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The AI Mistake Most Companies Are Making Right Now| with Jack Siney · Unstoppable Success Podcast

• 0:02
  Jaclyn Strominger: Hello, everybody, and welcome to another amazing episode of Unstoppable Success.
• 0:06
  Jaclyn Strominger: I'm your host, Jaclyn Strominger.
• 0:08
  Jaclyn Strominger: And on this podcast, we hear from amazing leaders and intellectual people who are doing the things out there right now.
• 0:16
  Jaclyn Strominger: They're actually going to share their insights, their tips, their strategies so that you can be unstoppable.
• 0:21
  Jaclyn Strominger: And today, I have an amazing guest to share with you, Jack Siney.
• 0:26
  Jaclyn Strominger: Get that right?
• 0:27
  Jaclyn Strominger: Great.
• 0:28
  Jack Siney: Yes, yes, that's perfect.
• 0:29
  Jaclyn Strominger: So let me just tell you a little bit about Jack.
• 0:31
  Jaclyn Strominger: So he is a seven-time entrepreneur.
• 0:34
  Jaclyn Strominger: He has had five successful exits, one big learning experience, and one moonshot new adventure, new venture, which is what he's doing right now, front race.
• 0:45
  Jaclyn Strominger: And everybody's talking about and worried about and excited about AI.
• 0:49
  Jaclyn Strominger: But there is a big shift coming, a shift on how we work, a shift in what we work on, and the shift on what is perceived as valuable.
• 0:59
  Jack Siney: Amen.
• 0:59
  Jack Siney: Amen to that.
• 1:00
  Jaclyn Strominger: Right.
• 1:01
  Jaclyn Strominger: And Jack, you are heading up and the co-founder of Front Race.
• 1:09
  Jaclyn Strominger: And so talk to us about the AI as we know it today and where we think it's going to be going.
• 1:18
  Jack Siney: Well, to your guest, to all your listeners, I don't know about the intellectual part, but I'll do my best to give you some real stories.
• 1:24
  Jack Siney: Yeah, I no, no news flash here.
• 1:28
  Jack Siney: I would just say almost every business conversation today circles around AI.
• 1:33
  Jack Siney: What do you do with AI and where does it fit?
• 1:35
  Jack Siney: I think it's so funny as somebody who deals with a lot of companies every week, every month, every single company I've seen, no matter what industry, like a furniture company or a just random companies you think have no AI in them.
• 1:49
  Jack Siney: Every single company, if you go to their website, has AI above the fold.
• 1:53
  Jack Siney: Some uh some verbiage around AI, what they're doing, like companies you would even think couldn't even like, how does AI fit into a bike company?
• 2:01
  Jack Siney: Or it's so amazing.
• 2:03
  Jack Siney: And so obviously it has infiltrated everything we're doing.
• 2:07
  Jack Siney: I'll date myself.
• 2:08
  Jack Siney: It reminds me so much of dot-com era, the dot-com boom, where everyone's like, Do you have a website?
• 2:13
  Jack Siney: Are you up and running?
• 2:14
  Jack Siney: And so the same proliferation of craziness is taking place.
• 2:18
  Jack Siney: And as we talked about before the show, I think the most interesting part of what's happening right now is everything we're doing right now, five or six years from now, we're gonna look back.
• 2:26
  Jack Siney: It's gonna look like the early days of AOL.
• 2:28
  Jack Siney: So when you first those of you don't know, when you had to get on the internet, you had to get a little CD or disc from AOL, you had to put it in your computer, it would connect, it would make that fact sound.
• 2:37
  Jack Siney: Shh, shh, right.
• 2:39
  Jack Siney: You had to wait like 30 seconds, and then finally when it connected, it would be like, oh, you have mail.
• 2:44
  Jack Siney: And so it's so interesting today.
• 2:46
  Jack Siney: Anyone that still has an AOL email, you're like, but uh, that's clearly almost infathomable today in how we operate with the internet and all the things we do.
• 2:53
  Jack Siney: But that's really that's where we are in the AI world.
• 2:56
  Jack Siney: It's so new, and it's we're in the first year, first two years, however, you want to, whenever you want to say it started, but everything we're doing today is gonna look very outdated a couple years from now.
• 3:05
  Jack Siney: And so we try to help folks deal with that, make smart decisions, and and get ready for what the future holds.
• 3:12
  Jaclyn Strominger: You know, what which I I love, and there's so many different little things in there that I just want to touch on.
• 3:17
  Jaclyn Strominger: But first of all, you know, it is like things are changing at the speed of light.
• 3:20
  Jaclyn Strominger: It's so fast and so and moving so fast.
• 3:23
  Jaclyn Strominger: So, and you mentioned cut like every single company, it's like they have to have AI in somewhere on their website, otherwise they're not relevant.
• 3:34
  Jaclyn Strominger: Right.
• 3:36
  Jaclyn Strominger: So talk about these companies and how you're getting people prepared.
• 3:42
  Jaclyn Strominger: Because as you just said, it's going to be so different.
• 3:45
  Jaclyn Strominger: And you know, there and I and I think and and one thing I want us to kind of talk about too is you've got AI for programming.
• 3:57
  Jaclyn Strominger: I'm gonna say AI for task management, which I kind of think is different, and then AI for queries.
• 4:09
  Jack Siney: Yeah.
• 4:10
  Jack Siney: Sure.
• 4:11
  Jack Siney: Yeah, I think I think the way the way we separated similar to that is is kind of on the tech side.
• 4:16
  Jack Siney: So let me just on the tech side, if you're in software programming, if you're an engineer, I don't deal in that space.
• 4:23
  Jack Siney: What AI is doing today over there is amazing.
• 4:26
  Jack Siney: It is ready for prime time, reducing the time to market on numerous things, coding, you name it.
• 4:33
  Jack Siney: I don't play in that world and uh have some smart people.
• 4:36
  Jack Siney: I mentioned our CTOs in Reno, where you are, and so God bless those folks.
• 4:40
  Jack Siney: And and that and the change and all they're dealing with is unprecedented.
• 4:43
  Jack Siney: It's it's amazing.
• 4:44
  Jack Siney: The world we try to speak into and the world that I operate in is really the business side.
• 4:49
  Jack Siney: When you bring that technology over to the business side, humbly, I'll just say it's not ready.
• 4:55
  Jack Siney: It's it's not ready for prime time, it's it's 70% ready or 80% ready, whatever number.
