Latest / What is Business Development? / Episode 107: BD Book...Top 3 Tactics from, “Navigating Business Development in an AI Driven Landscape”

Transcript

Episode 107: BD Book...Top 3 Tactics from, “Navigating Business Development in an AI Driven Landscape” · What is Business Development?

• 0:03
  Speaker 1: Welcome to the Business Development podcast, brought to you by
• 0:06
  Speaker 1: the Global Business Development Association, delivering the strategies and tactics
• 0:11
  Speaker 1: to boost your career and corporate growth.
• 0:20
  Speaker 2: Hello BD pros, and welcome to the Global Business Development
• 0:25
  Speaker 2: Association podcast called What is Business Development? I've got two
• 0:30
  Speaker 2: letters for you today. Are you ready for them? A
• 0:35
  Speaker 2: I yep, You've been hearing all about that in twenty
• 0:38
  Speaker 2: twenty five. And what are the implications for business development?
• 0:42
  Speaker 2: How do you use it? How do you really leverage
• 0:44
  Speaker 2: it to take advantage of that AI driven landscape that
• 0:49
  Speaker 2: is so powerful for business developers. It is a business
• 0:53
  Speaker 2: development enabler. Well, hey, before we get to that, let's
• 0:58
  Speaker 2: talk about another wonderful business development enabler, and that is
• 1:02
  Speaker 2: the Business Development Body of Knowledge. Grab your copy on
• 1:05
  Speaker 2: Amazon and once you read the book, you can take
• 1:09
  Speaker 2: the Business Development Professional certification at the Global Business Development
• 1:13
  Speaker 2: Association's website at Gbdassociation dot org. Now, today we're going
• 1:20
  Speaker 2: to talk about a fantastic book that just came out,
• 1:24
  Speaker 2: and this book is all about artificial intelligence. It is
• 1:31
  Speaker 2: Navigating Business Development in an AI driven Landscape, written by
• 1:36
  Speaker 2: Emily Forsyth, our guest today. Now let me tell you
• 1:40
  Speaker 2: a little bit more about the book. Navigating Business Development
• 1:44
  Speaker 2: in an AI driven Landscape is a powerful roadmap for entrepreneurs,
• 1:48
  Speaker 2: business strategies, and decision makers who want to thrive, not
• 1:53
  Speaker 2: just survive, in today's rapidly evolving AI powered economy. And
• 1:59
  Speaker 2: in this book you'll learn about AI trends that are
• 2:01
  Speaker 2: transforming our industry and what they mean for you as
• 2:04
  Speaker 2: a business. Developers, smart tools to automate, optimize, and scale
• 2:09
  Speaker 2: your business, real world case studies of companies leveraging AI
• 2:12
  Speaker 2: to dominate markets, and practical frameworks to future proof your
• 2:19
  Speaker 2: business strategy. And our guest today is the author of
• 2:24
  Speaker 2: the book and Emily Forsythe builds go to market systems,
• 2:29
  Speaker 2: pipelines and revenue engines for founders and teams who need structure,
• 2:34
  Speaker 2: qualified leaves and momentum. Yeah, who doesn't need that going
• 2:39
  Speaker 2: into twenty twenty six, And it's all powered by AI
• 2:43
  Speaker 2: workflows and a high performance fit founders equals fit business approach. Well, folks,
• 2:50
  Speaker 2: if you've been listening to the show for a while,
• 2:51
  Speaker 2: you know I'm a big fan of fitness, So let
• 2:54
  Speaker 2: me welcome to the show. Our guest who is fit
• 2:58
  Speaker 2: and fantastic. Emily forsythe Welcome to the show.
• 3:03
  Speaker 3: Hi Tony, thanks for having me. I'm excited and nervous
• 3:06
  Speaker 3: to be here.
• 3:07
  Speaker 2: Oh well, no need to be nervous. We're all business
• 3:10
  Speaker 2: developers here having a good time. So let's ask Emily,
• 3:15
  Speaker 2: how did you get into the business development profession?
• 3:19
  Speaker 3: So I feel I've been thinking about this, but I've
• 3:21
  Speaker 3: always been in business. I've always been in networking, so
• 3:24
  Speaker 3: connecting people. I kind of call myself more a hyper
• 3:27
  Speaker 3: connector than a BD specialist. So it's always been about
• 3:31
  Speaker 3: never knowing where a conversation will take you, not being transactional,
• 3:35
  Speaker 3: but really caring about the relationship that you're creating there.
• 3:38
  Speaker 3: And then working with various corporations in America and in
• 3:42
  Speaker 3: the UK, I've not been the favorite employee because I've
• 3:46
  Speaker 3: not been transactional, but I've always maintained the client. So
• 3:49
  Speaker 3: whichever company I've ended up at, I've always brought the
• 3:51
  Speaker 3: client with me because I've got that relationship, because I've
• 3:54
  Speaker 3: put the relationship first. So I feel, yeah, I've always
• 3:57
  Speaker 3: been involved in in BD to some degree for the
• 4:00
  Speaker 3: last twenty odd years here in the UK and in
• 4:02
  Speaker 3: the US and Latin America.
