EP 262: AI Sales Secrets Revealed - Work less. Sell more.
00:00This is the Everyday AI Show, the Everyday Podcast where we simplify AI and bring its power to your fingertips.Listen daily for practical advice to boost your career, business, and everyday life.Meet Firefly AI Assistant, now live in Adobe Firefly, the All In One Creative AI Studio.Just describe what you want to create and the assistant handles the rest,orchestrating multi-step workflows across Photoshop, Premiere Express, and more in one conversational interface.You direct the outcome.The assistant accelerates execution.In the end, so many of us are essentially in sales, right?
00:50Even if you don't have the word sales in your title or even if you're not technicallyselling a product or service every single day, ultimately you're selling something, right?And you're going through a lot of these activities that a traditional salesperson might be goingthrough.So I thought it was important for us to revisit how AI can really benefit sales.I'm very excited today to talk about some AI sales secrets revealed and how you can work less and sell more.All right.So if that sounds like something you need to know, then today's show is for you.
01:24All right.So before we get into that, let me first welcome you to Everyday AI.My name's Jordan.I'm the host of Everyday AI, and this is for you.This is your daily live stream, podcast, and free daily newsletter that serves as your guide to learning and leveraging generative AI.So thank you for joining us, whether you're listening on.the podcast, please make sure to check your show notes, as always, for additional informationrelated shows, all of that. My email, my LinkedIn is in there. Please feel to reach out with other
01:51questions. If you're joining us on the live stream, as always, thank you. So Fred, who's tuningin saying, hope I'm feeling better. I'm feeling a little better. Juan, joining us from Chicago andRolando from South Florida, Woozy from Kansas City. Thank you all for joining. As always, we do this live,unedited, unscripted, so you can come in and interact with our audience.So if you do have questions on how AI could be used or maybe should be used in sales,make sure to get them in now.All right, before we get started, let's go over what's going on in the world of AI news.So first is the new Rabbit R1 device simply in Android app.
02:28So the new AI hardware device startup Rabbit is under a bit of fire after recently shippingout its first round of Rabbit R1.So the R1 was marketed as this standalone device that didn't need a smartphone and function as a large action model using AI and the internet to perform actions on the user's behalf.Initial reviews, though, have accused the software running the R1 to be nothing more than a slightly modified Android app and not this bespoke large action model or unique software that the company suggested.So the Rabbit team clarified that the Rabbit R1 is not solely or just an Android app.They explained that the Rabbit R1 operates using Rabbit OS and the large action in the cloud.So initial reviews, though, of the AI powered product have been pretty negative, similar to the Humane Pin.All right.
03:21So, yeah, I'm curious.I know a couple of our audience members have said on the live stream here that they're getting the Rabbit R1.I'd love to hear what you all think.Next piece of AI news, Amazon's AI assistant Q has now been released to the public afteran initial limited release. So Amazon Web Services or AWS has released Amazon Q, a generativeAI assistant for developers and businesses with a new capability for employees to build theirown AI applications using natural language. So the company also offers now free coursesto learn how to use Amazon Q. So AWS's Q is now generally available for all developers and
04:00businesses. And like we said, the AI powered assistant can help with simple tasks.such as coding, debugging, and also decision-making using their large language model.So a new capability, though, is Amazon Q apps, which allows employees to build their ownAI applications without coding experience just by talking, right?All right.And last but not least, hey, if you tuned into our show yesterday, here's some very timely news,but the mysterious GPT2 chatbot model is now gone.It is offline.
04:33All right.So the large model systems organization just announced a couple hours ago that the mysterious GPT2 chatbot model will be taken offline.So this is the group that runs the LMSYS website, which hosts the chatbot arena where the GPT2 chatbot model was hosted.So LMSYS said that the preview of the model was only available as an unreleased model for testing and is now no longer available.Apparently the demand was too high.I don't know. Maybe we talked about it yesterday and everyone went out and tried it and crashed their servers.But if you miss yesterday's show, the GPT2 chatbot was a mysterious large language model that didn't have a lot of public information tied to it.In informal testing, though, it was consistently performing at a level similar to Claude 3 Opus, Google Gemini, and GPT4.
