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AI That Actually Sells | The GrowthPro Edge · The GrowthPro Edge

• 0:00
  Speaker: Welcome to the Growth Pro Edge.
• 0:02
  Speaker: We're here to help scale your
• 0:04
  Speaker: business, build stronger teams
• 0:06
  Speaker: and sharpen your leadership
• 0:08
  Speaker: skills.
• 0:09
  Speaker: I'm your host Denise Killian
• 0:11
  Speaker: with the Growth Pro Group and
• 0:13
  Speaker: Trainer Attainment.
• 0:15
  Speaker: And today we're going to be talking about how you can use AI
• 0:20
  Speaker: for your sales efforts.
• 0:22
  Speaker: And I can think of no one better than a conversation that I had
• 0:25
  Speaker: last year with Keith Moring, who is an innovator in using AI in
• 0:30
  Speaker: both marketing and sales.
• 0:33
  Speaker: So let's get ready to sharpen our edge.
• 0:35
  Speaker: We're going to be talking about AI and sales.
• 0:37
  Speaker: But before we do, I want our viewers to get the chance to
• 0:42
  Speaker: know you a little bit.
• 0:43
  Speaker: So tell us a little bit about you and your company.
• 0:48
  Speaker: Sure.
• 0:49
  Speaker: So my name is Keith Moehring.
• 0:50
  Speaker: I'm the CEO of Play Through.
• 0:52
  Speaker: Uh, we have a mini golf scoring
• 0:55
  Speaker: system for family entertainment
• 0:57
  Speaker: centers and miniature golf
• 0:58
  Speaker: courses.
• 0:59
  Speaker: uh, it's quick and simple.
• 1:01
  Speaker: QR code scan.
• 1:02
  Speaker: Uh, golfers just open it up on their phone, typing their names,
• 1:06
  Speaker: start entering scores.
• 1:07
  Speaker: Uh, super easy and simple.
• 1:09
  Speaker: Uh, and then, uh, as in terms of kind of, as it relates to the
• 1:13
  Speaker: topic that we're talking about AI and sales, uh, we use a lot
• 1:18
  Speaker: of AI to help out with a lot of the, the marketing and the
• 1:21
  Speaker: promotion and, uh, engagement that we do within playthrough.
• 1:25
  Speaker: Now, Keith, um, I heard a rumor that you started this company
• 1:32
  Speaker: because you might have miscalculated your score when
• 1:37
  Speaker: you were playing your brother.
• 1:39
  Speaker: And so you decided to literally create a company so that that
• 1:44
  Speaker: would never happen again.
• 1:46
  Speaker: In my defense, I didn't think of
• 1:47
  Speaker: it as a company, but more as a
• 1:49
  Speaker: way to protect myself against my
• 1:50
  Speaker: own stupidity.
• 1:52
  Speaker: Yeah.
• 1:52
  Speaker: No, it was a family golf event.
• 1:54
  Speaker: And, uh, we added up scores
• 1:56
  Speaker: after the ninth hole after nine
• 1:57
  Speaker: holes to see who should be in
• 1:59
  Speaker: the lead group, and I added my
• 2:01
  Speaker: own score wrong and then didn't
• 2:03
  Speaker: realize until I got home and I
• 2:05
  Speaker: lost to my brother by one
• 2:06
  Speaker: stroke.
• 2:07
  Speaker: So after about a week and a half
• 2:09
  Speaker: of sobbing on the couch, I
• 2:11
  Speaker: decided I needed to solve this
• 2:13
  Speaker: problem.
• 2:15
  Speaker: I that's so fantastic.
• 2:19
  Speaker: And I love that that is the genesis for you know what?
• 2:24
  Speaker: Not only is the sibling rivalry deep with you.
• 2:28
  Speaker: Oh yeah, but that created led to the creation of a company.
• 2:33
  Speaker: Yeah, it was fun.
• 2:34
  Speaker: It was it's been cool to see it evolve.
• 2:36
  Speaker: So went from family events to a memorial event we were having
• 2:40
  Speaker: with my uncle.
• 2:41
  Speaker: We used it for a large charity group outing.
• 2:43
  Speaker: And then all of a sudden last year I started getting interest
• 2:46
  Speaker: in questions about mini golf.
• 2:48
  Speaker: So we built that and it's just been it's been a wild ride.
• 2:53
  Speaker: That's that's fantastic.
• 2:55
  Speaker: I absolutely love it.
• 2:56
  Speaker: So, um, all right, so let's talk about AI and sales.
• 2:59
  Speaker: And AI is something that, um,
• 3:03
  Speaker: can be a little unnerving for
• 3:05
  Speaker: folks.
• 3:06
  Speaker: Um, and unsettling, uh, but
• 3:08
  Speaker: there's so many positive ways
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  Speaker: that we can use AI and certainly
• 3:14
  Speaker: for sales, I think that there
• 3:16
  Speaker: are so many tremendous benefits
• 3:17
  Speaker: for it.
