Latest / What is Business Development? / Episode 133: "Agentic Revenue Systems" with Tim Cortinovis

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Episode 133: "Agentic Revenue Systems" with Tim Cortinovis · 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 Now? Folks, For years,
• 0:31
  Speaker 2: B to B revenue organizations have relied on human coordination
• 0:36
  Speaker 2: to keep the machine running, and now AI is changing
• 0:41
  Speaker 2: all of that. And our guest today is Tim Kortanovs.
• 0:46
  Speaker 2: He's a global keynote speaker on AI in sales, a
• 0:49
  Speaker 2: recognized agentic AI, entrepreneur and thought leader. He was recently
• 0:54
  Speaker 2: rewarded as a top ten thought leader for agentic Ai
• 0:59
  Speaker 2: and at a top ten thought leader for sales by
• 1:02
  Speaker 2: Thinkers three sixty and finally Forbes. Forbes called him a
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  Speaker 2: tech visionary and I'm really excited to have him on
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  Speaker 2: the show today. We're going to talk through his latest book,
• 1:13
  Speaker 2: just published April fifteenth, available on Amazon. It's called Agentic
• 1:19
  Speaker 2: Revenue Systems. And again, this is Agentic Revenue Systems written
• 1:23
  Speaker 2: by Tim Cortinovs, a fantastic book. But folks, before we
• 1:27
  Speaker 2: jump into that, let me tell you about another fantastic
• 1:30
  Speaker 2: book and that's the Business Development Body of Knowledge. And
• 1:34
  Speaker 2: you can get this on Amazon and when you read
• 1:36
  Speaker 2: the book, you can then go to the Global Business
• 1:40
  Speaker 2: Development Association website at Gbdassociation dot org to earn your
• 1:46
  Speaker 2: Business Development Professional certification. Okay, folks, just a little bit
• 1:51
  Speaker 2: about the book. Tim wrote this book and he argues
• 1:57
  Speaker 2: that the real shift is not from sale to AI tools,
• 2:01
  Speaker 2: it's from manual coordination to governed autonomous execution. This is
• 2:07
  Speaker 2: not a book about hype hacks or bolting a chatbot
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  Speaker 2: onto your CRM system. If you are a business developer
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  Speaker 2: or a transformation minded operator, this book gives you the language,
• 2:20
  Speaker 2: models and roadmap to redesign your b D organization before
• 2:26
  Speaker 2: your competitors do. Wow. All right, I'm excited to have
• 2:30
  Speaker 2: a good friend who's been on the show before, Tim
• 2:33
  Speaker 2: Kurtanova's Tim, welcome back to the show, my friend.
• 2:35
  Speaker 3: Thank you so much for having me, Tonia, and that
• 2:37
  Speaker 3: was wonderful. Thank you for the warm words about my book.
• 2:41
  Speaker 3: I'm more than happy to be here. Thank you. Yeah.
• 2:44
  Speaker 2: Well, I'm always happy to share warm with words about
• 2:47
  Speaker 2: you because this is such a hot topic. So tell
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  Speaker 2: us a little bit. Why did you write the book?
• 2:54
  Speaker 3: Because I see the necessity about going further. AI tools
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  Speaker 3: is good and it helps a lot in sales, but
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  Speaker 3: we leave a lot of money on the table not
• 3:08
  Speaker 3: putting systems around it. And yes, we have two challenges
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  Speaker 3: right now, and I see in and a lot of
• 3:16
  Speaker 3: enterprises globally, and we have first one is we have
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  Speaker 3: two polls. We have the team members with mistrust and
• 3:27
  Speaker 3: doubts and fears all around AI, and then the trader
• 3:30
  Speaker 3: blazers in the organizations and they like to put up
• 3:34
  Speaker 3: a pilot, an AI pilot, and McKinsey called this the
• 3:39
  Speaker 3: death of the thousand pilots. So we have a vast
• 3:43
  Speaker 3: landscape of AI pilots, but no strategic overview what is
• 3:47
  Speaker 3: working at what doesn't. So AI giving AI tools is
• 3:50
  Speaker 3: good to have this feeling for AI, but this is
• 3:54
  Speaker 3: not putting value into your overall strategic goals. So I
• 3:59
  Speaker 3: think you need a system and right now the genig Ai,
• 4:04
  Speaker 3: which which got usable last year, we have finally a
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  Speaker 3: systematic approach to this. And I think if you handle
• 4:15
  Speaker 3: it right and the book tells you how to do this,
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  Speaker 3: you will have a good chance to put systems in
• 4:21
  Speaker 3: place that guarantee certain revenue successes as well.