05:23And many people speculated that GPT to chatbot could be the next version of OpenAI's model, such as GPT4.4.4.2 chatbot could be the next version of OpenAI's model, such as GPT4.or even GPT5.So make sure you go read yesterday's newsletter.We kind of gave you our prediction.But in a Twitter announcement, the group said, and I quote, due to unexpectedly hightraffic and capacity limit, we will have to temporarily take GPT2 chatbot offline.Please stay tuned for its broader releases.Interesting there.
05:54All right.So broader release may be coming soon.All right.So we're going to have that and a lot more in our newsletter.So if you haven't already, please make sure to go to your everyday.A.I.com. Sign up for that free daily newsletter for more on that. But you didn't come here to readand talk about the AI news. Well, maybe you did, but you probably want to know a little bit abouthow you can better use AI for sales to win back some of your time and to get more sales activities
06:18done in less time. So you don't have to listen to me, you know, blab on about this. We have ourguests for today. So please help me welcome to the show. There we have him. We have RyanSaly, the CEO and founder of Whale Boss. Ryan, thank you so much for joining every day.AI show. What's happening, Jordan, happy to be here, man. Love the news breakdown.You know, I kind of thought that same thing happened with Rabbit. Like, I was a little skepticalof that. Super excited about Q and chat GPT, or I should say not chat, GPT, too. Yeah, yeah.Like, who knows what that actually is, right, in the long run. But, uh, hey, that's,that's another show for another day. But Ryan, tell everyone, hey, for from another,
06:57one Chicago guy to another, right? Tell, tell everyone a little bit about what you do at Whaleboss.Yeah, well, it's really interesting, man, because I've gone through an evolution.And effectively, what's happened was, I don't know, this is about a year and a half ago.Actually, it's almost like a year and eight months.I got early access to chat chaptain pt and when it was in its beta.And then at that time when people had releases for it, they started to test it on things that they knew to be true.And effectively, I did that.
07:27And the thing that's scared and excited me like to my core was that within two or three questions,I could get 90% of the way there.It was something that took me 10 years to learn.Okay.And so that alone was something that made me stand up and take notice.And so effectively, that made me reshape everything I was doing from a focus as wellas a go-to-market deliverable for my clients.And from then on out, I went from basically the formula that took me from growing a company
07:57to seven, or I should say zero to 30 million in five and a half years with only four salespeopleto really integrating AI into every kind of sales component possible,and then sharing that with people so that they could,for the first time in history, actually scale people.And, you know, Ryan, I'm sure that for our audience listening,there's people from all different spectrums, right,like right now of how they're using or how they're implementing AI.I'm sure there's those similar to yourself that have found ways to integrate it,
08:25you know, kind of top to bottom.And then there's those people who are, you know,just dipping their foot into this new AI-powered salesperson.world. Can you give us kind of a state of AI in sales? Where are we at? Are most people using it on aday-to-day basis? Is it still this kind of niche market? Like, you know, kind of give us the overview ofhow sales teams in general are viewing and using or maybe not using AI right now. Yeah, that's a greatquestion, man. I mean, I'm deploying this, helping this to, or deploy this to sales teams atscale. And so that's one of the offerings I'd use. I'll do basically custom training and
08:59integration, prop library, set up, and workflows for teams.And it's really interesting because what you would think is the AI components aregetting integrated in every product.However, when you look at the core use cases for LLMs or large language models likeChachy BT or Gemini or copilot, most people are only using it for the surface level things,like writing emails or summarizing meetings.And there's 10 times more power that's available to people, whether they're insales, marketing, a small business owner, an executive, it doesn't matter.
09:33And they're not, they're just really scratching the surface.I look at this as three levels.There's AI assimilation, which is kind of what I'm talking about, like high level use cases,AI integration, which is more infusing it to everything that you do.And then AI innovation.And those are the three levels of skill transformation.The innovation level is reverse engineering outcomes and by prompts, prompt engineering,as well as creating GPs.
09:57And then, you know, there's a lot more to it because those are going to be thefoundational elements for agents, which are going to be released later this year.So those are some of my viewpoints on it, if that helps.Yeah.No, I love that.And maybe let's start at the top then, right?So when we talk about AI assimilation and use cases, what are, you know, maybe not some ofthe standard use cases because you said a lot of people are just scratching the surface.
