bit further and I want tosee what it says about bigger
deals now.
But for all my sellers that arein that 50k range, you're doing
sales, even you're doingenterprise, you know.
And actually let me ask youthis, so we can skip ahead how
(19:47):
true would it hold if I said allthose trends are applicable to
100k or less sale?
Speaker 2 (19:55):
The same trends apply strongly to sales in the
100,000 or less range.
The need for deep industryexpertise, trust and strategic
relationship building becomeseven more crucial as the deal
size increases.
While the complexity grows withlarger deals, the core
principles remain the same Trustand expertise are paramount,
with likability adding an extralayer of advantage.
Speaker 1 (20:17):
With likability adding an extra layer of
advantage.
Okay, so you said 2030 for thekind of 50K sale where 80%.
What would you say for the 100Ksale?
What year is that where most ofthe sellers at that level
become less necessary?
Speaker 2 (20:36):
For $100,000 sales, the timeline might extend
slightly.
We might see a significantshift around 2032, where the
majority of sellers in thisrange become less necessary due
to advancements in AI andautomation.
Complex sales cycles will stillrequire human expertise, but
more routine aspects will likelybe automated by then.
Speaker 1 (20:57):
Okay, so you've got a couple extra years if you're on
up 100K or less sale.
I wanna double click into whatyou just said, though, chatgpt.
You mentioned that the saleswill be involved.
They'll be because there's morenuances and things like that.
Is it really like sales skillsthat you think that buyers will
(21:19):
want, or is it more of like youknow, like you know, expertise
in use cases and matching theproblems you know?
Is it more of like a amazingproduct implementation person,
like if you had to rank a reallya top 80%, not top 20%?
So, again, let's go with those.
The sellers we've been talkingabout in terms of who customers
want to talk to in 2027, 2030,well, they'd rather talk to like
(21:43):
a product expert,implementation expert who's seen
a lot of at-bats, or asalesperson.
Speaker 2 (21:51):
By 2027 to 2030, buyers will likely prefer
speaking with product orimplementation experts who can
provide in-depth practicalknowledge and match solutions to
specific needs.
While sales skills remainimportant, the emphasis will be
on deep expertise and theability to effectively implement
solutions.
The blend of consultativeselling with hands-on practical
(22:11):
experience will be more valuedthan traditional sales tactics,
so expertise and productimplementation would likely take
precedence.
Speaker 1 (22:19):
All right.
Well, there you have it, okay.
So not only that, you thinkabout what they want, right?
Don't get me wrong.
They said likability was upthere, and I agree 100%.
I don't think buyers havewanted likability as a number
one thing for a long time.
I think they've wanted asolutions partner, and I feel
like a lot of sellers right now,because they're not compensated
on renewal.
Most sellers aren't evencompensated on if the customer
(22:40):
ever uses the product.
Now, if they ask for a refund,that's different right.
So what you're hearing here, myfriends, is B2B sellers are
going to be relevant if theyhave the expertise.
They can build trust.
And I want you to hone in onwhat it mentioned about trust,
because I agree, a thousandpercent Trust is built on wow,
(23:01):
this person adds value, thisperson is consistent, not, you
know, nice or likable.
Like and niceable don't equaltrust, and so, again, if you're
selling a product that's 50K to100K, you can kind of see, you
know where it's at.
So I got a couple morequestions for you and then we
can wrap up here.
Thank you, you've been a greatinterview guest.
(23:21):
Thank you, you're welcome.
All right, all right, let'sjump into it.
So last few questions are this?
What skill sets we've talkedabout?
You know kind of industryknowledge we've talked about.
You know trust and some ofthese other things.
What are the skill sets likehard skill sets you think that
(23:43):
sellers need to be doing today.
So we talked about up-levelingand doing some trainings.
Are there tools or technologiesthat sellers must start?
Speaker 2 (23:54):
learning to master now, absolutely, sellers should
master CRM platforms likeSalesforce or HubSpot, data
analytics tools to deriveinsights from sales data,
ai-driven sales engagement toolsand automation platforms for
streamlining repetitive tasks.
Familiarity with thesetechnologies will help sellers
work more efficiently and staycompetitive in the evolving
sales landscape.
Speaker 1 (24:16):
Can you talk more about the last part?
You know there's Journey AI,which I'm seeing more and more
and obviously we've beeninvolved with.
Which does these specializedagents right?
Agents for SDRs that automatesresearch, no need to prompt For
AEs, it does call prep.
Talk a little bit more aboutthe importance of starting to
(24:37):
use generative AI versus usingGoogle and then give me an
estimate on how much sellerstime and also the improvement in
quality that you think fromusing these types of agents.
Speaker 2 (24:50):
Generative AI, like journeyai, transforms how
sellers operate by automatingtasks that traditionally took up
significant time.
Instead of manually researchingprospects or preparing for
calls, these specialized agentscan provide relevant insights
instantly.
