Latest / AI'm Just Trying My Best / Ep. 3: AI in Sales, Why the Best Salespeople Have Nothing to Fear

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Ep. 3: AI in Sales, Why the Best Salespeople Have Nothing to Fear · AI'm Just Trying My Best

• 0:04
  SPEAKER_00: Welcome to episode two of AI I'm just trying my best, the podcast.
• 0:10
  SPEAKER_01: Aren't we all, Adam?
• 0:11
  SPEAKER_01: Aren't we all?
• 0:13
  SPEAKER_02: So I have one scripted line in this whole podcast, and I just can't I can't get it.
• 0:21
  SPEAKER_00: That's where I say.
• 0:22
  SPEAKER_00: Well, you've just summed up the whole show in one line.
• 0:26
  SPEAKER_00: As always, I'm joined by my business partner and friend, Chivelle Bedra, principal AI strategist for modern workery.
• 0:33
  SPEAKER_00: Chevelle, how are you today?
• 0:35
  SPEAKER_02: I am doing great.
• 0:36
  SPEAKER_02: How are you doing today?
• 0:39
  SPEAKER_00: I'm doing wonderful.
• 0:40
  SPEAKER_00: Um, excited to talk to you a little bit about some of the headlines that are going on in the AI world.
• 0:46
  SPEAKER_00: Um, you know, we've seen a lot of headlines lately related to salespeople, Microsoft layoffs, AI investments, you know, Salesforce is talking about AI agents, you know, all this going on.
• 1:00
  SPEAKER_00: Again, you know, like we've covered before, a lot of AI changes in day-to-day.
• 1:04
  SPEAKER_00: You know, what's your take on some of these headlines?
• 1:07
  SPEAKER_01: Yeah, you know, it's um it's just interesting.
• 1:10
  SPEAKER_01: I think that AI is going to impact sales probably more than a lot of other industries.
• 1:17
  SPEAKER_01: And I'm really excited.
• 1:19
  SPEAKER_01: Like if I were a salesperson, I would be really excited about AI.
• 1:22
  SPEAKER_01: And I actually see a lot of people that are really excited about AI and sales, but I think it gives the most opportunity, um, the most support, but it can be a little bit scary because some of the headlines are, you know, so-and-so companies cutting like 10,000 salespeople because of AI and things like that.
• 1:38
  SPEAKER_01: So I'm sure it's a little bit nerve-wracking, but I think salespeople have a lot of upside and and things to gain from AI.
• 1:48
  SPEAKER_00: Yeah, I mean, I can agree with you more.
• 1:50
  SPEAKER_00: I I think just general, generally, you know, like we've discussed before, AI is is a scary thing, right?
• 1:56
  SPEAKER_00: And in having conversations with folks, it's like they're afraid to be wrong, right?
• 2:02
  SPEAKER_00: It's like you bring up the tactic of AI.
• 2:04
  SPEAKER_00: What what are you doing?
• 2:05
  SPEAKER_00: How are you adopting it into your, you know, for this case, sales team, you know, eyes get big and they say, Oh, you know, we're working on it, right?
• 2:14
  SPEAKER_00: But the truth is there's no strategy, no plan, right?
• 2:19
  SPEAKER_00: So, um, you know, kind of like the deer in the headlights.
• 2:22
  SPEAKER_00: So we've covered before is it's it is it can be scary, but it's not going anywhere.
• 2:28
  SPEAKER_00: And, you know, let us help you navigate that crazy world.
• 2:31
  SPEAKER_01: Yeah.
• 2:32
  SPEAKER_01: You know, if I'm leading a sales team, one of my biggest worries is consistency, and you're starting to see a lot of inconsistency and performance with salespeople because some people are like ahead of the organization, right?
• 2:45
  SPEAKER_01: They're using AI, they're experimenting, they're learning how to incorporate into their workflows, but then you have people that aren't.
• 2:51
  SPEAKER_01: And so that's creating a lot of variation, which from like a sales leader's perspective is like their worst nightmare.
• 2:57
  SPEAKER_01: Um, and so I think, you know, if if I'm a sales leader, I really want to think about, hey, what are those folks doing that are doing it well?
• 3:05
  SPEAKER_01: How can I replicate that across my across my folks while still making them feel comfortable and assured and all of those things?