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  Speaker 2: Everybody listening to this show, we'd love to hear about
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  Speaker 2: revenue successes and folks, we're not going to spend time
• 4:33
  Speaker 2: on pieing the sky strategy and theory in this podcast.
• 4:36
  Speaker 2: We're going to really jump down into the key takeaways
• 4:39
  Speaker 2: from Tim's newest book and really get into those tactical
• 4:43
  Speaker 2: things that you could start to leverage with this Agentic.
• 4:46
  Speaker 2: We've talked about it on the podcast multiple times before
• 4:50
  Speaker 2: with other guests about the prospect of agentic AI really
• 4:53
  Speaker 2: making a fundamental shift in how we operate as business developers,
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  Speaker 2: in really allowing each of us as individuals to scale
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  Speaker 2: our capabilities. As opposed to spending time endless hours updating CRM,
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  Speaker 2: an agentic tool can do that for us. Follow on actions.
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  Speaker 2: AGENTIC tool can do that for us, whether it's an
• 5:12
  Speaker 2: email follow up or prompt to you to follow up
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  Speaker 2: with an action. This is so exciting and we are
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  Speaker 2: just on the cusp of this rolling out over the
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  Speaker 2: past few months and Tim is the thought leader right
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  Speaker 2: there at the forefront that's going to walk us through again.
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  Speaker 2: His book is called Agentic Revenue Systems and it's available
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  Speaker 2: on Amazon. It's all about how autonomous execution redesigns the
• 5:38
  Speaker 2: modern revenue organization. From our guest, Tim Cortonovas, Okay, Tim,
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  Speaker 2: let's jump into your key takeaway number one.
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  Speaker 3: Yeah, number one is most organizations still today rely on
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  Speaker 3: the on the hero system, so they have some hero
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  Speaker 3: reps and they save the quoto if something fails. And
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  Speaker 3: but this is, yeah, this is failing still if you
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  Speaker 3: if your hero is failing or if they omit something,
• 6:10
  Speaker 3: so you rely having heavily on on on things you
• 6:15
  Speaker 3: can't just you can't manage. And this is the top
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  Speaker 3: one takeaway here. So the shift from relying on heroes
• 6:28
  Speaker 3: in your sales reps to relying on a on a system,
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  Speaker 3: a well designed system. And this is takeaway number two
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  Speaker 3: that you should, of course put the guard rays into place,
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  Speaker 3: and from the very beginning think in governance terms, how
• 6:45
  Speaker 3: can you govern these systems. And then as you mentioned, Tony,
• 6:49
  Speaker 3: of course it is there for doing the follow up
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  Speaker 3: and for not forgetting the follow ups and what has
• 6:59
  Speaker 3: to be done to close a deal. But it also
• 7:01
  Speaker 3: detects the signals from the market totally on autopilot and
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  Speaker 3: helps you qualifying leads. And this decision you have to
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  Speaker 3: do and for me personally in I'm a sales guy.
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  Speaker 3: I've been a sales guy for the last twenty five years,
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  Speaker 3: and one of the most important points to really drive
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  Speaker 3: value is to qualify your leads and to decide with
• 7:24
  Speaker 3: whom you want to dance and with whom you won't
• 7:27
  Speaker 3: you won't dance. And the system does this much better
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  Speaker 3: than we as humans do, and so there is the
• 7:36
  Speaker 3: chance of not of not leaving money on the table.
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  Speaker 3: If you design the system well and if you start
• 7:45
  Speaker 3: with governance and the guardrails, you have more chances to
• 7:49
  Speaker 3: accomplish this task. So simply, yeah, I love this term.