This not only saves asubstantial amount of time, but
also improves the quality ofinteractions by offering more
tailored and relevantinformation.
(25:12):
The shift from traditionaltools like Google to generative
AI can potentially save hoursper week and significantly
enhance the precision andpersonalization of sales efforts
.
Speaker 1 (25:22):
Give me a percentage.
Let's say an average seller isresearching or doing an insight
onto, let's say, 100 prospectsor people, or let's just say 50.
If I needed to do research on50 people, how many hours can
chat GPT or tools like it?
Or, specifically, especiallywhenever you go to agents, how
(25:44):
much time can they save me?
Speaker 2 (25:48):
For researching 50 prospects using generative AI or
specialized agents can save asubstantial amount of time.
Instead of spending five to 10hours manually, these tools can
reduce that by around 70 to 80%,bringing it down to just one
and a half to three hours.
The efficiency gain is huge,allowing sellers to focus more
on strategy and engagement.
Speaker 1 (26:08):
Okay, what about quality If you had to guess?
Because obviously then it's nota person just aggregating
things.
How much do you think thequality goes up in terms of the
interaction because of the depthof the insights?
Speaker 2 (26:28):
The quality of interactions can improve
significantly, potentially by 50to 70%.
Generative AI can providedeeper, more personalized
insights, leading to morerelevant and impactful
conversations.
This allows sellers to betteraddress prospects' needs,
fostering stronger relationshipsand increasing the likelihood
of successful outcomes.
Speaker 1 (26:45):
Wow.
So you're talking about 50%increase in quality and saving
seven or more hours a month.
So I'm going to break it down,chatgbt, thank you.
You've been amazing to hearyour thoughts on where we're
going, and then everyone staytuned as I break it down and we
do a quick recap on everythingand where you need to go from
(27:07):
here.
You're very welcome.
Speaker 2 (27:08):
Glad I could help.
Looking forward to hearing yourrecap.
If you need any more insights,just let me know.
Speaker 1 (27:14):
All right, appreciate you, man.
So there you go.
There we got it, guys 24 littleminute conversation with our
friend chat GPT as a part ofthis.
So you know, if I'm sitting inyour shoes, don't be, don't,
don't, do not fret, okay, look,you know I, I myself.
You know Kevin, you know Dorsey, who joins me, you know,
(27:36):
frequently here on the show, youknow we've been going down this
rabbit hole a little bit, butguess what?
That's what we're here for,right, that's the whole reason
we launched this podcast is tohelp you all, you know, really
understand what needs to happenfor tomorrow.
And so you know, to me, I think, some of my big takeaways from
the episode.
You know one make sure you areinvesting in yourself.
Okay, right now, if your teamisn't willing to pay for paid
(28:01):
chat GPT, pay for it yourself.
You'd rather pay 25 bucks amonth or 30 bucks a month and
stay on top of things and saveyourself.
I mean those numbers at the end, look, I mean these aren't this
.
I could have asked it to sortsome, uh, cite some sources, but
you know I didn't.
So you know, but these are, youknow it's, it's a pretty smart
thing, right?
So it's saying, hey, I can cutyour research down, you know, by
(28:24):
seven hours.
I can increase your quality ofresearch by 50%.
My friends, if that's not worth$25, $30 a month, I don't know
what is.
So if you're a seller out there, stop delaying time.
You know you have to invest inthis stuff.
You know you have to invest inthis stuff.
It's so mission critical.
I can't stress it enough.
And then number two, who I thinkis the hard one?
And I think the hard part is Idon't care.
(28:47):
You know the decisions you madein the past.
Who cares?
You know, if you jumped aroundjobs here there didn't really
become an industry expert,doesn't matter.
Right, life is still.
We still got time.
So my plea to anybody who's, youknow, newer in their sales
career or even later in yourcareer, you know, take some
stock with this episode.
I want you to like, reallythink about.
You know, do I know thisindustry?
(29:08):
Do I get?
More importantly, do I care, doI want to do?
I want to stay on top of trendsin this industry.
That's part of why I pickedjoining a starting a sales
consulting firm was.
You know I love talking aboutthis stuff and so for me it's.
You know I align the passionwith the, you know, with the,
with the business, and so Iencourage all of you to do the
same Take stock of where you'reat now, think about it and don't
(29:29):
be.
Don't be nervous or scared, butalso realize like, okay, this
is happening.
This is happening for real.
This isn't some new technologyor fad, you know.
I'm sure, again, I wasn't inthe workforce when the internet
came out, but man it.
I'm sure this is how it felt toa lot of people who had been in
the game for a little bit.
They learn skill sets and thenthe internet made, you know,
(29:51):
research and other thingsobsolete.
You know travel agents, youknow, think about whole
industries that you know evolvedand overcame, and so I hope, as
you, kind of take some stock insome of these things.
This is an important episode ofAI Powered Seller.