• 3:11
  SPEAKER_01: Because there's a lot of like emotional components of this as well, like you mentioned.
• 3:14
  SPEAKER_01: Like people are scared and and that's feeding a lot of their behaviors right now.
• 3:18
  SPEAKER_01: And uh, I think that inconsistency is gonna start to become like even more prevalent uh and something that organizations are gonna have to kind of contend with, you know, really quickly.
• 3:29
  SPEAKER_00: Yeah.
• 3:30
  SPEAKER_00: Yeah, and it's it's it's interesting to get the sales individual, the sales manager's point of view, right?
• 3:37
  SPEAKER_00: When it comes to AI.
• 3:39
  SPEAKER_00: You know, I've worked in some sales roles in my career, I've worked with some excellent sales leaders, and these successful individuals are, you know, they're high functioning, they're go, go, go, right.
• 3:50
  SPEAKER_00: It's let's get let's let's always be closing, right?
• 3:53
  SPEAKER_00: That famous line from uh what's his name to the Baldwin, right?
• 3:57
  SPEAKER_00: Always be closing.
• 3:59
  SPEAKER_00: Um, and and these guys are are doing that, right?
• 4:01
  SPEAKER_00: And they're successful and they're able to show that.
• 4:04
  SPEAKER_00: And now you look at integrating AI, and it's like, okay, well, we're gonna have to take a step backwards from the customer interaction, from the client-facing actions in order to adopt and and streamline this type of workflow.
• 4:17
  SPEAKER_00: And you know, a conversation I had over the weekend, you know, with a very successful mortgage uh mortgage broker, was they were trying to adopt AI into you know their workflow to help with the organizational skills, right?
• 4:31
  SPEAKER_00: It was I'm getting to the point where I'm getting business and I'm getting people to say yes, but then the organization aspect um falls short, right?
• 4:41
  SPEAKER_00: And how do you maintain this high level?
• 4:43
  SPEAKER_00: And and AI has been brought into their organization to help do that, to help solve that problem.
• 4:48
  SPEAKER_00: You know, I feel like when when people talk about AI and sales, they they go right to um, you know, I'm gonna be talking to a robot, right?
• 4:56
  SPEAKER_00: Or a bot or a chat bot or something.
• 4:58
  SPEAKER_00: I'm not gonna have that that interaction, that human interaction that people um, you know, desperately need, especially when you're purchasing, you know, high volume things like your mortgage, your home, um, you know, things of that nature.
• 5:11
  SPEAKER_00: It's it's more comforting hearing somebody talk to you about it.
• 5:15
  SPEAKER_00: That's a human, right?
• 5:16
  SPEAKER_00: So are you looking at AI and from a sales strategy standpoint being more chat body, or are you looking at it adding value behind the scenes to that sales force?
• 5:27
  SPEAKER_01: Yeah.
• 5:28
  SPEAKER_01: So I think both, right?
• 5:29
  SPEAKER_01: I think eventually for simple purchases, people sometimes don't really want to talk to somebody, right?
• 5:36
  SPEAKER_01: For those simple low risk transactions, I think people will be comfortable with a chat bot, you know, just simple, like, you know, because the the thing with salespeople historically is like they held all the information, like that was their power, like they have the information, and now information is accessible to everybody.
• 5:54
  SPEAKER_01: And so I think for those lower risk where it's just kind of an information where you don't need that trust as much, I think chatbots are gonna be fine.
• 6:01
  SPEAKER_01: I think where you're always gonna need salespeople is for those larger, more complex transactions.
• 6:08
  SPEAKER_01: And so it was funny.
• 6:09
  SPEAKER_01: So I worked in bank branches like earlier, you know, in my career, and you had people, and even myself, I've been guilty of this.
• 6:16
  SPEAKER_01: Like, they just want to talk to somebody.
• 6:20
  SPEAKER_01: They want like a human being to handle them in this transaction.
• 6:24
  SPEAKER_01: You can do it online, uh, you can do most of the transactions at a bank online, but they're still bank branches, right?
• 6:30
  SPEAKER_01: Because people want that connection.
• 6:32
  SPEAKER_01: Like, and even think about yourself, Adam.
• 6:34
  SPEAKER_01: So I'll ask you this.