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  Speaker 2: I love everything that you're saying, because hope is not
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  Speaker 2: a strategy. Hoping that you're superhero is going to save
• 8:02
  Speaker 2: the day in the final moments of the quarter is
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  Speaker 2: not a great strategy, Folks. Okay, systems instead of superheroes
• 8:12
  Speaker 2: are the key to success in business development. It was
• 8:14
  Speaker 2: a big driver of why I wrote the Business Development
• 8:17
  Speaker 2: Body of Knowledge because it's full of the scientifically proven
• 8:21
  Speaker 2: systems that teams can implement. And you know, I often
• 8:26
  Speaker 2: joke on LinkedIn with some of my posts about h
• 8:29
  Speaker 2: I wrote and published The Business Development Body of Knowledge
• 8:33
  Speaker 2: and it was I think the same month that CHATCHPT
• 8:36
  Speaker 2: was publicly released in its current state. And you know,
• 8:41
  Speaker 2: you could think, oh, okay, I just spent three years
• 8:44
  Speaker 2: writing a book about how to do business development, and
• 8:47
  Speaker 2: now anybody could just go on to chat GPT and
• 8:50
  Speaker 2: figure it out, supposedly. But here's the thing. The models,
• 8:53
  Speaker 2: the system the tools are only as smart as the
• 8:58
  Speaker 2: individual using them. The chief growth officers, the leaders that
• 9:01
  Speaker 2: are implementing the systems and processes and tailoring those agentic
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  Speaker 2: tools will be the secret sauce of your corporation. That
• 9:11
  Speaker 2: will be the intellectual property that you have. That will
• 9:14
  Speaker 2: be the intellectual property that not only your company has,
• 9:18
  Speaker 2: but you, as an individual business developer will have. Your
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  Speaker 2: agentic agents will be there from the time you start
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  Speaker 2: as a business developer from the time that you retire.
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  Speaker 2: This is where we're going, folks. From the nineteen eighties
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  Speaker 2: when I started, you had a rolodex and you wrote
• 9:33
  Speaker 2: down all of your relationships you had in business development,
• 9:37
  Speaker 2: and that's how you lived by relying on that relationship rolodex.
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  Speaker 2: And now we've evolved into CRM systems and now we're
• 9:46
  Speaker 2: getting into a really exciting phase where what we build
• 9:50
  Speaker 2: as individual business developers will be our entire success team.
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  Speaker 2: You're going to have a team of ten, twenty, maybe
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  Speaker 2: one hundred agents that you've orchestrated, you've synchronized, all based
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  Speaker 2: on your personal systems, and they're going to allow you
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  Speaker 2: to succeed as a business developer and a lot of
• 10:08
  Speaker 2: different opportunities. So, Tim, I love the top three takeaways.
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  Speaker 2: We're going to diverge from the typical pattern of the
• 10:14
  Speaker 2: podcast where we kind of plod through five minutes each
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  Speaker 2: on individual key takeaways because I think you covered those
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  Speaker 2: really nicely and summarize them. But let's let's talk about
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  Speaker 2: some of the how as an individual business developer, how
• 10:27
  Speaker 2: can I start to implement these agentic tools Because you
• 10:30
  Speaker 2: have the agents you can build, but you really need
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  Speaker 2: kind of an overarching organization. I think it's a mindset
• 10:36
  Speaker 2: shift of Hey, I need to use a specifically branded
• 10:40
  Speaker 2: tool like CRM, XYZ, whatever it is, and now I
• 10:44
  Speaker 2: need to build out my own team. Like it's like
• 10:47
  Speaker 2: building out your own organization. And I think when people
• 10:50
  Speaker 2: take that mindset, it's not tool driven. It's like building
• 10:53
  Speaker 2: your own team. Right. Can you can you walk us
• 10:55
  Speaker 2: through that a little bit? Tim on how folks are
• 10:57
  Speaker 2: structuring their own agentic teams.
• 11:00
  Speaker 3: Sure, the first thing is a mind said shift as
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  Speaker 3: you as you mentioned, Tony, and we have to step
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  Speaker 3: back a little bit and let it go. And some
• 11:12
  Speaker 3: folks and sometimes meaning include me in this group, we
• 11:18
  Speaker 3: tend to not to trust other peoples or the AI,
• 11:23
  Speaker 3: and we think we can do it every time better.