• 4:04
  Speaker 2: Yeah great. I love that origin story and how you
• 4:07
  Speaker 2: got into the profession, and I like, really, what your
• 4:10
  Speaker 2: whole methodology, which is you are not transactional, You're relationship base.
• 4:15
  Speaker 2: You're all about delivering value to your customers and your prospects.
• 4:20
  Speaker 2: Which that's the definition of a great business developer. It
• 4:25
  Speaker 2: is it is a customer advocacy that creates corporate growth.
• 4:32
  Speaker 2: And so you know, that's what we're doing day in
• 4:35
  Speaker 2: day out. We're being advocates for our prospects and our customers.
• 4:38
  Speaker 2: We're helping them be a success so that they ultimately
• 4:42
  Speaker 2: help us become a success, and you know, maybe they
• 4:46
  Speaker 2: follow us when we go to our next jobs. I'm
• 4:48
  Speaker 2: sure every BD leader is listening to this giving out
• 4:50
  Speaker 2: a big collective groan of oh boy, I don't want
• 4:55
  Speaker 2: to lose my BD people. There goes my pipeline, there
• 4:57
  Speaker 2: go my customers. But hey, you know, tis the business. Now,
• 5:01
  Speaker 2: what drove you to writing the book? It's a very
• 5:06
  Speaker 2: you know, timely subject. But what drove you to writing
• 5:09
  Speaker 2: the book about AI for business developers?
• 5:12
  Speaker 3: I feel I'd like to say that I'd kind of
• 5:14
  Speaker 3: jumped on the AI bandwagon when it became a thing.
• 5:17
  Speaker 3: A few years ago, but I didn't. I was a
• 5:19
  Speaker 3: bit of a blood heite.
• 5:20
  Speaker 4: And then I.
• 5:21
  Speaker 3: Realized a few years ago, living on the beaches in
• 5:24
  Speaker 3: Yucata and Mexico, that I needed to understand how to
• 5:29
  Speaker 3: how to adapt some kind of AI workflow to allow
• 5:32
  Speaker 3: me to continue working with US clients while living the
• 5:35
  Speaker 3: life on the beaches in Chile m Yucatan. So I
• 5:39
  Speaker 3: kind of went down an AI rabbit hole just to
• 5:41
  Speaker 3: see where I could add value to my current business
• 5:44
  Speaker 3: development consultancy gigs, and I figured lots of different things.
• 5:49
  Speaker 3: I went into the creative side, went into the automation
• 5:52
  Speaker 3: side with Covid, all the other bds. I'm sure resonate
• 5:57
  Speaker 3: with this. I mean, it was so difficult working online
• 6:00
  Speaker 3: not having that people interaction on the relationship side. So
• 6:03
  Speaker 3: it was how can I use AI to keep living
• 6:06
  Speaker 3: the dream life on the beaches in Mexico, but also
• 6:09
  Speaker 3: adding value to my client's life, like getting them money,
• 6:12
  Speaker 3: getting them pipelines. And I wasn't able to travel like
• 6:16
  Speaker 3: no one could travel, So it's really understanding how to
• 6:20
  Speaker 3: learn these systems to be able to continue my job
• 6:25
  Speaker 3: and travel with it. So I took various courses, always curious.
• 6:29
  Speaker 3: I think that's how we all stay young and relevant, right,
• 6:32
  Speaker 3: Like you've always got to be asking questions. And I
• 6:36
  Speaker 3: was losing some gigs, let's be honest, like I was
• 6:38
  Speaker 3: losing some gigs living in Mexico. So I enrolled on
• 6:42
  Speaker 3: a few courses and realized how you could absolutely adopt
• 6:45
  Speaker 3: AI workflows internally, not just for generic social postings, etc.
• 6:50
  Speaker 4: But how you could manage new lead.
• 6:51
  Speaker 3: Generation and essential business development strategy with various AI tools. So,
• 6:57
  Speaker 3: having managed that research and let's say finish the AI
• 7:01
  Speaker 3: Consultancy course at some point last year, for the last
• 7:05
  Speaker 3: eighteen months, I've been successfully working with clients.
• 7:09
  Speaker 4: I'm based in the UK.
• 7:10
  Speaker 3: Now I've jumped around a bit, but working from the UK,
• 7:13
  Speaker 3: working with UK based clients, working with US clients and
• 7:17
  Speaker 3: Latin American clients traveling still with my daughter being able
• 7:22
  Speaker 3: to service them without an issue.
• 7:24
  Speaker 4: So I've managed to kind of not crack it.
• 7:26
  Speaker 3: I'm not an expert by any means, but the clients
• 7:27
  Speaker 3: I work with, I've managed to understand icps create brand
• 7:32
  Speaker 3: voice prompt engines, so everything is, you know, authentically the
• 7:37
  Speaker 3: business's voice or the individual's voice without losing the authenticity
• 7:42
  Speaker 3: of the human to human relationship. So yeah, I've really
• 7:47
  Speaker 3: enjoyed understanding the technology and a closeted NERD, but have
• 7:51
  Speaker 3: missed being in front of people.
• 7:52
  Speaker 4: So what I'm doing now is.
• 7:53
  Speaker 3: Working with AI to work smarter, not harder, but then
• 7:57
  Speaker 3: always with that human touch for the final out put.
