Everyday AI Podcast – An AI and ChatGPT Podcast - EP 307: The AI Shift - From Cold Pitches to Personalized Sales

Episode Date: July 3, 2024

AI + sales = spammy. Right? Or, is there a better way? Can we actually use Generative AI to learn more about prospects, increase interest and connect more as humans? Manny Medina, CEO and Co-Founder of Outreach, joins us to discuss.  Newsletter: Sign up for our free daily newsletterMore on this Episode: Episode PageJoin the discussion: Ask Jordan and Manny questions on AI and salesRelated Episodes: Ep 262: AI Sales Secrets Revealed – Work less. Sell more.Ep 94: Boosting Sales with AI Tools – Personalization Tips for SuccessUpcoming Episodes: Check out the upcoming Everyday AI Livestream lineupWebsite: YourEverydayAI.comEmail The Show: [e-mail] with Jordan on LinkedInTopics Covered in This Episode:1. Use of AI in Sales2. Challenges of AI in Sales3. Role of Sales Organizations4. AI For Better Communication and Sales Strategies5. Future of AI in Sales and Personalized SalesTimestamps:01:30 Daily AI news04:50 About Manny and Outreach07:30 AI's impact on sales and relevancy.12:55 AI can be fun and impactful.16:41 Feedback on interactions is essential for managers.20:08 AI streamlines tasks, monitors relationships, evolves rapidly.21:07 AI and human cooperation for future relevance.25:00 AI-driven relevancy to increase in 2 years.31:35 Prompt before you write, exercise empathetic muscle.Keywords:Sales organizations, new products, product positioning, customer interactions, AI in sales, feedback collection, sales rep instructions, generative AI, AI evolution, work-life balance, efficient sales reps, time management, sales outreach, obstacles in AI deployment, relevancy in sales, AI personalization, Meta AI, Apple OpenAI, Google AI, Manny Medina, Outreach, laziness in AI personalization, language models in communication, AI tools, meeting summaries, sales strategies, embracing AI technology, habit changes, daily newsletters, podcast sharing.Send Everyday AI and Jordan a text message. (We can't reply back unless you leave contact info) Start Here ▶️Not sure where to start when it comes to AI? Start with our Start Here Series. You can listen to the first drop -- Episode 691 -- or get free access to our Inner Cricle community and all episodes: StartHereSeries.com Also, here's a link to the entire series on a Spotify playlist. 

This 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. AI is making sales bad, right?

It's getting all these just lazy, cold outreach emails. And with personalization that is seemingly not even there, right? Isn't AI supposed to help us create better connections with humans and to really display value at the right time? Well, that's what we're going to be talking about today on everyday AI, about how AI can actually help make your sales team more relevant at the right time for more personalized sales. I'm excited to be talking about this because I think even though it is through the lens of sales, I think today's show is going to be especially helpful really just for anyone on the best way to use AI to just create better human connections and better relevancy. All right. So before we get started, just as a reminder, if you're listening on the podcast, we appreciate it. As always, make sure to check out your show notes. And most importantly, go to Your EverydayAI.com, because we recap every single episode. I already know there's going to be a ton of great insights from our expert guest today. So make sure that you read the newsletter and go to Your Everyday AI.com.

All right, before we get started, let's do as we always do and go over what's happening in the AI news. So meta just announced a new model called meta 3D gen. So meta formerly known as Facebook has unveiled a groundbreaking AI system called meta 3D gen, which can rapidly generate high quality 3D assets from text descriptions in under a minute. So meta 3D gen combines meta 3D asset gen for creating 3D meshes and meta 3D texture gen for creating textures, resulting in assets with high-resolution textures physically based on rendering materials. So this system offers 3D asset creation with high fidelity and quality in less than a minute, potentially transforming industries like video game development, architecture, so many other things.