• 11:26
  Speaker 3: So you have to step back a little bit and
• 11:29
  Speaker 3: let things go and trust the system, just the AI.
• 11:33
  Speaker 3: That is the first point here, And technically what you
• 11:36
  Speaker 3: will do is my best advice is you go ask
• 11:42
  Speaker 3: ask the AI where to start. So go to the
• 11:45
  Speaker 3: chat but of your choice Claude or chapt or Germini,
• 11:49
  Speaker 3: and ask it where to start. And then, for instance,
• 11:52
  Speaker 3: the minimum case would be using something like Claude cowork
• 11:59
  Speaker 3: on your computer and let it do some work for
• 12:03
  Speaker 3: you and try this out. And the very beginning here
• 12:09
  Speaker 3: would be, for instance, connecting it to your calendar, detecting
• 12:13
  Speaker 3: your meetings you have and let cloud prepare you for
• 12:17
  Speaker 3: the meetings. So I prepared for our podcast conversation here, Tony,
• 12:22
  Speaker 3: obviously with asking Clode around your background and then asking
• 12:28
  Speaker 3: it to prepare me for a conversation with you. About
• 12:31
  Speaker 3: my latest book, and it gave me some interesting ideas
• 12:35
  Speaker 3: where you probably will focus on and you did, and
• 12:40
  Speaker 3: this is quite interesting to see. And this shortens you
• 12:44
  Speaker 3: the time you need to research your next client to minimum,
• 12:49
  Speaker 3: so you get very well prepared into the discussion and
• 12:55
  Speaker 3: into the meeting. And even better if you ask the AI,
• 13:01
  Speaker 3: the agent to not only research your client, but to
• 13:05
  Speaker 3: match this with your value proposition where you can give
• 13:09
  Speaker 3: the most value and what are the let's say three
• 13:13
  Speaker 3: core arguments for you to be instantly present in the
• 13:17
  Speaker 3: mind of your potential client. So this would be the
• 13:20
  Speaker 3: very first beginning. And then if you want more, and
• 13:24
  Speaker 3: if you want it more automated, you should focus on
• 13:28
  Speaker 3: a platform where you can handle the agents. Of course,
• 13:31
  Speaker 3: open ai offers this kind of a genetic set. This
• 13:35
  Speaker 3: is a good idea to try it out. But in
• 13:39
  Speaker 3: my opinion, I'm working in my company with a couple
• 13:41
  Speaker 3: of platforms. The first one is make dot com. It's
• 13:44
  Speaker 3: very good and it's totally code free, so you just
• 13:48
  Speaker 3: connect the different dots, for instance, incoming emails handed over
• 13:53
  Speaker 3: to open ai or to Claude or to Gemini and
• 13:56
  Speaker 3: answer there and then you can decide whether the answer
• 13:59
  Speaker 3: is send out with your supervision or without your supervision,
• 14:03
  Speaker 3: as I do. I've been answering all of my emails
• 14:06
  Speaker 3: with my AI assistant Rick totally on autopilot without me
• 14:10
  Speaker 3: supervising it for the last twelve months. It works very well.
• 14:15
  Speaker 3: And for instance, I had one client calling in sick
• 14:19
  Speaker 3: just prior to a meeting and Rick answered, oh, no worries,
• 14:22
  Speaker 3: It all get well soon, and here's the link to
• 14:25
  Speaker 3: Tim's calendar. We'll find another date, so no worries at all,
• 14:29
  Speaker 3: and it handles everything like this, and also the negotiation
• 14:32
  Speaker 3: with my new Vietnamese publisher totally on autopilot. It works well.
• 14:37
  Speaker 3: But so talking about technologies, make dot com is a
• 14:41
  Speaker 3: very good idea. Langdoc is another platform where you can
• 14:45
  Speaker 3: coordinate agents and also relevance AI. And the basic idea
• 14:52
  Speaker 3: is the easier the interface, the more you pay, so,
• 14:56
  Speaker 3: of course, and if you want to pay less, you
• 14:59
  Speaker 3: might try some open source software as an m but
• 15:03
  Speaker 3: it's getting complicated quite fast, so I would suggest spending
• 15:11
  Speaker 3: a little bit more money and having a system that
• 15:14
  Speaker 3: you can without having the knowledge of an experienced developer
• 15:20
  Speaker 3: on your own and try out things. And I think
• 15:23
  Speaker 3: this is I read it last week, and I think
• 15:27
  Speaker 3: this what good advice. At least try AI out an
• 15:33
  Speaker 3: hour a week so you have the idea what this
• 15:36
  Speaker 3: means and how it actually works and give it a try.