• 6:35
  SPEAKER_01: So you win the lottery, you know, so you win the Powerball and you win, like, you know,$100 million.
• 6:41
  SPEAKER_01: You're gonna go buy a$50 million house.
• 6:44
  SPEAKER_01: Like, are you comfortable ordering that with a chat bot?
• 6:48
  SPEAKER_01: Or do you want to actually like go talk to somebody?
• 6:52
  SPEAKER_00: Of course, I want to talk to somebody, right?
• 6:55
  SPEAKER_00: I want to have that interaction, I want to make sure everything's, you know, legit and on the up and up, right?
• 7:00
  SPEAKER_00: Especially when you're dealing with large sums of money.
• 7:03
  SPEAKER_00: And I feel like that value in sales and is especially important because you're building that rapport, you're building that trust, right?
• 7:14
  SPEAKER_00: Trust is the main thing in sales, right?
• 7:16
  SPEAKER_00: If I can build your trust, then I can get you to where you need to be.
• 7:20
  SPEAKER_00: And that's where I feel like AI can't do that, right?
• 7:24
  SPEAKER_00: Like if I know I'm talking to, you know, a robot or an AI agent or um, you know, somebody that isn't human, right?
• 7:31
  SPEAKER_00: I how do I trust that?
• 7:33
  SPEAKER_00: Right?
• 7:33
  SPEAKER_00: How do I trust where my sensitive information's going?
• 7:36
  SPEAKER_00: Who's reviewing it?
• 7:37
  SPEAKER_00: Right.
• 7:38
  SPEAKER_00: Um, and that's where I think, you know, I'd ask you the question as, you know, as a sales individual, you know, what should salespeople be doing right now?
• 7:49
  SPEAKER_01: Yeah, I think they should lean into what AI can do.
• 7:55
  SPEAKER_01: So there's a lot of research and a lot of studies on just that, Adam.
• 7:58
  SPEAKER_01: It's like people don't trust AI necessarily.
• 8:02
  SPEAKER_01: So I I and I'm gonna completely butcher the the research.
• 8:06
  SPEAKER_01: We could put it in the show notes or whatever, but basically it's like if it's a personal thing, if it's something that's supposed to be done by a human, like trust, empathy, things like that, they want it done by a human.
• 8:17
  SPEAKER_01: Um, there was even this like study where they there was like some generated text, maybe like a book or a story or something.
• 8:24
  SPEAKER_01: Same exact.
• 8:25
  SPEAKER_01: It was generated by a person, generated by AI.
• 8:28
  SPEAKER_01: Um, they chose the person like every single time just because it was from a person.
• 8:33
  SPEAKER_01: So like that's what you really need to lean into, like the relationship building, the trust, the um, you know, kind of expertise and context that AI won't have.
• 8:44
  SPEAKER_01: Like that's what's really gonna be able to like differentiate you and use AI for all of the other stuff that you're, you know, that gets in the way of that, right?
• 8:54
  SPEAKER_01: So when I was at at um, you know, my last um job at a at a bank, right?
• 9:00
  SPEAKER_01: Like the the sales people, they were great at their craft, but they just had so much junk they had to do, you know, of drafting call notes, you know, and you know, sending things to the underwriters, you know, packaging deals, like all of this administrative kind of organizational work, like figure out a way for AI to support that and you build your skills and empathy, trust connection, because AI is never gonna be replaced that.
• 9:28
  SPEAKER_01: Um, and you're we're seeing a lot of folks already start to do that.
• 9:31
  SPEAKER_01: And that's where I think we're seeing that variation and performance of like people that are getting it or getting it.
• 9:37
  SPEAKER_01: But there's still a lot of people that haven't, you know, um, got there yet.
• 9:42
  SPEAKER_01: And that's like as the old adage says, you know, like AI is not gonna replace your job, but somebody using AI is gonna replace your job.
• 9:49
  SPEAKER_01: So that's something I would really focus on.
• 9:51
  SPEAKER_01: It's like how do you use AI to support that stuff that you don't like to do?
• 9:54
  SPEAKER_01: So you can focus on being in front of your customer.
• 9:58
  SPEAKER_00: Yeah.
• 9:59
  SPEAKER_00: And I couldn't agree with you more.