10:19But when it comes to, you know, where you think most, you know, sales departments orsales organizations should start with generative AI, where is it?Where are some of those most common use cases that are, hey, this is more than scratching the surface.But this is where you should really be looking at or this is where your sales team should be starting when it comes to generative AI.Yeah, that's a great question.I think there's patterns, like everything doesn't need to be spoke.There are certain patterns of problems that people have.Because if you look at what a salesperson is doing or most time even sales leaders are doing is I equated to when the Model T was being created prior to the Industrial Revolution, right?
10:58You would have one craftsman who would create an entire car by themselves.And it would take 13 to 14 hours to create that car.Well, what happened is once they transitioned to the conveyor belt with specialization,they were able to create that same car in close to 65 minutes.And they amped up to production from $100,000 a year to $2 million, $10 million a year.And so, and by the way, oh, cost came down on everything.So if you look at it, that's the same thing that's happening with white color work.Because what's happened is we have all these tools available to us that have kind of sprung up over the years.
11:33And specifically in sales, there's all these micro tasks like building a car that they have to do to get the sale, which is the car, right?And by going through that process, what happens is their focus gets diverted.They get frustrated.They're good at four out of the 25 things that they have, right, have to do.And they probably only like maybe three out of the four things that they have to do, right, of the 25.but what I'm what I'm saying where what's possible is by integrating that and basicallydelegating or doing the four to maybe six things that you have to do and then delegate the restto AI and oh by the way in some of those situations as can do way better than you so that's kind of
12:13how I look at it philosophically if that makes sense we get more granular if you want as wellyeah yeah I mean absolutely you know one thing that I want to know is is how even yourpersonal implementation or use caseshave changed, you know, over the years for your own sales efforts.Can you give us even a high-level overview of maybe, you know, maybe what was that one bigfirst shift?You know, because I think early on, a lot of people, you know, like you said, started usingdifferent generative AI, different large-language models for those very high-level,
12:45scratching the surfaces, right?Like maybe doing some research or maybe helping with emails, but maybe what was oneimplementation that even for you personally that really helped change your salesoutlook. Yeah, that's a great question. So I think like there's the basics where there's like themicroproductivity task where you repeatedly do them throughout the course of a week. And then there's moredeep work, right. So I'll give you an example and this crosses over into sales and market.I just did this the other day. So it's fresh on my mind. So because the context windows of the largelanguage models, which is basically how many tokens or kind of words and letters you could put into
13:23to the large language models has massively expanded.There's a lot more opportunities.So what I did effectively is I took the transcriptsfrom all the sales calls I've had over the last couple monthsand then basically identified patterns of questions, objections,as well as verbiage that my clients and prospects are usingso then I could integrate that into marketing messaging.I could proactively cover those objections
13:48before they come up and customize the material.And so that's one way where I thinkit touches a lot of parts of the business.business and then that'll also feed into product design. So you got sales, marketing, and product,all just by dissecting at-scale conversations and direct feedback from clients. So that's one that Ithink is really exciting. Other things with when it comes to transforming sales, if you will,is like I'm a business owner myself, right? But I'm also doing a lot of sales work. And so if I coulddo things in minutes that take a half hour, an hour, that's gold. Right.
14:23And so, like, one of the things that we talked about and I mentioned this on the pre-show is literally I could do a process that takes 45 minutes in terms of looking at a company's annual report.The challenges that they cite their 10K earnings report, as well as the top priorities from letter from the CEO and have those all summarized within a couple minutes and then integrated into a pre-call script, basically questioning that I have exactly for the person I'm meeting with.right and that's all we're talking all that in a few minutes it would take me 45 minutes to do that level of prepand when I met with the this was a while back but met with the um the senior director of sourcing it at low's homeimprovement basically one of the things he said that my team did really good with and this was this was a whileback was that we understood at a deep level who he was how he was evaluated and what was going on in theircompany and he said 90% of sales people don't do that and that was a gentleman who had a 16million dollar budget. So you can imagine how many people he saw, and this is Fortune 50. So they're
15:27not doing it at the Fortune 50 level where the stakes are the highest. Imagine how much they're notdoing it at the lower levels as well. You know, I think, Ryan, what you bring up there is, at leasteven for me, it's one of my favorite use cases for generative AI because, you know, whether youare in a sales role or marketing or admin or operations processes, it doesn't matter, right? Like somethingthat, you know, so many skilled knowledge workers do is they have to read, they have to research,they have to analyze, and then they have to personalize that information for their own use cases,which is something that large language models do very, very well. You know, I'm curious and,you know, not asking you to pull, you know, data out of a hat, but how much time, you know,
16:09would you say on average, whether for yourself or for your clients, right, turning those,you know, 45-minute processes into a couple of minutes. How much, first of all, how much, howmuch time, right? Because one of the whole aspects of this show is how you can, you know,spend less time selling and get more sales. So how much time overall do you think that this issaving, just going through one of those simple high level processes? Yeah. So what I think is like ifyou look at all the micro or the time piranhas or energy vampires, they basically disintegrateby using it, I think if you're in sales, you could you could take out easily 10 hours a week.If you do 10 hours a week, that's effectively three months a year that you can give back.
