Latest / What is Business Development? / Episode 80: BD Book...Top 3 Tactics from Laszlo Gajo's new book "Business Development After AI"

Transcript

Episode 80: BD Book...Top 3 Tactics from Laszlo Gajo's new book "Business Development After AI" · 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.
• 0:21
  Speaker 2: Hello BD pros, and welcome to the Global Business Development
• 0:25
  Speaker 2: Association podcast called What is Business Development? And you've probably
• 0:33
  Speaker 2: heard a lot about artificial intelligence. You might even be worrying, Uh, oh,
• 0:40
  Speaker 2: is this the end of business development? Will I be
• 0:42
  Speaker 2: replaced by some sort of robot that automatically does outbound calls,
• 0:48
  Speaker 2: does the prospecting, does the research, and brings clients into
• 0:52
  Speaker 2: the business. Well, we're going to get on top of
• 0:55
  Speaker 2: that question today with our guest, and we're going to
• 0:59
  Speaker 2: learn the top three tactics to make sure that you
• 1:03
  Speaker 2: are robot proof as a business developer. But hey, before
• 1:07
  Speaker 2: we get into that discussion, anybody that wants to enter
• 1:12
  Speaker 2: into business development needs to have basic business development understanding
• 1:17
  Speaker 2: of the fundamental strategy, operations and tactics. And if you
• 1:21
  Speaker 2: want to outmaneuver those robots in the future, then hey,
• 1:24
  Speaker 2: why don't you get your Business Development Professional certification by
• 1:27
  Speaker 2: first reading the Business Development Body of Knowledge published by GBDA.
• 1:32
  Speaker 2: You can go right to the Global Business Development Association website,
• 1:36
  Speaker 2: get access there, go to Amazon get your copy of
• 1:39
  Speaker 2: the bd BOC there and then you can take your
• 1:42
  Speaker 2: Business Development Professional Certification exam all online. So let's get
• 1:50
  Speaker 2: back to the show. Jump into our guest today. Our
• 1:53
  Speaker 2: guest is Laslo go Yo and Laslow is an award
• 1:58
  Speaker 2: winning sales professional with Best Sales Results twenty twenty four
• 2:02
  Speaker 2: for delivering double digit growth and he helps organizations align
• 2:08
  Speaker 2: revenue operations that's revops, AI powered sales processes and high
• 2:13
  Speaker 2: performing teams to win in competitive markets. With twenty five
• 2:19
  Speaker 2: plus years in international business development, key account growth and
• 2:25
  Speaker 2: specialized technical sales, he's driven market expansion across Europe. Now
• 2:34
  Speaker 2: he's published multiple books and he has two books specifically
• 2:39
  Speaker 2: published on business development. One published in June twenty six
• 2:44
  Speaker 2: of this year. It's called Operational Business Development, and then
• 2:48
  Speaker 2: his most recent publishing is called Business Development After AI.
• 2:54
  Speaker 2: Mastering human skills that matter most in an AI driven world.
• 3:00
  Speaker 2: And this robot proof book helps business developers understand how
• 3:08
  Speaker 2: AI is changing our profession. It provides a way for
• 3:14
  Speaker 2: you to actually join those robots join in artificial intelligence opportunities,
• 3:20
  Speaker 2: and it provides you a definitive framework for building the
• 3:24
  Speaker 2: distinctly human capabilities that become more valuable as AI advances. Laslow,
• 3:32
  Speaker 2: welcome to the show.
• 3:34
  Speaker 3: Thank you for the invitation.
• 3:35
  Speaker 2: Tony Well, it's wonderful to have you here. And you
• 3:40
  Speaker 2: were recording this on the day that Harvard Business School
• 3:46
  Speaker 2: published a study and it surveyed thousands of regular humans
• 3:53
  Speaker 2: and said what would you like to see replaced as
• 3:57
  Speaker 2: far as human activities and jobs when it comes to
• 4:00
  Speaker 2: AI and robots. And it was a fascinating study that
• 4:04
  Speaker 2: showed the results where at the top of the list
• 4:08
  Speaker 2: you had professions like clergy, therapists, artists, actors, and at
• 4:15
  Speaker 2: the bottom of the list you had things that, well,
• 4:17
  Speaker 2: you know, I'm sure everybody listening probably agrees with, like
• 4:20
  Speaker 2: file clerks and statisticians and data jury personnel and even
• 4:26
  Speaker 2: janitors and cleaners those mundane jobs that are also difficult.
