AI-Powered Seller

AI for Leaders: Harnessing Context & ChatGPT Prompts to Drive Results

• Jake Dunlap & Kevin (KD) Dorsey • Season 1 • Episode 5

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What if AI could revolutionize your sales strategy and open doors to opportunities you never knew existed? In our latest episode, we promise insights that will transform your approach to sales by leveraging the power of AI tools like ChatGPT. We uncover the secrets behind crafting precise prompts, a crucial skill that could make or break your AI-generated content. From maintaining the perfect tone to targeting specific audiences, our discussion emphasizes the importance of context in achieving optimal outcomes. Plus, we explore how visuals and SEO can amplify your AI outputs, ensuring you stay ahead of the competition in the sales world.

But that's not all—imagine having a custom GPT tailored just for your sales needs. We dive into the exciting world of building these personalized models, which can transform your sales training and management processes. Our conversation covers everything from uploading robust content to creating secure systems, ensuring that your business remains privacy-conscious. We also share guidance on effective sales strategy development, discussing the importance of understanding market needs and leveraging competitive insights. Whether you're a seasoned sales professional or just starting, this episode is packed with valuable takeaways and practical advice. Join us for an engaging session that not only offers strategies but also invites you to participate in upcoming workshops designed to enhance your mastery of AI in sales.

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Connect with Jake: https://www.linkedin.com/in/jakedunlap/

Connect with KD: https://www.linkedin.com/in/kddorsey3/

Speaker 1:

The reason we've been doing these sessions. Ai and the generative AI process is one of the first new things I have seen in sales in tech really in a long time. Almost all products that have been coming out over the last six to seven years not many of them are new ideas. They're new ways or better ways of doing something that was already in place, whereas AI is a whole brand new field to play in. It's actually different. It's creating opportunities that did not exist before, and so when this all started happening, I dove in head. First. I sat down and mapped out. I was like what is it that makes me good as a leader? What is it that I do that I think leads to some of the results? And I mapped it all out on a page, and then I wrote down what I thought AI could do now, what AI could do soon and what I thought AI would be able to eventually do. And when I wrote all of that out, I was like, wow, it's going to be able to do a lot of this. And so I had this little phrase that I used a lot of last year, which is if anyone's going to replace me, it's going to be me. That's where I've been operating from is if anyone's going to replace me, it's going to be me, and so I want to learn everything I can about AI, the different use cases and everything around it. So today we're going to dive into one just some of the key learnings and, I'll say, maybe, some of the mistakes I've made over the past year trying to learn it, but then also some of the use cases, some of the prompts and some of the ideas that I see happening now. The prompt is everything. Prompt is everything. The prompt is everything. And when I see people trying AI for the first time, trying ChatGPT for the first time, where they'll do a prompt right and it looks like this, where it's like, hey, write me a blog article for a sales leadership course, and that's what they prompt, right, and this is what it comes back Transform your sales game, join our premier sales leadership course.

Speaker 1:

In this fast-paced world of sales, staying ahead of the game is not just an advantage, it's a necessity. How's this feel so far? How is this blog article feeling so far? To everybody? We say, hey, we want to do a blog article. It's vague, it's boring. Here's what you'll learn strategic sales planning, team building, motivation, high school essay. Right, because there we go.

Speaker 1:

The prompt is this write me a blog article for a sales leadership course that's going to give you results like this, and early, early on. Actually, I could even go back to some of my early, like you know sessions in this one of like that's what I would put in there, like, hey, I need a cold call script or help me handle this objection. The prompt is everything right, so things that you want to include in the prompt. Actually, I'll put you on the spot here real quick. Okay, what would make this prompt better? Right, let's use this as an example. Again, I want a blog article for a sales leadership program.

Speaker 1:

But now here's the key. When writing the prompt, first thing we need to know is what tone? What tone do I want this in? I want the tone to be casual no jargon, no fluff words, a human tone. Drew nailed it.

Speaker 1:

The ICP, for this is first time managers who maybe haven't had much coaching in the past. Okay, so we've got who we're writing it to. What we want the tone to be in here. But then also, this is where the human element comes in is you need to give it some ideas, right, reps, goals, connecting that to their quota and mapping backwards to make a plan. Please ensure to have an actionable next step included.

