AI-Powered Seller
Forget the theory. This is where real-world applications of AI in sales take center stage.
Join AI and sales expert Jake, as he delivers cutting-edge insights into the future of sales - powered by AI.
Whether you're in leadership, on the frontlines, or driving sales enablement, Jake will give you the practical tips you need to supercharge your sales efforts and outpace the competition.
By subscribing to the podcast and newsletter, you'll get exclusive early access to all our content - before it’s available to anyone else.
---
Subscribe to the AI-Powered Seller Newsletter for all podcast alerts and resources. https://bit.ly/ai-powered-seller-newsletter
AI-Powered Seller
ChatGPT 2025 Predictions: What's Next in AI?
Can you imagine a world where AI takes the lead in transforming sales and revenue organizations before 2025? We unpack the rapid evolution of AI technologies like ChatGPT that have seamlessly integrated into our everyday lives. This episode promises to expand your understanding of the AI landscape and its future implications. We address your concerns about the relevance of email-based tasks in an era of AI dominance, emphasizing the need to adapt, reinvent, and possibly even pivot careers to stay at the forefront of this dynamic shift. We set the scene against the holiday season, adding a festive twist to the exploration of AI’s potential.
Unlock the secrets to driving sales success by taking initiative in the ever-evolving workplace. Jake and KD share insights on balancing innovative strategies with meeting targets, revealing how you can impress your leadership while enhancing results. Learn the art of personalized communication versus relying on standard templates, and why creativity is your ally in a tech-driven world. This episode serves as a valuable guide for those eager to excel in their professions amid the changes brought by AI innovations. Tune in to gain a fresh perspective on staying relevant and thriving in your career.
Join the AI-Powered Seller Newsletter: https://bit.ly/ai-powered-seller-newsletter
Sign up for Custom GPTs: https://link.meetjourney.ai/aff_ad?campaign_id=4859&aff_id=2751&source=Jake-KD-Podcast&hostNameId=24435
Connect with Jake: https://www.linkedin.com/in/jakedunlap/
Connect with KD: https://www.linkedin.com/in/kddorsey3/
All right, what's going on, man? All right, man. Episode number two, number two we're getting ready. We're in the holiday seasons, the full thick of it. What do you got going on for the holidays, man?
Speaker 2:Probably way too much eating and not enough sleeping. We'll probably put it out that way.
Speaker 1:That's how it usually works out, you know this time of year. So happy holidays, everybody Very excited for today's episode. We're going to do your classic predictions episode right. If you all caught the very last episode of our AI Unleashed webinar series, we kind of talked about 2024, you know what we get right, et cetera. We'll probably put up a little mini episode of that for everybody here over the the holiday break before the next episode.
Speaker 1:But today we're going to talk about what's next in AI. We're going to talk about, you know, maybe just a little bit of recap on the journey. I mean, it is still pretty crazy to think about, just literally chat GPT is like two years and one month old and we're like so new into this. So we'll do a little recap for everybody. But more importantly, I think we're going to talk about some of the trends and specifically to you know, all of you in sales or if you're a ceo or cro, you know and you're thinking about these things what are the questions that you're probably asking yourselves and what are our predictions based on what we're already seeing in revenue organizations and what we anticipate seeing right, we can't really anticipate where Gen AI is going to be. I mean, who the hell knows?
Speaker 2:And I think that's why the recap is going to be good, because you can learn from the past a bit here. I know, for me in particular, I never anticipated how quickly it would evolve. Oh man, there were things we were excited about and we're like, oh, we're the first ones to do it. And then three months later it would just get rolled out everywhere. We're like, oh OK. So I think that was just a big like. I'm pumped for the recap, but of where this is going.
Speaker 1:It's wild man, it's going to get yeah and I mean we talked about this, I think in the first episode a little bit too where it's like it's also like application pieces, like, yeah, we'll dive into that, we'll get into some of those, so, so that's what we're going to dive into everyone. Uh, we're going to spend about 20 minutes talking about the things we think are top of mind for 2025. You know, who knows man? Maybe in april we'll be like oh yeah, and now chat gpt can also do your laundry or something you know.