• 3:18
  Speaker: So let's get started.
• 3:20
  Speaker: And, and one of the, the things
• 3:22
  Speaker: about sales that can be complex
• 3:24
  Speaker: is when you're trying to reach a
• 3:27
  Speaker: lot of people, uh, the things
• 3:30
  Speaker: that separate sales from
• 3:31
  Speaker: marketing, I mean, we can,
• 3:33
  Speaker: anybody can send a blast to a
• 3:36
  Speaker: thousand people, but that's
• 3:38
  Speaker: marketing, right?
• 3:39
  Speaker: The, the differentiation for
• 3:41
  Speaker: sales is that it needs to be
• 3:42
  Speaker: personalized.
• 3:43
  Speaker: Yes.
• 3:45
  Speaker: Sending a thousand personalized emails is really hard.
• 3:50
  Speaker: It takes a lot of time.
• 3:51
  Speaker: So how can you use AI to do that?
• 3:55
  Speaker: So the thing that AI does really, I mean, it does a ton of
• 3:58
  Speaker: things really, really well.
• 4:00
  Speaker: But if you give it the right
• 4:01
  Speaker: prompt with a template and like
• 4:06
  Speaker: a spreadsheet's worth of data
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  Speaker: and just say, hey, I need a cold
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  Speaker: outreach email to these five
• 4:13
  Speaker: hundred contacts, it can go
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  Speaker: through that and spit out that
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  Speaker: many emails for you within a
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  Speaker: couple of minutes, uh, which is
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  Speaker: fantastic.
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  Speaker: So I and me as the sales person, all I have to do is copy and
• 4:26
  Speaker: paste that email, give it a quick look, uh, because AI is
• 4:30
  Speaker: definitely not perfect and you don't want to send that kind of
• 4:33
  Speaker: gobbledygook, whatever it is out to these, these prospects.
• 4:37
  Speaker: But, um, yeah, it can take
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  Speaker: eighty, ninety, ninety five
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  Speaker: percent of the work off your
• 4:42
  Speaker: plate and just give your sales
• 4:44
  Speaker: team superpowers in terms of
• 4:46
  Speaker: just their productivity and, and
• 4:50
  Speaker: in a relatively short amount of
• 4:52
  Speaker: time.
• 4:53
  Speaker: Yeah, yeah.
• 4:54
  Speaker: I mean, you could you could
• 4:55
  Speaker: literally go to ChatGPT right
• 4:57
  Speaker: now and give it that spreadsheet
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  Speaker: and say, as long as you give it
• 5:00
  Speaker: like the right character
• 5:01
  Speaker: prompting information, like give
• 5:03
  Speaker: it a personality, give it a like
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  Speaker: a level of expertise, like
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  Speaker: you're a senior sales
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  Speaker: professional at a family
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  Speaker: entertainment center.
• 5:10
  Speaker: And then give it a task like you've been tasked with writing
• 5:13
  Speaker: a personalized email to this specific content contact.
• 5:17
  Speaker: Here's the template that we want to base this loosely off of, and
• 5:20
  Speaker: then explain to it what you want in terms of the output.
• 5:23
  Speaker: I want a short, concise email.
• 5:24
  Speaker: I want you to just bullet points, whatever that is, write
• 5:27
  Speaker: that prompt once and then feed it the data.
• 5:30
  Speaker: And then it could spit out really good versions of those
• 5:33
  Speaker: emails personalized to all of those individual contacts.
• 5:37
  Speaker: And you can ask it to be long or
• 5:40
  Speaker: short, or any of you can give it
• 5:42
  Speaker: the best is like, give it a
• 5:43
  Speaker: personality, give it a tone and
• 5:45
  Speaker: style.
• 5:46
  Speaker: Like I want to write this like, uh, like Ryan Reynolds.
• 5:51
  Speaker: I want Ryan Reynolds wit baked into this email, and it'll layer
• 5:54
  Speaker: that stuff on top of it.
• 5:56
  Speaker: So giving it a personality, or
• 5:58
  Speaker: if you have a bunch of samples
• 6:00
  Speaker: of past emails you've written,
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  Speaker: you can upload those into the AI
• 6:04
  Speaker: tool and give it that as
• 6:06
  Speaker: context, right?
• 6:07
  Speaker: This like I would write this
• 6:09
  Speaker: email and it'll look at all of
• 6:11
  Speaker: that, figure out your
• 6:12
  Speaker: mannerisms, your tone, your
• 6:13
  Speaker: style, and then bake that into
• 6:14
  Speaker: whatever it's going to write as
• 6:16
  Speaker: well.
• 6:17
  Speaker: So it's something that can learn from how you would interact.
• 6:23
  Speaker: Yeah.
• 6:24
  Speaker: A lot of the time we'll use, we'll use, we'll give it what we
• 6:27
  Speaker: call like knowledge bases.