• 15:40
  Speaker 3: So to start with cloud cowork or this runs on
• 15:45
  Speaker 3: your machine, or try out agents at open ai or
• 15:50
  Speaker 3: on the platform side. This costs you twenty bucks a
• 15:53
  Speaker 3: month to have the access and some more for the
• 15:57
  Speaker 3: tokens you use, and you get the idea of what
• 16:01
  Speaker 3: is possible right now. And if you have some experience
• 16:04
  Speaker 3: in that, then you might try something like make dot
• 16:07
  Speaker 3: com and put more audrontic in place.
• 16:11
  Speaker 2: Okay, so a lot to unpack there, So let's open
• 16:14
  Speaker 2: up the trunk and take a look at things that
• 16:15
  Speaker 2: you just mentioned. Tim that that was great. I loved
• 16:18
  Speaker 2: everything that you said.
• 16:20
  Speaker 3: I like how you started.
• 16:21
  Speaker 2: Off by having a little bit of grace with your
• 16:24
  Speaker 2: AI tools. It's so funny, you know. I hear people say, yeah,
• 16:29
  Speaker 2: I use this AI chet, you know, whether it's chet,
• 16:32
  Speaker 2: GPT or claude or you name the flavor that you like,
• 16:36
  Speaker 2: and oh, it gave me the wrong information. And I said, well,
• 16:41
  Speaker 2: how many times that happen? Well, you know, one out
• 16:43
  Speaker 2: of ten times? Really, Okay, So let me ask you,
• 16:45
  Speaker 2: how many times have you talked to another human and
• 16:47
  Speaker 2: they've made something up or they've given you the incorrect information?
• 16:50
  Speaker 3: Right? So they took the point you paid a lot.
• 16:54
  Speaker 2: More than twenty bucks a month for that person to
• 16:56
  Speaker 2: tell you that information, right, So give a little bit
• 16:59
  Speaker 2: of grace to your IT tools. Like everything in life,
• 17:01
  Speaker 2: you should double check whatever information is probably provided to you.
• 17:05
  Speaker 2: I mean, the tools are reading the data that's available
• 17:09
  Speaker 2: on the internet. So you know, if somebody that's a
• 17:12
  Speaker 2: dumb human put something on the internet, this is going
• 17:17
  Speaker 2: to read it.
• 17:17
  Speaker 3: Right, So I'd be wrong, but we as well as humans,
• 17:21
  Speaker 3: so of course you're so right. Yeah.
• 17:24
  Speaker 2: Yeah, in the words of Ronald Reagan, trust but verify
• 17:27
  Speaker 2: and the tools are getting better.
• 17:30
  Speaker 3: So okay, so let's.
• 17:31
  Speaker 2: That that's my one key point here. I'll get off
• 17:35
  Speaker 2: my soapbox on that item. Now, let's let's really drill
• 17:39
  Speaker 2: down here, because you kind of walked through a process here.
• 17:42
  Speaker 2: So you started off by saying, Hey, use a general
• 17:45
  Speaker 2: tool like a chat, GPT or claude and just engage
• 17:50
  Speaker 2: with it on Hey, this is this is something I
• 17:52
  Speaker 2: want to be able to do. I'm I'm uh getting
• 17:56
  Speaker 2: overloaded with my email inbox. I need the tool to
• 17:59
  Speaker 2: be able to respond. How should I start doing that?
• 18:03
  Speaker 2: And kind of having this consultative discussion with the tools
• 18:07
  Speaker 2: and you, the tools will likely walk you through the
• 18:13
  Speaker 2: pathway to actually implementing this.