• 4:32
  Speaker 2: And there are also some dangerous jobs on there, like
• 4:36
  Speaker 2: derek operators in oil and gas, and that makes common sense.
• 4:39
  Speaker 2: I think as humans, we think, yeah, okay, yeah, we
• 4:42
  Speaker 2: don't want people to get hurt. We don't want people
• 4:44
  Speaker 2: to participate in jobs that I have to do those
• 4:48
  Speaker 2: types of things all day long. But what was really
• 4:50
  Speaker 2: fascinating is how the professions at the top of the
• 4:54
  Speaker 2: list really gravitated around fundamental capabilities of what business developers do. Folks,
• 5:01
  Speaker 2: If you listen to a previous episode where I interviewed
• 5:03
  Speaker 2: the authors Jack Frinston and Zach Thompson, their book was
• 5:07
  Speaker 2: called Sales is Therapy. So if you agree with me,
• 5:11
  Speaker 2: I think business development is a lot of therapy, and
• 5:15
  Speaker 2: that's what we do with our clients. We're therapists. We
• 5:19
  Speaker 2: asked them, what are your problems, walk through those problems,
• 5:22
  Speaker 2: and let's guide you to a solution. Laslow, I would
• 5:26
  Speaker 2: love to hear from you what brought you into the
• 5:30
  Speaker 2: field of business development.
• 5:35
  Speaker 3: Before all, I would like to really thank you for
• 5:37
  Speaker 3: what you're doing this industry, the business development management. I
• 5:42
  Speaker 3: think it's it's one of the most exciting jobs we
• 5:46
  Speaker 3: can do today, I'm pretty sure, and I will show
• 5:49
  Speaker 3: you why in just a few minutes at least my perspective.
• 5:54
  Speaker 3: But I'm a great admirer you, Tony, and really I'm
• 5:58
  Speaker 3: following you and I think you're doing greater to this industry.
• 6:03
  Speaker 3: And thank you. Thank you also again for inviting me.
• 6:07
  Speaker 3: So business development is I'm telling my perspective, I'm working
• 6:15
  Speaker 3: actively in Europe European Union. I live in Hungary in Denmark,
• 6:20
  Speaker 3: but my daily job is a district sales manager for
• 6:24
  Speaker 3: Eastern Europe, so I'm managing about twelve twelve countries plus Baltics,
• 6:30
  Speaker 3: so I have approximately about one hundred companies under my wing.
• 6:39
  Speaker 3: But to explain actually this business development management and my perspective,
• 6:47
  Speaker 3: I need to go a little bit back, so you
• 6:49
  Speaker 3: have a small perspective. So in nineteen ninety seven Nigel
• 6:58
  Speaker 3: at All made a very great research about sources of
• 7:04
  Speaker 3: effectiveness of the business to business sales organizations. This is
• 7:08
  Speaker 3: one of the very few really accepted and well received
• 7:15
  Speaker 3: research and it showed that regarding everyday technicalities, all the
• 7:22
  Speaker 3: sales god are the very same. They bring the very
• 7:25
  Speaker 3: same quality to the market. What really made the big
• 7:29
  Speaker 3: difference between successful and less successful things is how they
• 7:35
  Speaker 3: were prepared what they could offer to their clients. I'm
• 7:40
  Speaker 3: speaking personally. Were they funny? Were they okay? Guys like
• 7:47
  Speaker 3: would you stop with these guys on the street and
• 7:53
  Speaker 3: have a chat and feel okay? So these very small
• 7:59
  Speaker 3: skill if I can say so, made the biggest difference
• 8:05
  Speaker 3: in the success in delivering sales results. But in nineteen
• 8:12
  Speaker 3: ninety seven, the world was very different, not so different
• 8:17
  Speaker 3: than today. But I will I will come back to this.
• 8:19
  Speaker 3: But at that time in the business world was mostly
• 8:27
  Speaker 3: focused on porters strategies like market based theories. They said, okay, look,
• 8:40
  Speaker 3: if I have a big company with a big brand
• 8:44
  Speaker 3: name and I have a huge factory, nobody can touch me.
• 8:50
  Speaker 3: And these are the how they called it, the in
• 8:53
  Speaker 3: the textbooks, entry barriers, if you know what I'm talking about.