• 8:00
  Speaker 3: So whether that's you know, a phone call, a video call,
• 8:03
  Speaker 3: or a big believer in going to conferences and having
• 8:06
  Speaker 3: that human to human handshake, hug, whatever it is. So yeah,
• 8:10
  Speaker 3: that's kind of why I wanted to what I've been doing.
• 8:14
  Speaker 3: Oh that's what I wanted to say, Tony. So that's
• 8:16
  Speaker 3: what I've been doing. And I kind of thought everyone
• 8:18
  Speaker 3: was doing it right, like why would I need to
• 8:20
  Speaker 3: educate anyone because it's just so obvious. But then I
• 8:23
  Speaker 3: was meeting in person people in London and locally Northwest
• 8:28
  Speaker 3: London that these other bds they hadn't necessarily heard of
• 8:31
  Speaker 3: Clay or Apollo or they didn't know how to use tripify.
• 8:34
  Speaker 3: So working with my mentor on this AI course, she
• 8:38
  Speaker 3: was very much just you know, don't assume, never assume.
• 8:40
  Speaker 4: Right, like that makes we all know.
• 8:43
  Speaker 3: So holding very small workshops online to educate other BD
• 8:49
  Speaker 3: specialists as to what tools they could be using to
• 8:51
  Speaker 3: enhance their offering, but then also working with go to
• 8:55
  Speaker 3: market founders, startups, more smaller brands, smaller businesses.
• 8:59
  Speaker 4: But then I really like, why not share the knowledge
• 9:01
  Speaker 4: right like rather than doing the one on one.
• 9:03
  Speaker 3: And I you know, I haven't made a million dollars
• 9:05
  Speaker 3: from this book yet, but I feel that with the
• 9:08
  Speaker 3: promotion coming out here to really educate other BD people
• 9:12
  Speaker 3: what's possible.
• 9:13
  Speaker 4: So ultimately treating AI as.
• 9:15
  Speaker 3: Your copilot, your friend, but then using your natural intelligence
• 9:19
  Speaker 3: for the final output. When you put the two of
• 9:21
  Speaker 3: them together, I feel you're unstoppable.
• 9:23
  Speaker 2: Yeah, absolutely, Emily, And I'm a huge fan of AI.
• 9:27
  Speaker 2: I use it practically every day, if not a few
• 9:29
  Speaker 2: times a day, and I think it's a tremendous enabler
• 9:33
  Speaker 2: for business developers and it allows us to magnify the
• 9:38
  Speaker 2: human element of what we do in business development and
• 9:41
  Speaker 2: automate the transactional functions that most business developers really don't like,
• 9:46
  Speaker 2: let's face it, and that provides you know, those transactional
• 9:50
  Speaker 2: functions provide very little value to the overall prospect and
• 9:55
  Speaker 2: customer experience. So this is an incredible trend and I
• 10:00
  Speaker 2: think it's safe to assume that most people listening to
• 10:03
  Speaker 2: this are not AI experts. If we were, we wouldn't
• 10:05
  Speaker 2: be business developers, we would be AI engineers. So no
• 10:10
  Speaker 2: further concerns. Let's jump right into your top three tactics
• 10:15
  Speaker 2: from your book. Top three takeaways from your book. What
• 10:18
  Speaker 2: do you have for us? What would what would you say?
• 10:20
  Speaker 2: Is number one?
• 10:21
  Speaker 3: So I would almost say I might have alluded to
• 10:25
  Speaker 3: them already, but I do think written them down here
• 10:27
  Speaker 3: as well. But AI is your copilot, So throughout the
• 10:30
  Speaker 3: chapters going through, you know how to determine your ICP,
• 10:35
  Speaker 3: your ideal client profile, how to work out your email sequences,
• 10:40
  Speaker 3: to manage your new lead generation, to understand all these
• 10:42
  Speaker 3: different tools. I think really what I hope and probably
• 10:46
  Speaker 3: the listeners already are at this point. But AI is
• 10:48
  Speaker 3: your copilot, is your friend, is not to be feared,
• 10:51
  Speaker 3: and like you say, it's to be used to amplify
• 10:53
  Speaker 3: the messaging, and that the job that we do as
• 10:55
  Speaker 3: business development people.
• 10:58
  Speaker 4: So within that, So that's my number one.
• 11:00
  Speaker 3: Number two, like I said earlier, with the natural intelligence,
• 11:03
  Speaker 3: So I feel I can't remember the podcast I listened
• 11:05
  Speaker 3: to a few months ago, but you know, NI is
• 11:09
  Speaker 3: where it's at it's natural intelligence, and that without AI
• 11:13
  Speaker 3: at the moment is very much as I understood from
• 11:16
  Speaker 3: this podcast is it's not used for good like it's
• 11:18
  Speaker 3: used for bad. So it's using it for good with
• 11:21
  Speaker 3: the natural intelligence combined with it. So using the people
• 11:25
  Speaker 3: to people skills, the whatever it is. It's that human
• 11:28
  Speaker 3: element that really makes business development business development, and that's
• 11:32
  Speaker 3: where the magic happens. So my third one from that
• 11:35
  Speaker 3: quite simply so AIS copilot NI is your is your
• 11:39
  Speaker 3: cutting edge. But when you combine as number three, when
• 11:42
  Speaker 3: you combine the two of them, that's your superpower, and
• 11:46
  Speaker 3: that's when you become unstoppable. So I feel if you can,
• 11:49
  Speaker 3: like the takeaways from all the information in the book
• 11:53
  Speaker 3: was the different tools that you can use and which
• 11:55
  Speaker 3: part of your business development routine and processes you can
• 11:57
  Speaker 3: refine and amplify where they are. If you use all
• 12:01
  Speaker 3: of those three together AI NI and combine them, your
• 12:05
  Speaker 3: magic and magic things can happen.
