Podcast episode
How to Use AI For Prospecting | Kyle Coleman | 30MPC Hall of Fame
30 Minutes to President's Club17 Feb 202537 min
Description
ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press releases) on the other. Leverage AI for Efficiency: Use tools like ChatGPT or Copy AI to analyze information from sources like job postings, financial documents, or industry trends. KYLE'S PATH TO PRESIDENT'S CLUB: CMO @ Copy.ai CMO @ Clari VP, Revenue Growth & Enablement @ Clari Director Sales Development & Enablement @ Clari Sr. Director Sales Development & Optimization @ Looker RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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had the biggest decline in sales? And instead of having to scour an entire 10K, chat GPT will actually tell you which one it is. And then from there, you can start to ask it questions around, is this a Dick's Sporting Goods issue, or is this an industry-wide issue? And that's where you can start to get smart about that type of thing. And then the final step is you can be like, okay, “if you were selling a marketing agency and sold these seven services, what are the different ways” you could support some of the initiatives that are inside of Dick's Sporting Goods 10K? And so you can go pretty far with this stuff in a way that oftentimes I hear people just using AI to write really bad emails. And there's so much. more that you can do with it to come up with insight without manually
is this a Dick's Sporting Goods issue, or is this an industry-wide issue? And that's where you can start to get smart about that type of thing. And then the final step is you can be like, okay, if you were selling a marketing agency and sold these seven services, what are the different ways you could support some of the initiatives that are inside of Dick's Sporting Goods 10K? “And so you can go pretty far with this stuff in a way that oftentimes I hear people just using AI” to write really bad emails. And there's so much. more that you can do with it to come up with insight without manually scouring every single interview yourself. Some other sources would be a company's press releases, treasure trove of initiatives and what matters to the company, their new product launches.
So all of these things are sources. The virtue of having the workflow builder is you can define all of these things once in a single workflow, read all the job postings, look for these keywords, read the 10K and the earnings calls and look for this stuff. Scour the web for relevant company news and look for this, understand industry trends and what's popping in the industry. “Research their sales cycle and tell me what their ACV is and what their customers are.” You can define all of these things in a single workflow and then run it once for all 200 of your accounts and you get all of this information that's just right at your fingertips for you to go and execute on. There's a spectrum of automation. You can go the really streamlined approach with tools like copy AI, if you want, or you can go a bit more manual. It's going to take a little bit more juice, but the juice is worth
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