• 8:58
  Speaker 3: So at that time, companies were thinking, okay, if I
• 9:02
  Speaker 3: have a big advantage on the market, like big industry
• 9:06
  Speaker 3: and very expensive machinery, nobody can touch me. At that time,
• 9:12
  Speaker 3: sales were very quite easy because you it was enough
• 9:17
  Speaker 3: for you to say. At that time, I was working
• 9:20
  Speaker 3: for Philip Morris, and it was easy for me to
• 9:23
  Speaker 3: go in the shop and saying, come on, guys, I'm
• 9:25
  Speaker 3: working for Philip Morris. Everybody wanted to buy from me
• 9:28
  Speaker 3: because I was offering something very unique on the market
• 9:31
  Speaker 3: nobody could buy anywhere else. So at that time my
• 9:35
  Speaker 3: sales job was very easy and it helped me that
• 9:42
  Speaker 3: I'm representing a big company. But as a sales guy,
• 9:46
  Speaker 3: I was not really skillful, so okay, it was it
• 9:50
  Speaker 3: was somehow, somehow manageable. But later on what was happening
• 9:56
  Speaker 3: is that came something like research based theories and the
• 10:04
  Speaker 3: market shifted hugely. Remember for example, Shwim the bicycle factory,
• 10:10
  Speaker 3: they had thirty percent market share bicycles in the USA
• 10:14
  Speaker 3: and they lost it in one year to Giant. What
• 10:19
  Speaker 3: happened very easy. They transferred all the production of bicycles
• 10:28
  Speaker 3: to Korea, and they lost the touch. They lost, as
• 10:33
  Speaker 3: it says in theory core competence, they lost how to
• 10:39
  Speaker 3: manufacture bicycle, They lost the touch of the market. And
• 10:43
  Speaker 3: what happened is Giant took over the market in one year.
• 10:49
  Speaker 3: Absolutely was fantastic, and of course not from the showing
• 10:53
  Speaker 3: points of view. They it was the biggest losses in
• 10:57
  Speaker 3: the in the in the industry. But what I want
• 11:00
  Speaker 3: just says that the industry is changing, the market is changing,
• 11:03
  Speaker 3: the world is changing, and we these change with sales. Guys,
• 11:08
  Speaker 3: we need to change as well. We need to adopt
• 11:11
  Speaker 3: and and what we can see is that our buyers
• 11:17
  Speaker 3: are more and more knowledgeable. They know about the products
• 11:21
  Speaker 3: more than we do sometimes and this adaptability comes from
• 11:28
  Speaker 3: the eagerness to to grow, to learn, to be, to
• 11:32
  Speaker 3: go in the street with your open mind, open eyes.
• 11:36
  Speaker 3: But let let me let me tell you a sales
• 11:40
  Speaker 3: guy's career how it looks like so, and then I
• 11:45
  Speaker 3: will come back to the business development, I promise. So
• 11:50
  Speaker 3: everybody's a rookie for a first time. Okay, I was
• 11:53
  Speaker 3: a rookie. Everybody's very rookie. And rookies are very good
• 11:57
  Speaker 3: because they're way eager to learn, and they are they
• 11:59
  Speaker 3: are very to go and learn and call and whatever.
• 12:03
  Speaker 3: They're making many many mistakes, but it's manageable because they
• 12:07
  Speaker 3: are they're they're starting, they're learning from rookies. The next
• 12:11
  Speaker 3: step is the sales professional. Sales professional in terms of
• 12:18
  Speaker 3: salespeople or the salespeople. This is bread and butter of
• 12:22
  Speaker 3: the of the sales industry. It's I think it's about
• 12:25
  Speaker 3: ninety percent of all the sales guys are these salespeople.
• 12:29
  Speaker 3: They transferred from rookie. They know daily job, they receive
• 12:34
  Speaker 3: the orders, they receive, the administer or the sales and
• 12:39
  Speaker 3: they are quite skillful in terms of communication and and
• 12:44
  Speaker 3: they know how to speak with the clients. But some
• 12:47
  Speaker 3: of these sales guys or salespeople become a superstar, superstar
• 12:54
  Speaker 3: not in the good, good point of view. Superstars are
• 13:00
  Speaker 3: sales people who are very enthusiastic about everything they do.