So the texture gen can create high-quality textures for complex 3D objects in 20 seconds and then upscale the textures to 4K. Like some of these early, like, you know, text to 3D was not even like HD quality and now we're getting 4K wild. All right. Speaking of wild, well, here's some wild news. Apple is set to have acquired a seat on Open AI's board. So according to a Bloomberg report, Apple is set to acquire an observer role on Open AI's board, marking a pretty significant development in the AI industry among all these tech titans. So Phil Schiller, Apple's head of the app store and former. marketing chief has been selected for this position, which will come into effect later this year.

So observers like Schiller can attend board meetings, but do not possess voting rights or other directional powers, providing insights into decision-making processes within the companies. So Apple's integration of open AIs chat GPT onto its upcoming devices, and the integration of Apple intelligence technology across its suite, including Siri, precedes this board arrangement. So obviously, a pretty huge partnership that Apple announced last month at WWDC with OpenAI. And, you know, we actually talked about it. It's like, hey, Apple's actually not paying Open AI, but even more so now, they're getting a seat on the board. So great negotiation there from Cupertino.

All right, last but not least, Google is introducing new AI features for pixel phones. So Google is set to launch new AI features for pixel phones, including a pixel screenshot feature, that can process details from manually taken screenshots, allowing for easier searchability. So the pixel screenshots AI feature will enable users to save and process helpful information from their screenshots, making it convenient to search through them. I was literally thinking about this like two days ago. So this is kind of similar to Microsoft's recall tool, except Google's version will only process manually taken screenshots addressing privacy concerns.

And obviously, Microsoft had to temporarily delay its recall feature. due to privacy concerns because it essentially just kind of monitored everything going on at all times in the background. But Microsoft is expected to roll it out soon. All right. So there's going to be a lot more in our newsletter. So make sure you go to your everyday AI.com and sign up for that free daily newsletter. All right, but you didn't come here to hear about all the AI news. You probably came here to hear or to talk about how you can use AI just to go from this, you know, impersonal, cold process to something that.

that's actually very personal. So I'm excited to bring on our guests for today. There we go. We have him, Mani Medina, who is the CEO and co-founder of Outreach. Mani, thank you so much for joining the Everyday AI show. Thank you for having me. This is exciting.

All right. Hey, I'm excited for this one. And special shout out to our friends on the West Coast joining us at 5.30 a.m. local times. Shout out, manny. But hey, can you tell us a little bit about what you do in your role there at outreach? Yeah, I'm the co-founder and CEO. and we do what CEOs do, you know, everything from fundraising to make sure that there's food at the office.

Yeah. And, you know, outreach is one of the, you know, bigger tools, you know, in this industry. But, you know, maybe many for those that aren't, you know, too familiar with outreach with the company, can you give us a little bit of insights on what it is that you do and how you also can allow for, you know, more personalized sales experiences? Yeah. So I think it's easier to start with our mission. So, you know, we're here to ensure that every sales rep and every manager is unlocking their fullest potential.

So the way to think about us is that we are the R&D department. We are the engineering department for every rep and every manager and every sales organization to make sure that we're building tools for them, that we're taking whatever is at the edge of technology. And we're bringing in the form of something that accrues and it's useful to the day-to-day job. So what average actually now is, is a revenue execution platform. It allows it empowers reps to execute the entire revenue function from building pipeline and prospecting to manage deals and ensure that the deals are closing at a higher rate to forecasting to making sure that you retain that account, that you expand that account, that you cross-all that account, and then layering, managing and observability throughout the process to ensure that every rep is doing that. Now, of course, these workflows have changed dramatically with AI and in a very positive way. So this is the part where it gets really interesting for reps because there. there is a lot of talk of reps being displaced by AI.

But in reality, reps are being, you know, aided by AI. The displacement happened during, you know, the economic contraction when there's a lot of people who were laid off. But in reality, for the day-to-day action of the rep, AI is supercharging their work in the form of, you know, more relevancy and the ability to complete task in a short period of time.