This episode, I think, reallyhelps to highlight the art of
possible and how you can levelup.
(30:13):
So, as usual, thanks for tuningin everyone.
Make sure to subscribe, makesure you get the alerts for when
new episodes drop.
Share this with your leadershipteam, please.
I feel like this one.
If this doesn't wake someleaders up, I don't know what
will, because it is time toevolve, it's time to innovate
and it's time to kind of welcomein the era of the AI-powered
(30:34):
seller.
My friends, so that's what Igot for you everyone.
Hope you have an amazing restof your week and I'll see you on
the next one.
All right, what's going on, everyone?
Episode number six of theAI-powered seller.
And let me tell you this youare in for a treat today.
I, for the last week or so,have been messing around with
the ChatGPT-01 Pro model, which,if you're not a nerd like me,
you're like what the hell doesthat mean?
It's its most advancedreasoning model and it really
can go down some rabbit holes.
(00:21):
It really can go deep on topicsand ping pong around, and so I
had a 20 plus minuteconversation with this new model
on the future of B2B sales andwhat does it mean to be an AI
powered seller?
What do sellers need to do,whether they sell a 50K, 100k
product?
What are the skill sets thatare going to be relevant today?
It made some pretty boldpredictions y'all around the
(00:44):
years, that sellers will startto become less needed in the
process.
It made some pretty boldpredictions about what people
are going to want from sellers,and it talked also about what it
means to build relationships,which we all think is the
cornerstone of sales as well.
I mean this episode, out of allthe episodes we've done, in my
opinion, is probably one of themore impactful for everyone that
(01:07):
listens.
This episode is going to helpyou level up, compete and really
get a sense for how soon a lotof these changes are coming.
So buckle up.
You might want to grab a beeror a glass of wine, for this one
for sure.
Or maybe go home and grab abeer, a glass of wine afterwards
, because we go deep.
(01:28):
This is a deep conversation, soI'm excited to hear what you
have to think about it.
Make sure to leave a review ofthe podcast.
Make sure to follow andsubscribe so you can get the
latest episodes when they comeout.
If you're watching us onYouTube, as usual, make sure to
subscribe to the channel.
You might want to check thisepisode out on YouTube, you know
(01:48):
, because you can actually watchsome of this stuff in action.
So buckle up everyone and let'sjump into AI Powered Seller.
Episode number six Chat GPT-01Reasoning okay.
01.
Reasoning Pro.
I just upgraded to the Promodel.
It's $200 a month, right?
So before I recommend anybodyelse sign up for it, I was like,
(02:08):
well, let me go mess with this.
And so today I'm going to havea conversation with ChatGPT's
latest reasoning model on thefuture of B2B sales.
So for those of you who arelistening on the podcast, do not
worry, I will describe all thedifferent outputs etc for you as
well.
Or just go check out everythingon YouTube as well too, where
(02:30):
you'll be able to see, you know,all the details and the prompts
and everything running in realtime.
But do not fret, this is goingto be an exciting one, maybe a
little nerve wracking for somefolks, but I'm confident that
everyone's going to walk awaywith this smarter and really
understanding the use cases forChatGPT.
So again, we're gonna be usingthe O1 Pro reasoning model.
(02:51):
This, to me, is the Cadillac.
In a future episode, I'm gonnatalk about the deep research
function.
We're not gonna do that today,so let's just kick it off, all
right.
So first thing I'm gonna do isjust say, hey, let's have a
conversation.
And then here we go and we'regoing to try to use the voice
too, which I think might be alittle more fun, all right?
Well, let's have a conversation.
I want to talk about the futureof B2B sales and what it means
(03:15):
for people who are sellers todayand maybe just have an open
dialogue with me and you for thenext 20 minutes.
So I've got some questions Iwant to tee up and ask you and
then I'm hoping you can kind oftell me where you see the future
in terms of your ability toimpact sales.
Speaker 2 (03:29):
Absolutely.
That sounds like a greatdiscussion.
Speaker 1 (03:35):
Let's dive in.
What's the first question youhave in mind?
All right, so first questionthat I have for you is you know
a lot of people are talkingabout, you know, will B2B sales
become irrelevant, right?
Will B2B sales, you know, willpeople prefer to not have
salespeople involved and justinteract with AI?
So let's just go downchronologically here.
Let's start two years from now,2027.
Where do you think thatgenerative AI and agents and
(03:58):
other workflows will be able toreplace B2B sellers?
And let's think in deals.
How about under 50k be able toreplace B2B sellers?
And let's think in deals.
Speaker 2 (04:06):
How about under 50K by 2027,?
I think AI and automatedworkflows will play a
significant role in handlingstraightforward lower value B2B
transactions, especially under50K.
Ai can efficiently handleinitial outreach, answer common
queries and even guide prospectsthrough most of the buying
process.