16:53And the beautiful thing is it's not just the time.It's the focus and energy that you also get as well.And so I think the same applies for revenue leaders, executives.For myself, where you're doing a lot of different things, you know, basically being a founder and a CEO,I have a small team of people.But I think it basically 2x or 3x what's possible for me to, not just.just from a more quantity of work, but quality of work that I didn't have the skill set to dolike graphics, like basically deep writing, like creating videos, like those are things that I
17:31could do instantly now that I didn't even have the skill set to do that would have taken medays to learn how to do them and then do a crappy job at it.Adobe just introduced an entirely new way to create, bringing the power and precisionof its creative suite into one conversational experience. Meet Firefly AI assistant.Now live in the Adobe Firefly app, the all-in-one creative AI studio.Powered by Adobe's creative agent, Firefly AI assistant lets you start with your vision,just describe what you want, and shape the outcome as it takes form with the assistant.The assistant orchestrates multi-step workflows, drawing on 60 plus pro-grade tools across
18:13Adobe Creative Cloud apps, including Photoshop, Illustrator, Premiere, Lightroom Express, and moreto help bring your ideas to life.You can also get started with creative skills, a growing library of pre-built workflows for common creative tasks, like batch editing photos, creating mood boards, portrait retouching, and creating social variations.Every step the assistant takes is visible so you can refine, redirect, or take over at any time.You stay in the driver's seat as the creative director.Adobe Firefly AI assistant now in public beta.See it today at firefly.adobie.com.You know, and I'm curious, you know, for salespeople, right, historically, how much of their time is actually spent selling versus doing these things now that large language models can do very well, right?
19:08Things like researching, analyzing information, personalizing it, you know, because I'm curious, it seems like the role of sales is a lot of preparation and in reading and analyzing and not a ton of sales.So can you give us any kind of facts or estimates on this and then talk a little bit about how AI can maybe flip the script?Yeah.So roughly right now, and Juan's asking a great question in there that I can try and integrate in there of where it's going.So basically, you know, where it's at right now is roughly about 72% of selling time or 72% of a salesperson's time is spent on non-selling activities.Right.So that could be research, prep, a lot of different list building, a lot of different areas, right?And only, I don't know, it's about 18, 20 percent is actually spent on selling when you figure it out.
19:57And that includes prospecting.I think by shrinking the non-selling times, you could effectively double the amount of time that each person has to sell.And then at the same time, you could double the quality of the selling experience, basically improving significantly the conversion, which could lead to a 2x output.Right.And so if you look at how this transfers down screen to answer one one's asking like, you know, where AI would replace cold calling, emailing, SDRs, and then, you know, would it go to an AE?What I think is going to happen is where processes will be automated, they will be, right?So, however, like, I think we're a little while off from that, not super far.but I also think you're more secure when it comes to higher dollar value, basically
20:46solutions that you're selling because of the fact that there's more complexity,there's more people in, so it's not a linear process.And so what's going to happen, though, is it's going to get to the point where we movefrom AI-assisted selling to basically we're just directing the AI and it's doing the bulk ofthe work for us with human oversight.So that's where the transition is going to go.Gardner even identifies that as well as a trend that's happening.And one of the things that I mentioned about agents is there's agents out now.