• 12:07
  Speaker 4: I think at that.
• 12:08
  Speaker 2: Point, Yeah, I love the construct AI plus NI equals
• 12:13
  Speaker 2: BD superpowers.
• 12:16
  Speaker 4: That's what I feezed down.
• 12:17
  Speaker 2: So let's talk about each one of these a little
• 12:19
  Speaker 2: bit deeper. So when we're talking artificial intelligence, you know,
• 12:24
  Speaker 2: tactically on a day to day basis, kind of walk
• 12:26
  Speaker 2: me through what a day in the life of a
• 12:29
  Speaker 2: business developer who uses artificial intelligence looks like, oh god, a.
• 12:36
  Speaker 4: Day in a life.
• 12:36
  Speaker 3: I mean, there's various people I'm working with at the moment,
• 12:39
  Speaker 3: one of which we're actually building. We're building a bot
• 12:43
  Speaker 3: for them. So I feel that there's so let's go
• 12:46
  Speaker 3: back a day in the life. I mean, it's it's
• 12:48
  Speaker 3: how I would work with them. So it's understanding your
• 12:51
  Speaker 3: ICP and then creating your brand voice prompt engine, right,
• 12:54
  Speaker 3: so then working I love chat GPT, like I've tried
• 12:58
  Speaker 3: other platforms Chatch, GPT plus typing Mind for me where
• 13:02
  Speaker 3: you can really collate all the information. Typingmind, I think
• 13:07
  Speaker 3: it's dot com, but you can put your brand voice
• 13:10
  Speaker 3: prompt engine in there. So it's really it's Emily Force,
• 13:13
  Speaker 3: it's Tony Gray, like it's you. You couldn't tell it
• 13:16
  Speaker 3: was an AI robot.
• 13:18
  Speaker 4: It's you.
• 13:19
  Speaker 2: Yeah, so let me stop you right there. But please
• 13:21
  Speaker 2: Typing Mind. So this is a this is a service provider.
• 13:26
  Speaker 2: Is Typing Mind artificial intelligence itself or is it?
• 13:30
  Speaker 4: Yes?
• 13:31
  Speaker 2: And so what does it actually do.
• 13:34
  Speaker 4: Well?
• 13:35
  Speaker 3: I don't know whether it's well, maybe it's not public knowledge,
• 13:37
  Speaker 3: but you don't have to pay for all these platforms separately,
• 13:42
  Speaker 3: right like you can. Does everyone know that you can
• 13:45
  Speaker 3: pay for a typing Mind account and then you're not
• 13:47
  Speaker 3: paying your twenty thirty forty pounds each for Perplexity, for this,
• 13:51
  Speaker 3: for this, for this. So it basically collates everything and
• 13:54
  Speaker 3: you can select which model you want to have your output,
• 13:58
  Speaker 3: so whether it's a Gemini it's or that, Like it
• 14:01
  Speaker 3: sinks into all the different AI platforms out there. So
• 14:06
  Speaker 3: for me, it's been really useful. If I've wanted to
• 14:07
  Speaker 3: create images, or if I've wanted to just do text,
• 14:10
  Speaker 3: or I've wanted to do research, like I can plug
• 14:12
  Speaker 3: into the different model that's relevant to that particular post.
• 14:15
  Speaker 3: So it's educating my clients. It's understanding what the client
• 14:19
  Speaker 3: wants and then educating them to that degree.
• 14:23
  Speaker 4: What I've kind of.
• 14:24
  Speaker 3: Said to people I work with and people I've worked
• 14:26
  Speaker 3: with over the last twenty years and now having a
• 14:28
  Speaker 3: child working on mazes, I feel that how my brain works.
• 14:32
  Speaker 3: It's very much I'm really good at mazes, so you know,
• 14:35
  Speaker 3: to find I don't know, like Queen Elsa and her
• 14:38
  Speaker 3: ice palace, like how to get to the ice palace? Right, Like,
• 14:41
  Speaker 3: I look at the end point and then work back
• 14:43
  Speaker 3: from there. So I feel like my mind is really
• 14:46
  Speaker 3: good at at children's mazes. So it's very much is
• 14:49
  Speaker 3: understanding where the client wants to get and how do
• 14:52
  Speaker 3: we get there basically, and then whether or not that
• 14:54
  Speaker 3: is the right objective. Maybe they just don't know enough
• 14:57
  Speaker 3: tools available to them in order to take into a
• 15:00
  Speaker 3: different level.
• 15:01
  Speaker 4: So it's very much like working with them.
• 15:02
  Speaker 3: Getting an AI ordered out of the way. So yeah,
• 15:05
  Speaker 3: it depends the same with one of them. We're building
• 15:08
  Speaker 3: a bot at the moment to get really really personal
• 15:12
  Speaker 3: lead generation.