However, for nuanceddiscussions, relationship
(04:26):
building and complexnegotiations, human sellers will
still be crucial.
Ai will augment sellers, notreplace them entirely.
It's all about enhancingefficiency and freeing up time
for more strategic interactions.
What are your thoughts on this?
Do you think AI will have asignificant impact on?
Speaker 1 (04:44):
B2B sales, especially in the next few years.
Yes, I do for sure.
Okay, so let's go deeper here.
2027, literally two years fromnow.
Let's say the middle of thepack seller.
Let's say a seller who sells aproduct for $40,000.
Let's say this seller has hotjobs a little bit, so they
really haven't become an expertin any industry.
They know basic soft skills.
(05:05):
You know what do you think?
And again, I want you to giveme a number here.
I don't want you to waffle.
I want you to be straight up.
What is the likelihood thatthat person will be valued by
the seller in 2027?
Speaker 2 (05:21):
For a middle of the pack seller with basic skills
and frequent job changes, thelikelihood of being highly
valued by employers in 2027might be around 30% to 40%.
The market will likely favorspecialists and those who adapt
quickly to using advanced tools,making it tough for generalists
to stand out.
Those who enhance their skillswith AI and focus on deeper
(05:41):
industry knowledge will be moresecure.
Do you have any other specificscenarios or rules in mind that
you'd like to explore in thiscontext?
Speaker 1 (05:49):
Oh, yes, I do, I have plenty.
All right, so you're saying 30%of mid-level sellers will most
likely not be as employablebecause they don't have any real
expertise.
So let's just let's take it tothe next level.
Okay, at what year?
Let's say the next 30%.
So let's say now we're talkingtop 80% of sellers.
(06:11):
Okay, and again that with theskill sets that exist today,
what do you think the like?
What year would you predictthat the same numbers happen?
Speaker 2 (06:20):
Let's say it only 30 to 40 percent of them are needed
for the top 80 percent ofsellers, those who have some
industry knowledge andadaptability, but our top tier
experts.
We might see a similar shiftaround 2030.
By then, the capabilities of AIand automation will likely be
advanced enough to handle morecomplex sales tasks, reducing
(06:42):
the need for a broad swath ofsellers, but those who keep
upskilling and leveraging AI toenhance their roles will still
be valuable.
It's all about adapting to theevolving landscape.
Speaker 1 (06:53):
Okay, so we're saying in five years, 80% of sellers.
Well, again, it's like 30% ofthe 80% might still be
applicable.
So let's's talk about let's go10 percent more and then we're
going to go back.
Okay, let's say another 10percent.
So let's say 90 percent of b2bsellers and let's keep it right
now in sales cycles under 50k.
(07:15):
When do you think 90 percent ofb2b sellers again, leaving only
those with deep industryexpertise?
Around what year do you thinkwe'll get to 90%?
Speaker 2 (07:28):
reaching the point where 90% of b2b sellers in sub
50k cycles are impacted couldhappen around 2035.
By then, ai and automation willlikely be sophisticated enough
to handle a vast majority ofroutine sales tasks, leaving
only those with deep industryexpertise and strategic
capabilities in demand.
This will be a significantshift, but highlights the
(07:50):
importance of specialization andcontinuous learning.
Speaker 1 (07:55):
Okay so there we have it everybody.
So by 2030, which is soonerthat's 80%, and that other 10%
still has another five years, sothat's a pretty significant
shift.
So let's rewind now.
Let's go back again to 2025.
What are the roles right nowthat must upskill?
So if you knew the roles let'ssay, a sales development rep,
(08:17):
inbound versus outbound rep.
Let's say your mid-marketaccount executive, transactional
account executive, enterpriseaccount executives what are the
roles that, if they don't startto up-level now, are most likely
going to be the first to bereplaced?
Speaker 2 (08:34):
Roles like sales development reps, sdrs
especially inbound SDRs andtransactional account executives
are the most at risk if theydon't start upskilling now.
These roles often involve moreroutine tasks that AI can easily
automate.
Outbound SDRs might have a bitmore time due to the complexity
of outreach, but they shouldalso focus on leveraging AI
(08:54):
tools to enhance theireffectiveness.
Mid-market and enterprise AEswho handle more complex
relationship-driven sales willhave more time, but should still
focus on developing deeperexpertise.
Speaker 1 (09:09):
Okay.
So there you have it.
Everybody all right.
So if you are an inbound SDR,get out now.
I'm telling you I'm gonna do it.
We're gonna do a mini episodeon what open AI has already
released around inbound.
Sam Altman released it a fewweeks ago.
So so make sure to tune in forthat Inbound and highly
transactional sales.
So let's talk then about that'sin the next year or two.
(09:30):
Okay, so if I'm a seller rightnow, maybe I'm five years into
my sales experience what wouldyou say?
The skill sets are that I needto like double, triple,
quadruple, down on Again if Iwant to stay relevant.