So there is all this activity that is happening in AI that is actually helping the rep. You know, speaking of relevancy, I want to pick on this because, you know, cold like, you know, cold outreach and, you know, using different sales platforms to better nurture lead and, you know, using company intelligence and all of these things, you know, it's been around for a very long time. But I've even noticed a huge uptake over the last like three years since the kind of surgence of large language models with so many more pieces of cold outreach. And in many, I feel it's getting lazy. I feel that AI, generative AI, large language models have so much potential to help people just, yeah, create more relevant in actually real relationships by using AI. But it always seems it comes off sometimes as lazy personalization. And, you know, AI is just being used to slap a placeholder, you know, on an outreach, you know, email or, you know, LinkedIn message or something like that.

Is this something that you've seen? Like, is AI actually making some people a little bit lazier when it comes to sales? No, so let's pick that apart. So first of all, the striving for towards personalization has been around for a very long time, whether it's, you know, whether it's, you know, you doing your own research or now AI doing your own research to try to be personalized, quote-unquote. But I fundamentally believe that personalization is just BS.

Personalization is not, it's nonsensical most of the time. Why? And the reason why is that is that you don't care about a personalized email. You get about a relevant email to the moment of your, to the moment in time in which you're having a problem. At the end of the day, sales is not so much about building relationship, but using that the relationship to solve a problem. And in the context of solving the problem, you're going to drive a transaction. So if I send you an email saying, hey, we are both from the Midwest or, hey, we're both into AI. That's going to be incredibly irrelevant to you. But

But if I send you an email about the industry that you're in and saying, hey, you may have missed this piece of news and just came out yesterday, that is incredibly relevant. And relevancy is way harder because relevant has a shelf life that is a lot shorter than personalization. If you were born in the Midwest, that is true forever. Whereas if I send you a piece of news that is relevant for this week, that is true right now. And the second is way harder. So now, you know, because it's harder to do, it takes a lot more time. And what AI is doing and LLM is doing, and when you combine LLNs with search engines, it's that allows you to create all this sort of like micro agents or going out into the web

and finding relevant piece of information that can be relevant to you. And then allow you to experiment, right? Because an LLM can create, you know, five versions, you know, of a piece of communication, all of them including some different relevant facts. and one of them is going to hit. You see what I mean? So the ability for a rep to wrap their mind around how do they initiate a relationship is now supercharged with AI.

Now, it can be used for ill and it can be used as stupidly, just like everything else. But the potential to truly unlock relevant conversation right from the beginning is mind-blowingly high. Let's unpack that a little bit, right? You know, the example may that you talked about there, which I think can really, you know, if someone's in sales or maybe if you're a CEO and, you know, sales is always on your mind and how can our sales team be more relevant? I think you just gave great examples there on, you know, how can you use large language models to provide value and to maybe help them solve problems or to even, yes, like align yourself and say, hey, I saw this big piece of news that probably, you know, impacts you. How should, you know, sales leaders be looking at AI technologies to do that? Because it seems like kind of a tall task, right? Like, oh, there's my prospect is probably facing dozens of problems.

So, you know, how can people start to unravel that process? Because what you just described there, I'm like, that's amazing. I wish I got 10, 10 messages like that a day, but probably easier said than done. Yeah, no, it's interesting. So sales leaders need to start leading the way of AI by using it themselves. So there is almost zero place to hide from a email or meeting summarization tool. Whether you use Zoom directly or you use whatever, anything from copilot, there is the ability for you to summarize what's going on in a series of conversations is very high right now.

It's almost ubiquitous. most people still don't use it. So the first, the first incinciation of AI relevance is your own use. So use it for your own, you know, figure out every task that you're doing your day. Like, you know, sit down for 20 minutes and figure out what is it you do throughout the day and figure out in which ones are you going to insert AI as a assistant. You know, I mean, whereas human-led AI assisted and let that play and see what's the impact of your work, you know, instead of writing your own emails, how AI,

you know, write it for you. Instead of asking a rep, what's going on on a deal, inquire, you know, the deal for you. Like, you use a tool like outreach or use, you know, something like copilot that allows you to summary stuff. So that's number one. Number two is that, you know, you can make it fun. You what I mean? You can make it, if you have, AI is still down to the prompting. So if a rep can use good prompting to drive a good, say, communication, whether that's email or a text or, you know, something that you use in a meeting. And that gets a response that is funny. That gets a response that is engaging. You know, just show it to everybody. You know, see, you can say, look at this, look at this email or look at what this rep said that was, you know, AI driven during a conversation

and show it to everybody and see, like, and show that, you know, how funny it was or how relevant it was or how impactful it was. And drive the awareness by showing other people how to do it. You know, this is, you know, the fastest path of adoption for AI right now is daily, single use, not corporate use. You know, matter of fact, you know, corporations are trying to block AI access because they don't know the implications in privacy and uses out of their own data. But the individual use is going to be way more powerful than anything that is mandated by any company or by any manager.