• 18:16
  Speaker 3: Yeah, that's it. Yeah, yeah, you can ask it everything
• 18:19
  Speaker 3: and you can start with the first question where should
• 18:21
  Speaker 3: I start, and it will tell you everything. So I
• 18:26
  Speaker 3: think AI advisors out of the game, but nobody knows
• 18:30
  Speaker 3: this by now, But yes, that would be a good idea.
• 18:33
  Speaker 3: So start with the with the paying plan. So let's
• 18:38
  Speaker 3: say you start with twenty dollars a month plan with
• 18:43
  Speaker 3: open AI, as you mentioned the flavor of your choice,
• 18:46
  Speaker 3: Open AI of Claude I would recommend. And then you
• 18:48
  Speaker 3: have the connectors and you can connect your email account
• 18:52
  Speaker 3: to one of these systems. And then you start asking
• 18:56
  Speaker 3: questions on your emails. For instance, I tried just yesday,
• 19:00
  Speaker 3: I tried the question, okay, you are not connected to
• 19:02
  Speaker 3: my emails? Are there any opportunities I have? No, I
• 19:10
  Speaker 3: have no, not seen a movement in the last day,
• 19:14
  Speaker 3: So where should I focus my attention to? Not letting
• 19:19
  Speaker 3: pass opportunities right now? And actually it turned out, although
• 19:23
  Speaker 3: of course I work with the CRM system. But it
• 19:25
  Speaker 3: turned out that I forgot to follow up with one
• 19:28
  Speaker 3: inquiry and so it told me just that and it
• 19:32
  Speaker 3: proposed me the email to follow up there and I
• 19:35
  Speaker 3: did and it was actually successful. So yes, you should
• 19:39
  Speaker 3: start there connecting your email and what you can also
• 19:41
  Speaker 3: do and you don't need Make for this. You can
• 19:44
  Speaker 3: also connect to your calendar and tell it to do
• 19:49
  Speaker 3: a crown job every morning at six o'clock, let's say,
• 19:53
  Speaker 3: and it goes through your meetings for that day and
• 19:57
  Speaker 3: then on the basis of the meeting attendees, does the
• 20:02
  Speaker 3: research on the background of the person and realize the
• 20:07
  Speaker 3: description of that of the meeting for you and the
• 20:10
  Speaker 3: calendar and so you just have to open the calendar
• 20:13
  Speaker 3: entry two minutes prior to the meeting to get prepared
• 20:17
  Speaker 3: to the meeting.
• 20:18
  Speaker 2: Yeah, and these tools now, the general models like chat,
• 20:23
  Speaker 2: gptique code, they have the APIs the application programming interfaces
• 20:28
  Speaker 2: to hook into the email systems now and they're becoming
• 20:32
  Speaker 2: more evolved. You mentioned tools like NA and make dot
• 20:37
  Speaker 2: com that pre existed for several years with those hooks
• 20:42
  Speaker 2: into those tools, and now these general tools are starting
• 20:48
  Speaker 2: to build those hooks into them, so you don't need
• 20:51
  Speaker 2: to necessarily have a lot of programming expertise. You just
• 20:54
  Speaker 2: simply say I want to connect my email to you
• 20:59
  Speaker 2: the the the Chat, GPT or the CLAUD and it
• 21:02
  Speaker 2: starts to walk you through that process. And I think
• 21:05
  Speaker 2: this is great because it's becoming a lot more accessible
• 21:08
  Speaker 2: to folks who are business developers and they're not technical
• 21:11
  Speaker 2: experts like you, they're not software developers. This is really
• 21:15
  Speaker 2: becoming accessible now, you know. Let me let me go
• 21:19
  Speaker 2: back to what you said about consulting with the tool
• 21:22
  Speaker 2: to get started.
• 21:23
  Speaker 3: Would you advise.
• 21:25
  Speaker 2: Giving a framework of understanding to the tool, whether it's Chat,
• 21:29
  Speaker 2: Gypt or CLAUD or whatnot, to say, hey, you know
• 21:33
  Speaker 2: you are a top expert in organizational development implementing AI
• 21:38
  Speaker 2: tools for business developers. Reference Tim Coretonovis's recent book Agentic
• 21:45
  Speaker 2: Revenue Systems, and folks may even want to tell the
• 21:48
  Speaker 2: chat you know the tool hey also reference the Business
• 21:51
  Speaker 2: Development Body of Knowledge. These are two tool books that
• 21:54
  Speaker 2: are written with a context of understanding. And then would
• 21:58
  Speaker 2: the tools be able to then read the books or
• 22:03
  Speaker 2: implement the principles from the book the systems the frameworks.