• 10:00
  SPEAKER_00: In fact, Salesforce released some information on their end that AI is helping free up time to focus on customer conversations, right?
• 10:08
  SPEAKER_00: So they're doing exactly what you're saying to do is hey, let's utilize AI in a different aspect that can free up time for our sales folks, for our sales team to spend more time with customers and less time on the back end administrative things.
• 10:24
  SPEAKER_00: In fact, they're reporting that teams using AI were more likely to see revenue growth and sales reps still spend large amount of times, uh large amount of time on work that's not selling.
• 10:37
  SPEAKER_00: So let AI do that, right?
• 10:38
  SPEAKER_00: Let that let that uh source and be a valuable tool for your employees.
• 10:43
  SPEAKER_00: And I think that when you can show growth, when you can show earnings, we can show a quick ROI, especially on something that people might already have the access to.
• 10:53
  SPEAKER_00: They're just looking for an uh an adoption strategy.
• 10:56
  SPEAKER_00: Um, you know, you're you're right there towards the finish line push to get through it.
• 11:02
  SPEAKER_00: And um sales leaders, sales managers that are open to AI adoption within their sales team have a huge advantage versus competitors that don't.
• 11:11
  SPEAKER_01: Yeah.
• 11:12
  SPEAKER_01: There is a body of research, they studied a bunch of studies on um AI and trust and how people interpret it.
• 11:19
  SPEAKER_01: And some of the the people generally trust AI for data analysis, calculations, research, pattern recognition, repetitive tasks.
• 11:26
  SPEAKER_01: So, like if I were a salespeople, person, salespeople, if I were a salesperson, I would learn how to speak.
• 11:33
  SPEAKER_01: But if I were a salesperson, I would like look for those pockets throughout my day of like, hey, where, like, what are those?
• 11:40
  SPEAKER_01: Like, where am I doing pattern recognition?
• 11:43
  SPEAKER_01: Where am I doing, you know, some calculations?
• 11:45
  SPEAKER_01: Where am I doing those road tasks?
• 11:47
  SPEAKER_01: Figure out and ask AI, like, how can how can you help me with this?
• 11:51
  SPEAKER_01: And then like high-stakes decisions, trust, ambiguous conversation, all of those other things, like that's what you need to say for yourself.
• 11:58
  SPEAKER_01: So, like, look for those pockets of opportunity for AI.
• 12:01
  SPEAKER_01: And if you're a sales leader, like look for those pockets for your team.
• 12:04
  SPEAKER_01: Because let's be honest, like, I think this is a big part of it too.
• 12:08
  SPEAKER_01: People have like day jobs, you know, like we're we're in AI.
• 12:11
  SPEAKER_01: So we have all the time in the world to like figure out how to use AI.
• 12:14
  SPEAKER_01: But you know, that mortgage banker that you were talking to, like, he's busy.
• 12:19
  SPEAKER_01: He doesn't got time to stop what he's doing and say, hey, I'm gonna spend a whole day like learning how to use this.
• 12:25
  SPEAKER_01: Like, that's where I think it's up to leadership a bit too, of like helping figure out and kind of carving that path for for folks to um to make it easier for them.
• 12:36
  SPEAKER_00: Yeah, and leadership also needs to understand, like, hey, you weren't brought up in this, right?
• 12:41
  SPEAKER_00: If you're a sales leader that's been in your sales role for the past five years, AI transformation hasn't really become an organizational thing up until like the past three or four years.
• 12:52
  SPEAKER_00: It's still relatively new.
• 12:54
  SPEAKER_00: So it's okay to say, yeah, I don't know.
• 12:56
  SPEAKER_00: I need to hire some help, right?
• 12:58
  SPEAKER_00: I need to hire somebody that has done this for the past, you know, five years.
• 13:03
  SPEAKER_00: Wink, wink, right?
• 13:05
  SPEAKER_00: Um, and help with that adoption strategy so that you can make it as smooth and as easy transition into adopting it within your sales folks so that they're not stressed, so that they're not wondering, okay, how can I utilize this?
• 13:17
  SPEAKER_00: But you know, I'm eager to hear your thoughts when you did train some of those sales professionals at PNC Bank, once they were up and running, what was the reaction to the technology and everything that it helped with?
• 13:31
  SPEAKER_01: I mean, they were it was awesome to see, right?