Speaker 2:So I think I saw a funny meme and we'll dive in. There was like I don't want AI to do art and music, so I can do laundry and dishes. We wanted AI to do the laundry and dishes, so we could do arts and music.
Speaker 1:It's going the wrong direction. That's right. I agree, man. I agree 100%. So first segment here DM question of the week.
Speaker 2:So I love this and that's the opportunity Y'all send us your questions because we will answer them live. We'll get back to them on it. So this one is it's a good one and it sets us up well. It says I'm an sdr who really, at the end of the day, I send mostly emails to book my meetings and I'm a little bit worried that these tasks aren't super value added. What should I do in this situation? You want to dive into this one first, uh.
Speaker 1:Uh, leave your job probably is is is probably, you know, look, there's ways that I do want to preface that, because you can make a job what you want to make it. I, you know. I think a lot of people think, oh, I'm a job, that's what I was told to do. I, most leaders want you to show initiative, so the first thing would be I'd say, look, I hear that this is what you want me to do. I'm happy to do these email templates.
Speaker 1:What I would like to do is I will still hit your numbers. I want to spend 20% extra time to show you a new way forward over the next month and then, if I'm able to generate different types of results, are you okay with me duplicating that? I am telling you right now most sales leaders are sane and reasonable people and as long as they don't look bad and someone doesn't go to them like, hey, why isn't Johnny Smith hitting his numbers, they're usually like well, okay, if you're going to hit your numbers and you're going to try something different, like, I'm good with it. So you know, I like to take a little bit of ownership over at first and then, yeah, maybe I bounce.
Speaker 2:Yeah, well, it really depends, like, who really just sends emails How's this a phrase? It depends on if they're your emails or someone else's. Yeah, they're just like templates, because if you're sending someone else's templates, someone else's emails probably are You're. You're. You're in a lot of trouble because you're also not developing the skill of writing, you're not developing the skill of prospecting, and so these value added tasks aren't super value. Added Value is all about using. If you can't use it, it's not valuable. So where, at your role, could you create things that are usable? Yeah, new templates, new processes, new systems, connecting the dots better, so, but this is one. If you're an SDR, if you're a seller out there and you're using other people's content only, you're in trouble because that's easy to do now, that's easy to produce so.
Speaker 2:I hope this person one. I hope they join the community, join the community.
Speaker 1:Get in there, learn how to do these things and see where it can take you. Yeah, there's, I think there's just a lot of opportunity. But yeah, I mean, if you are just hitting, send all on other people's emails and then you're a glorified calendar helper, yeah, that's that, that's, that's a good segue, so let's get into it. So again, today's topics. I've got a couple questions here, kd. I know you've got a couple too that we're going to dive into around. What's next? 2025 is basically here. Like you said, people are, you know, maybe listening to this, having a cocktail. Well, hopefully, maybe you're, you know, actually relaxing a little bit as well too. Um, so the very first one and let's you know, let's, let's start hitting pretty heavy here which is will ai become the default salesperson? You know, by 2025? Could, or even I'll maybe phrase it to how much do we really think ai will be able to replace, knowing that things don't quite move as fast as we think, you know of the actual role of sales?
Speaker 2:so this one is fun, because this is what gets everyone so excited. Like will there always be a salesperson?
Speaker 2:people want to talk to people and it's like just like they'll always be riding horses. It's like, yes, there's still people that ride horses. That is true, right, but I like to break this down to the different parts of a salesperson, almost like the Frankenstein of it. Because when we use salesperson as itself, will AI be the default salesperson overall in 2025? I don't believe so. Yeah, but if you break down the things salespeople do, I think there's parts of the salesperson that it does start to be the default. Research, for example. That's part of a salesperson's job or was historically. That part becomes the default for a salesperson in 2025.