You know, many, you just tapped into what I still think is one of the most helpful uses of generative AI. And I think you pointed out almost this juxtaposition, right? Like we all have access to these tools, right? So whether you're using Microsoft Teams or you're using co-pilot or I'm sure there's people out there that use Google Mead as an example, right? Like so much of our time. And it's everywhere.

Like when you pop out a Google Doc, the first thing you see is the gem and I think right on top to say, you know, use me. So use it. Is it what I mean? Like write a document by prompting first. And so this is a mental change that we need to have. is that instead of our default is to start right away. And our default should be to prompt right away.

You know, and then use the prompting as a way to drive, you know, better, you know, better communication as opposed to using, you know, beating yourself against the wall and saying, you know, I could have done this better. Or let me do this task in like two minutes. Use the same two minutes to prompt better. And that will get you there. Yeah. Because I think, you know, and I see this all the time, right?

We work with companies. We consult them. And it seems like there's so much value with face-to-face communication, right? Especially obviously when you talk about sales, right? So you're on a, you're on a meeting, you know, you're talking with a prospect. It's an ongoing process. You know, it's not just, you know, one call. It's ongoing.

How can both salespeople, Manny, and, you know, others use the transcripts of those conversations, use the recording of those conversations, right? because I think sometimes people think, well, if there's not an immediate action or if there's not an immediate sale, then that transcript maybe doesn't hold a ton of value. What would your recommendation be? Because yes, so many of us spend hours a day sometimes in meetings. And I think there's so much value that happens there, even if it's not that one meeting that leads to the sale. What should business leaders be doing when it comes to just looking at their meetings a little differently with generative AI? Yeah. So every every sales organization that we work with has has a mandate to do something different, you know, whether it's to sell a new product, whether it's to, you know, drive an expansion in areas that were they weren't, whether it's to go up market, whether it's to lower the cost of sales. And you can find instances of that initiative everywhere in every single conversation. So, you know, as we were talking right before we got online, you know, when you launch a new product, you have the idea of the product, you have the idea of the product, you have a

a bunch of feedback for the early customers. You have the positioning and the pricing and the packaging, and then you release it to the wild. But whatever you came up internally is relevant. Like all the information that is relevant to you is on those interactions. Like how did they land? Was it easy to sell?

You know, was it easy to position? Did it roll off the tongue? Was it easy to put in the middle of conversation? Can the customer imagine themselves using it? Did the rep even ask that question? Or did they try just to say, hey, you should buy this because it's cheap and it's included in your own? offering. So all those points of feedback, you know, are out there in the wild, in the in the

relationship and interaction. And managers and leaders just need to get really good at using AI as an inspection mechanism to get that feedback into the company fast and into the reps fast. There is, whenever you launch something new and you educate your reps on your new application, only about 10% of the reps will say what you told them to go say. Everybody else will not say it, make up their own mind, say their own things, et cetera. And there's value in both of them. For one reason, the 10% that will say it becomes the group that you're actually testing against. And then there's another 10% who are going to remember some of the training,

and they're going to say it in their own words. So now you have an AD test, right? You have two ways of positioning the same, you know, artifact out in the market, and now you can get real feedback as to what the customer is saying. So the AI use of the summarization is incredibly powerful and incredibly underused right now to get faster information back into the company to react to what you're trying to get done. And, you know, obviously, and we'll have this out in our newsletter today. You know, outreach has a lot of, you know, AI capabilities in its platform. But, you know, I'm wondering even for you all internally, Manny, maybe before you rolled all these out in your platform, how was your own?