• 6:29
  Speaker: In other words, we'll give it
• 6:29
  Speaker: like a PDF of past emails, past
• 6:33
  Speaker: blog content, past whatever, and
• 6:36
  Speaker: give it that as a frame of
• 6:37
  Speaker: reference.
• 6:38
  Speaker: Um, the, there are times where we like domain expertise.
• 6:42
  Speaker: We'll give it a knowledge base on what it's like to run a
• 6:45
  Speaker: family entertainment center, or what you need to know about
• 6:48
  Speaker: working in this position in, and it'll take all of that into
• 6:51
  Speaker: account when doing the task you've asked it to do.
• 6:55
  Speaker: That's great, that's great.
• 6:57
  Speaker: So the more information you give it, the better it's going to be.
• 7:00
  Speaker: Yes.
• 7:01
  Speaker: Yeah.
• 7:01
  Speaker: If you just go in there with a one line prompt, like write me a
• 7:04
  Speaker: sales email for this contact, you'll get it.
• 7:06
  Speaker: It'll be good, but it won't be
• 7:08
  Speaker: to the level and quality that
• 7:10
  Speaker: you would probably do it
• 7:11
  Speaker: yourself.
• 7:12
  Speaker: Whereas if you do give it all that background, all that
• 7:15
  Speaker: context, all that stuff to work off of, and you give it a really
• 7:18
  Speaker: specific and highly targeted prompt, the outputs are going to
• 7:23
  Speaker: be much nicer to what you're looking to do.
• 7:26
  Speaker: And it also help with the follow ups, like after you've had the
• 7:31
  Speaker: conversation with somebody.
• 7:33
  Speaker: Yeah.
• 7:33
  Speaker: And you need to do a follow up.
• 7:35
  Speaker: Can it help with that?
• 7:36
  Speaker: Yeah.
• 7:36
  Speaker: So like, one of the things that
• 7:37
  Speaker: we'll do is as we're on a phone
• 7:40
  Speaker: call, we'll take notes of what's
• 7:42
  Speaker: going on within the
• 7:43
  Speaker: conversation, uh, talking
• 7:45
  Speaker: points, takeaways, that kind of
• 7:46
  Speaker: thing.
• 7:46
  Speaker: Just jot it all down in like a bulleted form.
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  Speaker: What you can do is then copy
• 7:51
  Speaker: that bolded list into like a
• 7:53
  Speaker: ChatGPT and say, I need a
• 7:56
  Speaker: summary email that I'm going to
• 7:58
  Speaker: send after this introductory
• 7:59
  Speaker: call.
• 8:00
  Speaker: Here's all the tough stuff we talked about.
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  Speaker: I want a quick email, a quick bullet point of the key
• 8:05
  Speaker: takeaways as well as next steps.
• 8:08
  Speaker: Uh, and then it'll write out that email.
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  Speaker: And what's nice is then that's one of those times where if you
• 8:12
  Speaker: give it a template, it can work off of that template too.
• 8:16
  Speaker: So as you, as you do more and more of those and what works,
• 8:19
  Speaker: what doesn't, use those to feed into the AI tool to get that
• 8:23
  Speaker: output much tighter to what you were hoping for.
• 8:27
  Speaker: Um, which those are so great.
• 8:29
  Speaker: Like I, I love when now almost every recorded conversation on
• 8:38
  Speaker: Zoom or on Google meets, they have their AI bots that will
• 8:44
  Speaker: give you that at the end, which I think are just delicious.
• 8:49
  Speaker: They are.
• 8:50
  Speaker: They are fantastic.
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  Speaker: And the way they break it down, I mean these things are getting
• 8:53
  Speaker: better and better.
• 8:54
  Speaker: Um, we use one that's on every phone call.
• 8:57
  Speaker: Uh, but it records the conversation, transcribes it,
• 8:59
  Speaker: draws out action items, pain points, all that stuff.
• 9:02
  Speaker: You can flag that stuff right
• 9:04
  Speaker: out of the gate and then address
• 9:06
  Speaker: each of those with a follow up
• 9:08
  Speaker: email.
• 9:09
  Speaker: Uh, and again, that follow up email can be fully written out
• 9:11
  Speaker: by the AI tools.
• 9:14
  Speaker: That's great.
• 9:15
  Speaker: It's, it's absolutely fantastic.
• 9:17
  Speaker: Um, what about your lead interactions?
• 9:21
  Speaker: How can you use AI to help that communication?
• 9:27
  Speaker: So if you're using a system like a marketing automation tool or
• 9:32
  Speaker: CRM tool, a lot of them, uh, like one that comes to mind is
• 9:37
  Speaker: the one we use is HubSpot.
• 9:39
  Speaker: And it'll capture information on the fly as leads interact with
• 9:44
  Speaker: your website or your emails.
• 9:46
  Speaker: And so you can use that
• 9:49
  Speaker: information as context for
• 9:51
  Speaker: follow ups.