• 13:07
  Speaker 3: For example, if they make a big sales or the
• 13:10
  Speaker 3: company knows about it, but they're not so successful, they
• 13:14
  Speaker 3: are just making a big noise about themselves. But what
• 13:18
  Speaker 3: is very special about these superstars. If there's a good
• 13:21
  Speaker 3: sales manager, a good mentor a good coach behind these people,
• 13:28
  Speaker 3: they can transfer these superstars into really hot super professionals
• 13:35
  Speaker 3: who will before breakfast sell millions and they will not
• 13:40
  Speaker 3: make a big fuss about it. They will just do
• 13:44
  Speaker 3: it like everyday job, and they will bring in in
• 13:47
  Speaker 3: the company huge amount of money and they will not
• 13:51
  Speaker 3: feel it like it's a big thing. And this is
• 13:56
  Speaker 3: a very crucial thing. These people, these very skillful sales professionals,
• 14:02
  Speaker 3: they are one in a million, but they lead the way.
• 14:07
  Speaker 3: They are the ones who will bring in the big jobs,
• 14:10
  Speaker 3: the big orders. They will with time start to lead
• 14:16
  Speaker 3: the market. Why because they start to see the whole
• 14:21
  Speaker 3: industry from a bird's arvu. They start to recognize patterns.
• 14:27
  Speaker 3: They start to see companies from outside and recognize which
• 14:32
  Speaker 3: kind of business model works more or best, or and
• 14:37
  Speaker 3: they stop selling. They're actually starting to coach companies, they
• 14:43
  Speaker 3: start to share the experience and this is the birth
• 14:46
  Speaker 3: of the business development management. These people will be responsible
• 14:53
  Speaker 3: not just for selling, but they will be responsible for
• 14:57
  Speaker 3: the success of their buyers. And this is what is
• 15:01
  Speaker 3: exciting with the business development and why I was telling
• 15:04
  Speaker 3: about these theories before is that today what we are
• 15:10
  Speaker 3: witnessing in the business strategy is companies are not thinking
• 15:19
  Speaker 3: about core competence anymore. Companies like Giant, they have the
• 15:25
  Speaker 3: core competence, but it's obsolete. Today. We are speaking about
• 15:30
  Speaker 3: ecosystem today, we are speaking about networking. Today, companies look
• 15:38
  Speaker 3: at their customers. Not like in the World War War
• 15:41
  Speaker 3: in the trenches their enemies. No, customers today are very
• 15:48
  Speaker 3: close partners and we close alliances with our customers. What
• 15:55
  Speaker 3: I do on my market is when I sell something
• 16:00
  Speaker 3: to my partner, I'm okay that I'm selling my things,
• 16:04
  Speaker 3: but I'm more concerned to help them how they can
• 16:07
  Speaker 3: sell my good to the end user. And here comes
• 16:12
  Speaker 3: the business development. Business development is connecting the company's strategy,
• 16:23
  Speaker 3: the sales and the customer success all together. They are
• 16:28
  Speaker 3: responsible not just the company's turnover the went went over
• 16:34
  Speaker 3: this sales thing. They are becoming responsible for the turnover
• 16:39
  Speaker 3: of the partners of the whole industry. If if you,
• 16:42
  Speaker 3: if I may say so, And this is why I
• 16:45
  Speaker 3: think it's it's a very interesting thing being a business
• 16:50
  Speaker 3: development manager because you have to you know, we have
• 16:53
  Speaker 3: to be skillful not not just to sell, but to communicate,
• 16:57
  Speaker 3: to network, to recognize patter turns, to think about markets
• 17:02
  Speaker 3: like a playground, and to think about business models like playgrounds.