• 13:35
  SPEAKER_01: Because once they got comfortable, the first step is just getting comfortable with it, you know, figuring out, hey, what is this?
• 13:41
  SPEAKER_01: Is it safe?
• 13:42
  SPEAKER_01: How can I use it?
• 13:43
  SPEAKER_01: All of those basic foundational things.
• 13:45
  SPEAKER_01: Once they started and they started to see, like, wow, I can do this manual thing that took me like five hours, I can do that in 10 minutes.
• 13:55
  SPEAKER_01: Or I would spend hours, you know, doing prospecting research and it takes me five minutes.
• 14:02
  SPEAKER_01: So they were so excited and and that again like energized them and it got them in front of their client more.
• 14:09
  SPEAKER_01: Like, and not only just like the time it takes to be in front of your clients, but the the energy and the focus, right?
• 14:17
  SPEAKER_01: So we've all been in those situations where you're having a conversation with somebody and you know you have like you have to get that pipeline report to your manager, like right after this conversation.
• 14:26
  SPEAKER_01: Like you're not really fully present with the person in front of you.
• 14:29
  SPEAKER_01: And I think that not only does it give up, you know, them time back, but it also gives them focus, it gives them attention, it helps build that trust.
• 14:38
  SPEAKER_01: So they're they're better conversations with their clients as well.
• 14:41
  SPEAKER_01: So I think, you know, what we do with with clients is we just figure out, like, hey, help them feel more comfortable with it, get them into a position where they can start experimenting, but then help them find those pockets where like really low value things that you can easily divert to AI and find those things that you need to do as a salesperson and figure out how you can just augment yourself using AI.
• 15:03
  SPEAKER_01: Um, but I've seen tremendous success with sales team using this.
• 15:07
  SPEAKER_01: In fact, if I had to pick like one group that I think is the most excited about this and the most upside again is is salespeople.
• 15:15
  SPEAKER_00: Yeah, I I would agree.
• 15:16
  SPEAKER_00: And I feel like in in I'd like I'm eager to get your take on this.
• 15:21
  SPEAKER_00: You know, we're seeing a lot of reporting, you know, from different avenues, and I'll post one here in the in the comments.
• 15:27
  SPEAKER_00: Um, that 48% say AI has already increased revenue for the people that have adopted it.
• 15:32
  SPEAKER_00: 51% says it's shortened sales cycles.
• 15:36
  SPEAKER_00: Where I mean, if you're if you could imagine being in front of your sales manager and saying, Hey, I have an idea that would help increase revenue by 48%.
• 15:46
  SPEAKER_00: Would you be open to it?
• 15:48
  SPEAKER_00: And if they said no, they should probably find a new job, right?
• 15:51
  SPEAKER_00: And having this information, this technology at your fingertips, but not having somebody to help you adopt it into your team, you know, that's the missing puzzle to the piece, right?
• 16:01
  SPEAKER_00: And imagine if how big of a disadvantage you are, like, say, for instance, the mortgage company that we spoke to, right?
• 16:08
  SPEAKER_00: How big of a disadvantage would they be if they're not utilizing AI within their sales team, but their competitors are at a 48% increase, right?
• 16:17
  SPEAKER_00: So you're you're basically leaving money on the table.
• 16:20
  SPEAKER_00: And a lot of these organizations already have, you know, an AI uh functionality within their organization.
• 16:27
  SPEAKER_00: They just haven't opened it up yet or really utilized it to the fact that it could, you know, help.
• 16:33
  SPEAKER_00: Yeah.
• 16:34
  SPEAKER_01: And I think even if I'm like a business owner, I need to start thinking about okay, so here's the composition of my workforce, maybe 80%, 70% are back office kind of support roles.
• 16:44
  SPEAKER_01: You know, how do we get more of those folks, perhaps like revenue producing, revenue supporting?
• 16:50
  SPEAKER_01: Like I think that's where we need to start to think about organizational design and and try to get more of your organization in a in a situation where they can like add value, talk you know, to customers directly as well.
• 17:02
  SPEAKER_01: That's why I think again, it's a bit short-sighted on companies that are cutting salespeople because of this, because I again I don't think it's gonna pan out for them in many respects.