• 9:51
  Speaker: Say, for example, I sent out a
• 9:54
  Speaker: email, uh, or we had an intro
• 9:56
  Speaker: call and I hadn't heard from
• 9:57
  Speaker: someone in two or three days,
• 9:58
  Speaker: but they came back to my
• 10:00
  Speaker: website.
• 10:01
  Speaker: Well, I get that notification I can send said, ask the AI tool
• 10:05
  Speaker: to help me write a quick follow up email to this contact based
• 10:07
  Speaker: on what we talked about and what page they were on.
• 10:11
  Speaker: And then send that off and say,
• 10:12
  Speaker: hey, I just saw you were on
• 10:13
  Speaker: here.
• 10:13
  Speaker: Here's some additional context or information on that topic.
• 10:16
  Speaker: Let me know when a good time to talk is.
• 10:18
  Speaker: So in terms of ongoing engagement, uh, being a value
• 10:22
  Speaker: added sale versus just like a transactional sale, those things
• 10:26
  Speaker: really do play big in terms of getting people to kind of
• 10:30
  Speaker: appreciate you and your offering when it comes time to make the
• 10:34
  Speaker: purchase decision, because that's something that we have
• 10:39
  Speaker: these tools with our CRM that will keep contact of all of
• 10:44
  Speaker: those different contact points if we put the data in right.
• 10:48
  Speaker: That's the thing with all of them, with our CRM.
• 10:50
  Speaker: They're great if you put the notes in.
• 10:52
  Speaker: Yes.
• 10:53
  Speaker: Uh, if you don't put the notes in.
• 10:55
  Speaker: Not so much.
• 10:56
  Speaker: Um, but if you don't take action from them, well, it kind of
• 11:00
  Speaker: doesn't help you that much.
• 11:02
  Speaker: Um, but once you have that
• 11:06
  Speaker: information, what do you do with
• 11:08
  Speaker: it?
• 11:08
  Speaker: And using AI to help make contact with that information.
• 11:16
  Speaker: That's really, really smart.
• 11:18
  Speaker: Yeah.
• 11:19
  Speaker: I mean, you could use it like in almost like two aspects of it.
• 11:22
  Speaker: Like one, you can use feed the data to help it understand one.
• 11:28
  Speaker: Like you can use AI to evaluate the quality of a lead.
• 11:32
  Speaker: So based on past leads that we
• 11:34
  Speaker: have in the, in the system and
• 11:36
  Speaker: those that have converted into
• 11:37
  Speaker: customers, like let's score this
• 11:40
  Speaker: lead based on how they're
• 11:40
  Speaker: interacting with our sales
• 11:42
  Speaker: outreach, with our, with our
• 11:44
  Speaker: marketing outreach and
• 11:47
  Speaker: prioritize the ones that are the
• 11:48
  Speaker: most engaged.
• 11:49
  Speaker: And those are the follow ups
• 11:50
  Speaker: that you prioritize on an
• 11:52
  Speaker: ongoing basis.
• 11:53
  Speaker: And then the other side of it is you have all of these data
• 11:56
  Speaker: points, use all of it for that, that personalized outreach.
• 12:01
  Speaker: Like, I know you're interested in these three topics and here's
• 12:04
  Speaker: what we can do with that regard.
• 12:05
  Speaker: And here's our offer to help you out in those specific areas,
• 12:08
  Speaker: blah, blah, blah.
• 12:09
  Speaker: You can use the AI tools to really bring that sales offer
• 12:16
  Speaker: and that those communications home, like really personalize it
• 12:19
  Speaker: to what they're looking for.
• 12:22
  Speaker: Keith, you're blowing my mind right now.
• 12:25
  Speaker: Like, oh my heavens, I never, I've never thought about using
• 12:34
  Speaker: AI in that capacity.
• 12:37
  Speaker: But it's brilliant because how,
• 12:39
  Speaker: how often do we waste our time
• 12:42
  Speaker: on.
• 12:44
  Speaker: thinking, oh, they might be interested in this.
• 12:46
  Speaker: So I'm going to, but they're
• 12:47
  Speaker: really thinking about this other
• 12:49
  Speaker: thing, um, or spending our time
• 12:52
  Speaker: on somebody that's never going
• 12:53
  Speaker: to convert.
• 12:54
  Speaker: Mhm.
• 12:54
  Speaker: And using the analytics that the AI is going to see something
• 13:01
  Speaker: that we may not.
• 13:03
  Speaker: And then we can spend our time
• 13:05
  Speaker: on those leads that have a more
• 13:08
  Speaker: likely opportunity to convert to
• 13:11
  Speaker: customer.
• 13:12
  Speaker: Mhm.
• 13:14
  Speaker: Brilliant.
• 13:15
  Speaker: Yeah.
• 13:15
  Speaker: I mean, if you think about it in in reality, the AI tools, the
• 13:20
  Speaker: thing that they're actually worst at is writing.
• 13:24
  Speaker: Like just writing content or whatever it is.