• 17:09
  Speaker 3: And when you speak with the CEO here we listen
• 17:12
  Speaker 3: to you because you have a huge overview of the
• 17:17
  Speaker 3: whole market and you have information they never can get
• 17:21
  Speaker 3: only from you, and you have the power not just
• 17:25
  Speaker 3: to lead the way of your company, but also to
• 17:30
  Speaker 3: lead the way with the whole market if you are
• 17:33
  Speaker 3: doing get fright. So it's an exciting job. What I'm doing,
• 17:40
  Speaker 3: exciting job, what is Tony is doing? And the whole
• 17:42
  Speaker 3: the business development world is all about this that it's
• 17:48
  Speaker 3: not sales. It's a very complex and very very exciting
• 17:53
  Speaker 3: thing what we are doing. And a couple of years ago,
• 17:58
  Speaker 3: from twenty twenty one, we can speak about AI and
• 18:03
  Speaker 3: what AI brings to us to our table. To me personally,
• 18:08
  Speaker 3: AI is it helps me not to do the boring job,
• 18:15
  Speaker 3: so it keeps me away from everyday repetitive jobs. It
• 18:21
  Speaker 3: actually I got a free assistant for for for free
• 18:27
  Speaker 3: or I don't know, for for I don't know, ten
• 18:30
  Speaker 3: ten ten dollars. I have a personal assistant and I
• 18:34
  Speaker 3: can give him assignments and he can do work for me,
• 18:38
  Speaker 3: and then I have more and more time for this,
• 18:40
  Speaker 3: more strategic, more important, more for this networking and creating
• 18:45
  Speaker 3: micro ecosystems, and and and and doing doing, doing really
• 18:49
  Speaker 3: what I really like to do. So, going back to
• 18:54
  Speaker 3: my book, I read I read the report one and
• 19:03
  Speaker 3: a half years ago that USA and Europe are losing
• 19:08
  Speaker 3: battle to Asia in terms of using AI in business,
• 19:13
  Speaker 3: and we are losing heavily. So these guys are beating
• 19:17
  Speaker 3: us big, big time. And I was wondering, why so,
• 19:22
  Speaker 3: why are we so bad at this? That Asian companies
• 19:26
  Speaker 3: are so good in using AI in business like double
• 19:30
  Speaker 3: and and every day we are we are losing this battle.
• 19:34
  Speaker 3: And in Europe I have a huge battle with Chinese companies.
• 19:39
  Speaker 3: I I I, uh, it's and it's new. A couple
• 19:45
  Speaker 3: of years ago I had not these battles, but today
• 19:49
  Speaker 3: v V we fight a big battle with Chinese companies
• 19:52
  Speaker 3: and we are losing this battle. So I started to
• 19:55
  Speaker 3: be more more involved in this AI. And then I
• 19:58
  Speaker 3: started my doctors studies at Prague University of Economics, and
• 20:04
  Speaker 3: the lot of the past one year, I'm passing exams
• 20:07
  Speaker 3: and I'm doing a really hard research about sales AI
• 20:13
  Speaker 3: sales processes, and I'm starting to understand really what is happening.
• 20:19
  Speaker 3: The thing is that sales companies and sales managers UH
• 20:28
  Speaker 3: do not focus enough on sales skills, do not focus
• 20:34
  Speaker 3: enough on business development. And and I think that this
• 20:40
  Speaker 3: is the major issue for now, maybe in a year
• 20:43
  Speaker 3: after I've read I have so many books to read,
• 20:46
  Speaker 3: and I still have two years of this doctoral research.
• 20:50
  Speaker 3: I hope I will finish on time in two years.
• 20:54
  Speaker 3: But after after all these research and all these and
• 21:02
  Speaker 3: I tried in my daily work whatever I researched, I
• 21:06
  Speaker 3: tried it in my daily work for the past one
• 21:09
  Speaker 3: and a half years, and I see some things that
• 21:12
  Speaker 3: is good, some things that are not, and and I
• 21:17
  Speaker 3: decided to write it down and I.
• 21:20
  Speaker 2: Was great, well, let's let's talk about some of those
• 21:22
  Speaker 2: good thingsslow. Because I loved what you that. That was
• 21:28
  Speaker 2: such a profound presentation. I just want to unpack real
• 21:32
  Speaker 2: quickly before we jump into your top three tactics from
• 21:35
  Speaker 2: your book. Yeah, okay, yeah, no, no, no. I think
• 21:38
  Speaker 2: it's fantastic. And you know, you are obviously a fellow
• 21:43
  Speaker 2: academic practitioner, right, You're in it day to day. You
• 21:47
  Speaker 2: are a manager, you're a leader in business development. You've
• 21:50
  Speaker 2: been in the business world as long as I have.
• 21:53
  Speaker 2: We've been on this planet for a fairly long time.
• 21:57
  Speaker 2: And I think you know here we are too, academic
• 22:00
  Speaker 2: business development practitioners, and we saw the same things through
• 22:05
  Speaker 2: the nineties into the early two thousands. We saw this
• 22:08
  Speaker 2: fundamental shift as individual practitioners on opposite sides of the planets.