• 5:00
  Jack Siney: I Mark Cuban had the best summary of it the other day.
• 5:03
  Jack Siney: I I copied it, I'm gonna tweet it out, uh, LinkedIn, I'm gonna message it 10 times probably the next month.
• 5:09
  Jack Siney: But he said, you know, we're not ready because when you take the same data, run the same query, and get a different answer every time, you know there's a problem, right?
• 5:20
  Jack Siney: You should in if you're in Excel and you run the formula, whether you're in Excel or in Google Sheets, it should always be the same.
• 5:27
  Jack Siney: And so you know we're in where we have issues when if you use the same platform, put in the same data, run the same query and get a different answer every single time, and people are trying to base their job on that or the strategy of their company, and it's like, no, no, no, no, don't do that, don't do that.
• 5:43
  Jack Siney: And and by the way, if you don't believe that, go do it.
• 5:46
  Jack Siney: Go try to run the query and then ask again.
• 5:48
  Jack Siney: And then if you even, we've all experienced this, if you push back just a little on Claude or Chat GPT, if you're like, well, I don't really like that answer.
• 5:56
  Jack Siney: It'll change it.
• 5:56
  Jack Siney: It'll change, it'll change the total answer.
• 5:58
  Jack Siney: Like, hey, what strategy should we have?
• 6:00
  Jack Siney: Is this verbiage right?
• 6:01
  Jack Siney: And should I should I put agents here and blah, blah, blah.
• 6:04
  Jack Siney: And so, oh on again, on the tech side, what AI is able to do is really amazing.
• 6:10
  Jack Siney: The efficiency it's driving and the makeup and what tech teams look like is already changing.
• 6:15
  Jack Siney: It's amazing.
• 6:16
  Jack Siney: When you bring it over to the business side, as soon as you get outside any basic, it creates great content.
• 6:21
  Jack Siney: If you're trying to do marketing, email, great content.
• 6:24
  Jack Siney: But if you're trying to do basic, really basic queries, it works great.
• 6:28
  Jack Siney: But as soon as you try to do a complex query, or if you're trying to lay out the strategy for your company, or you say, hey, what was our deal flow, last quarter, number of uh outside activities with a certain rep, it'll it doesn't work.
• 6:42
  Jack Siney: And by the way, I'm not an anti-AI person, just the way the joins work and the way the LLMs are set up, it can't piece together the data consistently.
• 6:51
  Jack Siney: And so that's what we help companies with.
• 6:53
  Jack Siney: Hey, what what are the pieces you need to have in place so you're ready to deal with AI and use it in the right way and be strategic?
• 6:59
  Jack Siney: And that's what we help companies with to do.
• 7:01
  Jack Siney: And and I I just want to give the framework or the the foundation of it's it's just not perfect today.
• 7:07
  Jack Siney: And if you think it is you you may not be employed six months from now, if you if you follow the recommendation of one of these LLMs, please do not do that uh without a model support.
• 7:19
  Jaclyn Strominger: So right.
• 7:20
  Jaclyn Strominger: So when you're when you're talking about getting a company ready for AI, you know, so and what kind of like the framework you took.
• 7:26
  Jaclyn Strominger: So what does that really look like?
• 7:27
  Jack Siney: Sure, sure.
• 7:28
  Jack Siney: Let me let me go through it.
• 7:29
  Jack Siney: Yeah, so I I don't want I don't want to bore people with that, but my little commercial, I would say there's four things we talk about.
• 7:34
  Jack Siney: And so what what I really what the framework I want people to have is get ready, just say the second half of the year, or just say in January, imagine January 1st, 2027, if you had the following four things done, you can then execute against AI well and have the best of.
• 7:50
  Jack Siney: And so the areas we talk about are systems.
• 7:52
  Jack Siney: What systems do you have today?
• 7:54
  Jack Siney: Most companies have six to 12 different systems.
• 7:56
  Jack Siney: When you talk about CRM, email, video conference, data support, you name it.
• 8:02
  Jack Siney: All pipeline management, tickets, support tickets.
• 8:05
  Jack Siney: It's amazing.
• 8:06
  Jack Siney: Crazy.
• 8:07
  Jack Siney: And what's quick sidebar, what's amazing, we've been at that for about 40 years.
• 8:11
  Jack Siney: We're no better.
• 8:12
  Jack Siney: On the business side, no better predicting, reaching forecast.
• 8:16
  Jack Siney: We're no better for our sales team.
• 8:18
  Jack Siney: If two get two people in your sales team are crushing it, the systems we have today, don't let the other eight people know what those people are doing so they're better.
• 8:26
  Jack Siney: It's it's amazing.
• 8:27
  Jack Siney: All the time and money we spent building a tech stack on the business side, we're no better today.
• 8:31
  Jack Siney: That's a little, I'll bring that back.
• 8:32
  Jack Siney: But so it's systems.
• 8:34
  Jack Siney: What systems do you have?
• 8:35
  Jack Siney: Uh are are the people using them?
• 8:37
  Jack Siney: Are they helping you with winning?
• 8:40
  Jack Siney: Whatever you however you define winning, whatever the your purview of your team is.
• 8:44
  Jack Siney: So we do that.
• 8:45
  Jack Siney: Next is the data.
• 8:47
  Jack Siney: Big thing for AI is the data.
• 8:49
  Jack Siney: Most people, Larry Ellison, great quote a couple uh a couple weeks ago.
• 8:54
  Jack Siney: Hey, all the all the LLMs are using open data, public data, whether you use Gronk or Claude or ChatGPT, they're all pulling from the same data.
• 9:02
  Jack Siney: The magic is in your data, your company data.
• 9:06
  Jack Siney: All the answers are in there for most people.
• 9:08
  Jack Siney: If you have six months plus data, the answers are in your data, but most people are not ready.
• 9:14
  Jack Siney: Their data is in three or four different systems.
• 9:16
  Jack Siney: An apple in one system is a banana, and the next system is a pear in the next system.
• 9:20
  Jack Siney: So getting the data together, consolidate it, normalizing it.
• 9:24
  Jack Siney: Again, sidebar, much easier today than it was 10 years ago.
• 9:28
  Jack Siney: Those of us have been around a while, hear that term and go consolidate your data and normalize.
• 9:31
  Jack Siney: Oh my God, that's a three-year effort, forget it.
• 9:33
  Jack Siney: It's not nearly as painful today.