21:13And basically agents are autonomous workflows where you identify the outcome, kind of likeTony Stark and Ironman where he talks to Jarvis.And Jarvis construction does multiple things and just delivers an outcome, right?We are going to get to that point.But what my belief is, if you don't understand the core elements or the prompting level,then what's going to happen is it's like the equivalent of sending a really bad emailsequence out to a million people, right?Like, yeah, you could reach everybody, but it's going to be just spam at scale, right?
21:42And that's what we want to avoid.Yeah.And I think that's one of those tempting sides of generative AI.Is it, yes, it gives you the abilities and capabilities to do work really well at scale.But on the other side or the other edge of the sword, it allows you to put out very bad sales or very bad marketing at scale as well.So, hey, everyone, just as a reminder, we have Ryan Staley, the CEO and founder of Whale Boss.So if you do have any questions, please get them in now.So this one from Woosie asking, Ryan, what's the most creative workflow you have seen set up in sales using AI?
22:18And what's the dumbest workflow you have seen set up in sales using AI?So let's maybe smart start with the most creative or the best type of workflows that you've seen, Ryan.Yeah, I think like in terms of like, well, let me hit the worst one.And I'll do that first.So I think like, and Ethan Moleg talks about this, who just released a book,I don't hit it right next to me, but I don't, an AI book that he just released,really good.He's a Wharton professor.
22:49And, you know, one of the things he talks about is basically AI is like a jagged edge, right,in terms of what it could do.It can do things exceptionally well, and then it does things really terrible.So what I think is the worst, like, examples that I see are when an email says,Yeah, co-intelligence. There you go.A little shout out to Ethan Mullock.It's a great book I plowed through it.So is when the message starts off with like, I hope this finds you well, right?
23:17It has that.And then the other thing that it does too is it pulls up completely irrelevant data that isn't even applicable to what you do, right?Where it's so obvious, it's like bad AI that it almost like offends you when you get it because people just like took a dump on your time.right you know they're just going to give you shitty emails and so that would be an example of aterrible workflow um in terms of what i see is pretty amazing is when you do kind of like a chain of thoughtprompting and there's a couple examples of this one is it created a whole effective workflow andin terms of building a sales department from scratch all the way from you know what what i wanted theoutcome and the compensation to be right so it built out a comp plan it built out kp i's for evaluating
24:02It built out a management operating system.It built out a tech stack and it built out a job description.I did all this while I had 20 minutes left on a plane and I was about to land somewhere and I wanted to do an experiment, right?When we're talking more from like the individual contributor perspective, you know, one of the things I think is amazing is when you have it do deep work on emotions, frustrations, fears, and desires for your ideal customer profile.And then at the same time, segment that down and integrate that in a customized messaging.So those are some of the things that I think it does really, really well.And there's plenty more that we could talk about, whether it's like basically using Chris Voss from Never Split the Difference as a negotiation coach live in real time or basically creating a book that goes from a general book that's summarized, customized to you with an action plan that's delivered to you.So those are some really cool workflows I like that I've seen and that I use.
25:00You know, speaking of workflow, Ryan, I think one thing that is constantly on people's mindsis how they can best leverage this technology across certain verticals or across certaindepartments, right?Because everyone knows, oh, you can use, you know, chat GPT for this or you can use Gemini for that.But maybe, you know, I'm curious, what are some of your kind of go-to, you know, your go-totech stack or common kind of AI sales enablement tools that if someone isn't maybe quite awarethat they should be aware of, what are some of those kind of leaders in the sales space for AItool?
25:41Yeah.So you could use perplexity for free for research that does an amazing job of real-time researchvery fast.In terms of the core like stack that I use, I use the basics, mostly chat GPT and Microsoftcopilot are the ones that I use the most. It's really interesting what's happening with thebasically the giants or the juggernauts. You know, if you look at it, Microsoft has 365 millionMicrosoft 365 paid users and that's getting integrated in all the office products. Google is doingthe same thing with Gemini. Although like if you want a core use cases, like I would say I found the
26:23best ones to be chat GPT and copilot because co-pilot's power.or buy chat GPT, but also integrated into the work products.Other ones that I like, if you're, you know, I saw Ty was talking about being a solo person, right?One of the things, tools that I like that's under the radar is a tool called cast magic.Because I do a lot of speaking.I do a lot of basically content creation on LinkedIn or YouTube.And so what it does is it takes that, that recording that you have, whether it's video or audio,transcribes it.
