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AI in Sales Video Summary:
#1: We now know what really works in sales.
Quite a few companies are already utilizing artificial intelligence in sales to analyze sales data. This is a mind-blowing change to the industry.
One company that’s leading the charge is Gong.io. They’re using artificial intelligence to analyze millions of sales conversations by running them through artificial intelligence algorithms. Then, they pull out specific conclusions based on what’s actually working versus what isn’t.
Up until now, sales has been much more anecdotal. But now, because we have the actual data from artificial intelligence in sales, we really know what works.
#2: The bottom of the sales profession is dead.
This is true. And it’s unavoidable.
While it may be sad, there’s not really much we can do to help those who are at the bottom of the selling profession. (The only thing I would encourage them to do is to get out of that bottom tier of the profession and work their way up.)
People who are telemarketing or pitching dinky little offerings are going to be gone very soon—if they aren’t already. There was a time when someone could make a pretty solid living just being a telemarketer, but that time has passed.
Now, with the advent of artificial intelligence in sales, there’s already technology being built that’s going to completely replace all of that low-level telemarketing.
In fact, you probably get calls from machines all the time. This technology is going to improve dramatically over the next couple of years. Now, this isn’t to say that cold calling is entirely dead—because cold calling to high-level prospects is absolutely still something that works—but that low-level, consumer-facing telemarketing is a goner.
Very soon, very few people are going to be in sales earning $40,000 a year. You’re either going to be making hundreds of thousands of dollars—or you won’t be in sales at all. To some degree, it’s your choice which side of the spectrum you’ll be on.
Are you going to be the type of person that’s going to arm and prepare yourself for the changes that are coming?
#3: If you only communicate value, but don’t create it, then the machines are coming for you.
Artificial intelligence in sales is only going to increase this trend, and make that shift more dramatic than it already is.
#4: Value-creators are going to be irreplaceable in this changing economy.
Creating value requires that you have a deep and meaningful conversation with a prospect. It requires that you use social intelligence and humanity to create a trusting bond that will prompt your prospects and clients to share what they actually care about.
If you can do that, then you are absolutely going to crush it. No machine is going to be able to replace you due to those powerful interactions that you’re having.
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