AI-Powered Seller

3 Ways to Implement GenAI to 10X Your Sales Productivity

• Jake Dunlap & Kevin (KD) Dorsey • Season 1 • Episode 13

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Sales teams know AI can automate tasks, streamline workflows, and generate insights but most aren’t even scratching the surface of its full potential.

Reps and leaders keep hearing “use AI to sell smarter!” but what does that actually look like in practice? This episode is the tactical breakdown you’ve been waiting for.

Advanced prompting – How using high-quality AI models with better prompts can 10x productivity
Role-based AI agents – The game-changing way to eliminate manual tasks and optimize your workflow
Process automation – Why scaling efficiency isn’t about replacing humans, but working smarter

Jake Dunlap dives into real-world AI applications, from writing a five-page white paper in minutes to automating discovery call prep, and tackles the big question: At what point does AI-powered selling stop being smart and start feeling like cheating?

If AI is going to be your competitive advantage, it needs to be integrated into how you work today, not some future plan.

This episode is your step-by-step guide to making AI work for you right now.

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Speaker 1:

This week's episode we're going to jump literally right into it. We're going to talk about everyone is trying to figure out tactically, jake, how do I actually implement generative AI? Like, I've heard 55,000 different things. I'm a frontline sales rep. Like, what the heck do I actually do and why should I give a shit right. And so today's episode I'm going to dive in and help to answer all of those questions. Okay, so the first thing I'm going to talk about is how are companies and how should you, as a sales rep, be thinking about generative AI? Okay, why does this matter? What's actually possible, etc. So I'm going to show a little screen share here.

Speaker 1:

So if you are following along in your car, you're following on the podcast, don't worry about it. I'll describe it to you. What's important to think about? If you're sitting there, you're in your seat, you're like Jake, why does any of this matter? The first thing is around making people aka me more productive, right, and there's a few different ways that we can do that, right. There's a few different ways that we think about ways that organizations can do that, right. There's a few different ways that we think about ways that organizations can do that. Specific to these concepts around advanced prompting and role-based agents, right? So advanced prompting, okay, what the hell does that mean? Well, what that means is that you're using the latest and greatest AI, right? A lot of you have kind of stumbled through how to prompt and, by the way, if you're struggling, we actually have a huge prompt library. I will link to it in the podcast. So if you're somebody who's like Jake I don't know how to prompt man, I'm not quite sure no problem, like we got you there. But certain roles, if you want to be more productive, you just need to know how to prompt.

Speaker 1:

Let me show you guys this this is the new ChatGPT01 Pro model. Okay, and for those of you following along, if you're just listening, do not worry, I will describe it, hopefully well, but I want you to look at this example. This is something that I created with a client, literally in about five minutes, and this client is in like the risk and exposure space in medical device, like in in Europe, and so it's like okay, with the O1 pro model. So again, this is what I talk about with advanced prompting. You have to understand the differences between the models. You might just think, oh, all generative AI is the same. It's not Okay, the O1 Pro. I'm telling you I have tried all the models and I'm not saying for my sellers out there, you need to get the O1 Pro. There's a brand new version called the 4.5 model too. That came out literally like a week ago so you can use the, the 4.5. The 01 pro is the best, but the 01 pro is 200 bucks, so start with the paid version. You got to have the paid version. That's my other big piece of advice. If you want to get good at advanced prompting, you have to have that. So check this out. Write a five-page white paper on product compliance in relations to regulatory exposure. It's around medical device and sustainability and the differences between the UK and Europe. Okay, how many of you have any idea? I do not have any idea what that means, right? But if you're in that space, you do, and you can see here for those of you who are following along on video In seven minutes it cited 36 sources and wrote a five-page white paper. So when I talk about advanced prompting, what I mean is that this would have taken a typical marketing team I don't even know five a month maybe. So that's what I mean by advanced prompting is in your role. You need to think about how much faster can you be if you had a better model or better prompts, okay.

Speaker 1:

The next way to think about deploying AI is agents. Okay, and again, most people were not even not even there yet. Okay, but agents are. If you look up here, you know. Again, I've got a chat GPT pulled up. You can see these little custom GPTs on the side. So when I refer to productivity agents, this is what I'm talking about. By the way, you can build these out If your company uses Gemini or Copilot or Perplexity. This is possible there, but the concept is something that prompts you, okay. So if you think about how to deploy AI, if you're sitting there, you're a rep, step one man. If I used a slightly better model, is this going to make me exponentially more productive? Because it's real. This is real, real stuff as a part of this.