• 9:35
  Jack Siney: But so the second piece of the data, the third of the process, so here's what's happening today process.
• 9:41
  Jack Siney: People think they know.
• 9:42
  Jack Siney: So I'll just use an example on the sales side.
• 9:45
  Jack Siney: If you're a sales leader and you have a sales manual, you say, Here's our chart, here's our flow chart, 22 steps to get a deal.
• 9:51
  Jack Siney: Or you hire a new person, you're like, oh, we outreach, then we send an email, and then we schedule a demo, then we do the demo, then we answer questions, then we send a proposal, and like you have this whole thing, yes, no boss, the diamond, yes, here, no here, and we think we know.
• 10:06
  Jaclyn Strominger: Right?
• 10:06
  Jack Siney: And the reality is the following that's not how it works.
• 10:09
  Jack Siney: That's it for your best people.
• 10:11
  Jack Siney: Those boxes, if you have 22 boxes, the real world is really probably 72, right?
• 10:16
  Jack Siney: It doesn't handle all the steps, the things your best people are doing.
• 10:19
  Jack Siney: They build relationships, they send texts, they follow up, there's questions.
• 10:23
  Jack Siney: It's amazing how complex it is.
• 10:25
  Jack Siney: So then if we say it's 22 steps and it's really, say, 50 or 72, right?
• 10:32
  Jack Siney: Then we want to go out and get an AI agent to automate it.
• 10:34
  Jack Siney: Well, we only put the agent on the 22 steps, and then we go, why is this not working?
• 10:39
  Jack Siney: We it's it's perfect.
• 10:40
  Jack Siney: AI perfectly, but it's only doing the 22 steps you told it to do.
• 10:43
  Jack Siney: It's not doing the other 22 that really actually doing the human stuff, right?
• 10:48
  Jack Siney: It doesn't, and we don't know.
• 10:50
  Jack Siney: So one of the things we help people do is really understand their process, all the steps.
• 10:55
  Jack Siney: I want to just repeat, all the steps.
• 10:58
  Jack Siney: You can't automate a human being that fills in the gaps.
• 11:01
  Jack Siney: The technology doesn't.
• 11:03
  Jack Siney: If you don't tell it to do it, it doesn't know to do it.
• 11:05
  Jack Siney: So the third step is what is what are your processes to whatever you want to target?
• 11:09
  Jack Siney: What are good processes to target with AI?
• 11:12
  Jack Siney: And then what are all the steps in that to have it documented?
• 11:15
  Jack Siney: And then you can try to do it with an agent.
• 11:17
  Jack Siney: So that's number three.
• 11:18
  Jack Siney: And last part is the people.
• 11:20
  Jack Siney: So I'm not a I'm not a purveyor of, oh, everyone's gonna get fired and AI's gonna come take your job and blah, blah, blah.
• 11:26
  Jack Siney: Like, is AI AI gonna change our HR mix and the job functions in companies?
• 11:32
  Jack Siney: No doubt.
• 11:33
  Jack Siney: I wouldn't want to be an entry-level person in an analytics company.
• 11:37
  Jack Siney: I wouldn't want to be a doctor or lawyer because those are gonna be big data things.
• 11:41
  Jack Siney: But what it's gonna, the people part of it, it's gonna be think about if you had an example, if you had a good manager back in the day, we had these managers, some were um good at the details, the tech piece, and some were good people, right?
• 11:56
  Jack Siney: They're great at managing people, inspiring them.
• 11:58
  Jack Siney: What are their goals?
• 11:59
  Jack Siney: Well, what if in the future half the people are really agents and it's a piece of technology?
• 12:04
  Jack Siney: Well, then that skill is very different.
• 12:07
  Jack Siney: If you have, you used to have 40 people.
• 12:09
  Jack Siney: So what if you have 20 people and 20 agents, right?
• 12:13
  Jack Siney: So, what are the skill sets of what your team needs to have a year from now so that they're ready?
• 12:20
  Jack Siney: Because you need your best people.
• 12:22
  Jack Siney: It's easy to say, oh, we're gonna do a, you see these companies, we're gonna do a riff or get rid of people.
• 12:26
  Jack Siney: Okay, so let's say all that you get rid of all the dead woods, which you should do anyway, Jack Wells, you should get rid of the bottom 10%.
• 12:31
  Jack Siney: But if you don't get your people ready, they're not mentally ready, they're not skilled ready.
• 12:37
  Jack Siney: When you need them, you need your best people to stay.
• 12:40
  Jack Siney: When you need them to stay here for now and they don't because they're frustrated or they have a new opportunity, you're gonna be in trouble.
• 12:45
  Jack Siney: You're gonna be in trouble because the tech's not ready, your best people have left.
• 12:48
  Jack Siney: And so we really like to do a people analysis.
• 12:51
  Jack Siney: What does your team look like?
• 12:52
  Jack Siney: Do they have the right skill sets?
• 12:53
  Jack Siney: What's the skill sets are gonna be valuable two years from now?
• 12:56
  Jack Siney: Because it's very different than the skill sets that were valuable two years ago in the middle of COVID when there was a lot of hand holding, or what is it, five years ago now during COVID, a lot of hand holding, getting people through a pandemic we'd never experienced.
• 13:10
  Jack Siney: So those are the four areas systems, data, process, people.
• 13:14
  Jack Siney: We help people, we help companies get ready for.
• 13:17
  Jaclyn Strominger: So, so I I want to go to the people part because I think that's and what you just we because because so many people are afraid of the people.
• 13:24
  Jaclyn Strominger: And I and I'm like, oh, well, this is great because I teach people I teach people relationship capital.
• 13:28
  Jaclyn Strominger: Right.
• 13:29
  Jaclyn Strominger: And I think that's actually, you know, what I'm hearing you say is the relationship portion and people being able to actually connect with the people is going to be just as important as the person who is able to understand the agents.
• 13:48
  Jack Siney: It's it is, it is, but I I would think the job going forward, you're gonna have to have some tech affinity two years from now.
• 13:56
  Jack Siney: So I I'll just say my my in my soapbox.
• 13:59
  Jack Siney: 10 years ago, there could be technical managers and kind of people managers, let's say, you know, people who are great people, motivators.
• 14:08
  Jack Siney: By the way, I fall more in that category.
• 14:10
  Jack Siney: People person, love to see people develop them.
• 14:13
  Jack Siney: Well, there will those people still be needed as people managers?