• 15:13
  Speaker 4: So it's not just.
• 15:13
  Speaker 3: Dripify or Apollo Clay. It's really understanding what the nuances
• 15:20
  Speaker 3: and what the personality of the profile of the person
• 15:25
  Speaker 3: is that we're going after, Like have they just liked
• 15:28
  Speaker 3: to dog post on LinkedIn? Like what are they talking about?
• 15:31
  Speaker 3: And then you channel and customize your messaging according to
• 15:34
  Speaker 3: their actual personality. So again going on the relationship rather
• 15:38
  Speaker 3: than just you know, robotic transaction. So it takes a
• 15:41
  Speaker 3: bit of time, much like business development. I think it's
• 15:44
  Speaker 3: not like a you know, an overnight I've got that
• 15:46
  Speaker 3: million dollar jackpot or pot of gold. It's really understanding,
• 15:51
  Speaker 3: and I'm sure it'll get quicker as we build it,
• 15:54
  Speaker 3: but at the moment, you know, it's collating all that information,
• 15:57
  Speaker 3: not just for one person five hundred at the moment,
• 16:00
  Speaker 3: but five hundred a day ultimately let's see if we
• 16:03
  Speaker 3: could do it, but really using the tools out there.
• 16:06
  Speaker 3: So understanding whether it's chat, GPT, whatever is kind of
• 16:08
  Speaker 3: relevant to that individual. But I a would say chat
• 16:11
  Speaker 3: GPT on a daily basis, dripify on a daily basis.
• 16:15
  Speaker 3: And then we're working with different editing tools. Whether I
• 16:20
  Speaker 3: name more of them, I don't know whether I should,
• 16:22
  Speaker 3: but all these different editing tools, which I all have
• 16:24
  Speaker 3: affiliate links for if anyone's interested in. But how you
• 16:28
  Speaker 3: can condense, you know, twenty minute, hour and a half
• 16:31
  Speaker 3: footage into thirty second forty five second slots with your
• 16:34
  Speaker 3: AI hook, with your close captioning, etc. So it kind
• 16:39
  Speaker 3: of depends who I'm working with as to what it
• 16:42
  Speaker 3: looks like. And I feel for me my business development
• 16:45
  Speaker 3: role and the BD people I'm working with, it's not
• 16:48
  Speaker 3: you know, it's not just hitting target. They've got to
• 16:51
  Speaker 3: I don't know, secure the space that they're going to
• 16:53
  Speaker 3: it ces.
• 16:54
  Speaker 4: Right now, or.
• 16:57
  Speaker 3: Do all their pre during and post conference outreach for
• 17:01
  Speaker 3: cees or can Lion, et cetera. So I kind of
• 17:05
  Speaker 3: I feel like it's a very great answer for you.
• 17:06
  Speaker 3: But yeah, it really depends who we're working with us
• 17:09
  Speaker 3: to the day to day AI involvement and workflow. If
• 17:13
  Speaker 3: that makes sense.
• 17:14
  Speaker 2: It does make sense, and we'd like to have those
• 17:17
  Speaker 2: affiliate links so we can. In the show notes there
• 17:21
  Speaker 2: you mentioned what does drip if I do just real quickly,
• 17:24
  Speaker 2: just what it's for Folcus for.
• 17:26
  Speaker 3: Me was something I jumped on the bandwagn probably eighteen
• 17:29
  Speaker 3: months ago. So they are it's a company that works
• 17:34
  Speaker 3: with specifically LinkedIn, so it manages your outreach. So you
• 17:37
  Speaker 3: can use pre defined templates to source contact contacts on LinkedIn,
• 17:43
  Speaker 3: so you don't have to have a Sales Navigator account,
• 17:46
  Speaker 3: you can have a basic LinkedIn account. I've done a
• 17:48
  Speaker 3: couple of webinars on this and I can happily teach
• 17:52
  Speaker 3: you or send you the link. But it's a really
• 17:54
  Speaker 3: really cool tool. So for me, this is why I
• 17:56
  Speaker 3: was able to be on the beach for four weeks
• 17:58
  Speaker 3: with my daughter to Christmases ago. I had all my
• 18:02
  Speaker 3: outreach just being I was being employed at this point
• 18:05
  Speaker 3: just for new business development, so it was just getting contact,
• 18:08
  Speaker 3: so qualifying, getting my ICP, using my brand voice prompt
• 18:12
  Speaker 3: engine like finessing that part, and then literally just on
• 18:15
  Speaker 3: autopilot getting my connects via dripify. So of course the
• 18:21
  Speaker 3: human touch and I'm responding. I don't believe currently in
• 18:24
  Speaker 3: AI taking care of the comments on LinkedIn and social platforms.
• 18:27
  Speaker 3: I think it's too robotic and too obvious that you
• 18:30
  Speaker 3: haven't really cared about the messaging. So, yeah, that's how
• 18:36
  Speaker 3: I have previously for a couple of companies managed my
• 18:38
  Speaker 3: new lead generation.
• 18:40
  Speaker 2: Okay, and what about Clay. You mentioned Clay as well.
• 18:43
  Speaker 2: What does that do?