Speaker 2:Research is an easy one. Prep is another one. Customized messaging is another one where it starts to take pieces of the salesperson. I'll say away or empower the sellers that actually know how to leverage that technology, but I do think I'll go out here. We'll see 2025. I start to believe that discovery by the end of 2025 is no longer a sales person led thing, because if you think of what is discovery, what is good discovery? Asking great questions to find a use case, identify a problem and create a custom POV for that individual, as buyers start to experience this, where they can engage online at any time where it's like I want to look at this product. Cool, we've got five, 10 questions for for you here and an avatar pops up and asks them and really goes through it. I think the discovery part of selling by the end of 2025 is heavily interesting.
Speaker 1:All right, I went there. I went, let's, let's click on that, because my medic and med pic people are about to flip tables right now. They're like but I need to understand all these other things and the champions and the economic buyers and all this stuff, and I feel like, look, you and I both know this, that you know I agree to to for a certain type of seller in particular, because the other thing for us to put yourself in the seller's shoes I'm answering the same questions to this company, to this company. So I can see that. But the discovery process is one of the most important parts, if not the most important part, of sales. So how do you feel like if I'm a seller Okay, let's say we do have some of this how is the seller then showing up in that first meeting?
Speaker 2:So ideally it allows them to go deeper, faster, because the reality is and I know this gets people fired up it's like, oh no, kd AI couldn't do that We'd run such great discovery. They don't, most sellers don't. You don't. I'm telling you because I get to talk about this as a leader and as a buyer. I get sold to all the time. Discovery is minimal at best and then, even worse, it's not used, whereas the best, the best reps take the discovery and use it. So if I am a world-class seller and I didn't do the discovery, but in front of me is a one page summary of what they cared about, the use cases, how to connect the dots to the product, social proof that would apply to them, potential objections where they got excited, what they were looking for, now I can go deeper in that demo faster, but also I can do discovery continued.
Speaker 2:That's also the problem with most sellers is discovery stops? Yeah, they do. I did disco stage, complete move Right, right, right, move on right. So as a seller, that I think, allows me to show up and go deeper versus trying to ask all the questions, listen to all the answers and not feel rushed, because a lot of sellers treat discovery like a checklist. They treat it like med pic. They treat it like spiced like. Oh, I checked the letters. Yeah, they didn't get the context behind it. So that's, that's what I think happens I can get down with that.
Speaker 1:I think, yeah, and I think too, I think buyers, you know, you think about at the top of the funnel, to that like first interactions, initial, like you know, you know, can I please, for the love of God, just like watch a demo without having to talk to somebody? So, yeah, I can, I can get down with that. And I think what you're hearing here we are still years away from the being able to interpret and read the tea leaves and cut in that being able to interpret and read the tea leaves and that 20, 15 percent customization that makes the buyer be like, oh, this person adds value versus this person is just doing something. I could have filled out a form, I could have watched a video again, because it's two ways, right, if I could just fill out a form and then the demo that you're going to do isn't even customized to discovery, can I just watch the demo too? And then let's just talk about implementation, you know like, and that becomes, you know like, the role of CS and those types of roles.
Speaker 2:I think become more important. Yeah, and that's where these, with these demos, and this is 2026. So I'm not going to go to 2025 yet, but we'll see where. If I fill out that form and now I get that demo pop up is like, all right, is there a particular use case you're interested in? And I type that in and it's like, oh, let me take you there. And then you could say, well, but but AI seller, I don't know my ICP. Oh, it's like you start to do all. I believe this is where it gets to in two years is now that guided demo is fully customized based off the questions it asks throughout it. And then it's the end where it's like the actual implementation connected to it, the POV, like that's where it starts to get very interesting to me.
Speaker 1:So we'll see my friend, We'll see, All right. Well, this is another hard-hitting one, all right, which is around emotional intelligence. You know, we all are so emotionally intelligent, we're paying attention, we're not multitasking or anything, you know when we think about this year. So, again, we're literally two years into this. You know Gen AI world and now we're going to be, you know, into year three. Do you think ChatGPT and tools like it and I'm not talking other types of AI will be able to develop EQ to the level of mimicking empathy convincingly, and maybe some other of those like soft skills, I think that many of us think are uniquely sales.