team using generative AI, right? Like, I love taking findings from successful companies that have already implemented their products. But I like asking, okay, well, before you put it into your product, how are you actually using this? And how did you find the value? So maybe can you tell us a little bit even how you all were internally finding value in generative AI? Yeah, that's almost our secret sauce, right? It's that we sell to salespeople and we test in our own salespeople before we sell to sales people. So, you know, when we, there is, there is ubiquity around email composers, right? There is a ton of email almost every, every email client comes up with a AI email composer. Where it gets better is on the follow-up. So when you start a conversation, you, you know, you respond to my email with, yeah, let's go or with an objection.

And it's in that objection handling where the majority of transactions get done. So there is this fact in sales that a positive reply has lower conversion than an objection that is turned around. And how do you turn around that objection is where the AI really shines, right? Because it could be an uptiming objection, it could be a person objection, it could be a pricing objection, a competitor objection. and the AI is really good at taking all the facts you have internally in the latest information that you have accumulated as a company and use it in that follow-up, right, in that back and forth. So the AI is now at the point in which it can by itself through email communication, you know, get you a meeting, get you the first meeting. That is much faster, actually, that a human using it. So we're using it already internally exactly for that.

And then from a management perspective, AI began with, you know, summarizing the meeting. you know, you had a meeting, you transferred the meeting, and then it summarizes it for you. But as both, the context window got larger and the ability to daisy chain, you know, models, you know, became available. Now we can not just summarize the meeting, but summarize the relationship with the account. So in the last five meetings, what happened, right? And then allows me to then summarize what is going on the account altogether. So in the last two years, you know, what have we done with this account? Where has this account gone?

Where's our white space and what's our opportunity size within this account? And mind you, I mean, you're in the business of AI news. This thing is changing like every other week. Like every other week that is a release of something new that has, you know, it's cheaper, faster, more tokens, more, you know, whatever. You know, and staying on top of this allows us to then make the AI more powerful for the use of the agent or the use of the rest, the manager. You know, Manny, I'm thinking as, you know, you had a great example because, you know,

I feel like a year ago you had to go seek out the help of A&M. AI or, you know, large language models and not, not anymore, right? Like we talked about, oh, if you're in, you know, your Gmail and, you know, you have Gemini features enabled, it's going to give you suggested replies, right, to an email that, you know, hopefully are going to become more relevant, right? That's what the big thing we're talking about, you know, a lean into relevancy and maybe away from personalization. But how as, as we look at, you know, not future-proofing against smarter, you know, AI, but, you know, how can we as humans as these AI systems like outreach, like your, you know, Microsoft co-pilot like Google Gemini and

across his products, they're all getting smarter, right? So how can we as humans think in the future of ways that we can better use artificial intelligence to not stay relevant, right? I'm not talking about that, but to perform our jobs better, right? As these tools become more powerful, I feel a struggle, even myself personally, is how can we take advantage of all of this to get more sales, to create more relevancy? How should we be looking at that? So that's a really broad question. So let me narrow it down to Joe's sales. In sales, your calling card is your number. Are you delivering the results that you were hired to deliver or are you not? And I guess I can extrapolate that to everybody else.

It's like start with the goal in mind. You know, what is your end? AI is just a means to an end. And AI should help you get to that end faster and more efficiently. There's a little secret in sales that if you were to look at the top 20% of the reps that deliver 80% of the numbers, they are not working any harder. You see what I mean? They're not like, you know, above, you know, the amount of hours work that a rep that is not performing.

They're just very efficient and they're very methodical and they're very, clear about what is what they want to do. Matter of fact, the majority of those reps are very clear about their work-life interaction or balance. So they want to get as much work done in the period in which they allow themselves with the goal of making the most amount of money in that amount of time. You see what I mean? So how do you prove, you know, how do you future prove yourself as a rep is continue to deliver the number faster? You see what I mean? So if you're constantly beating your number, there's no AI replacement for you because for the next five years, A manager will always be leery of shaking the tree that is actually delivering the goods.