Speaker 1:

Okay, now is this prompt a little bit better, right, so we can see what it'll come up with here. But it's this level of granularity you need to be going into with your prompts. Too often I see people having bad prompts. They go through it but they don't build on it right. So now the title's already better. Let's make it simple and effective. Hey, there we're more casual. Stepping in. It starts to sound like a human right, understanding your team's goals. It's doing a pretty good job here. Linking goals to quotas is doing a pretty good job here.

Speaker 1:

So the point I'm making on this first one is the prompt is everything right? Like you want to use it more in marketing use cases, you have to feed it. What you know about good marketing which is actually my next biggest learning in AI all of last year is context is everything. Ai by itself can create content. If you want it to be good, you have to give it context, right. So, actually, what would be something else that makes a good blog article? What's something that would make a good blog article right? So it's already writing this out. But let's think about now what's some further context? What are things that we know go into a great blog article that we can give it some context around? Ooh, okay. So now diagrams, visuals Okay, this is great. Could you make me an infographic that covers these main points? Might have to flip over to mid-journey for it, but right.

Speaker 1:

So now we did the article, now we're asking for an infographic, and then I could think of another example of like, and we want to make it SEO optimized for blank. That's what I mean in terms of the context you need to give it. So, similarly, if you're trying to go for a closing, I need help prepping for a closing call you have to give it the context behind what good looks like. The people that are going to win with you know, chatgpt and everyone else are the ones that can give it the best context of what they are looking for. So now, look at this. Now we just got an infographic and notice, I would like put my own typo in there sales, leadership, rogals, understanding your teals. But look at this right, how long did this take? Now we have an infographic that people could download, and now we'd have to give it instructions to fix it.

Speaker 1:

But now we went from nothing to a blog article, to an infographic, and then we could tell it to SEO, optimized for these keywords, and it would do that. So this is how the prompt is everything. And then it's giving it the context right what does good look like? So it knows how to operate from it. So something I will use to all of my sales leaders, marketing leaders, revops leaders start recording everything.

Speaker 1:

When you are leading a training, record it. When you are giving instructions to somebody in terms of how they can improve something, record it. Revops, if you are reviewing a dashboard, record yourself doing that, because that's the context that you can feed into ChatGPT to give it the insights that it needs. So actually, I'll show you all this real quick as an example. This right here, this is over like 15 hours of recorded trainings that I'm leading a training with my team. I record it because I can feed it in. It's that transfer. That's the context, because when you're teaching something, you're explaining it. Explaining it to chat GPT is the key to making the results better. So the first big learning was prompt is everything. The second is context. You need to tell it what good looks like. You need to give the human element that you need to have in there. That's what makes it better.

Speaker 1:

Can you create training materials using that method? Absolutely, so. This is actually one I literally just did yesterday. Okay, so I need you to help me create some lesson plans I have done for other trainers to deliver. Right, this is a training that I want my own enablement team to be able to deliver to my current team, right? So look at this y'all. So I uploaded, right, the document. This is the training, right? This is the training that I delivered.

Speaker 1:

I need your help to create these sessions. I need to outline these, the key topics, with sub points under them, with example, engagement questions to help ask the students to apply. I consult SAS companies. I'll upload the transcription of the training. So you have it. I want them to be very thorough. So this is the first thing and it spits out. So it gives the sub points, the engagement questions of each part of this training. So far, so good. I go further, right? I'd like you to make the sub points a bit more detailed. Four to five points there for each prompts, plus let's add in an engagement question and exercise questions, meaning questions that tasks. So, danny, this is again further context. Here's what I want you to do Now look what it comes back with Sub points engagement, questions, exercise for each one of the key portions of this and then looking good. Now the sub points. I want the actual prompts that it's talking about.