• 14:16
  Jack Siney: They will.
• 14:16
  Jack Siney: There's still gonna be people, but you're gonna have to have tech.
• 14:19
  Jack Siney: You're gonna have some tech of like, hey, AI agents doing this, or or some technology is doing this, or we're gonna have a different framework because it may be the same amount of people, but they're doing vastly different things.
• 14:30
  Jack Siney: And so all the right way to think about it, in my from my perspective, anything, I'm not, I'm just repeating what everyone's saying.
• 14:37
  Jack Siney: Anything that's repetitive and doesn't require you to do brain power is gonna be gone in the next five years with AI.
• 14:43
  Jack Siney: It's gonna automate anything that's repetitive and annoying, great, that's gonna go away.
• 14:48
  Jack Siney: But now it's like, hey, that time, that free time, now it's got to be dedicated to really strategic things.
• 14:54
  Jack Siney: How do we grow?
• 14:55
  Jack Siney: How do we solve problems?
• 14:57
  Jack Siney: How do we increase our sales or retention in our business?
• 15:01
  Jack Siney: That's gonna be where the magic is.
• 15:02
  Jack Siney: Instead of spending 30, they uh a salesforce put out their study, their sales study they do every year.
• 15:08
  Jack Siney: I think they said like only 35% of the salesperson's time is in sales, and the rest of it's doing admin and putting stuff in VRM and blah, blah, blah, blah, blah.
• 15:18
  Jack Siney: And they're not really selling.
• 15:19
  Jack Siney: They're they're doing you know, administrative.
• 15:21
  Jaclyn Strominger: Well, just think about I and I share this when I when and I tell people, use your phone, right?
• 15:26
  Jaclyn Strominger: So it's like you're done with the sales call or you're done with the sales meeting, or you're doing a Zoom, it's you have it transposing for you, then it can automatically just take the summary, turn it into an email, say, Thank you so much.
• 15:42
  Jaclyn Strominger: Here's what we talked about.
• 15:42
  Jaclyn Strominger: Here are the five key points, you know, or even when you go out and talk to somebody and you're at a networking event or you've met somebody, you get in, you know, you get into your car and you record a note and you say, Okay, I just met, I just met Jack, and he runs, you know, he runs, you know, front race and he's got blah blah blah blah blah.
• 15:59
  Jaclyn Strominger: And so now I can take that recording and I can stick it into my AI, whichever bot I'm seeming to use.
• 16:05
  Jaclyn Strominger: Okay, send Jack, send Jack an email, make sure, oh, by the way, I didn't get your I didn't get your cell number.
• 16:11
  Jaclyn Strominger: What's the best way to reach you?
• 16:12
  Jaclyn Strominger: Put that in the email, right?
• 16:14
  Jaclyn Strominger: You know, so like those things can definitely be automated.
• 16:18
  Jack Siney: Yes, you know, it's gonna be amazing.
• 16:19
  Jack Siney: The the the connectivity, like I one example I would say in the in the sales business world, this has been classic for decades.
• 16:26
  Jack Siney: Hey, I gotta reach out to 100 people.
• 16:28
  Jack Siney: So I actually connect with 30.
• 16:31
  Jack Siney: Of the 30 I connect with, 15 are interested.
• 16:34
  Jack Siney: Of the 15, I meet with seven.
• 16:36
  Jack Siney: Of the seven, I close two, five, whatever.
• 16:39
  Jack Siney: Right, right.
• 16:40
  Jack Siney: We've been doing that for years.
• 16:41
  Jack Siney: So imagine if we're able to, as AI, because I think the the initial bang in AI, bang for the books, is gonna be in the marketing end.
• 16:49
  Jack Siney: Imagine if you didn't have to talk to 100.
• 16:51
  Jack Siney: Because again, of the 100, 70s wasted time, they didn't pick up, they're not interested, you're annoyed them, whatever it is.
• 16:57
  Jack Siney: Imagine with marketing and AI, you're able to get down to, hey, I only call the 30.
• 17:02
  Jack Siney: And because I know something about them, or they're calling their signals, they're buying signals.
• 17:06
  Jack Siney: I talked to imagine, imagine in sales.
• 17:09
  Jack Siney: Right.
• 17:10
  Jack Siney: Every person you talk to was near or closely aligned to what you're selling.
• 17:15
  Jack Siney: How like how isn't that where we're going with all these LLMs?
• 17:19
  Jack Siney: Like, they're not doing it yet.
• 17:20
  Jack Siney: Uh uh sidebar, uh, what is it, uh, PSA public service?
• 17:24
  Jack Siney: Like, yeah, we think we're typing into chat GBT, my back hurts.
• 17:28
  Jack Siney: I fell yesterday, my wife was mean to me.
• 17:31
  Jack Siney: You know, I want to buy a dog, and and all that's gone into a computer, and it's gonna come back one day.
• 17:37
  Jack Siney: They're unquestionably gonna sell that data.
• 17:38
  Jack Siney: They're gonna be like, Jack is in outside of Houston, he's 50 some years old, he has two dogs, he's got high cholesterol.
• 17:45
  Jack Siney: You know what I mean?
• 17:45
  Jaclyn Strominger: They're gonna know you more than you even ever wanted to know.
• 17:51
  Jack Siney: Oh my god.
• 17:51
  Jack Siney: And all the things you're gonna see are gonna be like, how did they know that I'm looking for a new car, that I have two dogs, that my cholesterol is too high.
• 17:57
  Jack Siney: You know, it's gonna be you're gonna you're gonna be inundated with like, you know, we we thought maybe the internet was listening in years past, but with with what we're doing, because people are just typing in there freeform, you know, here's what's happening, uh my boss with a jerk today.
• 18:12
  Jack Siney: Like, you don't like your boss, you know what I mean?
• 18:14
  Jack Siney: They're gonna it's gonna be so right, it's gonna be so connected to whatever you're doing, and that that's where we're gonna move to of the things that's how it's gonna change how we work.
• 18:24
  Jaclyn Strominger: Right.
• 18:24
  Jaclyn Strominger: I I want to go back to the part of about about data, because as you were talking about data, yeah.
• 18:29
  Jaclyn Strominger: Something that I think is I I find data fascinating.
• 18:33
  Jaclyn Strominger: So I'm a little bit of a weird geek in some ways.
• 18:39
  Jaclyn Strominger: When I went to college, one of my favorite classes was econometrics.