• 17:12
  SPEAKER_01: Like if you're selling, I don't know, if you're selling like phone holders, like I guess that's not an emotional transaction.
• 17:21
  SPEAKER_01: I guess you can have an AI, you know, bot do that.
• 17:23
  SPEAKER_01: But if you're selling a lot of things, you're gonna need people to do that.
• 17:28
  SPEAKER_01: And and you're just limiting your own growth if if you start kind of you know eliminating those positions.
• 17:34
  SPEAKER_01: Because yeah, there's like and I fully like so before this episode, I was I was going on this rabbit hole of anthropomorphism.
• 17:45
  SPEAKER_01: So um say that three times.
• 17:48
  SPEAKER_01: And if you're feeling uneasy about AI and its impact on your job and the workforce, like just do research on these, like we're gonna need people, like we need that human connection.
• 17:59
  SPEAKER_01: It's a whole body of study of like people need that connection, the the, you know, they need that, you know, they need that, and so it'll make you at least feel better, you know.
• 18:11
  SPEAKER_01: Um, if you are a bit worried that you're gonna be just fine.
• 18:16
  SPEAKER_01: We're all just trying our best.
• 18:20
  SPEAKER_00: And indeed we are.
• 18:21
  SPEAKER_00: Indeed, we are.
• 18:22
  SPEAKER_01: I just wanted to try to figure out how to say anthropomorphism in this podcast.
• 18:26
  SPEAKER_01: I felt like uh it's a challenge for me.
• 18:29
  SPEAKER_00: Notice I pivoted away from that word because it's not gonna come out of me.
• 18:33
  SPEAKER_00: I'm gonna butcher it, right?
• 18:36
  SPEAKER_00: Um, but you know, it's to the point of of what she said.
• 18:39
  SPEAKER_00: You can't you can't make a uh AI agent feel like a human, right?
• 18:46
  SPEAKER_00: And the sales, especially those those high stake sales positions, right?
• 18:51
  SPEAKER_00: The ones that need to have that trust, that empathy, that that uh experience, right, that expertise isn't gonna come from that, right?
• 19:00
  SPEAKER_00: So it's not going to replace that sales, that frontline facing sales individual.
• 19:05
  SPEAKER_00: In fact, it's only going to help them, right?
• 19:08
  SPEAKER_00: And I think that you know, that might be a little bit of the fear that that leadership may have or individuals may have, uh, instead of embracing and and giving you know AI a big hug and seeing how it can help you within your department, within your sales force, it's I'm not going to do that because it could replace me, right?
• 19:27
  SPEAKER_00: But the big picture is if you have a solid adoption plan and a solid strategy that helps your salespeople execute at a higher level, it's a win-win for everybody, right?
• 19:38
  SPEAKER_00: Yeah.
• 19:39
  SPEAKER_00: One win for the organization.
• 19:40
  SPEAKER_00: Sales individuals are making more commission.
• 19:42
  SPEAKER_00: Um, and you're going to have a quicker ROI on that adoption strategy than not, right?
• 19:50
  SPEAKER_00: So it's a win-win for everybody.
• 19:52
  SPEAKER_01: Yeah.
• 19:53
  SPEAKER_01: One thing I will say too, though, is like one thing we need to caution salespeople against is just over-indexing on AI because again, people are subconsciously, you know, what's authentic and what's not.
• 20:07
  SPEAKER_01: Like we're really good at humans of picking up on what's you know, human generated and what's not.
• 20:14
  SPEAKER_01: Um, and so we see that on LinkedIn a lot.
• 20:16
  SPEAKER_01: There's a lot of content out there that's clearly written by AI, and and that turns people off.
• 20:21
  SPEAKER_01: Like if people immediately like my kids, they whenever they see and we were passing by like a farm and it was an AI generated, you know, um like billboard, and they're like, Oh, that's AI.
• 20:33
  SPEAKER_01: Like, I'm never going there.
• 20:34
  SPEAKER_01: So it's like, even at a young age, like people are picking up on that.
• 20:38
  SPEAKER_01: So use AI for the stuff that's not human.
• 20:41
  SPEAKER_01: Like, if it's human, now you can use AI to help you write, like outline it, help you draft it, but like it needs to be coming from you, or else you run the risk of like turn people off.