Speaker 1:

This took me 20 minutes to build a full training guide for one of my trainings, completely mapped out, that then I can use for my teams, for my managers, for my team leads, to be able to actually apply it. This is why, if you have recordings, I actually did this with one of my coaching clients a few weeks ago with he had actually what he did for onboarding Right, he uploaded a persona. Right, he uploaded a persona. Right, he uploaded a persona. And then we said, great, can you write me a quiz to certify my reps on? Please include a mix of multiple choice questions, fill in the blank questions and yes and no. We're looking for an 80 to 90% pass rate, so don't make the questions too hard, but we should be able to pass this and in five minutes, add a complete 10 question quiz set up for one of the enablement modules that then he can use with his team. That's another big application that we can use here, right?

Speaker 1:

So this is an example of a training content that you can do, and I don't know for any of y'all, but, like writing, writing this stuff is not great. I'm a speaker, so I'll record myself giving the training. I use a tool called Descript to do the transcriptions. I know there's a lot of tools out there to do transcriptions, but I record my trainings, I upload them into Descript and then go from there. Now I've got the transcriptions and I can use it from there. But my enablement team has used this for checklists, to map out coaching plans, all of it, and it's great for creating quizzes and things like that as well. Powerpoints it seems to struggle with a little bit more than like PDFs and docs. You still absolutely can, but it's a little bit better when it's in a doc. But, yes, you can upload it and have it, do a quiz right then and there for you, so it can work in a big way.

Speaker 1:

So now, flipping kind of the topic here, right? So we prompt this king, give it the context and I don't know if y'all are catching this, but do you notice whether this is right or wrong how I talk to it? How would you describe how I talk to it Right, so it did the thing. How would you describe my response back to it Right, it's like, ok, it's starting to look good. Now, in the sub points I actually do talk to it like a human, right. I'm saying, hey, I liked this, so I'm training it like we're close. Keep doing more of that, because also learning lesson If you don't this is so weird. If you don't tell it you liked it, it changes the whole thing sometimes, right, where if I just said, oh, I want more bullet points, it changes the whole thing sometimes, right, where if I just said, oh, I want more bullet points, it changes all of it versus hey, I like this, we're looking good, I'm coaching it along the way the same way. Now I want a short paragraph explaining the bullet points, how to speak to it, why the bullet point matters. I want the instructor's guide to be almost like a scorecard and script. Talk to it like you would, a human. This people. It's weird Like they put on their prompt hat too and it gets super, super complicated to do Engage with it, to get it to where you want it to be.

Speaker 1:

Where I'm most excited is what Jake and I've been working on is building of the custom GPTs. Right, because each one of these is also right to go through it. Like it doesn't remember all these conversations, whereas if I go into the Bipsy bot that I have built here right, and come into this all those you know trainings I showed you that's already uploaded and built into this bot, so it always knows it, it always has the context to it, it always has the frameworks already built in. Is all of this content is in here right? The ability to build custom GPTs. You have to have the context to do it. Look at all this context that is built in here the sales training, the coaching, everything else and then how I want it to behave right. Here's how I want you to do it. I want you to act like a doctor doing a diagnosis, asking good questions, ask clarifying questions. Ideally, you can lead the person to the answer through questions. Even better, give choices. You map all of this out. So now right, when you're actually in here. So again, it's like actual context, if I can say have a rep that is losing deals at the end because whenever they ask for a deposit, the prospect declines and never comes back.

Speaker 1:

Create a training program with prompts and tips on how to generate more deposits. One thing we know works is by justifying the deposit because of how much upfront work and value we deliver. Because of how much upfront work and value we deliver. So now, because it has so much of my sales, training, my management, everything else right, it can take all of that and work with it. Okay, so it can help make out a training program right. Enhance enough skill, secure and deposit duration. This will be over two weeks, week one understand the value and building confidence.

Speaker 1:

A training session focused on understanding the value activity reps list out all the possible values and benefits that justify the deposit. Right. Crafting the justification. Development like look at this y'all, look at this. Okay, this is big right Around. All of this is and I don't even have a specific training on deposits. But can you see what this just did? Right, feedback sessions personalized feedback activity reps create and respond to these. Like this right, because it has all the training and how to be a good manager. It can do this right.

