In this Issue

🔥    Customer Research
📝    Streamline Notetaking
🤖    Make AI a Habit

🔥  Customer Research

Prospects aren’t very tolerant of “dumb salespeople.”

Many customers simply won’t invest time to educate a salesperson on their industry. They expect the salesperson to know their business and bring value from the very first call.

This makes it really challenging for salespeople to be effective. How do you learn a business or industry without asking questions?

Fortunately, this is a great use case for generative AI. Use ChatGPT or Gemini to quickly research your customers and understand their business needs.

Start with a simple, generic prompt:

“Summarize [Company Name] in three bullet points. What is their main business? Who do they serve? Recent news?”

Then push it a step further. One of my go-to prompts:

“Based on what’s publicly known about [Company Name], what assumptions can we make about their current business model, customer acquisition challenges, pricing power, and market dynamics? Then, based on these assumptions, list three high-probability issues that the CEO might be trying to solve this year.”

A few minutes of customer research can make a world of difference. The more you know and understand, the more effective you will be selling to both new and existing customers.

📝  Streamline Notetaking

Keeping your CRM up to date is a pain. Every meeting, every day… it never ends.

More and more, I am relying on the native AI notetakers in Zoom, Teams, and Meet. Whichever platform you use, enable it to transcribe and summarize meetings.

You could paste or attach the meeting transcript into your CRM, but I find that content way too much to reference later. I prefer shorter, actionable notes that I can use quickly on the fly.

A simple hack is to ask ChatGPT to refine your meeting transcript into CRM-ready notes:

“Refine the following meeting notes into a clear, professional summary for CRM. Include who attended and their roles, what was discussed, any pain points or business needs mentioned, action items and who owns them, next steps, and any suggested or agreed-upon follow-up dates. Keep it concise, remove filler, and make it easy for anyone to understand the current status and what happens next. Here are the meeting notes: [paste transcript]”

If you had a phone or in-person meeting, capture your notes in ChatGPT as an audio prompt:

“I’m going to talk through what just happened on my sales call. It will be raw and unfiltered. Refine the voice note into a clear, professional summary for CRM.”

Not only can AI help lighten the load of notetaking, it can make the data more relevant and actionable for later.

🤖  Make AI a Habit

AI is a lot like selling. You learn it by doing it.

Prompt engineering is not rocket science, especially in sales. Look for simple, repetitive steps to streamline or automate.

I like to think of these as gateway prompts. As you begin to automate basic tasks, more interesting and valuable tasks will emerge.

For instance, you could make your very own AI Sales Coach:

• Send me a daily coaching tip or inspirational quote.
• Help me plan the week ahead with tasks and insights from my meeting notes.
• Analyze my sales opportunities to identify high probability accounts to prospect in the next 90 days.

If you have an idea of what you want to automate, analyze, or execute, ask ChatGPT how to complete the task. It will give you step-by-step instructions to realize your ideas.

Dive in and try it. The possibilities are endless.

📺  Free Webinar

You’re invited! Join me for a free webinar at 11:00 EST on June 11. Register to attend How to Win When the Rules Keep Changing.

🤔  Thoughts on Today’s Issue?

We’d love to hear your feedback. Message with any thoughts, comments, or ideas for future issues.