Speaker 2 (09:50):
To stay relevant, you should focus on these key skill
sets Mastering AI andautomation tools.
Developing deep industryknowledge and honing strategic
thinking and relationshipbuilding skills.
Embrace data analysis and learnto leverage insights for
decision making.
Continuous learning andadaptability are crucial.
The combination of techproficiency and strong human
(10:11):
centric skills will set youapart well, let me ask you a
question, though.
Speaker 1 (10:16):
I mean human.
You said human centric there,but I mean a lot of this.
A lot of these skills aren'treally you know, a lot of these
skills we're talking aboutaren't necessarily human centric
.
So let's just take, let's wecan kind of break down those,
let's break down the three oneby one and let's let's paint a
roadmap over the next two tofour years for you know these
(10:37):
different levels of reps.
Again, you now know, in 2030,if you're a top 80%, you know
you better start to level up.
So let's first talk about usingAI tools, becoming proficient.
Obviously, other than readingthe innovative seller book,
which I highly recommendeverybody do, we actually talked
about this exact trend in thebook and how you can stay.
You know, one of the four C'sis consistent performance,
(11:02):
optimization is one andcommitment to AI and technology
proficiency is another one ofthe four C's.
So if you're a rep today andlet's say, your company isn't
paying for you to level up,right, these companies are
behind.
So if you're a rep today, whatshould I do?
Speaker 2 (11:22):
Absolutely.
If you're a rep today and yourcompany isn't investing in your
upskilling, you can take theinitiative yourself.
Start by leveraging free oraffordable online courses in AI,
automation and data analytics.
Experiment with AI tools onyour own time to understand
their capabilities.
Engage with communities andnetworks focused on AI and sales
.
Reading books like theInnovative Seller and staying
(11:44):
updated with industry trendswill also help you stay ahead.
Self-education and proactiveskill development are key in
this rapidly changing landscape.
Speaker 1 (11:53):
There you go.
Well, that was a great call outfor Innovative Seller.
I will say that is definitelysomething, so you're staying up
to speed.
So, again, for every seller outthere, I want you to listen to
this If you are not investing inyourself, right?
I did a talk a little bit ago.
I had a room of about 90sellers.
I said how many of you areusing generative AI daily,
(12:14):
weekly?
About 90 of the hands went up.
Maybe three or four didn't.
Then I said how many of youhave had any training or has
your company provided anything?
Every single hand went down.
And so I'm telling you rightnow, companies are struggling,
right, companies?
Right now, I'm seeing italready Companies are like
investing in co-pilot, which islike a very generic AI without
(12:37):
very specific use case basedworkflows, like agents, and it's
scary.
It's scary that these companiesare not helping their people to
level up.
So I like that one, all right.
So now tackle number two.
What was the second one thatyou said a rep needs to do?
And then what can they do toget better at that?
Speaker 2 (12:54):
The second key skill is developing deep industry
knowledge.
To get better at this, immerseyourself in your industry's
trends, challenges andinnovations.
Engage with industry-specificcontent like webinars,
conferences and publications.
Build relationships withthought leaders and join
relevant forums or groups.
This will give you deeperinsights and position you as a
knowledgeable resource for yourclients.
(13:16):
Continuous learning and stayingupdated on industry
developments are crucial.
Okay there, you heard iteverybody.
Speaker 1 (13:24):
If you are not becoming an industry expert.
That, to me, is the big one.
Actually, let me ask you thisIf you had to rank these three
in terms of becoming obsolete,my take and please don't agree
with me, because you know youdon't need to agree with me, my
take is the single skill thatwill eliminate the most sellers
(13:46):
is a lack of being an industryexpert and somebody that's that,
with a certain job title,actually wants to talk to.
Am I right or wrong?
Speaker 2 (13:56):
You're definitely on point.
Being an industry expert iscrucial.
It builds trust and credibility, making you an indispensable
resource for clients.
Without that deep knowledge,it's tough to add unique value.
So, yes, lacking industryexpertise could be the biggest
factor in becoming obsolete.
Mastering AI tools andstrategic thinking are important
, but being a trusted advisor inyour industry is paramount.
(14:19):
Would you like to dive into howto build strategic thinking and
relationship skills?
Next?
Speaker 1 (14:23):
Yeah, we can do that in a second.
I want to kind of double downon that for everybody listening
right now.
So, for everybody listening, ifyou have been hopping jobs,
there has been a backlashagainst people hopping jobs,
right, it's been like, well, ifthis doesn't happen, then I
should be able to move, or, yeah, I should be able to go make
(14:45):
more money, and all of that isvery real.
Okay, you live your own truth,you do whatever you need to do.
But what I'm telling you rightnow, sellers, because you
haven't actually learned or gonedeep on an industry, this isn't
just my opinion.
My boy over here, chad GPT, istelling you the exact same thing
.