• 13:27
  Speaker: Um, they're best at an analysis
• 13:32
  Speaker: and drawing insights out of
• 13:33
  Speaker: finding different connections
• 13:35
  Speaker: between data.
• 13:36
  Speaker: I mean, that's how they're built.
• 13:37
  Speaker: That's what they do.
• 13:38
  Speaker: And so if you can utilize those tools to like kind of surface
• 13:42
  Speaker: some of these real winds and put those into play.
• 13:46
  Speaker: I mean, you can definitely take sales to a different level.
• 13:49
  Speaker: And what's nice is you don't
• 13:51
  Speaker: have to know how to build these
• 13:53
  Speaker: systems.
• 13:54
  Speaker: The a twenty month subscription
• 13:56
  Speaker: to OpenAI is all you need to
• 13:58
  Speaker: unlock a lot of what we're
• 13:59
  Speaker: talking about.
• 14:00
  Speaker: You don't have to be a computer programmer, or you don't have to
• 14:03
  Speaker: understand the nuts and bolts of how all of these things work.
• 14:06
  Speaker: Take advantage of the tool and then use the prompts and have a
• 14:09
  Speaker: conversation with the chat tool to unlock a lot of this stuff.
• 14:14
  Speaker: That's amazing.
• 14:15
  Speaker: That's amazing.
• 14:17
  Speaker: Oh my gosh, I love this so much.
• 14:19
  Speaker: Um, can it help you create offers and, and pricing and
• 14:24
  Speaker: figuring out the, you know, figuring out pricing is such a
• 14:30
  Speaker: challenging issue because obviously, you know, you don't,
• 14:33
  Speaker: you, you need to be competitive.
• 14:35
  Speaker: Mhm.
• 14:36
  Speaker: And, and that can be hard to do.
• 14:38
  Speaker: Can I help with that as well?
• 14:40
  Speaker: Yeah, I think it can help out in
• 14:41
  Speaker: like a couple regards on that
• 14:43
  Speaker: front.
• 14:43
  Speaker: Like if you've got a, a
• 14:46
  Speaker: situation where the, the scope
• 14:49
  Speaker: and scale of the offer is
• 14:50
  Speaker: contingent on how big the event
• 14:52
  Speaker: is.
• 14:53
  Speaker: If you're hosting an event or
• 14:54
  Speaker: whatever that is, um, it can
• 14:56
  Speaker: take that variability into
• 14:57
  Speaker: account and help you think
• 14:59
  Speaker: through all the other logistical
• 15:00
  Speaker: things that you need to consider
• 15:02
  Speaker: when putting together your
• 15:03
  Speaker: offer.
• 15:04
  Speaker: But at the same time, give it the parameters of we want to be
• 15:07
  Speaker: competitive with our pricing.
• 15:08
  Speaker: Here's the margins we're looking for.
• 15:09
  Speaker: Here's how much it costs us.
• 15:11
  Speaker: It can help pull all of that together for you to create the
• 15:15
  Speaker: okay, here's the package that we're going to offer, and here's
• 15:18
  Speaker: what the price would be if you want to target that.
• 15:21
  Speaker: Um, I will say math is not necessarily it's getting better.
• 15:25
  Speaker: It's actually much better than it was like a year ago.
• 15:28
  Speaker: Math isn't necessarily, it's a strong suit, but it can give you
• 15:31
  Speaker: all the parameters and things you need to do the math, maybe
• 15:34
  Speaker: outside of the AI tool.
• 15:36
  Speaker: But the other thing it could do,
• 15:38
  Speaker: it can give you the package and
• 15:40
  Speaker: the offer.
• 15:40
  Speaker: And here's all the line item things and the cost.
• 15:42
  Speaker: But then, okay, summarize this into a two hundred word
• 15:46
  Speaker: description with bullet points and list of features and line
• 15:49
  Speaker: items that I can then send and present to the prospect.
• 15:53
  Speaker: So not only do you have a fully fleshed out, very detailed
• 15:56
  Speaker: version, but you have the customer facing version also.
• 15:59
  Speaker: So you have both sitting there
• 16:00
  Speaker: ready to go, and you can just
• 16:02
  Speaker: make and fine tune it from
• 16:03
  Speaker: there.
• 16:05
  Speaker: Um, so in addition to all, I
• 16:09
  Speaker: mean, listen, you've, you've
• 16:12
  Speaker: written the ticket with, uh,
• 16:15
  Speaker: with using your CRM to identify
• 16:18
  Speaker: who's going to be best going
• 16:20
  Speaker: from a lead to a customer,
• 16:21
  Speaker: right?
• 16:22
  Speaker: I mean, that's, that's just, that's it.
• 16:24
  Speaker: Right.
• 16:25
  Speaker: Uh, but what other sort of
• 16:27
  Speaker: building tools can you use AI
• 16:29
  Speaker: for?
• 16:31
  Speaker: Well, one.
• 16:32
  Speaker: I mean, the ones that part of the challenge is always with
• 16:35
  Speaker: like a sales process is how do we keep Leeds engaged and kind
• 16:41
  Speaker: of understanding where they're at in the thought process?