You see what I mean? So just be a good rep. You know what I mean? Like go make a lot of money. Go be selfish with your time, with the amount of money that you're bringing to yourself and to your organization. It used AI to do that faster so that you can go home earlier. Adobe just introduced an entirely new way to create, bringing the power and precision of its creative suite into one conversational experience. Meet Firefly AI Assistant, now live in the Adobe Firefly app.

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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.adopi.com. That's a good point, right? Yeah, it's something I'm always thinking about.

right? Like even right now, you know, this conversation, we're going to use AI to summarize it. And we have pre-built prompts that are always going to run from these conversations. And I always think, how can I, how can I better use that? How can I better leverage that? How can I help more people and, you know, create more relevancy with this? But, you know, actually, actually a great question, a great question here, Manny from Woosie. So, you know, for our live stream audience, if you have any questions, please get them in now before we wrap this up. So Woosie asking, Oh, sorry, that's the wrong one there for Mozy. That was just a funny one saying, yeah, like all these pitches that people get all the time.

But asking you, Mani, what do you think the sales outreach process looks like a year from now or three years from now? I can't imagine, but I'm sure it's something you're thinking about all the time with advancements in AI. But what does that look like specifically with AI? So once we get good at it, what you're going to see is. this increase in relevancy over the next maybe two years. It's not we're only seeing about 20% of the rights freely using AI, you know, to drive their day-to-day work. And, and they're still using AI for personalization, which I made the argument is the wrong, the wrong use. So instead of saying writing a personalized email, you know, the, the human should be thinking about,

of, you know, what would that person care about right now and then ask the AI to go do that. happen in the next three years is that agents will recognize what drives the outcome that you're looking for. So if the outcome that you're looking for is outreach and engagement from that outreach, the agent will know that the best engagement happens from relevant news, relevant information about you, and we'll go look for that and give you that answer. I suppose that you haven't to prompt the LLM to go do it yourself. And that's when it really gets good, is that because agent technology in the ability for you to strings and parallelize, it's, LLNs allows you to test really quickly, you know, what's working what's not.

What you will see in the next year is that this will be packet together in such a way that you that will deploy to the point of the rep and the rep will know that the LLM is given them relevant information right now. So for instance, the email that an LLM will generate right now may not be useful next week. That relevant, you see what I mean? And the second thing is that the LLM will know that relevance is not so much about you know, giving you a piece of news or something that is related to you, the LLM will recognize that humans react really well to something that they were not expecting. That is actually the juiciest cuts of any piece of personalized email.

It's when you get a piece of email that you read and be like, oh, shit, I didn't know about that. That's interesting. That's what engages the most. You know what I mean? So like this kind of psychological facts will be learned by the LN and fully be deployed, you know, at the point of the email. And you will start getting emails that are a joy to read. You know, in three years, my hope is that your inbox is full of, you know, useful information

as opposed to the crap that you see right now. Oh, I can't wait for that, right? Yeah. Like, someone please sell me something that what is what Manny is talking about, right? Like solving my problems today and to give me, you know, highly relevant information and value that maybe I didn't expect. Exactly. Like nobody sits down to write an email to write a physical. I really wish that this is going to be super annoying.

Like nobody does that. So the human tendency is to actually do well, right? But it's being so hard to do. It's so complex. And the AI has a true opportunity to actually really deliver against what, you know, we all assume as one to do. You know, I'm wondering, you know, Manny, because I'm sure that there's a lot of people who are hearing today's conversation and who are hearing what you're saying and they're like,

oh, yes, this is amazing. I'm going to do this right away, right? I'm going to implement exactly what he's saying into my process. What are potential downsides, right? Aside from just not doing it well and aside from like what we talked about like, oh, AI and it does not mean, you know, personalization is going to lead to sales because, you know, putting my name in a placeholder or my title or these holder does nothing. But maybe what are some downsides or potential obstacles that people need to keep in mind,

especially when, you know, deploying this to large sales teams? So there is a number of things. So one of them is the fact that, you know, Kim Griffin just came out and talked about how, you know, he doesn't see AI replacing humans in his business, right? Because at the end of day, just like sales, he needs to deliver, you know, return to his shareholders, right? He runs a bunch of heads funds. And you can just trust an AI to actually deliver the return. And at the end of that's his job.