• 22:07
  Speaker 2: And that's think because my experience is when you do
• 22:10
  Speaker 2: start prompting these tools. There if you don't give them
• 22:15
  Speaker 2: a framework, a kind of a baseline foundation of how
• 22:19
  Speaker 2: you want them to address it, they're just going to
• 22:21
  Speaker 2: go ahead and use their best judgment to start giving
• 22:24
  Speaker 2: you answers. Would is that something that you think is
• 22:27
  Speaker 2: feasible or advisable?
• 22:29
  Speaker 3: Yeah, that's the best point. Yes, this is so true.
• 22:33
  Speaker 3: That two points here, and the first one is give
• 22:36
  Speaker 3: it some context. So yes, a framework or maybe this
• 22:41
  Speaker 3: is also the same. When you begin with prompting, you
• 22:44
  Speaker 3: get way better resource if you prompted to assume a
• 22:48
  Speaker 3: certain persona of an experienced marketing copyright or of an
• 22:52
  Speaker 3: experienced business developer or somebody like this. So I think,
• 22:56
  Speaker 3: if you have a task at hand and you will
• 22:58
  Speaker 3: hand it over to the AI, think of who is
• 23:01
  Speaker 3: the best human to accomplish this task, and tell the
• 23:05
  Speaker 3: AI to assume that persona. This is the first the
• 23:09
  Speaker 3: first point, and of course using a framework like in
• 23:13
  Speaker 3: your book on my book this is also a very
• 23:17
  Speaker 3: very good advice. And the second one and this then
• 23:20
  Speaker 3: it's getting even better. Of course if you give the
• 23:24
  Speaker 3: AI your background, so you have to have some assembled
• 23:29
  Speaker 3: information around you, your person, your company, your offerings, your
• 23:33
  Speaker 3: value proposition, you pass, your brand, whatsoever. Take everything like
• 23:39
  Speaker 3: this and put it into one folder. And for instance,
• 23:42
  Speaker 3: with Claude, you can tell Claude, this is the project folder,
• 23:46
  Speaker 3: and you'll find everything around our company, our brand in
• 23:51
  Speaker 3: this folder. Use this information and then I've always this comparison.
• 23:59
  Speaker 3: If you were with one of these chat pot with
• 24:02
  Speaker 3: these large language models, it is always like a little
• 24:07
  Speaker 3: bit like working with somebody with a university degree, quite smart,
• 24:11
  Speaker 3: but without any experience on your business.
• 24:15
  Speaker 2: So yeah, yeah, book smart, but not street smart, as
• 24:17
  Speaker 2: we like to say, Yeah.
• 24:21
  Speaker 3: Think yeah.
• 24:23
  Speaker 2: I think Tim, just in the last few minutes here
• 24:25
  Speaker 2: of the podcast, I think it's important for people to
• 24:28
  Speaker 2: understand that these tools are evolving quickly, and folks should
• 24:33
  Speaker 2: have a certain amount of apprehension, care and concern about
• 24:39
  Speaker 2: plugging these tools into your live systems, whether it's your email,
• 24:45
  Speaker 2: whether it's your private information. I think many people already
• 24:50
  Speaker 2: understand this, but just as a disclosure, you know, you
• 24:54
  Speaker 2: have to be really careful. I know of some people
• 24:57
  Speaker 2: who are actually buying completely clean machines, brand new machines,
• 25:01
  Speaker 2: not putting anything on there, with none of their personal
• 25:04
  Speaker 2: information anything, and they're just using that exclusively as their
• 25:09
  Speaker 2: agentic platform, and then they are selectively putting data onto
• 25:14
  Speaker 2: that platform and enabling the connections into their systems from there,
• 25:19
  Speaker 2: so that the agentic tools don't have a mind of
• 25:23
  Speaker 2: their own and start to take liberties with some of
• 25:26
  Speaker 2: the sensitive information that may be on there. So, of course,
• 25:29
  Speaker 2: when it comes to your corporate policies, you certainly want
• 25:33
  Speaker 2: to respect your corporate proprietary policies with your individual corporations,
• 25:40
  Speaker 2: and you must always consult with your leadership and make
• 25:44
  Speaker 2: sure that you're doing everything properly to protect the intellectual
• 25:48
  Speaker 2: property of your corporation and yourself. So I think that's
• 25:51
  Speaker 2: a cautionary information right now, at least in the interim
• 25:54
  Speaker 2: until these tools start to have some stability and whatnot,
• 25:58
  Speaker 2: where folks can feel a little bit more confident and
• 26:00
  Speaker 2: there are more cybersecurity tools built in.