• 16:44
  Speaker: So one way of going about it and
• 16:46
  Speaker: using AI for these is like, you
• 16:48
  Speaker: don't have to use it just as an
• 16:49
  Speaker: internal tool.
• 16:50
  Speaker: You can use it as like a customer facing tool.
• 16:53
  Speaker: So say for example, you have a prospect that is in the process
• 16:57
  Speaker: of planning out their event.
• 16:58
  Speaker: They're getting quotes and whatever it is, what if you
• 17:01
  Speaker: offered them a tool to help them think through the logistics of
• 17:05
  Speaker: the whole process, like what they should be thinking about in
• 17:08
  Speaker: terms of all the things, the ducts they have to have in a
• 17:11
  Speaker: row, and what should the budgets be, and when should the
• 17:14
  Speaker: timelines of when I should be doing sending out invites versus
• 17:18
  Speaker: final checking this, give them the tool to do all of that.
• 17:23
  Speaker: What's nice is it could be branded for you.
• 17:26
  Speaker: And so it's your face, your
• 17:27
  Speaker: face, your logo, your colors,
• 17:29
  Speaker: your messaging right in front of
• 17:31
  Speaker: them every time they go to use
• 17:32
  Speaker: this tool.
• 17:33
  Speaker: Uh, and if, if it's built, depending on how you build it.
• 17:38
  Speaker: Not only is that interaction
• 17:39
  Speaker: happening, you can see what that
• 17:41
  Speaker: interaction is within a CRM
• 17:43
  Speaker: system or within another
• 17:45
  Speaker: database.
• 17:46
  Speaker: So what questions are they asking?
• 17:48
  Speaker: Why are they asking?
• 17:49
  Speaker: What are they thinking?
• 17:50
  Speaker: Where are they at with the process?
• 17:52
  Speaker: If you have this kind of
• 17:53
  Speaker: personalized chatbot for them,
• 17:55
  Speaker: you can get insight into all of
• 17:57
  Speaker: that and then use all of that
• 18:00
  Speaker: information to improve your
• 18:02
  Speaker: offer and your timing and all of
• 18:04
  Speaker: that.
• 18:04
  Speaker: Yeah.
• 18:05
  Speaker: And not just for that customer, but for other customers as well.
• 18:08
  Speaker: Every customer, every product.
• 18:10
  Speaker: And again, you're just giving
• 18:12
  Speaker: your sales team the, the tools
• 18:14
  Speaker: they need to do their job
• 18:16
  Speaker: better.
• 18:18
  Speaker: So how do you do that?
• 18:21
  Speaker: How, how do you create that customized chatbot?
• 18:26
  Speaker: So this goes back to you.
• 18:29
  Speaker: You need the domain expertise.
• 18:31
  Speaker: So AI tools are amazingly powerful and awesome.
• 18:37
  Speaker: But you compare you, you combine
• 18:39
  Speaker: those tools with subject matter
• 18:42
  Speaker: expertise, and that's when they
• 18:44
  Speaker: become untouchable.
• 18:45
  Speaker: And so to build something like
• 18:47
  Speaker: that, you have to give it the
• 18:49
  Speaker: parameters from which to work
• 18:50
  Speaker: off of.
• 18:51
  Speaker: You have to help it understand and educate it.
• 18:54
  Speaker: You don't have to, but it in terms of output, that's the way
• 18:57
  Speaker: to get the best output is what questions does it need to ask?
• 19:00
  Speaker: What information does it need to capture?
• 19:03
  Speaker: Uh, and what should that output be like?
• 19:07
  Speaker: And then also, you're kind of
• 19:08
  Speaker: combining it with any sort of
• 19:10
  Speaker: knowledge base that you have on
• 19:11
  Speaker: the topic and the subject
• 19:12
  Speaker: matter.
• 19:13
  Speaker: So you feed all of that to these AI tools.
• 19:16
  Speaker: And like, so like, for example,
• 19:18
  Speaker: OpenAI has what they call custom
• 19:20
  Speaker: gpts.
• 19:21
  Speaker: And the idea is you can build your own, you can take their
• 19:25
  Speaker: chat technology, impart upon it all your domain expertise and
• 19:32
  Speaker: then give it, give it a specific role, give it a job, give it a
• 19:35
  Speaker: title, give it exactly what it's supposed to be doing.
• 19:37
  Speaker: And then from there, give that
• 19:40
  Speaker: to your customers to interact
• 19:42
  Speaker: with.
• 19:42
  Speaker: And that's, that's again, this
• 19:44
  Speaker: is all part this is all wrapped
• 19:46
  Speaker: into that twenty dollars a month
• 19:47
  Speaker: package.
• 19:48
  Speaker: Um, so you can build all of this stuff real quick and easy.