Speaker 2:Absolutely. I absolutely think that it can because it's mimicable, right? Yeah, anything that is a behavior can be mimicked. So and, by the way, humans, we mimic empathy all the time. You know this damn totally. You pretend to care about something you put on the face that would be like, oh, this person wants to think I care, we mimic, which means ai can mimic, sure, and especially better, right?
Speaker 1:because it actually doesn't know the difference between caring or not caring. It just knows the behavior it's supposed to enact and it doesn't carry biases.
Speaker 2:It's not afraid of being shamed, it's not afraid of failure, it's not afraid of looking bad, it's not trying to hit a quota, it's not worried about providing for family, like all the baggage we carry in. Any human interaction is actually what hurts our EQ. I do believe whether it actually develops EQ I'm just glad you used the right word or can it mimic EQ? I absolutely think it can. I was leading a training just this morning for an SDR team and was talking to them about how, when a prospect tells you they have a problem, don't say good. Don't say good Great, great Sellers. You know sellers, your filler words are almost always positive Good.
Speaker 1:Great, it's awesome, absolutely.
Speaker 2:You know. So someone's like yeah, no, yeah, our data is all over the place. Okay, good, good, you know how easy it is to actually code or program if someone tells you they have a problem. Respond this way Like I've been saying this for good almost 10 years now that, truthfully, to me sales is nothing but a very long chain of if that's and it's not infinite variables. 80% of it, I think, is relatively predictable If this, then that, if this then that. And the problem that we've set ourselves up for is, oh, I don't know. There's now hundreds of millions of hours of call recordings out there of what the best of the best do. How do they respond to certain things? So I do believe it becomes very close to mimicking way sooner than I think people realize it's already there.
Speaker 1:It's already there. That's what I was going to say, and you know this will be a fun fact. Have you ever done Strengths? And you?
Speaker 2:know I'll this will be a fun fact I've done have you ever done strengths finder?
Speaker 1:You know, like now it's like, yeah, it's like one through 34. Okay, empathy for me was like 33, like literally at the bottom. You know. And what I realized again talk and again. I think over time I've become, you know, genuinely more empathetic. I think over time I've become, you know, genuinely more empathetic. But look what is empathy? What I got good at is I ask a question, I hit the mute button, right, I just listen. Okay, I have my questions written down, so I'm not trying to think of it. I'm fully present.
Speaker 1:So, by literally creating space and pausing, being present and not distracted, okay, now I want all of you to think about is this your sales call? Is this what you're doing today? And every two questions I asked, I recapped back to people exactly what they said to me. I remember I used to put the phone on mute, katie, I'd be like when I was training new reps, I'd be like watch this, all right. So, katie, what I heard is you're trying to do this, you're trying to do this, is that right? And they'd go and they, their face lights up, they're like yeah, that's it I'm like, and they're like like you, literally.
Speaker 1:You can, by the way. You can try this with your significant other too and they're like, wow, like she or he's really listening to me. But but again, I'm you know, those are kind of how I learned that part of it, by just making people feel heard. And again, I want a lot of you sellers to think about if you're like, well, it doesn't listen to your call. Are you even doing what I just said? Are you listening? Are you recapping, or is it like an interrogation? Are you listening and kind of playing off of what they said?
Speaker 2:There's some I can't remember the name of the theorem, I'll go and find it, but it's like when we judge someone else, we judge them far worse than we judge ourselves right. So, and I think that's what all sellers are doing to AI now. It's like, well, it can't connect with people emotionally. It's like, well, are you? It doesn't listen, it doesn't care, do you Like? But also we put AI on this pedestal that most sellers aren't even meeting, and I know some of y'all just turned off the episode right now because you're like, oh no, that's not me. I mean, okay, but the reality is what Jake just gave as an example can be taught. There are already AI therapists. If you think about where empathy has to show up In therapy, there are already AI therapists that patients prefer over a human therapist because they don't fear judgment anymore. They're more open. We talked about this in another episode, but this is one where I think it gets very mimicable. And if we're being honest, jake, as a buyer, how much empathy do you want from your seller?