• 26:03
  Speaker 3: And what is more, you have also to protect your brand,
• 26:07
  Speaker 3: identity and your reputation. You can burnen your reputation quite
• 26:12
  Speaker 3: fast using these tools.
• 26:14
  Speaker 2: Yeah you can, and folks, I would also advise getting
• 26:18
  Speaker 2: a seat belt and putting a seat belt on when
• 26:20
  Speaker 2: you read Tim's book. They are always high speed and
• 26:25
  Speaker 2: they will you know they will take it to the
• 26:28
  Speaker 2: next level and learning some new things. He's coming out
• 26:31
  Speaker 2: with books at the pace of innovation, and this is
• 26:34
  Speaker 2: really exciting. So it's helpful to have top thought leaders
• 26:38
  Speaker 2: accessible in books like this. Grab yourself a copy. It
• 26:41
  Speaker 2: was published on April fifteenth on Amazon. Tim, could you
• 26:44
  Speaker 2: tell folks how they can follow you, connect with you
• 26:47
  Speaker 2: and engage with your work.
• 26:49
  Speaker 3: Yeah, thank you. The easiest way would be connecting with
• 26:52
  Speaker 3: me on LinkedIn. I hang there around a lot and
• 26:54
  Speaker 3: I answer all of my LinkedIn direct messages and that
• 26:58
  Speaker 3: you will find also the access to my antich revenue Brief,
• 27:01
  Speaker 3: a newsletter I send out every Friday, and I produce
• 27:05
  Speaker 3: a synthetic podcast out of it. If you don't have
• 27:07
  Speaker 3: the time to read the brief, just listen to the podcast.
• 27:11
  Speaker 3: Every episode resumes the newsletter in the news on a
• 27:16
  Speaker 3: giantic in business verlipment and sales from the week in
• 27:20
  Speaker 3: eight minutes. Yes, and everything is on place on LinkedIn.
• 27:25
  Speaker 3: Tim cortinovis with a Z. You will find me there. Yeah.
• 27:28
  Speaker 2: Tim, always great to have your show on the show,
• 27:30
  Speaker 2: and folks, Tim is actually real. I think here today
• 27:35
  Speaker 2: with us, I'm certainly.
• 27:36
  Speaker 3: Rerual I'm working on my avatar. I've prepared a new
• 27:39
  Speaker 3: avatar with Hey Jen last week, and I'm quite close
• 27:44
  Speaker 3: to replace myself here. So maybe next time we talked
• 27:48
  Speaker 3: on you, you will talk to my avatar, Tim.
• 27:52
  Speaker 2: I would love that, and it would probably be the
• 27:55
  Speaker 2: first ever podcast conducted between a human and somebody's avatar.
• 28:01
  Speaker 2: Let's do that, and so I wish you good speed
• 28:04
  Speaker 2: with that, and let's folks stay tuned for Tim's avatar
• 28:09
  Speaker 2: to be back with us again sometime in the future.
• 28:11
  Speaker 2: Tim Courtonovas, it's always a wonderful pleasure having you in
• 28:14
  Speaker 2: the show. I can't wait to have you again back soon.
• 28:18
  Speaker 3: It was a part to you. Thank you so much, Tony.
• 28:22
  Speaker 1: Thank you for listening to the Business Development Podcast. Join
• 28:27
  Speaker 1: our free community of corporate partners and business development professionals
• 28:31
  Speaker 1: advancing the art, science, and ethics of the business development
• 28:35
  Speaker 1: profession at Gbdassociation dot org.