• 18:44
  Jaclyn Strominger: And I used to sit there running minitab.
• 18:48
  Jaclyn Strominger: What if I change this variable just like this?
• 18:51
  Jaclyn Strominger: And what results would I get?
• 18:53
  Jaclyn Strominger: And I would say, I would get, I would run statistical software.
• 18:59
  Jaclyn Strominger: So minitab is a very old statistical software.
• 19:02
  Jaclyn Strominger: I'm really feeding myself here when I say minitab, AOL, okay.
• 19:09
  Jaclyn Strominger: So, but I literally would sit there for hours.
• 19:12
  Jaclyn Strominger: I would be fascinated by what like one variable change could do in a process, right?
• 19:21
  Jaclyn Strominger: Yep.
• 19:21
  Jaclyn Strominger: And right.
• 19:23
  Jaclyn Strominger: And and so, you know, it's so the the data part of it, I find it's it's fascinating.
• 19:31
  Jaclyn Strominger: And I've I guess kind of two questions about this.
• 19:34
  Jaclyn Strominger: You are people forgetting about their own data.
• 19:39
  Jack Siney: Well, well, they so we come from a background of big data problems, so that we're we're more biased of our ability to deal with it and analyze it.
• 19:47
  Jack Siney: But I agree.
• 19:48
  Jack Siney: Uh again, Larry Ellsman said it.
• 19:50
  Jack Siney: I I I when we when I hear quotes in the market, I'm like, thank goodness, somebody else is you know preaching and yelling at the wind.
• 19:57
  Jack Siney: But the answers are in our data.
• 19:59
  Jack Siney: And I think for those of us again that have been in the tech world for last 20 years, we hear normalize, consolidate your data.
• 20:06
  Jack Siney: We're like, oh my gosh, that's a that's a two-year project with six people, and who's gonna run it?
• 20:13
  Jack Siney: And oh my lord, and and so again, on the tech side, AI is doing amazing things, and one of the best things is the ability to bring data together, normalize it.
• 20:23
  Jack Siney: But without that, you're just flying blind.
• 20:26
  Jack Siney: I mean, I the answers, if you have more than six months of data with a core team, you have the answers.
• 20:33
  Jack Siney: You have the answers.
• 20:34
  Jack Siney: I just want to repeat this is a scenario every everybody in sales deals with.
• 20:38
  Jack Siney: Uh, you have a sales team, you have two reps, their metrics are basically the same, same pipeline, number of calls, uh, number of emails, number of video meetings, whatever it is.
• 20:48
  Jack Siney: One is outselling the other by three times, right?
• 20:52
  Jack Siney: Everyone has this on their team.
• 20:54
  Jack Siney: If you have a team, you do.
• 20:55
  Jack Siney: You're like, it all looks the same.
• 20:57
  Jack Siney: Why is Mary selling three times as much as Bob?
• 21:01
  Jack Siney: Why?
• 21:02
  Jack Siney: And when we get asked that question for decades, every sales leader makes up an answer.
• 21:08
  Jack Siney: Every sell, well, Mary's just she's better at closing, or Mary had she's more industry contacts, or she's just better demo, and it's all made up, it's all fake because we don't know.
• 21:21
  Jack Siney: We don't know, and for years we've not been able to take whatever Mary's doing and share it with the rest of the team so that the whole thing you mentioned start your show, the rising tide, list all votes, right?
• 21:32
  Jack Siney: You know what I mean?
• 21:33
  Jack Siney: Like that paradigm.
• 21:34
  Jack Siney: It's like we don't know after all this year, all this tech stack, all this stuff, we're still not sure.
• 21:40
  Jack Siney: And so we need to dive into the data.
• 21:43
  Jack Siney: AI provides this ability now to start not only to normalize the data, standardize it better, but provides the ability to start measuring all these soft skills.
• 21:52
  Jack Siney: In our world, the difference between these two people, the 3X and the 1X, are 20 little things.
• 21:57
  Jack Siney: That's the when I came into your This um webcast you mentioned, doing repeated things every day, right?
• 22:03
  Jack Siney: Small things, right?
• 22:04
  Jack Siney: It's 20 little things, it's not the big things.
• 22:07
  Jack Siney: Everyone knows the pitch and the pricing and FAQs.
• 22:11
  Jack Siney: Everyone knows that.
• 22:12
  Jack Siney: Everyone knows that.
• 22:13
  Jack Siney: It's 20 little things.
• 22:15
  Jack Siney: And so we haven't really been able to measure those in the history of sales.
• 22:18
  Jack Siney: And now AI, for the first time, opens the door to be like, hey, what is the quality ratio for this person?
• 22:24
  Jack Siney: What is their tonality?
• 22:25
  Jack Siney: When did they introduce something?
• 22:27
  Jack Siney: What's the gap between things?
• 22:29
  Jack Siney: It's not just when you do something, it's the gap between when you do it.
• 22:33
  Jack Siney: We've all had this experience.
• 22:33
  Jack Siney: If you don't think that's true, here's the experience.
• 22:35
  Jack Siney: We've all had if you're on LinkedIn, we've all had this experience.
• 22:38
  Jack Siney: Somebody sends you a connect notice, you accept, and eight seconds later, they're like, You're like, oh my gosh.
• 22:46
  Jack Siney: Relax.
• 22:47
  Jaclyn Strominger: Pitch lap right, right?
• 22:49
  Jaclyn Strominger: Right.
• 22:50
  Jaclyn Strominger: Sorry.
• 22:50
  Jaclyn Strominger: I hate it.
• 22:51
  Jaclyn Strominger: I hate it so much, it's not even funny.
• 22:53
  Jaclyn Strominger: I so I'm gonna share my response to people.
• 22:56
  Jaclyn Strominger: Thank you so much for the pitch.
• 22:58
  Jaclyn Strominger: I work on relationship capital.
• 23:00
  Jaclyn Strominger: I teach people how to actually have decent relationships, build and foster those relationships so you actually get to know people so you can know, like, and believe in them, not just trust, but believe in them.
• 23:14
  Jaclyn Strominger: Yep.
• 23:14
  Jaclyn Strominger: So that you would might, so that you might, might want to do business with them, but you would probably want to refer them.
• 23:23
  Jaclyn Strominger: So if you're interested in that, I'm happy to connect with you.
• 23:28
  Jack Siney: Right.
• 23:29
  Jack Siney: So that but that thing you just thought about, how do you share sharing that with a new person's really hard?