Speaker 1:I just want them to be able to connect the dots.
Speaker 2:Say it again I'm going to ask this again as a buyer. When's the last time you're like? You know what I loved that seller because they were empathetic.
Speaker 1:I like to feel heard, but the way you show me that I felt heard is by how you put together the solution. You help me. Yeah, that's how I feel. It's like, as long as you I can tell and I'm not repeating myself 50 times, or I got, I can tell you copied and pasted this, that's it, yeah.
Speaker 2:Especially as you go up market where people said, well, you couldn't do this enterprise. When you're selling a two million dollar contract to 14 internal buyers, empathy is the last thing that that company is thinking about when they're making this decision.
Speaker 1:They're looking at the use case, the return, the implementation and the risk. Some enterprise sellers are losing it right now.
Speaker 2:I know, but enterprise sellers, this should help you create better use cases, create better POVs, connect the dots better, because you don't have access to the entire internet in your brain.
Speaker 1:AI does. That's right. Scenario, scenario plan, role play. We'll get you know. We've done a million of those types of uh you know chats, etc. Um, all right, man, let's talk sales leadership.
Speaker 2:I was gonna say I want to pivot this a little bit here because, like we talk a lot about the seller, where the seller be, how sellers can use this, what about?
Speaker 1:sales leaders, ooh, frontline sales leaders so 2025, will AI make sales leaders obsolete?
Speaker 1:It's a really great question. This actually is how me and you started the journey. This is how you guys have heard the story before Pine House Pizza, beer and Pizza, talking about all the things that we thought after 15, 20 years of sales leadership and sales was proprietary and then starting to go down the rabbit hole of like, well, can it do that? Can it do that? You know? Here's what I would say Sales leadership, and I think we all know this. For a lot of companies, most sales leadership is not really leadership, it's mentorship and it's or I'll call it hero leadership, which is me telling you about what I've done before and how you should do it. It's advice giving.
Speaker 1:Most sales leaders today are not trained how to coach, ask questions Okay, great. So, jake, I know you. What's the goal here? Okay, what are some options for it? Okay, based on that. Okay, where, where do you think we're at today, reality-wise? Okay, based on kind of these things, how should we move forward?
Speaker 1:How many of you sales leaders, I want you to look yourself in the eye. When a rep comes to you and talks about a deal and a rep needs to work on a skill, how many of you pause and coach versus just give advice. Now let me ask you this same question how many times in the last 12 months have you given the exact same piece of advice? Therefore, I can create a custom gpt that is the jake way of giving advice that a rep can go in. So you know, look, it goes back to a lot of the things, and again we talked about empathy or mimicking behavior.
Speaker 1:If you are giving the same advice over and over again, it might make you feel good, and I think it. What happens? It gives us that little dopamine rush. I'm smart, I'm smart, and it's not. It's not conscious, a lot of the subconscious. Oh, look at, they need me now. I don't think they're replaced. But, katie, can they manage 20 people now? Maybe can they manage 30 people? And I can also, you know, use gen, gen AI to have custom personal development plans. So, man, I am, I'm a coach 24-7. I am in the trenches, I'm building people up and I'm actually not giving as much of the exact same deal advice. So that's my, that's my take on it, man.
Speaker 2:I think it's going to, over the next year, year and a half, create a lot of super leaders where it will fill the gap. So I actually played with this idea three, four years ago when I was at patient pop of. You know, we specialized reps, sdrs, aes, inbound, outbound and I had the thought what if I specialized my managers? Because you have some managers that are great coaches, they're great at it but they're really bad with like data and process.
Speaker 2:Then you have other leaders where they're great process data, but they're really bad with like data and process. Then you have other leaders where they're great process and data, but ask them to coach a call Good Lord, like they can't. So I was like what if? Because you think about what a manager has to do that's why I'm so empathetic about managers you have to be good at all of it. You actually don't get to lean into your strengths. So what I did? I did it for one quarter where, like, this was the call coaching manager, this was the productivity manager and this was the process manager, right, and I think AI is going to allow leaders, if they're self-aware enough to admit where they are weak, to fill that gap, yeah, or play to their strengths, right, because what's going to happen if you're a great coach, you will do it better than AI now.