Speaker 1:

So think of things like discovery call prep, which is like the next phase, which is like, okay, I could sit there and I can prompt. Or, with discovery call prep, check this out, right, I can go and it says great, hey, tell me about you, I'm ready to get started. And again, instead of you having to prompt, it's done, all the prompting on the back end. So if you're wondering how these custom agents work, all the prompting is written into the instructions. So what it knows to do is to say, oh, my job is to help Jake with discovery call prep, so I'm trying to prep for a meeting with their VP of sales. So, again, instead of me having to learn how to prompt, it will just go and do these things for me. Again, it always wants their LinkedIn profile.

Speaker 1:

So, okay, let's go ahead. And hey, you know what you want, it, we'll get it. Vp of sales on phase. Okay. So let's say we and hey, you know what you want, it, we'll get it. Vp of sales on phase. Okay. So let's say we want to reach out to Colleen, for example, here. Right, so what you can do, just so you guys know how to do this if you're, if you're curious, is all you really have to do is just go to print page. You just print page as PDF, okay. So here's Colleen, she's the VP of Corporate Development. So then I'll go back here and we'll go to here you go, we'll upload that. Upload from computer. We've got the LinkedIn profile as a part of it and I wanna focus on. Let's say, how we can help optimize sales strategies.

Speaker 1:

Okay, so what I want you to think about is that's the beauty in agents, right? Imagine, like, how much less things I am actually typing and instead all I'm doing is having an agent prompts me. So that's how all of you have to think about this, the beautiful part about this and then check this out, check this out Again. It's gonna start to go through all of this for you. So there are these use case based agents. Think like annual report, summarizer, account plan builder.

Speaker 1:

So the next thing that you should think about is like, okay, I could do advanced prompting and I have the best model and I can create this really cool stuff. Well then the next thing is like, well, is there an agent for that that could just prompt me, and then I don't need to know how to prompt at all. So again, it's telling you about the role, how scaled can help, right, and I'm going to say you know, I want more on the company, right? So you can kind of prompt it a little bit further and it will just keep going and going and going. So instead of having to write these like absolutely amazing prompts, I literally can just have something that will prompt me right. And again, it's going to continue to go deeper and deeper and deeper and you can tell it like, hey, I like more discovery call prep around this. But it knows its whole goal is to help you do discovery prep. So think of that. It's like it's your use case. It's like, hey, I'm getting ready to do this part of my job, push a button right, and that's where these agents come in. And again, it's like this was a type of prep that would have taken me 20 minutes. I now did it in what? Two minutes here.

Speaker 1:

So that's what I mean when I say role-based agents. That's what I mean. So again, think about you know, rep, or if you're a company, you're trying to figure out how to implement generative AI. Step one for each role are we do we have the right model? And maybe each different roles are going to need different things. Okay, great. Step two, around people productivity Do we have role-based agents that we can deploy? So, hey, my account management team. We created one called like get up to speed on new account, and it's like give a link and it already knows like your buyer, personas and all those things. You can then give it multiple call transcripts and it's like here's everything you need to know about the account. So, again, these agents just require a ton less prompting and a ton less you know like need to customize as a part of it.

Speaker 1:

Last but certainly not least, is process automation Okay, and if you're a rep out there, there are there, believe it or not. There are actually some things that you can build on your own. I'd highly suggest this is for everybody. I don't care if you're a VP of sales, a CEO, a sales rep listening to this. You need to just know what make an N8NR. These are the tools that we use to really build a lot of our you know kind of AI automations around. You know we focus on these types of tools.

Speaker 1:

So imagine a world where the next variation is I see a new meeting with Colleen and it says onphasecom. It hits my Gcal with Colleen and it says onphasecom. It hits my Gcal. I then create a web hook that sees that domain runs the discovery call prep agent, gpt, and then automatically puts that into Salesforce. Right, so that is the future. Like we're building one right now called proposal. Let's call it proposal SOW builder and what it does? What it does is it has a webhook to Zoom. So Zoom integrates, it, pulls the recording, then pulls the transcript from the recording, then it runs it through Proposal Builder agent. It then slacks you two or three follow-up questions to make it better. Once you answer the Slack, it immediately will email or Slack you over a completed statement of work based on the call and your additional insights.

Speaker 1:

So the next next level is well, the agents are kind of running behind the scenes. We're looking for all the different things and then we're just automating. So if you're a rep out there or you're a company and you're thinking about how to deploy this is how you have to think about it. Right, stop trying to think about what's our generative AI strategy? What should we do? Like, oh my gosh, it's a role and process specific. So whenever we're working with companies, this is kind of our checklist is again and, by the way, all of you can do this for yourself right, audit yourself and say, okay, what am I doing right now? Okay, well, I've been doing this. Okay, I want to get better. I want to make sure I can prompt as a part of this, or I might want to make sure, like, I'm using the best model and the reason that you have to use advanced prompting and you can't just go to agents is some of the best models aren't available through the API to create agents. That's really what it is, whereas. So the agents are really good, but again, like the white paper example, well, I can't use that O1 pro model in an agent, so it actually is probably better for me to just be good at prompting for now. So just think about it like that it's like man, is this possible? Like, let me get really good at doing this advanced prompting, let me try some of these different models and see what works for me. Okay, great. And then it's hey, I'm doing this in my day to day, you know.