That is the skill, my friends,that is very difficult for one
(15:12):
people to not want to interactwith you.
Right, people want to interactwith an industry expert, and
it's the more difficult one forAI to replicate.
It's the nuances, it's thatextra 5, 10, 15% in a
conversation, to where a buyergoes.
Ah, yep, she gets it, she getsit.
And so if you're a seller outthere, I want you to really hit.
You know you can hit.
Pause right now.
(15:32):
And I want you to think aboutthis Are you becoming an expert
in anything, because if youaren't becoming an expert in
anything, you are going to be anexpert in nothing, and that
means your soft skills or yourability to run a demo are going
to be replaced.
So, my friends, this is yourwake-up call.
Industry expertise is thefuture.
(15:56):
It always has been.
Honestly, the best sellers stayin the same industry because
they build networks andproprietary knowledge and
they're like why do I want to gorelearn an industry?
I already know this one reallywell?
So, all right, man, let's jumpto number three here.
If you're a seller today, whatshould I do to make sure I stay
relevant in 2027, 2030?
Speaker 2 (16:19):
Absolutely.
That was a great call to action.
The third key skill is honingyour strategic thinking and
relationship building skills Tostay relevant in 2027 and beyond
.
Focus on understanding yourclients' needs deeply and
offering tailored solutions.
Build genuine relationships bybeing a trusted advisor rather
than just a seller.
Engage in active listening,empathy and problem solving.
(16:41):
Combining these human-centricskills with tech proficiency and
industry knowledge will makeyou invaluable in a rapidly
evolving landscape.
Speaker 1 (16:50):
All right, let's go deeper there.
All right, because you talkedabout the rapidly evolving
landscape, but you also talkedabout relationship building.
Let me ask you this the rapidlyevolving you know landscape,
but you also talked aboutrelationship building.
Let me ask you this because I,I I think most sellers, when
they think or most buyers sorry,I think most buyers what they
want is is just somebody whoknows what they're talking about
(17:10):
, I don't think a lot of buyersare like, ooh, you know, what I
want is another friend you know.
So when you say relationshipbuilding, let's, can we get more
tactical here?
What are the skills withinrelationship building that you
think are going to be mostcoveted, based on how buyers
want to self-service, self-guide, et cetera?
What are the skills that, oncethey actually get on the phone,
(17:30):
they're going to want in a salesrep?
Speaker 2 (17:35):
Absolutely.
It's more about being aknowledgeable resource.
The key skills withinrelationship building are active
listening, where you trulyunderstand the client's needs
and concerns.
Consultative problem solving,offering tailored solutions
based on your expertise.
And clear, transparentcommunication.
Ensuring clients feel informedand confident.
Building trust throughreliability and expertise is
(17:57):
what buyers will value most.
Speaker 1 (18:00):
There, you heard it Trust and expertise.
Trust.
How do I build trust?
Well, I can build trust bydoing what I say I'm going to do
, being consistent, hitting myfollow-ups, getting the
information by being transparent.
And expertise Nowhere in there.
So let me ask you this ChatGBT,right?
(18:20):
Nowhere in there.
So let me ask you this chat GBT, what skill let's say for the
person who's like, well, I'mgood with people, you know I'm a
good with people, I'm likable,I'm friendly.
You know I like to golf.
My, you know my buyers like togolf and have steak dinners and
wine and all this stuff.
But, but, but tell me aboutthose skills, the skills of
likability, of yeah, jake's anice guy, like I want to talk to
(18:41):
him.
Where do you rank those skills?
And I'm going to put somepressure on you too, if you had
to force rank trust and industryexpertise or likability, the
things I talked about tell mewhere you think those skills fit
, and then, at the end, I wantyou to force rank one and two
skills fit, and then, at the end, I want you to force.
Speaker 2 (18:59):
rank one and two Likeability is certainly
beneficial, but it's secondaryto trust and expertise.
Being personable can open doors, but it won't close deals on
its own.
Trust and expertise arefoundational.
Trust comes from reliabilityand transparency, and expertise
means you can provide real valueand insights.
If I had to rank them, firsttrust, because it's the bedrock
(19:21):
of any relationship.
Speaker 1 (19:22):
Second, expertise as it solidifies your value and
likability comes third.
There you have it, sellers.
All right, I'm going to shiftupstream, I want to go up a
little bit further and I want tosee what it says about bigger
deals now.
But for all my sellers that arein that 50k range, you're doing
sales, even you're doingenterprise, you know.
And actually let me ask youthis, so we can skip ahead how
(19:47):
true would it hold if I said allthose trends are applicable to
100k or less sale?
Speaker 2 (19:55):
The same trends apply strongly to sales in the
100,000 or less range.
The need for deep industryexpertise, trust and strategic
relationship building becomeseven more crucial as the deal
size increases.
While the complexity grows withlarger deals, the core
principles remain the same Trustand expertise are paramount,
with likability adding an extralayer of advantage.