• 23:34
  Jack Siney: Think about it, you have a company, you're doing well, you hired a new person, they're great.
• 23:37
  Jack Siney: So forget if you hired a knucklehead, but you hired a good person, they're really good.
• 23:40
  Jack Siney: So they say to you, what's the first thing they say?
• 23:42
  Jack Siney: Train them.
• 23:43
  Jack Siney: How do how do I repeat what your best person's doing?
• 23:46
  Jack Siney: Right?
• 23:47
  Jack Siney: You uh you just hired me?
• 23:48
  Jack Siney: Right.
• 23:48
  Jack Siney: Who's your best person?
• 23:50
  Jack Siney: What do they do?
• 23:51
  Jack Siney: Every type A I've met says that.
• 23:52
  Jack Siney: That's what they ask me.
• 23:53
  Jack Siney: Right.
• 23:54
  Jack Siney: If we don't know, we don't know how to tell them, hey, get on LinkedIn, you can't connect, but listen, you gotta wait, you gotta send them something in between, send them something of value.
• 24:03
  Jack Siney: Like to explain that really hard.
• 24:05
  Jack Siney: And because we do this, this this is a fail point that somebody has numerous businesses.
• 24:09
  Jack Siney: This is this sentence is the death almost every company.
• 24:12
  Jack Siney: That's common sense.
• 24:15
  Jaclyn Strominger: It is so not common.
• 24:16
  Jaclyn Strominger: Common sense is also not common.
• 24:19
  Jaclyn Strominger: But I love what you said about learning, you know, taking that that that major producer, right?
• 24:27
  Jaclyn Strominger: Now you can, because of AI, you I mean, it is big brother watching, but you can take uh the if the conversations are recorded, and obviously I think they have to, you know, that's transcribe usually have a note that says this message is being transcribed.
• 24:45
  Jaclyn Strominger: Please make sure you hit okay.
• 24:46
  Jaclyn Strominger: So you've got people transcribing the messages.
• 24:50
  Jaclyn Strominger: You can hear what the what you know your star Mary is is saying.
• 24:55
  Jaclyn Strominger: You know, Star Jack is just doing amazing.
• 24:57
  Jaclyn Strominger: He's just killed it.
• 24:58
  Jaclyn Strominger: He you know, so you can hear, you can see that all those things.
• 25:03
  Jaclyn Strominger: Now you can also see, I guess, depending upon how you have it set up in your system and in your serum, if they've connected the outreaches of LinkedIn to the individual person contact, you could see all of it together along with all the transcription.
• 25:23
  Jaclyn Strominger: So now you can, now you do have that data to say, okay, our top, you know, our top two people, our top four people have done all of these things.
• 25:34
  Jaclyn Strominger: This is what they do.
• 25:36
  Jaclyn Strominger: Now you can then take that and put that into, you can systematize that.
• 25:42
  Jaclyn Strominger: And the language, it's teaching, and I think this is something that I think is really important.
• 25:47
  Jaclyn Strominger: It's language and how we speak is is something that can be taught.
• 25:58
  Jack Siney: Yeah.
• 25:58
  Jack Siney: And so yeah, I would uh the the real world part about that for people is no one has perfect data.
• 26:04
  Jack Siney: Right.
• 26:05
  Jack Siney: No one does.
• 26:06
  Jack Siney: And so how we started this segment was hey, what do you do to help them get ready?
• 26:11
  Jack Siney: So what why it's so important today?
• 26:13
  Jack Siney: Today it's way more important to get your house in order than it is to go buy an ace AI solution.
• 26:18
  Jack Siney: Because if you're analyzing the wrong data, garbage in, garbage out.
• 26:22
  Jack Siney: If you're not ready, it's it's that's the most important thing is to get ready.
• 26:25
  Jack Siney: And so one of the things, talk about what you just said, most people don't have all the data, but they have a core thing about this.
• 26:31
  Jack Siney: If you looked at your people or your process, you have just say 60 to 70 percent of it in order.
• 26:38
  Jack Siney: Now you have to decide, like you just said, do we want to see what our people are doing on LinkedIn?
• 26:43
  Jack Siney: Maybe, maybe you do, maybe you don't.
• 26:45
  Jack Siney: I it depends on how how quantitative it is and how how much it affects the outcome, right?
• 26:50
  Jack Siney: Or or texting.
• 26:51
  Jack Siney: Hey, do we send a lot of text or don't send text?
• 26:54
  Jack Siney: And do we want a system to help put that in place?
• 26:57
  Jack Siney: But it's not big brother in any way, shape or not.
• 26:59
  Jack Siney: Like, think about gung, gong, where people are like, you're gonna record my call and do transcripts, and people are like, What?
• 27:05
  Jack Siney: As as type A's, we're like, you're gonna watch me or you're gonna look at it?
• 27:08
  Jack Siney: We're trying to help you as a type A, even you're not the perfect in anything.
• 27:13
  Jack Siney: How do we take the best of what everybody's doing?
• 27:16
  Jack Siney: And so our first swipe of the data, again, there's there's chunks missing.
• 27:20
  Jack Siney: So again, then companies can spend the next couple months.
• 27:23
  Jack Siney: Hey, do we want to dive in and get data in this area or do we not care and it's okay, right?
• 27:28
  Jack Siney: That's what I'm talking about.
• 27:29
  Jack Siney: Getting your house in order.
• 27:30
  Jack Siney: It's not trying to be perfect tomorrow.
• 27:32
  Jack Siney: No one's no one's perfect, but it's starting to have good conversations about what data elements are we gonna care about in February 2027?
• 27:40
  Jack Siney: Because if our competitors have all that data and we don't, then we start to start gathering it in February.
• 27:46
  Jack Siney: You're gonna be a year behind, you're never gonna catch up, you're gonna wonder why they're eating your lunch.
• 27:50
  Jack Siney: And so, again, we try to help companies get ready because the world is gonna look so different in 2030.
• 27:57
  Jack Siney: And so, if you're planning just to be great in 2028, we're what that's not we're front rain says, don't, that's not what we're about.
• 28:04
  Jack Siney: We're trying to get companies ready for what's coming and the new way we're gonna work and the new way your organization's gonna need to put different AI tools in.
• 28:12
  Jack Siney: But the tool, again, you're so anxious to buy today, it's gonna be outdated two years from now.
• 28:18
  Jack Siney: Well, no, without a doubt.