26:54And I can create multiple types of post, tweets.other things on that. And so it's very effective with that so it can customize content at scale.And then another tool that I like, last but not least, is for my prompt library,leverage text plays, which is a prompt expander. And I recommend that for companies because youcan track which are the prompts you use the most, as well as storing, basically collaborationin other areas for that. So yeah, I love that. What a great answer. And, you know, if you are a littlenew to the show. We did have the cast magic CEO on the show a couple months ago.So we'll make sure to link that in the show notes as well. Another great question here from
27:36Tanya, Tanya, thank you for this. So Ryan, she's asking, what is the error between planning andimplementation when it occurs? Because I'm sure that there's been many sales teams or departmentsthat have been talking about, you know, integrating and implementing generative AI now for months.And maybe they haven't fully done it. What would you say are some of the common pitifulfalls or some of the common reasons between this, you know, planning and implementation.Yeah, I think, and this isn't just with sales teams. I think this is cross-functional to any team.And so I think the number one area is like the leaders don't know how to use it. And they justtry and delegate it to their team. And if you're not using it, you're not going to understand the
28:17nuances. And so I would say that's one of the core challenges because this isn't regular softwarewhere it's a straight line process. It's going to be like this.in terms of what it could do amazing.And so you have to use it to understand it.So I think that's one of them.The other aspect is, besides the leader aspect, is not knowing what's possible.Right.And so basically just telling the team to go ahead, go ahead, collaborate, figure it out,
28:43right, which is good.I think there's some really immense value in that.However, if you don't give them kind of a jumping off point of some of the opportunities,it's hard to get their brain moving in terms of all the different use casesin areas of what's possible.And so I think to spark the innovation, the leader needs to know it and they need to showthem what's possible first.And that'll really fuel it.
29:07And here's what I would say most of the time organizations are using it anyways and basicallyalso harvesting the top use cases from the best performers as well.What's, you know, Ryan, I'm curious.What's next for you?What's next for your business with your own, you know, companies, AI implementations?because I think people, you know, can always learn from not where people are currently finding success,but where they're looking at next. Because I feel with anything generative AI, it's like you blink in it,you like you miss a year of development. Where are you and maybe where should others be looking at in
29:43the very near future when it comes to, you know, really leveraging and utilizing AI for more sales?That's a great question. And so what I would say is there's a, the AI skill transformation, the progression,pyramid of what I take and the foundation is prompting. So understanding that, the next level areyou know, GPTs, if you will. And the GPTs are good. They're getting better, right? And so what I'mlooking at is beyond that are agents, autonomous agents as well as autonomous organizations of agents.So that's where the puck is going to quote Wayne Gretzky in terms of what's happening. And so I think,like, but here's what I would say. If you understand how to use it, don't wait. Like that's the worstpossible thing you could do is be like, well, it's going to change. So I'm not going to, I'm not going to,
30:28I'm not going to figure it out now. If you do that, you will get blown by everybody. So I would sayinvest as much as you can to use it, understand it. And like, here's the thing, man. Like,if you use it literally for 15 minutes a day, you'll start to realize you're going to gethours back a day. And then it becomes like, it becomes so easy to become an expert at because youkeep arbitraging your time, right? And so that's what I would focus on. That's where I'm going. And I think,Once again, the core foundational large language models is why I would start.Don't get caught in the wash of the 10,000 tools that are released every day.Just really understand the basics of the large foundation models and then work from there.
31:07Such great advice, right?Because yeah, every day there's dozens of new tools that seem like they're built specifically for you,solving one specific problem.But those can come and go and, you know, get squashed with the next, you know, update from any one of the big tech giants.So, you know, one thing you mentioned there, Ryan, is this, you know, maybe very near future, which, which I believe, right, I said this, you know, six months ago that 2024 is going to be the year of kind of, you know, mainstream AI agents. But even on the other side, right, when we even talk about, you know, AI cold calling, right? I know there's, you know, some laws around that now. But are we going to see sales agents that are much less human, right? And much more powered by AI, whether we're talking about, you know, text messages, email.emails, phone calls, videos, avatars.Is that where sales might be heading?Or is there still that, you know, something special about obviously being able to connect
32:04and talk with and buy from a human?Yeah, I think it is going in that direction because there's tools being created every dayto do that.And so just like 24 is a year of agents.We mentioned it's a year of video too.It's going to take the same leap in video.And it already is that the graphics took last year, right?imagine how bad was at the beginning of the year with the graphics tools versus the end of the year.