Speaker 1 (20:17):
With likability adding an extra layer of
advantage.
Okay, so you said 2030 for thekind of 50K sale where 80%.
What would you say for the 100Ksale?
What year is that where most ofthe sellers at that level
become less necessary?
Speaker 2 (20:36):
For $100,000 sales, the timeline might extend
slightly.
We might see a significantshift around 2032, where the
majority of sellers in thisrange become less necessary due
to advancements in AI andautomation.
Complex sales cycles will stillrequire human expertise, but
more routine aspects will likelybe automated by then.
Speaker 1 (20:57):
Okay, so you've got a couple extra years if you're on
up 100K or less sale.
I wanna double click into whatyou just said, though, chatgpt.
You mentioned that the saleswill be involved.
They'll be because there's morenuances and things like that.
Is it really like sales skillsthat you think that buyers will
(21:19):
want, or is it more of like youknow, like you know, expertise
in use cases and matching theproblems you know?
Is it more of like a amazingproduct implementation person,
like if you had to rank a reallya top 80%, not top 20%?
So, again, let's go with those.
The sellers we've been talkingabout in terms of who customers
want to talk to in 2027, 2030,well, they'd rather talk to like
(21:43):
a product expert,implementation expert who's seen
a lot of at-bats, or asalesperson.
Speaker 2 (21:51):
By 2027 to 2030, buyers will likely prefer
speaking with product orimplementation experts who can
provide in-depth practicalknowledge and match solutions to
specific needs.
While sales skills remainimportant, the emphasis will be
on deep expertise and theability to effectively implement
solutions.
The blend of consultativeselling with hands-on practical
(22:11):
experience will be more valuedthan traditional sales tactics,
so expertise and productimplementation would likely take
precedence.
Speaker 1 (22:19):
All right.
Well, there you have it, okay.
So not only that, you thinkabout what they want, right?
Don't get me wrong.
They said likability was upthere, and I agree 100%.
I don't think buyers havewanted likability as a number
one thing for a long time.
I think they've wanted asolutions partner, and I feel
like a lot of sellers right now,because they're not compensated
on renewal.
Most sellers aren't evencompensated on if the customer
(22:40):
ever uses the product.
Now, if they ask for a refund,that's different right.
So what you're hearing here, myfriends, is B2B sellers are
going to be relevant if theyhave the expertise.
They can build trust.
And I want you to hone in onwhat it mentioned about trust,
because I agree, a thousandpercent Trust is built on wow,
(23:01):
this person adds value, thisperson is consistent, not, you
know, nice or likable.
Like and niceable don't equaltrust, and so, again, if you're
selling a product that's 50K to100K, you can kind of see, you
know where it's at.
So I got a couple morequestions for you and then we
can wrap up here.
Thank you, you've been a greatinterview guest.
(23:21):
Thank you, you're welcome.
All right, all right, let'sjump into it.
So last few questions are this?
What skill sets we've talkedabout?
You know kind of industryknowledge we've talked about.
You know trust and some ofthese other things.
What are the skill sets likehard skill sets you think that
(23:43):
sellers need to be doing today.
So we talked about up-levelingand doing some trainings.
Are there tools or technologiesthat sellers must start?
Speaker 2 (23:54):
learning to master now, absolutely, sellers should
master CRM platforms likeSalesforce or HubSpot, data
analytics tools to deriveinsights from sales data,
ai-driven sales engagement toolsand automation platforms for
streamlining repetitive tasks.
Familiarity with thesetechnologies will help sellers
work more efficiently and staycompetitive in the evolving
sales landscape.
Speaker 1 (24:16):
Can you talk more about the last part?
You know there's Journey AI,which I'm seeing more and more
and obviously we've beeninvolved with.
Which does these specializedagents right?
Agents for SDRs that automatesresearch, no need to prompt For
AEs, it does call prep.
Talk a little bit more aboutthe importance of starting to
(24:37):
use generative AI versus usingGoogle and then give me an
estimate on how much sellerstime and also the improvement in
quality that you think fromusing these types of agents.
Speaker 2 (24:50):
Generative AI, like journeyai, transforms how
sellers operate by automatingtasks that traditionally took up
significant time.
Instead of manually researchingprospects or preparing for
calls, these specialized agentscan provide relevant insights
instantly.
This not only saves asubstantial amount of time, but
also improves the quality ofinteractions by offering more
tailored and relevantinformation.
(25:12):
The shift from traditionaltools like Google to generative
AI can potentially save hoursper week and significantly
enhance the precision andpersonalization of sales efforts
.
Speaker 1 (25:22):
Give me a percentage.
Let's say an average seller isresearching or doing an insight
onto, let's say, 100 prospectsor people, or let's just say 50.
If I needed to do research on50 people, how many hours can
chat GPT or tools like it?
Or, specifically, especiallywhenever you go to agents, how
(25:44):
much time can they save me?
