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Your Questions Answered: Elevate Your Sales Game with ChatGPT
Unlock the secrets to turbocharging your sales and marketing game. Explore how leveraging ChatGPT can transform your approach to personalized lead generation by zeroing in on the fine line between personalization and relevancy. Discover the "triangle" concept to truly understand industry nuances and trends, enabling you to craft messages that hit home. Learn how ChatGPT can be your ultimate thought partner in tackling sales objections, comparing competitor offerings, and strategizing for impactful meetings. Plus, find out why creating content snippets rather than full emails might just be your secret weapon in capturing attention.
Accelerate your industry learning journey as we navigate the intricacies of regional banking, from cybersecurity challenges to identity management solutions. Our discussion reveals strategic ways SDRs can fast-track their knowledge, ensuring they grasp what matters most to key personas. Dive into the world of custom GPT models and see how they can revolutionize your sales and marketing efforts. From preparing for discovery calls to crafting compelling value propositions, these tailored models promise to enhance prospecting efficiency and drive greater revenue impact.
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So, best practices Okay, I have got a list of questions here. I'm going to do my best to answer your questions on what are the tactical best practices that we are seeing in the market or we're putting in place for clients today. So the first question here is okay, what is the best practice for using ChatGPT to enhance personalized lead generation? All right, this is a great one. Okay, so there's a bunch of different ways that ChatGPT can help you personalize your outreach, and I like to think of the difference between and actually I stole this from Katie. So Katie talks about the difference between personalization and relevancy. Okay, relevancy, and I'm going to talk about relevancy. What I think chat GPT is very good at is being very relevant. Okay, and what relevancy is? And again, we call it the triangle. You know, let me see if I can. Just, I might be able to flash this on my screen real quick here. Let me try to do something real quick here, all right, so check this out. So this is what we call kind of the triangle, which is this concept that we've developed, that we're inputting with our clients as well. That really just helps to make it very simple. So, if you ask me the question, okay, jake, how do you personalize for prospecting? This is how you do it. Okay, the first ingredient is sub-industry. This is where a lot of people start getting it wrong. Probably 90% of people are missing this piece. They say we work with manufacturing. No, you work with industrial manufacturing and specifically heavy equipment manufacturing, chatgpt. And if you don't know what the sub-industry is of that company, no problem, chatgpt will tell you. So, sub-industry. What does somebody in that industry with this job title? What are the trends that are happening that we the other part of it that we can solve for Trends in the sub-industry, the people in that and it's not about how you help companies, it's how you help that person. I help VPs of operations in heavy equipment machine manufacturing solve for one of the biggest trends out there as a part of this, if you want to know how to use chat GPTs to do more relevancy-based messaging, that's how you do it. That's what I got for you on that front, okay. Next question so that's how you do personalize. Again, don't try to get it to write emails. It sucks at writing emails. It is epic at writing two or three industry trend snippets. Okay, so that's what you tell it to do. Here's the company. Here's what I'm trying to do I need trends in their industry, trends for this job title, and then triangulate it with how we can potentially solve for that person and the trends that they're most likely facing. All right, that, my friends, is how you personalize tactically custom GBT, or perplexity or clot or whatever you want to do. Okay, and feel free if you guys want, drop your questions in here, If you're like man Jake, maybe, if you want to drop a sales challenge in there like hey, man, this is a challenge that I'm facing right now. Can ChatGPT help me with that? I'll tell you if I know.
Speaker 1:Okay, next up question what is the best practice for using ChatGPT to handle complex research? Okay, let's go. So, one of the custom GPTs for those of you who have signed up, you know, is annual report summarizer, and so, again, I'm going to give you, I'm going to give you probably a couple research-based use cases, with this being the first one. So the first is it is very, very good at parsing out annual or quarterly reports, and so what you can ask it to do is you say okay, you are a sales rep for my company. Here's a link to my website. Here's a link to our product set I sell to this persona. Cmos here upload the annual report and say, based on and we have the custom GPD that we have. It just prompts you to upload the annual report and it's already been given the instructions on the backend of what to do with it. But if you want to do it, the prompty way is you'll say, hey, based on the CMO of this company that I'm trying to book a meeting with, here's the quarterly report. What are the top three things that they're talking about that are relevant to what we do? So what it's really good at is not just doing the research and the insights, but it can also again kind of mash that up with how you might be able to solve. So that, to me, is a really great one. So if it's a bigger company, you can do the annual report, you could do the investor relations page, you could do the blog page, but think of summarizing data for me and then giving me some ideas of what I could potentially highlight. So that is one of my favorite ones.