• 19:52
  Speaker: And there are nothing but resources online on how to build
• 19:56
  Speaker: these things and how to think about it and how to build, think
• 19:59
  Speaker: through the full process.
• 20:00
  Speaker: So it's, it's an absolutely worth just an experiment to try
• 20:04
  Speaker: out even as just your internal team, building these things out
• 20:08
  Speaker: and using it internally before you turn a customer facing then,
• 20:13
  Speaker: then that all the better because then you can really kind of put
• 20:16
  Speaker: it through its paces.
• 20:17
  Speaker: Yeah.
• 20:18
  Speaker: Uh, again, my mind is blown right now.
• 20:26
  Speaker: Um, because that's something
• 20:28
  Speaker: that I, I, um, you know, I've
• 20:31
  Speaker: used ChatGPT for things like
• 20:34
  Speaker: create an outline for a
• 20:35
  Speaker: presentation or a training
• 20:38
  Speaker: session.
• 20:39
  Speaker: And I've taken it.
• 20:40
  Speaker: And as you mentioned before, um, it'll, it'll get the basic and
• 20:45
  Speaker: then I make it mine.
• 20:47
  Speaker: Right.
• 20:47
  Speaker: Or I'll, I'll.
• 20:49
  Speaker: Oh, okay.
• 20:49
  Speaker: That's a good starting point, a good jumping off point.
• 20:52
  Speaker: And then I have to, you know,
• 20:54
  Speaker: uh, give it my flair or, or
• 20:56
  Speaker: whatever.
• 20:57
  Speaker: Um, I had no idea that you could
• 21:00
  Speaker: create a branded your own chat
• 21:06
  Speaker: GPT version that you can give to
• 21:10
  Speaker: someone else.
• 21:11
  Speaker: Yeah.
• 21:11
  Speaker: I'll tell you.
• 21:12
  Speaker: We, I have for me personally, I have four or five that I have.
• 21:17
  Speaker: And they're just, they're
• 21:18
  Speaker: essentially sounding boards and
• 21:20
  Speaker: strategic consultants that I
• 21:21
  Speaker: have next to me, if I have a
• 21:22
  Speaker: question on specific aspects of
• 21:24
  Speaker: the business.
• 21:25
  Speaker: So whether it's operations, it's marketing, it's sales, it's
• 21:28
  Speaker: accounting, whatever it is, they have everything they need.
• 21:33
  Speaker: They're armed with everything
• 21:34
  Speaker: they need to help me answer
• 21:35
  Speaker: tougher questions.
• 21:36
  Speaker: Think through strategy, think through approaches.
• 21:38
  Speaker: Think through like process.
• 21:40
  Speaker: They've got everything they need, and they've proven
• 21:42
  Speaker: invaluable in terms of just what they've helped me kind of expand
• 21:47
  Speaker: my thinking and approach and all that kind of stuff with it.
• 21:50
  Speaker: That's extraordinary.
• 21:52
  Speaker: Absolutely extraordinary.
• 21:54
  Speaker: Keith.
• 21:55
  Speaker: My head is going to be spinning probably for the next week on
• 21:59
  Speaker: what you've just given us.
• 22:01
  Speaker: Uh, so I'm going to ask you, it's time for our entertainment
• 22:09
  Speaker: think Tank Thursday question.
• 22:10
  Speaker: Are you ready?
• 22:11
  Speaker: I'm ready.
• 22:12
  Speaker: I'm going to try to make your head spin.
• 22:14
  Speaker: Okay.
• 22:15
  Speaker: We're all about growth here at Trader Tainment.
• 22:18
  Speaker: So what do you do to grow yourself?
• 22:24
  Speaker: Um, so I'm a big early on in my
• 22:29
  Speaker: career, I was kind of one of
• 22:31
  Speaker: those kind of strong headed
• 22:33
  Speaker: person people that just kind of
• 22:34
  Speaker: like, I think I know the right
• 22:35
  Speaker: answer.
• 22:36
  Speaker: I'm just going to go with it.
• 22:37
  Speaker: And what I've learned, and especially now running my own
• 22:40
  Speaker: business, um, is the more you listen, the better you are.
• 22:46
  Speaker: So like, I'll give you an
• 22:47
  Speaker: example with playthrough as the
• 22:50
  Speaker: product has come from where it
• 22:53
  Speaker: was to where it is today, it
• 22:55
  Speaker: doesn't get to that point
• 22:57
  Speaker: without me listening to every
• 22:59
  Speaker: one of the questions that are
• 23:00
  Speaker: coming in from users, uh,
• 23:02
  Speaker: feature requests, trouble
• 23:05
  Speaker: they're having, whatever that
• 23:06
  Speaker: is, every, every bit along the
• 23:08
  Speaker: way.
• 23:09
  Speaker: It's like if I wasn't listening to what I was, they were saying
• 23:12
  Speaker: I wasn't one going to be able to bring the product to where it
• 23:15
  Speaker: needs to be.