• 22:12
  Speaker 2: We've never talked to each other, but I came to
• 22:15
  Speaker 2: the same conclusion that you did. There was a fundamental
• 22:17
  Speaker 2: shift after And my theory is that once the internet
• 22:20
  Speaker 2: was created, it empowered the consumer to have a massive voice.
• 22:25
  Speaker 2: Before that, you know, if you bought something during the
• 22:27
  Speaker 2: industrial age and you didn't like it, who are you
• 22:31
  Speaker 2: gonna tell your neighbor? Okay, who cares? There is no
• 22:35
  Speaker 2: there's no virality to that. And now today, fast forward,
• 22:38
  Speaker 2: with all these amen's tools, one person could bring down
• 22:42
  Speaker 2: an entire corporation's brand by just one bad experience if
• 22:46
  Speaker 2: they wanted to, And so that provides tremendous power to
• 22:49
  Speaker 2: the consumer, which then caused the shift from being order
• 22:53
  Speaker 2: takers and sales to now being consultative members of the community.
• 22:58
  Speaker 2: So that ultimately our mission is to create raving fans.
• 23:01
  Speaker 2: And that's why the definition of business development is customer
• 23:04
  Speaker 2: and community advocacy that creates corporate growth, which is a
• 23:08
  Speaker 2: double entendre. You know, obviously we advocate for our customers
• 23:12
  Speaker 2: so their success, but if we do it right, they
• 23:14
  Speaker 2: will advocate for us and make us a big success
• 23:18
  Speaker 2: as well. And I bet the CEO of Schwinn back
• 23:22
  Speaker 2: in the nineties wish he had a professional business developer
• 23:26
  Speaker 2: like you, Loslow, who would say, you know what, Boss,
• 23:28
  Speaker 2: I'm talking to the customers every day and they don't
• 23:31
  Speaker 2: like our product and oh, by the way, Giant is
• 23:34
  Speaker 2: killing us. We need to shift back to what we
• 23:37
  Speaker 2: were doing and succeed strategically. So wow, fantastic overview, Loslow.
• 23:44
  Speaker 2: I do want to jump into the top three tactics.
• 23:46
  Speaker 2: We do have a limited amount of time to go forward,
• 23:48
  Speaker 2: and maybe we can have you back on the show again.
• 23:50
  Speaker 2: I know because you're publishing books quite frequently, and I
• 23:54
  Speaker 2: love that how you're contributing so much to the business
• 23:57
  Speaker 2: development profession. You're doing your PhD in I can't wait
• 24:00
  Speaker 2: to read your thesis as well and read the final
• 24:04
  Speaker 2: paper from your PhD. But let's jump into real quickly.
• 24:09
  Speaker 2: Top three tactics to make us robot proof as business developers.
• 24:12
  Speaker 2: What do you think? Let's let's talk about maybe two
• 24:14
  Speaker 2: minutes per each tactic and folks, you can get his
• 24:18
  Speaker 2: book and read all the tactics. But Laslow give us
• 24:21
  Speaker 2: some teasers. Here's what's number one?
• 24:24
  Speaker 3: Okay, the number one is is it's the new superpower
• 24:31
  Speaker 3: in business development? Is that reading what AI doesn't read
• 24:37
  Speaker 3: that we know and we are conscious about where are
• 24:41
  Speaker 3: the limits of AI? And focus on these skills. Not
• 24:46
  Speaker 3: focus on the skills that a I can do in
• 24:48
  Speaker 3: two seconds, but focus on things that AI will never do.
• 24:53
  Speaker 3: And this is something that is called social intelligence. A personally,
• 24:58
  Speaker 3: I think that emotional intelligence is very is very important
• 25:03
  Speaker 3: in sales, but I think that social intelligence is so underrated.
• 25:09
  Speaker 3: And I'm learning social intelligence for a couple of years
• 25:14
  Speaker 3: and I'm using in my job, and I'm not afraid
• 25:17
  Speaker 3: of AI, because AI will never feel that fear in
• 25:22
  Speaker 3: the air, that that powers between the sentences, that will
• 25:27
  Speaker 3: tell you a lot about that client. That it's it's
• 25:31
  Speaker 3: something unique that only people, a human can feel. And
• 25:35
  Speaker 3: if you focus on these skills, you will always have
• 25:38
  Speaker 3: a superpower over AI. AI will do your job, do
• 25:43
  Speaker 3: your boring jobs. But when it when the time comes
• 25:47
  Speaker 3: when you need to shine, you just take your social
• 25:51
  Speaker 3: intelligence skills. And and this is something I write about
• 25:55
  Speaker 3: in this book.