Speaker 1:Another one I'll talk about how can I use ChatGPT to handle I'm going to call this a sales objection. That's my kind of another use case. Chatgpt is really good at being a thought partner and, again, I think a lot of people don't think of it that way. You don't think of it as like you've got like a little buddy on your shoulder, my little AI buddy, that I can just chat it up with. I can be like, hey man, I've got a meeting with a CFO. I know they're using our competition. Here's a link to our competition and our competition's product page. Here's my company and my product page. What are the top three things that I should make sure to bring up and top three things I should make sure to avoid in my next meeting with this company, right? So think of objections, a lot of what I think you can do. One you can ask it on the fly, sure, but what you can also do is say, hey, what am I not thinking of? And so it's not necessarily research, but it's helping me to process the information that I would usually just be kind of doing in my head. So just think of that, right? So objection handling another one. So I love that use case. It's one of my favorite and I love these. These questions are great, all right. Next question what are the best practices for using ChatGPT to structure.
Speaker 1:Personalized demos Ooh, ooh, that's a good one. You know, I think it's a similar use case around scenario planning, right, where what you can do okay, here's a really quick one, one of the custom GPTs and again, look, you can use our custom GPTs or not. You can do this on your own, it's fine. It's called Meeting Analyzer, okay, and Meeting Analyzer does an insane job of breaking down your call for you. So if I wanted to do a personalized product demo, what I would probably do is I go to meeting analyzer, I would dump in my discovery call and I would say I'm putting together a personalized demo for this call.
Speaker 1:I want you to highlight to me the top two or three things I should highlight in our product. Here's a link to the products page as well, too. And, based on what they said, what are possibly some product features I should skip over because they're not a priority? Boom, think about that. I want you guys to think about how much tighter your demo would be if you literally uploaded your discovery call. What are the top three? And here's a link to our product page. So then it'll go scrape the product page. What are the top three products I should definitely talk about, in order of importance, based on what they said. And are there two or three products that they really didn't talk about being interested in? How much better is that going to be? I realize I got my Validation Ale. Shout out Santa Barbara. They've got a lot of gluten. I'm allergic to gluten and so they've got a lot of gluten-free beers. So if you ever go to Santa Barbara, check out Validation Ale Big fan, big fan. So that's it. That's how I would personalize a product demo tactically with ChatGPT. Okay, next question up Ooh good, this is a good one too.
Speaker 1:How to use ChatGPT to personalize a statement of work. You know what we should do. Why don't we just use, why don't we just do this Like why don't we just start doing some of these? Right, like? Enough of just like Jake talking about it. Let's just pull up chat GPT and like let's just start. You know, fucking going with this. Sorry, I cussed. I'm trying not to cuss anymore, or as much. So let's just start to do some of these. Enough of this. You know this stuff.
Speaker 1:So how would I use chat GPT to customize a statement of work? Pretty simple, I would probably use. Which one of these would I use? I don't have. The problem is I don't have a meeting summarized, because what I probably do is I probably click on the meeting summarizer and I do the same thing. I would say, hey, I'm putting together a statement of work, what are the top three things I should make true to include in the statement of work? And you know what are some key points I should bring up. So, and, by the way, if not, you know you could do this as well. Here you could say, you know, here's a link to you could just upload your transcript here. I could you know from that, I could you know what do you call it. Then say, okay, look at this call. I'm putting together a statement of work Like what should I do? So, yeah, that would be probably what I would do for that one. All right.
Speaker 1:Next question Implementing into training for new hires. What is my best practice? Okay, let's just do this. And again, we are developing. So if you've already signed up for the custom GPTs, get ready. Brian and I, again, we were in the lab last night, like I said, maybe I was having a couple of glasses of wine. I think he was having a non-alcoholic beer because he had to do the work, obviously.
Speaker 1:And we're developing a couple of new custom GPTs for all of you Account plan GPT. So you literally can just give it your account plan and it'll prompt you to fill it out. It'll be like great revenue target, da, da, da, da and it will build you an account plan. It's going to be awesome. And the other is this one is a flavor of this. So how can you use it to train new hires?
Speaker 1:Well, let's talk about how you could do it. You could say I work at. Let's say who's a good melt wall? Let's do Okta. I don't know, I've always picked Okta. They're just like in my head. I work at Oktacom and am trying to find ways to integrate chat GPT into new hire onboarding for sales. Help me build a persona-based trivia game that they can play to learn our persona faster and again, this is just one application as fast as possible, right? Getting up to speed on the persona is one of my absolute favorites, and you can actually create a custom GPT.
Speaker 1:Oh God see, this is so dumb. Now it's going to remember that I work at Okta. I'm like no, don't you know, don't remember that. Just so you guys know. You really need to clean out your memory. The memory thing is like like here I'll just show you guys, it remembers all kinds of dumb stuff. That's like really again, it's like is working. It's like it thinks that I work for like every company, basically, apparently you know. So just make sure you clear this out because it gets a lot of noise junk in it. Yeah, I'm just going to do that. Let me just clear memory. It's good to just do this every once in a while. It's kind of like your cash.