• 28:19
  Jack Siney: So stop rushing to do the tool, get your house in order, and then then you can plug in any tool you want as we go.
• 28:27
  Jack Siney: That's our whole thing.
• 28:28
  Jack Siney: We the last mile is gonna keep changing.
• 28:30
  Jack Siney: These tools are gonna keep changing, but you want to have your house.
• 28:33
  Jack Siney: Right, the analytics, right.
• 28:35
  Jack Siney: And now, as you plug a tool in, we give you the analytics.
• 28:39
  Jack Siney: Is that working?
• 28:40
  Jack Siney: Is it helping?
• 28:41
  Jack Siney: Hey, you you got rid of your some program, you added this other program.
• 28:45
  Jack Siney: Is it are you closing more?
• 28:47
  Jack Siney: Is your is your are your sales better?
• 28:49
  Jack Siney: Is your retention better?
• 28:50
  Jack Siney: That you're trying to analyze.
• 28:52
  Jack Siney: So the key is to having a good foundational platform.
• 28:54
  Jack Siney: You keep analyzing as you're gonna plug and play different things in over the next five years.
• 28:58
  Jack Siney: That's the secret.
• 28:59
  Jack Siney: It's not running out and be like, are you guys doing AI violent?
• 29:02
  Jack Siney: Well, you can go look at the stats last year.
• 29:04
  Jack Siney: I think US companies they say invested $650 million last year, and 90% of those initiatives never got deployed throughout the company.
• 29:13
  Jack Siney: That's a lot of wasted money.
• 29:15
  Jaclyn Strominger: That is a lot of wasted money.
• 29:17
  Jack Siney: Yeah.
• 29:18
  Jaclyn Strominger: So I I love this because one thing that you just said that listeners, please know this for a fact.
• 29:27
  Jaclyn Strominger: It's a tool.
• 29:29
  Jaclyn Strominger: It's a tool.
• 29:32
  Jaclyn Strominger: So I love what you just said.
• 29:33
  Jaclyn Strominger: Get all the things ready so that you can plug the tool in.
• 29:39
  Jaclyn Strominger: Because, you know, sometimes you're gonna need, you know, a different size wrench depending upon what tool you're gonna use.
• 29:47
  Jaclyn Strominger: But it's a tool, it's not it's not all the other things.
• 29:52
  Jaclyn Strominger: It is something that you use to make things better or to analyze.
• 30:00
  Jaclyn Strominger: It's but again, I'm gonna say it again, it's a tool.
• 30:03
  Jack Siney: It's a flip for those of you who are internet school, flip phone.
• 30:07
  Jack Siney: If you like if you you know, what was that the one black phone?
• 30:10
  Jack Siney: I think it was Motorola, the black, like, like not a chance today, right?
• 30:13
  Jack Siney: It'd be so antiquated.
• 30:14
  Jack Siney: And so that we're you're not you're rushing to get a product that's gonna be out of date really quick.
• 30:20
  Jack Siney: And so it it go slower, get your house in order, and you'll be ready.
• 30:24
  Jack Siney: The company that's gets their house in order and is ready for each evolution of AI, is gonna crush these companies that are rushing out to be like, are you guys have an AI pilot one?
• 30:35
  Jack Siney: Oh, yeah, we do.
• 30:36
  Jack Siney: We're we're automating our SCR team, or we're we're putting agents in to get rid of half our sales team.
• 30:41
  Jack Siney: You're like, okay, well, good luck with that.
• 30:43
  Jack Siney: So six months from now, when you're still flat or it's not working the way you should, what are you gonna bring those people back?
• 30:48
  Jack Siney: Then you're not gonna have any data because now you've had these agents in, it's not even gonna be the correct data.
• 30:52
  Jack Siney: So it's a it gets into like a death spiral.
• 30:56
  Jack Siney: And so just want to encourage folks, full stop, find if front race agreements will help you like get ready.
• 31:04
  Jack Siney: Like, get ready.
• 31:05
  Jack Siney: But but if you're not, if you want to rush it, we're not don't don't call us.
• 31:09
  Jack Siney: I don't I don't want to help you deploy an AI solution tomorrow.
• 31:12
  Jack Siney: We want to help you get ready.
• 31:13
  Jack Siney: We we'll do some, we'll do some AI stuff and in you know, interrupting you, we'll create content and do some basic, but for for getting yourself ready and making sure that AI is a part of your business going forward, that's what we're trying to help companies do.
• 31:24
  Jaclyn Strominger: I you know what I you know, Jack, I could talk to you for hours about this because I think it is so important.
• 31:29
  Jaclyn Strominger: But listeners, there's a few, there's a few other key nuggets in here.
• 31:33
  Jaclyn Strominger: Number one, something that you just said, we have to go slow to go fast.
• 31:38
  Jack Siney: Amen.
• 31:39
  Jaclyn Strominger: Right?
• 31:40
  Jaclyn Strominger: And so go slow right now.
• 31:42
  Jaclyn Strominger: As a matter of fact, I mean, not to not to bring in working out, but like this morning I did a whole workout and the whole thing was was tempo.
• 31:49
  Jaclyn Strominger: What's tempo?
• 31:50
  Jaclyn Strominger: Going slow and doing fewer to to build, right?
• 31:56
  Jaclyn Strominger: So go slow to go fast and focus, be be focused on what you want.
• 32:04
  Jaclyn Strominger: Not I would say, you know, I would also say try not to do it all at once.
• 32:09
  Jack Siney: Well, what what one thing in the process part of what we help folks do, help companies do is start to delineate, we start to put in buckets, likely AI implementation, unlikely successful AI implementation, right?
• 32:24
  Jack Siney: But things that are high touch factors, things you need, a lot of human, very dynamic answer changes, it requires those challenging for AI, right?
• 32:34
  Jack Siney: But order a taker at a restaurant, great, you only have 32 items, there's only so many mastinations of that, we can AI it, right?
• 32:42
  Jack Siney: So, so so though though trying to put your process into buckets and you can start then, obviously, the ones that seem more AI a whole and more prone to AI success is where you want to start.
• 32:53
  Jack Siney: But there's some that are gonna be really complex, and the more, the more human intervention, the more dynamic it is, the more the answer is different every single time.
• 33:00
  Jack Siney: There's gonna be hard to AI in the near term.
• 33:03
  Jaclyn Strominger: Yeah, you know, and I I I'll share this with you.