Speaker 2 (25:48):
For researching 50 prospects using generative AI or
specialized agents can save asubstantial amount of time.
Instead of spending five to 10hours manually, these tools can
reduce that by around 70 to 80%,bringing it down to just one
and a half to three hours.
The efficiency gain is huge,allowing sellers to focus more
on strategy and engagement.
Speaker 1 (26:08):
Okay, what about quality If you had to guess?
Because obviously then it's nota person just aggregating
things.
How much do you think thequality goes up in terms of the
interaction because of the depthof the insights?
Speaker 2 (26:28):
The quality of interactions can improve
significantly, potentially by 50to 70%.
Generative AI can providedeeper, more personalized
insights, leading to morerelevant and impactful
conversations.
This allows sellers to betteraddress prospects' needs,
fostering stronger relationshipsand increasing the likelihood
of successful outcomes.
Speaker 1 (26:45):
Wow.
So you're talking about 50%increase in quality and saving
seven or more hours a month.
So I'm going to break it down,chatgbt, thank you.
You've been amazing to hearyour thoughts on where we're
going, and then everyone staytuned as I break it down and we
do a quick recap on everythingand where you need to go from
(27:07):
here.
You're very welcome.
Speaker 2 (27:08):
Glad I could help.
Looking forward to hearing yourrecap.
If you need any more insights,just let me know.
Speaker 1 (27:14):
All right, appreciate you, man.
So there you go.
There we got it, guys 24 littleminute conversation with our
friend chat GPT as a part ofthis.
So you know, if I'm sitting inyour shoes, don't be, don't,
don't, do not fret, okay, look,you know I, I myself.
You know Kevin, you know Dorsey, who joins me, you know,
(27:36):
frequently here on the show, youknow we've been going down this
rabbit hole a little bit, butguess what?
That's what we're here for,right, that's the whole reason
we launched this podcast is tohelp you all, you know, really
understand what needs to happenfor tomorrow.
And so you know, to me, I think, some of my big takeaways from
the episode.
You know one make sure you areinvesting in yourself.
Okay, right now, if your teamisn't willing to pay for paid
(28:01):
chat GPT, pay for it yourself.
You'd rather pay 25 bucks amonth or 30 bucks a month and
stay on top of things and saveyourself.
I mean those numbers at the end, look, I mean these aren't this
.
I could have asked it to sortsome, uh, cite some sources, but
you know I didn't.
So you know, but these are, youknow it's, it's a pretty smart
thing, right?
So it's saying, hey, I can cutyour research down, you know, by
(28:24):
seven hours.
I can increase your quality ofresearch by 50%.
My friends, if that's not worth$25, $30 a month, I don't know
what is.
So if you're a seller out there, stop delaying time.
You know you have to invest inthis stuff.
You know you have to invest inthis stuff.
It's so mission critical.
I can't stress it enough.
And then number two, who I thinkis the hard one?
And I think the hard part is Idon't care.
(28:47):
You know the decisions you madein the past.
Who cares?
You know, if you jumped aroundjobs here there didn't really
become an industry expert,doesn't matter.
Right, life is still.
We still got time.
So my plea to anybody who's, youknow, newer in their sales
career or even later in yourcareer, you know, take some
stock with this episode.
I want you to like, reallythink about.
You know, do I know thisindustry?
(29:08):
Do I get?
More importantly, do I care, doI want to do?
I want to stay on top of trendsin this industry.
That's part of why I pickedjoining a starting a sales
consulting firm was.
You know I love talking aboutthis stuff and so for me it's.
You know I align the passionwith the, you know, with the,
with the business, and so Iencourage all of you to do the
same Take stock of where you'reat now, think about it and don't
(29:29):
be.
Don't be nervous or scared, butalso realize like, okay, this
is happening.
This is happening for real.
This isn't some new technologyor fad, you know.
I'm sure, again, I wasn't inthe workforce when the internet
came out, but man it.
I'm sure this is how it felt toa lot of people who had been in
the game for a little bit.
They learn skill sets and thenthe internet made, you know,
(29:51):
research and other thingsobsolete.
You know travel agents, youknow, think about whole
industries that you know evolvedand overcame, and so I hope, as
you, kind of take some stock insome of these things.
This is an important episode ofAI Powered Seller.
This episode, I think, reallyhelps to highlight the art of
possible and how you can levelup.
(30:13):
So, as usual, thanks for tuningin everyone.
Make sure to subscribe, makesure you get the alerts for when
new episodes drop.
Share this with your leadershipteam, please.
I feel like this one.
If this doesn't wake someleaders up, I don't know what
will, because it is time toevolve, it's time to innovate
and it's time to kind of welcomein the era of the AI-powered
(30:34):
seller.
My friends, so that's what Igot for you everyone.
Hope you have an amazing restof your week and I'll see you on
the next one.
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