Speaker 1:

Again, step one is do your audit. Is there an agent for this? You know like, is somebody building something to where? Like, is there an agent for this? You know like, is somebody building something to where, like, I don't have to do this. And then, last but certainly not least, is just getting familiar with what process automations look like. You know, for me. I mean, everybody is going to be doing this. This isn't a matter of you know when you're going to do, or you know if you're going to do something. Here. It's a win, 100% win.

Speaker 1:

So again, if you're a frontline seller, this is a or or a company. This is how you get started, right. You get started by getting better at prompting. Like I said, we'll put a link to the prompt library that we have down below. Definitely check it out. We'll also link to some of the agents that we built and other people that are doing agents. You know any of you can go and try to build your own custom GPT. Maybe we'll do a whole episode on that where we'll kind of talk through how to do your build your own custom GPT and you know what it's supposed to do, et cetera.

Speaker 1:

Um, and then process automation is the future. It's not. Well, the funny part is I always say this I'm like it's actually not the future, like it's here right now, um, but I think for a lot of people it's like whoa, whoa, whoa, like we need to start back here. So for everybody out there, it's a little quick hitter episode this week. If you're trying to figure out how to get better or where to start when it comes to generative AI, this is how you need to think about it. Okay, prompting is V1, finding agents to replace the prompting and then finding automations to replace the agents, and that's the future. It's gonna be exciting, you know.

Speaker 1:

I think a lot of people, a lot of leaders I talk to her, you know nervous or scared about. I was on a call yesterday and a leader said this feels like cheating. She's like I don't wanna tell my team to go do advanced prompting or use these agents because then they won't learn how to think. Let me tell you this right now the only skills that are gonna be left for humans in the future is creativity and critical thinking. The key is to understand you need to use AI to get to V1 in 25 minutes instead of a week. Right, I showed you that white paper example. Guys, you can build a five-page white paper with 36 cited sources in seven minutes. Like it's not cheating, because then I'm going to spend four hours making it amazing. Ah, that actually doesn't fit. This works better here. I know the audience. I move this thing here. Amazing. Ah, that actually doesn't fit. This works better here. I know the audience, I move this thing here.

Speaker 1:

So the future is the ability to leverage AI and then turn on your strategic thinking, turn on your creativity. You know we're training teams. Look, you're not. You're not copying and pasting the AI. Instead, what you're doing is you're you know you're leveraging it to get to V1 and V2 and come up with a couple of new ideas.

Speaker 1:

You know, is it cheating? Let me ask you this Is it cheating to get to a better answer if you ask your coworker what they you know their opinion on an idea? Is that cheating? Is it cheating to use generative AI to come up with a couple of ideas and then you make them amazing? Nobody's saying you have to use generative AI. Nobody's saying you have to use generative AI. So I want you to think. Anybody out there who's worried about is this cheating? The future is you have to be.

Speaker 1:

This stuff is moving so quickly Right now. I think the best estimate is what generative AI is capable of is already two years ahead of where our brain can comprehend what it can do. And so if you're not starting with advanced prompting right now and understanding, if you're not starting to look for role agents, you are gonna be doing a mountain of work that nobody else is gonna do because they're like yeah, I just go ahead and use this and then I get ahead really quickly and then I spend less time and my version is actually better than yours because I've had more time to refine it, and so this is what everybody out there needs to be thinking about is I have to deploy this stuff now? Right, what I'm giving you is the 101, the 201 and the 301. What I the interesting part is the 301 is already here. You can these things that we're talking about. We're building this stuff right now, and you can build it too. This stuff does not require you know advanced computer science as a part of this. So that's this week's episode.

Speaker 1:

A little quick hitter here, not as long as our typical ones, but I wanted to get something really tactical out for everybody out there who's like Jake. Why is this stuff important? What are the nuances about it, how should I think about this, or frame why I should use it, when I should use it and look in every episode. My goal is to give a ton and ton of tactical advice, so make sure to drop a comment on YouTube if you're watching this, or on your favorite podcast platform. Make sure to DM me on LinkedIn or any of these platforms, and happy to tackle whatever topics are top of mind for you, but for me, this should be the foundational episode, so if you're trying to think, where do I start? What do I need to do, how do I get over that mindset of this is cheating, or should I do this now? Hopefully this episode is going to get you moving. So, thanks everybody, appreciate you tuning in and we will see you all in a couple of weeks on the next episode of AI Powered Seller. Thanks everybody.

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Jake Dunlap

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