Speaker 1:

So this is why I'm encouraging you all to record everything. Right Is because you can do it this way. So uploading it here does not give everybody on ChatGPT access to my documents. That's not how it works. The flip side, though, is also true. This is what Jake and I've been building is we've also created a private instance for ourselves and for companies to you. That's completely contained. So it's not on chat GPT, it's not out there anywhere else. It's a privately contained system that does the same things with our content, the company's content and everything else. So if you're afraid of privacy, you do need to build it in internally. If you want some ideas on how I reach out to us, because we've done it, we've actually built it and it's really starting to work very well. But, like, this is an example of what you can do, and I have one for call scorecards too how to build a custom call scorecard.

Speaker 1:

The custom GPTs are all of it, right Of all of it is like taking the context, but if you don't have context, it's going to be very hard to build the custom GPTs. Even if you have the playbooks, you need to have the best practices built out as well. So the custom GPTs is one of the things I'm most excited about. We've built the manager one, we built a scorecard one, we built a research one, a prep one, and messaging the one that Jake built out on creating snippets to put into emails and LinkedIn is just gold, right. It's like chunking it down.

Speaker 1:

Which is my biggest tip I want to give everyone is think big, then think small. The GPTs get better the more specific the action you're trying to get them to do is. So in Bipsy, for example, I have my scorecard training in there, but when I ask it to build a scorecard, it's not nearly as good as the sales scorecard builder, because in here I can give it even more specific instructions. I have the example scorecards. I have the specific instructions on how to do it. So think big about what you want it to do. Then get small, build the GPTs for it. And I cannot express enough y'all.

Speaker 1:

If you want help with this, we run workshops on this. We can show you how to do this. We have a tool that works well for this. We have a whole prompt guide, right. Like I don't know if many people have seen this. We've talked about it a lot, but like, when we talk about the prompt guide, like this is what we mean on the prompt guide, and we have prompts for research, prompts for messaging, prompts for closing deals, like it's all in here already to get the ball rolling for you. That is the key on it, right it's again, it's a great idea of big to small when it comes to how to build out these custom GPTs, but you have to have the content and best practices to make it work right. So I was moving fast on this one, but I hope this gave us some ideas here.

Speaker 1:

One the prompt is everything okay. Again, if you want help, go get the prompt guide. It's like 50 bucks, y'all, it's $50. Go buy it because it's going to trigger right. I've literally I've spent well over $500 on all other prompt guides out there to learn it right. Because you start to see the patterns of good prompts and go, ah, this is how it applies to my world, those are the ways. So scoop the prompt guide up y'all. It'll just jumpstart your process in learning this. Okay, how do you know when you've done enough refinement requests? How many times Ooh, okay.

Speaker 1:

So I my my personal sweet spot tends to be like four to five, because if I'm giving it a different, I was like Ooh, I liked this, but I didn't. Similarly, I liked this, I didn't like this part. This part sounded too salesy. Can you give me another example where, instead of being salesy, it's more human. It doesn't include X, y, z. If I give it four and five back and forth and I'm still not getting what I want, I'll start a new channel and start with the last prompt that I gave that was better and work from there, because sometimes if you stay in the same one, it falls. It just doesn't change faster. So I'd recommend four to five, and if it's still not getting you to where you want it to be, then I would, I would say, start a new chat to go through, and that tends to get it back on track.

Speaker 1:

One of the hardest parts of early go to market is not knowing, maybe, what matters right to the market, what matters to what's going on out there in the industry, what are the trends, what are the insights? What's the language that your personas like use? Right, here's actually one straight from the prompt guide. Right, talk about like competitive insights, right of like. Hey, I came across this competitor. Why do you think people buy that? How? How would you compare it to ours? What are some key differentiators and how can we leverage that information to close more deals? Right, so that's straight from the prompt-like guide.

Speaker 1:

So there's a lot of places we can do that, but more than anything, I'm just trying to stay on top of, like the prompt engineering, the insights, and then how can it connect the dots? That's one of my personal favorite tactics within. It is okay, told me this, now connect the dots to this, and then it does such a great job of doing that. Hopefully, you saw how fast this works. I appreciate y'all, as always. If there's follow-up questions, hit me up, hit Jake up, but as always, y'all deuces, we're out. Appreciate you, thank you.

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