32:25Same thing's going to happen with video.And so, however, I'll tell you just from real world experience, and it's funny before this wholeAI storm happened, this was still something that most people forgot is, you know, I think it wasfacilitated or augmented because of COVID.And so what I was seeing is people were getting just very, I want to say cold, but justvery processed, tactical, not really factoring the human element of what you talk about.And so I think like some of the best things in the world you can do to differentiate yourselfare non-AI related because you're connecting with people at a true human level of not just
33:06what's important to them at work, but outside of work and what's driving that motivation for themat work. Right. And so if you can connect with them on that level and get on a text relationshipwith them just naturally, it's going to transform and it's going to be.so much easier than if you're sending out a billion emails a day and you're mass you're tryingto do everything without talking people we're still humans at its core function and we need tohave that connection and most people forget about that emotional connection yeah i i think that'sthat's a great reminder right because uh i'm sure all of us get caught up and and swept into thisyou know nonstop and fast momentum of you know using AI everywhere for everything so i think
33:48that's a great call out there, Ryan, to still remember that emotional human connection.But I mean, we've covered a lot in today's conversation, you know, how we can, you know,use AI to work more efficiently and how we can sell better and sell more by using AI at theright time and the right place. But Ryan, maybe what's, as we wrap up here, what's the onetakeaway or maybe the one thing that sales leaders should be doing today so they can actuallywork less and sell more tomorrow?Yeah, this is the simplest one.And I'm going to make the assumption that the sales leaders are not using it that much because that's what I'm seeing.
34:25And from conversations and trainings and all that.So the very basic simple advice was literally replace what you use Google for for 15 minutes a day and use chatypt or use co-pilot.And just that's step one.Step two is be patient.And remember, this is like an alien life form.it's not like normal software and you're talking to a human and treat it like you're talking to an internand there's going to be things that person's good at things they're not and then step two and this is the partthat most people miss and I don't or they won't do but it creates some of the best benefits and it has
35:02it has nothing to do with AI well it does but it doesn't basically have a log of what you used it forand write new ideas of how you could use it if you just do that on a daily basisand then you can basically do it on an Excel spreadsheet or a sheet stock.What's going to happen is you're going to have so many ideas and it's going to integrateinto your body, into your soul and your person so much of what's possible and how to do itthat it's going to transform what you start to do with it and it'll transform not only whoyou are, but it'll help you become superhuman in the process.Wow.
35:39Jeez, you can become superhuman and sell more and less time.I can't wait.So much great information.Ryan, thank you so much for joining the Everyday AI show.We really appreciate your time and your expertise.Thanks, man.Appreciate being honest.A lot of fun.
35:54Hey, and hey, as a reminder, everyone, dropped a lot of knowledge there.Ryan just really gave us some of these secrets to better use AI for sales.So if you haven't already, go to your EverydayAI.com.Every single day, we break down the conversation from the podcast, from the live stream,throw out a lot of other resources and next steps.So this is only half the battle if you want to win the war.It's done in our newsletter.So make sure to do that at your everyday AI.com.
36:22Thank you for joining us today.And we hope to see you back tomorrow and every day for more everyday AI.Thanks y'all.Meet Firefly AI assistant.Now live in Adobe Firefly, the Allman One Creative AI Studio.Just describe what you want to create in your own words and the assistant handles the rest,orchestrating multi-step workflows across Adobe Creative Cloud apps,including Photoshop, Premiere Express, and more in
36:52one conversational interface.You direct the outcome while the assistant accelerates execution.Stand control with the ability to step in and refine at any time.See it today at firefly.adobie.com.And that's a wrap for today's edition of Everyday AI.Thanks for joining us.If you enjoyed this episode, please subscribe and leave us a rating.It helps keep us going.
37:20For a little more AI magic, visit Your EverydayAI.comand sign up to our daily newsletter so you don't get left behind.Go break some barriers and we'll see you next time.
There aren't comments yet for this episode. Click any sentence in the transcript to leave one.