Speaker 2:Now yes, for sure In a year and a half, but now you can. But if you're weak in data, it's going to lift you up so much higher. Maybe you're a great data person. It's not going to catch what you can catch, but it might help you coach better. So I think to your point. I think leaders should be able to start to lead more people at once and have their gaps filled, because not every leader is great at everything. Leader, not every leader is great at everything. I know my flaws. I know the places that I am weakest. I know the places that I'm good. I want ai to fill those gaps, whereas I think too many people look at what they're good at and go ai can't do it as good as me. That's not the point 80. Look at what you're not. Ai can't do it as good as me. That's not the point 80%.
Speaker 2:Look at what you're not good at and let it lift you up there. So that's what I think happens on the leadership side.
Speaker 1:I like that Not only filling in the gaps for the leader and then also kind of going back to what I was mentioning, where the ability to really scale your good best practices as well and spend more time on the the people side of it I think that that's critical, yeah absolutely, absolutely.
Speaker 2:So I guess this goes a layer deeper. Then will the reps follow ai right? Will they follow ai's instruction more than a manager, more than a vp's instruction?
Speaker 1:will I listen to AI over my boss? Well, you know, you got to listen to your boss a little. You got to manage it a little bit. Probably should. Well, here's what I'll tell you. You know it's been interesting, right? We've been having flavors of AI in sales around your predictive forecasting and Johnny talks too much. So if Johnny talks less, he'll close deals. So we've kind of had this flavor and I would say people are pretty not trusting of it today.
Speaker 1:I think where Gen AI possibly fills in the gap, salespeople, we always just want to know the why and nobody ever talks enough. That's not good enough. We all know that there are nuances, like this deal I should have talked more because of blah and this blah, blah, blah. So I think the answer is like as the generative AI is able to take in the same amount of three or four data points that we would triangulate, we probably start to trust the forecast more. We probably start to trust the AI driven insights more than we probably ever have, and then, yes, inevitably we will get there Now, is it next year?
Speaker 1:I don't think so. I think we start down the path because AI can help to explain the why, and I think if you can tell a salesperson. Here's the why I've triangulated this. Jake, I've listened to your last 15 sales calls and look consistently. Here's some patterns I've noticed. Here's a clip I want you to listen to. I mean, we're not there yet, but we will be there. So I I would say I don't know if they're going to follow it over their leaders or managers today, going back, it will definitely augment the leaders, but it's getting there. Man, I might be on the other side of the table, do you think?
Speaker 2:it's ready now. If we actually ask the question how much better are most leaders making their reps right now? It's kind of a heavy question to ask because a lot of managers and leaders aren't actually making their people better, which I believe creates this vacuum of okay, well, where else can I go to learn?
Speaker 1:They're helping them to hit quota, maybe, but they're not building skills. They're not building skills.
Speaker 2:They're not giving a lot of feedback. They're not able to. And truthfully, first of all, I want to empathize with the managers and the leaders. They almost can't give all the things that they need to give to a rep, right? And so if you started getting like at the end of every call, well, and so if you started getting like at the end of every call, well, your manager at most is listening to most companies three to four calls a month at most, at most, at most when, all of a sudden, after every call, you got a little feedback on that call saying, hey, you nailed this, you nailed this, you nailed this Based off what your ex top performer at your company is doing.
Speaker 2:I think if you asked this question on your next call, you might see a little bit more engagement and discovery. Oh, and then the next call, I do it and I get recognized. Oh right, yeah Right. I actually think this is going to happen very quickly because people are going to get a taste of, like, what actual coaching is and improving them and giving them the insight. So you mentioned the why earlier.