Speaker 1:So again, look, here's the persona overview, right. Here's the new hire, right. And now I could say, great, build me. So here's how I should do it. And then I could say, great, build me, the multiple choice questions, right, what is the top security turn Like again, like it literally gives you the answer. So create real game, real trivia games, you know, for people. So, onboarding no brainer, use it for this, okay, no brainer, use it for this, okay, I've got a couple more in here. Yeah, feel free. Like I said, if you've got questions, let's talk about training.
Speaker 1:So how can I implement ChatGPT to help training? I have actually here, you know what? I think we might have a little cheat sheet here that I can can just copy and paste this prompt in from yeah, here we go. Yep, there it is. Okay, I'm just going to give you guys. I'm going to cheat here. We've got one in the lab here.
Speaker 1:I'm an SDR. I want to learn about specific industry pain points and I want to focus on the first industry I want to learn about is regional banks. Come up with some random ones today For the identified pain point areas. What are three talking points? Provide the answers in a table. And I want to know about the. We'll call it the, I don't know. General manager, general manager in regional banks, right, regional banks? This is meant to be just like a series of prompts. That's why I'm just like kind of cheating and that should be good.
Speaker 1:And then and now, what I'm going to do after is like okay, teach me about the industry, right. So again, right, okay, here's some industry trends. Oh yeah, cause, again, if I still thinks I work at octa, god, okay, well, this is, this is helpful, right, so you can see. Here it's like oh, jake works at octagon, um, as a part of this, um, I guess, did I put that in there? Oh yeah, because again, it's keyed in on what I have, god, it's getting so good, um. So again, I want you to just think about what I have. God, it's getting so good. So again, I want you to just think about this. It immediately does this. Again, here's the typical job descriptions. So again, if I wanted to build, and now, let's do this, it's still going. It's so good. Again, look at these, like how it just triangulates.
Speaker 1:Identity management solutions can streamline security protocols, like like, hey, is that top of mind? Uh, unify customer identity. Um, and now create a 15 question trivia game, giving me a question by question, uh, question giving. Giving question one by one and then the answer. And next question, to help me learn this. To check this out Again how can you use it for consistent?
Speaker 1:What is one of the primary security? How about this? Do it again, but multiple choice every time. That's probably a little easier. All right, here we go. All right. Number one I'm going to guess B. All right, yay, we got it right.
Speaker 1:Okay, which of the following often impacts regional bank cybersecurity? Oh, shoot, sox. I mean that one says cybersecurity guidelines, so I think I'm just going to guess that I don't know. Okay, all right, that was kind of cheating. Oka can help regional banks improve. This is so dope. Just imagine if you had a rep. Okay, all right, that was kind of cheating. Okka can help regional banks improve. This is so dope. Just imagine if you had a rep. Okay, I want you guys to just think of this use case. Imagine if you had a rep that was doing this.
Speaker 1:How much faster could you ramp a salesperson Like this is real, my friends. Like this is very, very, very real. Like how much faster could you get up to speed on a new industry, on what the persona cares about in that industry, all that stuff? How much, how much faster can you get up to speed on that? Right, so it looks like. Yeah, it looks like. I got time for one more best practice, so that's training and onboarding, and just general one, which is how to build, or what's the one like, what's a custom GPT that I would build if I had, if I said what's the one that will move the needle for me? Like, really quickly the needle for me really quickly.
Speaker 1:For those of you that don't realize it in ChatGPT, well, here, why don't I just share my screen over back to my trivia game? So, for those of you that don't know, any of you can build custom GPTs too. Explore GPTs. You go to Create the one that I would probably see. Just go to Create. It's really easy here. You just go to Configure, you just put in the instructions, you can upload files. I turn off the Dolly one for a lot of these because I'm not actually trying to create an image and so all of you can just go mess around with this.
Speaker 1:I was at a conference speaking last Thursday and a woman in marketing had raised her hand and said she built one of these in under an hour for their content strategy. So this is how you build a custom GPT. You can just type in here what does it do, what should it avoid doing, et cetera. What's the one that I would build if I was a rep? One is the discovery call prep. One that we built would probably be one of the first ones, which is, you know, basically building a custom GPT to help you do the prep, all that work that goes into it. The other one that I would probably build again I'm thinking about impact on revenue here and use cases would be that value prop creator one Our custom GPT is called Help Me Book a Meeting With, and I would basically put in the instructions like hey, you're, I'm an S.
Speaker 1:Your job is to help me, as an SDR or salesperson, um, find very relevant sub-industry trends. So not big, big macro industry, but get very, very specific to their industry. Um, um, I want you to prompt me. That's another thing. Whenever you're building these, tell it to prompt you. I want you to ask me questions one by one, help me to make it better and then, once you feel I've exhausted kind of your abilities, then give me kind of a final output. So those are probably the two. I'd probably build one to help me with discovery prep and then I'd build one that would help me build value props to prospect more effectively. So those are the kind of the two that I would build if I had to build one in the next 30 minutes or something. So, all right, y'all, that's what I got.