• 23:16
  Speaker: But two, it opened my eyes to be
• 23:18
  Speaker: like, okay, what are where are
• 23:20
  Speaker: the challenges?
• 23:21
  Speaker: What are people interested?
• 23:21
  Speaker: All that kind of stuff.
• 23:23
  Speaker: And that's not only just within
• 23:24
  Speaker: the company, but like on the
• 23:26
  Speaker: whole, it's like, I'm listening
• 23:27
  Speaker: to books.
• 23:28
  Speaker: I'm reading, I'm watching, I'm
• 23:30
  Speaker: reading social media posts from
• 23:32
  Speaker: people I respect, thought
• 23:34
  Speaker: leaders.
• 23:34
  Speaker: A lot of this AI stuff I've I know is because of them.
• 23:38
  Speaker: And so just listening all the time to everything and then
• 23:43
  Speaker: parsing through it all.
• 23:44
  Speaker: It also helps.
• 23:45
  Speaker: Like I'll often take notes and then you can feed those notes in
• 23:48
  Speaker: the AI tool too.
• 23:49
  Speaker: And it can help draw insights of
• 23:51
  Speaker: things that are common trends
• 23:52
  Speaker: and insights and that kind of
• 23:53
  Speaker: thing.
• 23:54
  Speaker: So I think listening above and beyond is everything else is the
• 23:59
  Speaker: thing that I try to do to grow, like on a daily basis.
• 24:02
  Speaker: That's fantastic.
• 24:03
  Speaker: I love it.
• 24:05
  Speaker: Um, Keith, how can people get in touch with you?
• 24:09
  Speaker: So I am on LinkedIn, uh, I'm on Alignable and our website is
• 24:16
  Speaker: golf or a play through mini.
• 24:18
  Speaker: It's P l a y t h r u mini dot com.
• 24:23
  Speaker: Um, and yeah, those are the, those are the, honestly the best
• 24:26
  Speaker: ways to get a hold of me.
• 24:29
  Speaker: Fantastic.
• 24:30
  Speaker: I am sure people are going to be reaching out to you about a lot
• 24:34
  Speaker: of things that you just dropped on all of us.
• 24:37
  Speaker: Um and, uh, chat GPT is going to be like, what just happened?
• 24:42
  Speaker: Why is everybody how to customize my GPT?
• 24:46
  Speaker: That's going to be the prompt Serge.
• 24:48
  Speaker: Yeah.
• 24:49
  Speaker: I feel like, um, so thank you for that.
• 24:52
  Speaker: That is so much to think on and so much to play around with.
• 24:56
  Speaker: And really the, the, the big
• 24:58
  Speaker: takeaway is play around with it,
• 24:59
  Speaker: right?
• 25:00
  Speaker: Oh yeah.
• 25:00
  Speaker: What works for you.
• 25:01
  Speaker: Yeah.
• 25:02
  Speaker: You got to get your hands dirty.
• 25:03
  Speaker: Like you really got to put it through its paces.
• 25:06
  Speaker: I, I try to use it.
• 25:08
  Speaker: It's the first thing I go to for everything I do.
• 25:11
  Speaker: So even if it's not something I think it's going to bring value
• 25:16
  Speaker: to, even if it just helps me think through the next steps,
• 25:19
  Speaker: it'll often bring up stuff.
• 25:20
  Speaker: It's better than I am at most things.
• 25:23
  Speaker: So taking advantage of that to do what I'm about to do better
• 25:26
  Speaker: and more efficiently is it's it's a no brainer.
• 25:30
  Speaker: Yeah, yeah.
• 25:32
  Speaker: No. It's fantastic.
• 25:32
  Speaker: So thank you for all of this.
• 25:35
  Speaker: This is just so fantastic.
• 25:37
  Speaker: Uh, and I can't wait to go play with it myself.
• 25:39
  Speaker: So thank you Keith.
• 25:41
  Speaker: Appreciate your time and have a lovely day.
• 25:44
  Speaker: Thank you.
• 25:46
  Speaker: Well, we hope today's
• 25:47
  Speaker: conversation has given you some
• 25:49
  Speaker: practical tools to help you
• 25:51
  Speaker: sharpen your edge and accelerate
• 25:53
  Speaker: your growth.
• 25:54
  Speaker: If you're ready to grow your team, your business, or
• 25:57
  Speaker: yourself, contact us at the Growth Pro group dot com and set
• 26:02
  Speaker: up a free growth call with one of our coaches.
• 26:05
  Speaker: Once again, a special thanks to our sponsors In-bed Party Center
• 26:10
  Speaker: software in a global sense, Knox, Shafer and roller for all
• 26:15
  Speaker: that they do to help us bring you the Growth pro edge.
• 26:20
  Speaker: And until next time, I'm Denise
• 26:22
  Speaker: Killian with the Growth Pro
• 26:23
  Speaker: Group.
• 26:24
  Speaker: Keep learning, keep growing, and
• 26:27
  Speaker: keep striving for the
• 26:28
  Speaker: extraordinary.