• 25:56
  Speaker 2: All Right, I love it. I love its Low. That's great.
• 25:59
  Speaker 2: I mean social intelligence folks, focus on what we do
• 26:02
  Speaker 2: as humans, that humans do better than that a robot
• 26:05
  Speaker 2: will not be able to do. And look, leverage those
• 26:08
  Speaker 2: robots as much as possible. As Laslow said, right, I
• 26:10
  Speaker 2: don't think I've ever heard a business developer say I
• 26:13
  Speaker 2: love to enter data into CRM every day. No, thegin
• 26:17
  Speaker 2: new is is you won't have to do that with AI. Okay, Leslow,
• 26:20
  Speaker 2: let's jump to number two.
• 26:22
  Speaker 3: The second thing is a little bit about Hollywood. So
• 26:27
  Speaker 3: and this is I felt, on my personal example, that
• 26:33
  Speaker 3: we need to think our jobs a little bit different.
• 26:36
  Speaker 3: Forget about the business card. It's it's stupid on business card.
• 26:40
  Speaker 3: It's just a title. The important thing is what you
• 26:43
  Speaker 3: give yourself as a title. For example, Strategic Partnership Architect
• 26:48
  Speaker 3: or cultural intelligence specialist or AI human collaboration expert or whatever.
• 26:56
  Speaker 3: Give yourself some titles and start let averaging it, create
• 27:02
  Speaker 3: create extra thing on the market. For example, uh, custom
• 27:09
  Speaker 3: made analysis of a customer, so bring him some data,
• 27:15
  Speaker 3: some information they've never knew it existed. And because of AI,
• 27:20
  Speaker 3: you can do that. You can sew custom made, any offer,
• 27:24
  Speaker 3: any anything you want. They will be astonished. And I've
• 27:29
  Speaker 3: done it and people were looking at me like wow,
• 27:32
  Speaker 3: where the this comes from? Souh AI gives me enough
• 27:39
  Speaker 3: time to approach every customer with a super custom made
• 27:45
  Speaker 3: off a super custom made information. They need that exact time.
• 27:49
  Speaker 3: So this is my second strategy that I would I
• 27:52
  Speaker 3: would use AI for my daily business. Yeah, I love it.
• 27:57
  Speaker 2: I love it, Laslow. It's look get rid of the
• 27:59
  Speaker 2: business card, focused on your personal brand as somebody who's
• 28:03
  Speaker 2: an expert that delivers value to their customers. And again,
• 28:07
  Speaker 2: use AI to do the research for you. And then
• 28:12
  Speaker 2: you provide that research studio, that piece of information that
• 28:15
  Speaker 2: you're your prospect, your customer never thought about, and you're
• 28:18
  Speaker 2: providing that value to them, whether it's personally or whether
• 28:21
  Speaker 2: it's within your community online on LinkedIn. Building that brand
• 28:25
  Speaker 2: as the person for that unique niche that you serve.
• 28:28
  Speaker 2: I love it. Dump the BD, but dump the business
• 28:31
  Speaker 2: card and build the brand. Okay, that's that's number two.
• 28:34
  Speaker 2: What's number three, Leslo?
• 28:36
  Speaker 3: I've chosen number three. It's very obvious, but I think
• 28:39
  Speaker 3: it's underrated. Is the new literacy? Like uh, try to
• 28:46
  Speaker 3: use AI. Become an expert in using AI, not like expert.
• 28:54
  Speaker 3: Become super expert in using AI. Understand the logic behind
• 29:00
  Speaker 3: find it, understand the the programming behind it, and and maximize,
• 29:07
  Speaker 3: but truly maximize its capability. I've, for example, I used
• 29:13
  Speaker 3: AI so much. I notice the humor, I noticed the character.
• 29:18
  Speaker 3: I noticed I'm using clothe ANCHI GPT parallel, and I
• 29:23
  Speaker 3: compare them all the time, and I actually know them
• 29:28
  Speaker 3: by character, the humor. I know what they are capable of.