the job of a rep or a manager of a sales leader is to deliver, you know, a number is to deliver, you know, growth to the company. So we are not at a point where we can just, you know, trust the, the AI to completely run your sales process for a number of reasons. One, it's not there yet. B, the hallucinations are a real problem in that you can ask an LLN to go and, you know, find me some piece of news that is relevant and surprising on the same. time because you know that's the most engaged you think but he may come back with a lie and if you get caught lying because of the element front that you're wrong that is just really bad you know i mean now you are that guy who's spreading you know new things that are not true so you have to be careful for those kinds of things and and truly there's no real soul for that because where we are right now in AI we don't

really truly understand why element work so whenever he hallucinates we have no idea what's hallucinating so you have to be super careful in that there needs to be a human in the loop so this co-pilot mode is going to be around for a long time. Unless you create, you know, a parallel LLM that sort of checks on the validity the facts of the first LLM, there's going to be some human involvement to ensure that 100% of communication is true and factual. So much, so much great value here. Like, y'all, like, when I'm on these calls, I'm always jotting down main points and, you know, usually at the end of a conversation, I have a good, good five or seven of them. I have 16. So like, Mani, we've talked about so much in today's conversation, you know, from how AI can help enhance but not replace sales reps,

talking about relevancy over personalization in sales, and also how you can best optimize your sales strategy with AI and avoid those hallucinations. But as we wrap up, maybe what is the one most important piece of advice that you have for people, you know, to go from using AI from these cold, impersonal pitches to actually personalized sales in relevant relationships? What's that one takeaway? Um, for, for, it's to really embrace the technology, that they know you truly will make you better.

Look, I transce, you know, hundreds of millions of communication pieces a day through the average platform. We see emails and text and phone calls, et cetera. And there is so much opportunity for people to be more relevant. There is so much opportunity to people to really embrace that dynamic of using the AI to relevant at the point of your customer. And we're only going to get there by using it, by trying it, by failing sometimes, by really getting into it.

But what I, you know, before we got started, you know, we talked about how humans still have this tendency because it's really hard to break out of a habit. Jump in an email and start writing. We're jumping a document and start writing. And we should switch that. We should actually reward ourselves with a cookie or a chocolate or something to jump in a document or an email or even a meeting agenda. that and start prompt before you're right. Prompt before you write. Let the AI do the work

and then get really good and then use that time to think about what would the customer want? What would that person care about? And then really exercise this empathetic muscle that is so hard to copy in software, which is putting yourself in somebody else that shoots. That is the most human thing that we can do and the hardest, by the way. Yeah. I love that all the time. I love that. Such great advice, right? Like I tell people that all the time is sometimes to get the most out of AI. You have to unlearn good habits. You have to absolutely change how you work.

And, Mani, I love that. Don't just jump in there and start writing, start prompting, prompt before you work and let AI do some of that work. That's amazing advice. And an amazing conversation today as well. Mani, thank you so much for joining the Everyday AI show. We really appreciate your time and your insights. Absolutely.

It was a pleasure. It was fun. All right. And hey, as a reminder, yeah, a ton of value in today's show. I'm going to have to do exactly what Manny said. I'm going to have to, before I go write the newsletter, I got to prompt this because there was so much value, but we're going to be breaking it down in today's newsletter. So please go to your everyday AI.com. Sign it for that free daily newsletter or check out the show notes. Also, if this was helpful, if you're listening on the podcast, please leave us a rating. If you're listening here online, tag someone that needs to hear this. Tag someone on your sales team. Share this with them. We appreciate you, too, and in. We will be off tomorrow because of the holiday, but we'll be back Friday and every day after that with 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 one conversational interface. You direct the outcome while the

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so you don't get left behind. Go break some barriers and we'll see you next time. Thank you.