• 33:05
  Jaclyn Strominger: This past weekend, I was traveling to Napa with a friend of mine, and we were doing a tasting of some sort, and we kept having to move the time.
• 33:14
  Jaclyn Strominger: And so it was the AI agent that was doing it.
• 33:17
  Jaclyn Strominger: And then actually at one point, then it got when it got to the point where we couldn't switch the reservation because it was getting too close and kind of weird, it went to a human.
• 33:27
  Jack Siney: Yeah.
• 33:27
  Jack Siney: Yeah.
• 33:28
  Jack Siney: It's get listen, it's it's gonna be great, but it I just don't want to repeat it.
• 33:33
  Jack Siney: It's it's it's so much happening in every on the business side.
• 33:38
  Jack Siney: Like if you if you don't believe in anything I say, take whatever platform you love, put in the same data, run the query three times.
• 33:45
  Jack Siney: I guarantee you get three different answers.
• 33:47
  Jack Siney: Right.
• 33:48
  Jaclyn Strominger: Right, you get three different answers, yeah.
• 33:50
  Jaclyn Strominger: Right.
• 33:50
  Jack Siney: And if you push back, if you push back at all, and by the way, a bait beyond a basic query, beyond like, hey, what you know, what day of the week it is, or who was my leading sales rep last week?
• 34:00
  Jack Siney: Just ask a question within a second variable.
• 34:03
  Jack Siney: Hey, who was my best sales rep last month who had the least amount of meetings or something?
• 34:08
  Jack Siney: Yeah, and you'll see it'll it'll go around and around.
• 34:10
  Jack Siney: And it's just the way an incredible tool, but but has some glitches in it, or I don't know, uh the the part I'm not a tech person.
• 34:17
  Jack Siney: I don't want to say glitches, um, has some issues to provide you concrete data going forward.
• 34:22
  Jack Siney: And we have some, we haven't talked about we have some tools, we have some widgets to help you plug into your system.
• 34:26
  Jack Siney: So the analytics are the same every time.
• 34:29
  Jaclyn Strominger: And and I love that, you know, date again, because data is so important.
• 34:33
  Jaclyn Strominger: So, listeners, this is such an important top, important topic, and and and really to have that unstoppable success.
• 34:45
  Jaclyn Strominger: Again, you know, learn to use AI as the tool.
• 34:50
  Jaclyn Strominger: Let's not rush out, you know, again, on the on the tech side where it's programming for you.
• 34:58
  Jaclyn Strominger: Great.
• 34:58
  Jaclyn Strominger: I still think there's lots to be learned and done.
• 35:02
  Jaclyn Strominger: Yep.
• 35:02
  Jaclyn Strominger: But everything's evolving.
• 35:05
  Jaclyn Strominger: Again, it's time to go slow to go fast.
• 35:08
  Jaclyn Strominger: So, Jack, how can everybody get in touch with you to learn more about what you are doing and learn?
• 35:14
  Jaclyn Strominger: Because I think what you are doing is just really incredible and so needed right now.
• 35:19
  Jaclyn Strominger: Amen.
• 35:20
  Jack Siney: Thanks so much.
• 35:20
  Jack Siney: I appreciate the uh appreciate the endorsement.
• 35:22
  Jack Siney: I'll send you your 10 bucks.
• 35:23
  Jack Siney: Thank you so much.
• 35:24
  Jack Siney: You can go to um frontrace.com, frontrace.com.
• 35:29
  Jack Siney: In the upper right hand corner it says join the race.
• 35:31
  Jack Siney: If you just fill out the form, we'll do an AI readiness assessment for you for free.
• 35:36
  Jack Siney: That's how much we believe in it.
• 35:37
  Jack Siney: There's so much to be done.
• 35:39
  Jack Siney: Just want to give you a sounding board.
• 35:40
  Jack Siney: So if you go uh fill out the form, we'll we'll we'll give you a readiness assessment that for no for no cost.
• 35:46
  Jack Siney: I think you'll find that it's again for free.
• 35:50
  Jack Siney: You'll you'll find so much about your company, totally worth doing.
• 35:53
  Jack Siney: Or you can follow me on LinkedIn, Jack Siney, S-I-N-E-Y.
• 35:57
  Jack Siney: We post regularly on LinkedIn.
• 35:59
  Jack Siney: I have a notable LinkedIn uh following.
• 36:02
  Jack Siney: And so uh try to comment and keep folks up to date as we see uh real-world things to help folks.
• 36:07
  Jack Siney: So those are probably the two best ways to reach me.
• 36:09
  Jack Siney: Uh, Jack at frontrace.com is my email.
• 36:11
  Jaclyn Strominger: So okay, and we will put all of that in the show notes.
• 36:14
  Jaclyn Strominger: So please, listeners, do me do me the favor and connect and reach out to Jack.
• 36:18
  Jaclyn Strominger: Follow him on LinkedIn and see all of the great things he's doing because he is truly knowledgeable and has uh, I think, a high intellect as to what is happening with AI.
• 36:26
  Jaclyn Strominger: And you really need to have different perspectives.
• 36:29
  Jaclyn Strominger: So please do me the favor of follow following Jack.
• 36:32
  Jaclyn Strominger: And then, listeners, please do me the other favor and share this episode with your friends, your business colleagues, because this is a topic that we all need to stay up on, and so do your friends.
• 36:42
  Jaclyn Strominger: And then, lastly, if you haven't subscribed, I should say second last, if you haven't subscribed, make sure you've hit subscribe to this podcast.
• 36:49
  Jaclyn Strominger: Give us a great review.
• 36:50
  Jaclyn Strominger: And then, lastly, for sure, please go over to our brand new school community.
• 36:57
  Jaclyn Strominger: It is Unstoppable Success on the Skool Platform, where you can be part of a community where we share information tips.
• 37:06
  Jaclyn Strominger: We have a couple of power hours that we do to work together and monthly roundtable discussions from experts.
• 37:13
  Jaclyn Strominger: So jump in there, be part of that community.
• 37:16
  Jaclyn Strominger: Jack, thank you so much for being a great guest.
• 37:19
  Jaclyn Strominger: Listeners, thank you for listening.
• 37:22
  Jaclyn Strominger: And this is the Unstoppable Success podcast where we help you leap to your greatest success.
• 37:30
  Jack Siney: Thanks so much.
• 37:31
  Jaclyn Strominger: Thank you.