• 29:32
  Speaker 3: And it's very very useful to me. And this prompt
• 29:37
  Speaker 3: engineering they call it. I wrote a big chapter about
• 29:42
  Speaker 3: this in my book, is very very useful to learn
• 29:45
  Speaker 3: how to use AI. I know it's basic, I know,
• 29:49
  Speaker 3: but but not to be shadow but really deep dive
• 29:53
  Speaker 3: because because it's it's the it's really the future, and
• 29:56
  Speaker 3: we can't do it. We don't have a few it.
• 30:01
  Speaker 2: Yeah, I love it. Like you know, at the end
• 30:04
  Speaker 2: of the day, you have to maximize your specialization in
• 30:08
  Speaker 2: the tools that allow you to be a success and
• 30:10
  Speaker 2: allow you to compete, whether that's with your competitors directly
• 30:14
  Speaker 2: in your market, if they are local competitors, or if
• 30:17
  Speaker 2: they are international competitors. There are regions of the world
• 30:21
  Speaker 2: that have mastered AI much faster than other regions, and
• 30:25
  Speaker 2: they are accelerating. So you have to be an expert
• 30:31
  Speaker 2: in those AI tools. And folks, you know, if you
• 30:35
  Speaker 2: if you want to stay up to speed, you can
• 30:38
  Speaker 2: read Laslow's material, read his book, and follow him. So
• 30:42
  Speaker 2: let's just wrap up real quickly, Laslow, the top three
• 30:46
  Speaker 2: takeaways from your book and tactics. Number one is become
• 30:50
  Speaker 2: an expert in social intelligence. Now, emotional intelligence is great,
• 30:55
  Speaker 2: we all have to have that as a business developer,
• 30:58
  Speaker 2: but now it's about social intell dilligence, building that network,
• 31:01
  Speaker 2: building that community. And the second key point is dump
• 31:07
  Speaker 2: the business card and build your brand, your personal brand,
• 31:12
  Speaker 2: being known as somebody that delivers value. And then finally,
• 31:16
  Speaker 2: become an expert in artificial intelligence tools. It's changing so quickly.
• 31:21
  Speaker 2: And folks, if you need to keep up the speed,
• 31:23
  Speaker 2: follow last load, so last load, please tell us how
• 31:25
  Speaker 2: can folks follow you, follow your work, connect with you well?
• 31:29
  Speaker 3: I would invite everybody to reach out to me on LinkedIn.
• 31:36
  Speaker 3: I am fully available, available, and I am very open
• 31:41
  Speaker 3: to discussions, I new ideas. I'm I like a big
• 31:46
  Speaker 3: sponge of information. I want to know everything about you
• 31:50
  Speaker 3: guys and your ideas, and I want to learn. And
• 31:55
  Speaker 3: I think that we need to share a lot more
• 31:57
  Speaker 3: about about our knowledge and experience and to network a
• 32:02
  Speaker 3: lot a lot more because we need to support each other.
• 32:08
  Speaker 2: Yes, business development is a team sport and the main
• 32:14
  Speaker 2: thing that we play with today is artificial intelligence. That
• 32:19
  Speaker 2: is the main piece of equipment in our sport today, folks.
• 32:22
  Speaker 2: And if you want to learn how to leverage artificial
• 32:25
  Speaker 2: intelligence and play your best game of business development, then
• 32:30
  Speaker 2: go to Amazon or other publishers and you can find
• 32:33
  Speaker 2: the book Business Development after AI, Mastering the Human Skills
• 32:38
  Speaker 2: that matter most in a driven world. It's available on
• 32:42
  Speaker 2: Amazon and Kindle paperback and grab your copy today and
• 32:46
  Speaker 2: take a look at the other works from Laslow, including
• 32:50
  Speaker 2: his other book, Operational Business Development. He is an academic practitioner.
• 32:57
  Speaker 2: He is a treasure for our community with his research
• 33:00
  Speaker 2: that he is providing in what he is sharing with
• 33:03
  Speaker 2: all of you today. Las Logyo, Sir, thank you so
• 33:07
  Speaker 2: much for what you do for our profession.
• 33:10
  Speaker 3: Thank you, thank you, goodbye.
• 33:15
  Speaker 1: Thank you for listening to the Business Development Podcast. Join
• 33:19
  Speaker 1: our free community of corporate partners and business development professionals
• 33:23
  Speaker 1: advancing the art, science, and ethics of the business development
• 33:28
  Speaker 1: profession at Gbdassociation dot org.