• 18:44
  Speaker 4: Yeah, similar thing. I feel it's probably I'm not so
• 18:46
  Speaker 4: Ofay with Clay.
• 18:47
  Speaker 3: I'm more of a Dripify girl, but I find that's
• 18:51
  Speaker 3: very good as well. Like Clay and Apollo to me,
• 18:53
  Speaker 3: are fairly similar in what they can do with finessing.
• 18:56
  Speaker 3: Like understanding who you need to be contacting based on
• 18:59
  Speaker 3: your ICP, finding these people via your LinkedIn or whatever
• 19:03
  Speaker 3: search is something I've been doing too. Is with I
• 19:08
  Speaker 3: think it's I know it's mentioned in the book, is
• 19:09
  Speaker 3: phantom buster. So again it's going a little bit techy,
• 19:12
  Speaker 3: but once you understand like just the you know, the basics,
• 19:15
  Speaker 3: it's so simple to implement. But phantom buster can scrap
• 19:19
  Speaker 3: lots of content from LinkedIn, from events, from TikTok, from
• 19:24
  Speaker 3: any social media platform pre defined. I haven't logged on
• 19:28
  Speaker 3: for a few a few weeks now to phantom buster.
• 19:32
  Speaker 3: But yeah, you basically, I think you've got by thirty
• 19:35
  Speaker 3: different topics that you can opt in to get your context,
• 19:40
  Speaker 3: context from you can x from. So I was doing
• 19:43
  Speaker 3: it for events or people on my Instagram page just
• 19:48
  Speaker 3: to get their contact details. So it's GDPR, it's okay
• 19:53
  Speaker 3: to do.
• 19:54
  Speaker 4: But it just helped. I mean, it just helps you
• 19:56
  Speaker 4: have rather you know.
• 19:57
  Speaker 3: Just the likes or the comments to get the contact
• 20:00
  Speaker 3: details that emails the companies that they work for, et cetera.
• 20:03
  Speaker 4: But again I can share these details separately.
• 20:06
  Speaker 2: Well that's great, And of course the details are in
• 20:08
  Speaker 2: the book for folks to read about. And I'll just
• 20:12
  Speaker 2: show the cover of the book again for folks, and
• 20:15
  Speaker 2: if you're just jumping in here again, the name of
• 20:17
  Speaker 2: the book is Navigating Business Development in an AI driven Landscape,
• 20:22
  Speaker 2: a comprehensive exploration of AI and modern business with our
• 20:26
  Speaker 2: guest today, Emily Foresights. So, Emily, I really like the
• 20:29
  Speaker 2: deep dive and the tactics on how you're implementing these tools.
• 20:32
  Speaker 2: And these are you know, the tools you describe, those
• 20:34
  Speaker 2: are addressing a lot of transactional functions, you know, doing
• 20:38
  Speaker 2: the market research, you know, the ICP engagement For folks
• 20:42
  Speaker 2: that are new to business development who are listening, ICP
• 20:45
  Speaker 2: means ideal customer profile. These are your ideal customers that
• 20:50
  Speaker 2: have a high probability of win. These are the ones
• 20:53
  Speaker 2: that move the needle for your company. It's not to
• 20:55
  Speaker 2: exclude anybody else as a possible customer, but when you're
• 20:58
  Speaker 2: conducting the outbound and you want to invest your time
• 21:01
  Speaker 2: and effort on those that will be your most ideal customers,
• 21:06
  Speaker 2: and so the ICP function, you can use the AI
• 21:09
  Speaker 2: to kind of brainstorm research, analyze your ICP and then
• 21:14
  Speaker 2: conduct the research down to the very granular level of
• 21:18
  Speaker 2: which person at which company you need to engage, and
• 21:22
  Speaker 2: then you can start to automate the engagement as well,
• 21:25
  Speaker 2: whether that's on social media, whether that's even in voice
• 21:29
  Speaker 2: now and this really kind of is a natural segue
• 21:33
  Speaker 2: into the second element that you talked about, Emily, which
• 21:37
  Speaker 2: is the NI, the natural intelligence, the human intelligence. I
• 21:41
  Speaker 2: would say, really, it's that kind of human factor that
• 21:45
  Speaker 2: at the end of the day, what makes Emily Emily?
• 21:49
  Speaker 2: And why should I do business with Emily Because as
• 21:54
  Speaker 2: a buyer, I want to work with Emily. I don't
• 21:58
  Speaker 2: want to work with Big Logo. Whatever it is, Emily
• 22:02
  Speaker 2: is the brand. And what is Emily's brand contributing to
• 22:06
  Speaker 2: the larger brand of the corporation? What value, what trust
• 22:10
  Speaker 2: can I get from Emily? And I think this is
• 22:13
  Speaker 2: where we're really going to in twenty twenty six start
• 22:17
  Speaker 2: to see an exciting element of artificial intelligence where the
• 22:24
  Speaker 2: tools that we have in our portfolio as business developers
• 22:29
  Speaker 2: start to learn what fundamentally makes our own personal brands. So,
• 22:37
  Speaker 2: for example, I use Chat GPT just like you do, Emily.