Speaker 2:It's you know, one of the questions a lot of leaders love to ask is like you know, like how can I help you? You know, how can I help you? And I always laugh at this question because it assumes so many things. One, it assumes you can or that, or that they know. Okay, right. First it puts you in a hero complex how can I help you? Yeah, yes, and I complex. Second, you're asking them to give you the answer. If they knew how you could help them, they probably would have asked. They already would have done it Whereas I believe AI is going to give people some proactive coaching around things that a manager can't do. So this isn't a knock to a manager, because a manager can't review all the calls you're going through. A manager can't look at your entire territory. A manager can't analyze, like, what's happening across the board and give you that feedback. I actually think this happens fast, I think.
Speaker 1:I think so Twenty, twenty five. There's pieces of it. There's another, another follow up here, which is this idea of the collaboration between the manager Right and I. And yeah, I just, I just feel in the macro here a lot of the trends we're talking about as we start to kind of wrap up. It's the role of what it means to be in sales, sales leadership, senior sales leadership, is just becoming different and becoming more complex in certain areas, but also simplifying in other areas if you know how to use the technology. And so I think for hopefully a lot of people listening to today's episode, look, it is what it is. These things are happening and I get it.
Speaker 1:It's so hard as someone who's been a practitioner for 20 plus years to say you know, the things that got me to where I am today are not going to be the skill you know, even the skill sets or the knowledge that I gained. You know you could get, you know, have a pity party being like, well, what do you mean all this? I spent this my life, you know, not doing this, and now it's, you know, somewhat irrelevant, but it's not because, again, what you didn't hear us say are things like creativity, critical thinking, cleverness those are the things that I'm. 2025 isn't going to touch those you know to a certain level. So, Katie, take us out. Man, in terms of you know, when you think about how to make sure that you are staying on top of this for 2025, if you're a rep or a leader, give me a couple of you know skills or areas outside of just getting better at the tools that I should be thinking about.
Speaker 2:So one as a leader like you just nailed this like if you have 20 years of experience, that actually means is you have 20 years of context, which actually means you have 20 years of if, thens that's all experience actually is. Is if this, then I know to do X. That's actually setting you up to be better with AI, not worse with it, because you have the context. So one I would start downloading yourself, interview yourself, have someone on your team, interview you. Okay. So when a deal is stuck, what do you do? Capture that, capture that and you can start to feed it right. It'll help you do more of that experience. So that's one.
Speaker 2:Two is block the time for this stuff. Like I have time on my calendar every two weeks to dive in, just to dive in what is new, what's happening, where could I apply it? Things like that, bring someone in to own it. But I mean you know this, I signed up my entire revenue leadership team for the AI course that your team is teaching and I paid for too. By the way, it wasn't free, no homie discount. I mean, yeah, I got a little volume discount but paid for it.
Speaker 2:And like I cannot tell you every single week they come in with like oh, what if we did this and what if we did that? And it's things I hadn't even thought of. Right, so it's getting your team invested in it, not to be afraid of it. It is what you said it. It is what it is. It's here, it's not going back into the box. So you might as well make sure your team knows how to do it and to use it, because, at the end of the day, the ones that figured out first are going to win in the long run, and that's my goal.
Speaker 1:I love that man, yeah, and so everybody, you know, hopefully you can go into the holidays with some ideas of 2025. Maybe you have a little downtime you can write out, maybe some things you're going to focus on going into the new year. You know, make sure, if you haven't already subscribed to the newsletter, we've got the link in the show notes. Check out some of the courses and things we're doing. Also, check out Katie's Leadership Accelerator. If you guys are a sales leader and you haven't subscribed to that, we've got a link down there. Accelerator If you guys are a sales leader and you haven't subscribed to that, we've got a link down there. Maybe you got a holiday promo for people, a little holiday. Oh, we probably do that holiday promo in the season there.
Speaker 1:So, again, a lot of this is about making everybody better and so we'll see everybody in the new year. We're excited. We're going to talk a little bit about enablement in the new year and what does a lot of this mean for our folks in enablement? And you know, helping in the new year and what does a lot of this mean for our folks in enablement and helping to really empower the sales team. So, happy holidays everybody. Make sure to subscribe, share this with your other sales friends, buddies, and yeah, we'll see you in 2025. Have a great new year y'all.