• 20:51
  SPEAKER_01: Like, because again, you're human, people want to work and and and you do business with people, and you need to to keep that, you know, your highest priority and let AI help everything else.
• 21:02
  SPEAKER_00: Yeah.
• 21:03
  SPEAKER_00: It's funny that you mentioned that that your kids are like, oh my God, it's AI.
• 21:07
  SPEAKER_00: It's almost like when you see an AI advertisement or you see something generated or created by AI, the first thing is this negative tone of uh it's AI, right?
• 21:19
  SPEAKER_00: Um, you know, and and I feel like if children are feeling that, I feel like adults feel that, I feel like people who are buying things feel that, right?
• 21:29
  SPEAKER_00: So let's not dive into replacement of positions or strategy.
• 21:34
  SPEAKER_00: Let's say, hey, how can it help us?
• 21:36
  SPEAKER_00: Right, you can be behind the scenes, but you know, we're the leader, we're the the lead singer of the band, so to speak, right?
• 21:42
  SPEAKER_00: You guys do everything else, and you know, interestingly enough, you know, Chevelle, I would be interested to hearing what your biggest prediction about sales in AI over the next five years would be.
• 21:55
  SPEAKER_01: Well, I will say that I think there's gonna be more salespeople than that, quite honestly.
• 22:00
  SPEAKER_01: I think that you're gonna see a rise and again those revenue-producing roles because companies, you know, will be able to shift more resources to them.
• 22:09
  SPEAKER_01: I think it's gonna be a lot more relationship-based.
• 22:13
  SPEAKER_01: I think again, customers are able to go and get the research, get, you know, like do comparisons, do all that like kind of rote type of stuff, like information gathering on their own.
• 22:25
  SPEAKER_01: At the end of the day, they're gonna want to buy from people.
• 22:27
  SPEAKER_01: So I think conversations are gonna be more important.
• 22:30
  SPEAKER_01: I think relationships are gonna be more important.
• 22:32
  SPEAKER_01: I think all of that is gonna be even more amplified, quite honestly, with AI.
• 22:37
  SPEAKER_01: Uh, but I think that there's gonna be, you know, at the end of the day, I think there's gonna be more salespeople uh that are in front of customers more often than not.
• 22:49
  SPEAKER_00: Yeah.
• 22:50
  SPEAKER_00: No, that's good advice.
• 22:51
  SPEAKER_00: And, you know, I think that eases a lot of folks' minds when they hear somebody, you know, with your expertise saying, hey, sales aren't gonna be replaced.
• 23:00
  SPEAKER_00: This is gonna be an added value to help individuals because you're right.
• 23:04
  SPEAKER_00: Um, you can't uh create fake empathy, right?
• 23:09
  SPEAKER_00: You can't create fake trust, you know, and I feel like any successful salesperson is able to hone in on building building trust, showing empathy and and helping their whatever it is that they're selling their customers down the right path.
• 23:25
  SPEAKER_02: Yeah, absolutely.
• 23:28
  SPEAKER_00: Well, Chabelle, as always, it's been a pleasure pleasure speaking with you today.
• 23:34
  SPEAKER_00: Um whether you are taking on AI sales strategies, whether you're trying to figure it out within you know your your personal life, you know, we're all just really just trying to figure it out and trying to do our best, and that's really all that we can ask for.
• 23:53
  SPEAKER_01: I agree.
• 23:54
  SPEAKER_01: But I feel like I don't know why it pained you so much for you to say it was a pleasure speaking with me today.
• 23:59
  SPEAKER_01: You struggled with that.
• 24:02
  SPEAKER_02: So Matt, I'm gonna try not to take offense to that.
• 24:05
  SPEAKER_02: Um and I know I was a pleasure to speak with today.
• 24:10
  SPEAKER_02: I'm just kidding.
• 24:12
  SPEAKER_00: You're always a pleasure, always a pleasure.
• 24:15
  SPEAKER_00: Um, and again, until next time, Chabelle, thanks again for your input.
• 24:20
  SPEAKER_00: It's it's highly valued.
• 24:21
  SPEAKER_00: Appreciate you.
• 24:22
  SPEAKER_01: Awesome.
• 24:22
  SPEAKER_01: Thanks, Adam.
• 24:23
  SPEAKER_01: Take care.