• 22:40
  Speaker 2: And I think at the end of December, I got
• 22:44
  Speaker 2: a notification that said, hey, you want to learn a
• 22:47
  Speaker 2: little bit about yourself, Well, this is what we discovered
• 22:50
  Speaker 2: in all the conversations we've had with you. By the way,
• 22:53
  Speaker 2: they said, I'm in the top three percent of users.
• 22:55
  Speaker 2: So I don't know if that's great or bad, but
• 22:58
  Speaker 2: either way, you know, it was it was it was.
• 23:02
  Speaker 2: It was fascinating that self reflection to kind of understand,
• 23:06
  Speaker 2: you know, what makes me me and why should people
• 23:10
  Speaker 2: want to do business development with me? And I think
• 23:15
  Speaker 2: you know this natural intelligence component. You know, so many
• 23:19
  Speaker 2: different users will have access to artificial intelligence, but at
• 23:23
  Speaker 2: the end of the day, we as individuals will make
• 23:25
  Speaker 2: decisions on how we implement that information, how we engage
• 23:29
  Speaker 2: with people. It's our style and that nobody can copy.
• 23:34
  Speaker 2: Nobody can copy. You know, they can copy your products.
• 23:38
  Speaker 2: People can copy the products you sell. That happens a lot. Yeah,
• 23:42
  Speaker 2: but they can't copy. They can't copy Emily Forsyth. They
• 23:45
  Speaker 2: can even copy the content in your book, but they
• 23:47
  Speaker 2: can't copy you. And I think this is really the
• 23:52
  Speaker 2: exciting frontier for business developers in particular. As these tools
• 23:57
  Speaker 2: start to become more automated, start to learn us, they
• 24:00
  Speaker 2: become our copilots, they learn how we fly, and they
• 24:04
  Speaker 2: watch our six as we're engaging out there in the marketplace.
• 24:10
  Speaker 2: And so I really like the element that you talk
• 24:13
  Speaker 2: about with natural intelligence. And then finally I like your
• 24:16
  Speaker 2: tactic number three about this all becomes a superpower for US.
• 24:21
  Speaker 2: I really feel bad for those in the BD adjacent
• 24:24
  Speaker 2: fields of marketing sales, where those are heavily transactional functions
• 24:30
  Speaker 2: that take place, and they are becoming quickly automated. You
• 24:35
  Speaker 2: don't need to hire a graphic artists anymore. Just go
• 24:38
  Speaker 2: on to an artificial intelligence tool. It's free. You'll get
• 24:42
  Speaker 2: a solution in about ten seconds now, and it's absolutely incredible.
• 24:47
  Speaker 2: It's incredible, and so you know, I think business development
• 24:53
  Speaker 2: our numbers are only growing. When you look at when
• 24:57
  Speaker 2: artificial intelligence became vi liable a few years ago, then
• 25:02
  Speaker 2: the trajectory of business development has just skyrocketed. And that
• 25:06
  Speaker 2: would be counter to what so many people think OBED
• 25:09
  Speaker 2: is going to go away. No, BD's not going to
• 25:11
  Speaker 2: go away because at the end of the day, they
• 25:12
  Speaker 2: want to talk to Emily. They don't want to talk
• 25:14
  Speaker 2: to a robot. They want to do a deal with Emily,
• 25:17
  Speaker 2: not the robot. Right.
• 25:18
  Speaker 3: Yeah, I think it's interesting because I think it's Yeah,
• 25:20
  Speaker 3: and this is one of another book that I wrote,
• 25:23
  Speaker 3: This Network like a pro and there'll be a second
• 25:26
  Speaker 3: edition at some point whenever I have time to.
• 25:28
  Speaker 4: Actually do it.
• 25:29
  Speaker 3: But I feel that we're quintessentially, we're losing the ability
• 25:32
  Speaker 3: to connect with people just as a species because we're
• 25:35
  Speaker 3: so reliant on AI and chat chat, GPT relationships and whatever.
• 25:39
  Speaker 3: Like it's the constance the lookdown rather than the look up.
• 25:42
  Speaker 3: But I feel like various people that I follow, Keith
• 25:46
  Speaker 3: Varazi and as it I've forgotten a name, Dory Clark
• 25:49
  Speaker 3: on LinkedIn. But it's really it's almost coming back to
• 25:52
  Speaker 3: basics and not as the animalism. But we need to
• 25:55
  Speaker 3: connect that, we need to talk to people. We need
• 25:57
  Speaker 3: to understand how to talk to people, because I feel
• 25:59
  Speaker 3: like after COVID, definitely for me, even though I'm very
• 26:02
  Speaker 3: charismatic and I love being at conferences and being with people,
• 26:05
  Speaker 3: I'd forgotten how to talk like, I'd forgotten how to
• 26:07
  Speaker 3: interact with people. And it probably took me legitimately six
• 26:11
  Speaker 3: weeks to readjust and be like, oh, you know, that's
• 26:14
  Speaker 3: my social cue.
• 26:15
  Speaker 4: Got it, But it did.
• 26:16
  Speaker 3: It took a while, and I feel that we're going
• 26:18
  Speaker 3: to that point again even though we've been however many
• 26:20
  Speaker 3: years out of COVID. We're so reliant on technology and
• 26:23
  Speaker 3: working remotely, which I do, that we have forgotten how
• 26:26
  Speaker 3: to communicate with people. We've forgotten our social cues. So
• 26:30
  Speaker 3: for me, it's really important. Like I said, the magic
• 26:32
  Speaker 3: happens when the two intersect going to conferences and what
• 26:36
  Speaker 3: I used to do before.
• 26:37
  Speaker 4: AI was a thing.
• 26:38
  Speaker 3: So this was back in I don't know, like twenty ten,
• 26:41
  Speaker 3: twenty eleven, but I'd have icebreaker cards that I'd go
• 26:44
  Speaker 3: to conferences with and I wish I had to know,
• 26:46
  Speaker 3: but they were literally icebreakers, which coincides with my ice
• 26:50
  Speaker 3: bath now right, but icebreakers where it was to get
• 26:53
  Speaker 3: the conversation.
• 26:54
  Speaker 4: Started, because I found that even then before.
• 26:56
  Speaker 3: COVID, you'd have very c suite people kind of sweating
• 27:03
  Speaker 3: at coffee breaks just not knowing what to say at
• 27:05
  Speaker 3: the coffee break because you know, the two senior didn't
• 27:07
  Speaker 3: know what to say to this junior person but just
• 27:09
  Speaker 3: didn't know they needed Dutch courage in the evening to
• 27:12
  Speaker 3: be able to talk to people. So it's like, why
• 27:14
  Speaker 3: not bring the quirkiness two conferences to just you know,
• 27:18
  Speaker 3: we can have I had corporate, specifically corporate icebreakers, but
• 27:22
  Speaker 3: then also a little bit out there as well that
• 27:25
  Speaker 3: really after a couple of yarings, people were more likely
• 27:27
  Speaker 3: to answer, and then you get to know the real
• 27:29
  Speaker 3: person rather than just the you know the name tag
• 27:32
  Speaker 3: and the transaction and move on. So I forgot in
• 27:36
  Speaker 3: your question, but I really it's the where the magic happens,
• 27:39
  Speaker 3: where the two into intertwine, if you like AI human
• 27:43
  Speaker 3: interaction and then bam, Yeah, that's where relationships, friendships, mentorships, partnerships,
• 27:49
  Speaker 3: and business ultimately happens.
• 27:51
  Speaker 2: From my experience, Yeah, well call it quirky, I call
• 27:55
  Speaker 2: it business development. It's very innately human. We love to
• 27:59
  Speaker 2: connect as human. It's a necessity for our survival and
• 28:02
  Speaker 2: our success, and folks, for your survival and success in
• 28:07
  Speaker 2: the new landscape of AI. Again, go to Amazon grab
• 28:11
  Speaker 2: a copy of Emily Forsit's new book, Navigating Business Development
• 28:15
  Speaker 2: in an AI driven Landscape. And with that book you'll
• 28:19
  Speaker 2: learn those top three tactics of artificial intelligence plus natural
• 28:24
  Speaker 2: human intelligence equals business development superpowers. And while you're at it,
• 28:29
  Speaker 2: take a look at some of other books produced by Emily,
• 28:34
  Speaker 2: and she covers the gamut from children's books to a
• 28:38
  Speaker 2: fitness book. She has a fitness brand. So such an
• 28:42
  Speaker 2: exciting and prolific author and just providing so much value
• 28:47
  Speaker 2: to our business development community. Emily, how can folks follow
• 28:51
  Speaker 2: your work? How can they connect with you.
• 28:54
  Speaker 3: I'm rejigging everything at the moment, but the best is
• 28:57
  Speaker 3: linked in Emily. Foresight is spelt differently, as you'll see
• 29:01
  Speaker 3: on the subtitles here. And I do have an Instagram
• 29:05
  Speaker 3: handle and a TikTok handle for my sins, which I'm
• 29:09
  Speaker 3: trying to master at the moment, and email.
• 29:12
  Speaker 4: So at the moment, it's Emily at Network like apro
• 29:15
  Speaker 4: dot com.
• 29:16
  Speaker 3: So E M M E L I E at Network
• 29:19
  Speaker 3: like a pro dot com soon to be.
• 29:21
  Speaker 2: Yeah, and that's the title of one of your books
• 29:23
  Speaker 2: as well, Network like a Pro again, folks. You can
• 29:26
  Speaker 2: also grab Emily's newest book, Oh here we go. Yeah,
• 29:29
  Speaker 2: we'll show it on the camera for folks who are
• 29:31
  Speaker 2: just listening. Emily's showing her book Network like a Pro.
• 29:36
  Speaker 2: Connect with her Network like a Pro, and connect with Emily. Emily.
• 29:41
  Speaker 2: Thank you so much for everything that you're doing for
• 29:43
  Speaker 2: the business development profession. It was a joy to have
• 29:46
  Speaker 2: you on the show today.
• 29:47
  Speaker 3: Thank you so much for having me. I really enjoyed it.
• 29:49
  Speaker 3: We'll connect again soon.
• 29:53
  Speaker 1: Thank you for listening to the Business Development Podcast. Join
• 29:58
  Speaker 1: our free community of corporate partners and business development professionals
• 30:02
  Speaker 1: advancing the art, science and Ethics of the Business Development
• 30:06
  Speaker 1: Profession at Gbdassociation dot org.