Podcast episode
The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap
30 Minutes to President's Club11 Feb 202539 min
Description
FOUR ACTIONABLE TAKEAWAYS ChatGPT Research Triangle: Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect. Use Industry Jargon: Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messaging sound more credible and tailored to their world. Refine Email Sequences: Provide ChatGPT with your email templates and ask it to integrate industry-specific revenue drivers. This keeps messaging structured while adding personalization. Smarter Discovery Questions: Use ChatGPT insights to refine questions that demonstrate expertise. Instead of generic asks, tailor them to industry trends and job-specific challenges. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
0:000:00
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
they would make money, and one example of how we could potentially help. At least for me, what I'm looking for is, again, when you say, you know, let's say, how do they make money, right? What I'm looking for is how a company makes money. It used to be the first question I'd ask every single rep. So whenever I was a frontline manager, reps would come to me and say, Jake, you know, here's a company, we're trying to prospect them. I'd say, how do they make money? “If you don't know how a company makes money, how can you help them? Because if you don't know,” like, okay, they're in this industry, it's really competitive, da da da, like, to your point, these are the competitive pressures. I can't really appreciate the nuances of what somebody in that role is going through. I have to know how that company makes money to be able to triangulate what we can do and put it in their words. Hey, in your industry, these are the
like, okay, they're in this industry, it's really competitive, da da da, like, to your point, these are the competitive pressures. I can't really appreciate the nuances of what somebody in that role is going through. I have to know how that company makes money to be able to triangulate what we can do and put it in their words. Hey, in your industry, these are the “trends, these are things that are happening. Here's how I'm going to help you to stay a step” ahead. The other thing I'll call out is a lot of the messaging I'm talking about is for the leadership level. A lot of people's messaging is built for directors or managers about use cases and end users. Why VPs or why CEOs take meetings is to get smarter. A VP of a big department, a CEO, they take meetings to get smarter. If I'm trying to set a meeting with executives,
leadership level. A lot of people's messaging is built for directors or managers about use cases and end users. Why VPs or why CEOs take meetings is to get smarter. A VP of a big department, a CEO, they take meetings to get smarter. If I'm trying to set a meeting with executives, that's why I do this type of outreach. That's why I do, how do you make money? Because I need to “know how they make money to understand what they're probably focused on, industry pressures” and trends, et cetera. So that's why I ask the, how do they make more money? That's why it's so critical. Yeah. I mean, it actually reminds me of, we had Kyle Coleman on the show recently, and he was talking about how you might consider using AI with prospecting. And one of the things that he said was, anytime you can find an initiative that the company has that is close
but almost always lowest. Again, I think we've gotten away from, and again, I'll get tactical, but guys, the goal is to book a meeting with this person. You're giving a book of accounts that says, my job, your job as an SDR, as a salesperson, is to book a meeting with abc.co. That is your job. It doesn't matter how you get there. Get there. We've moved to this idea of account coverage as the goal “versus getting a meeting with somebody is the goal.” We're seeing companies already move away from that. We've got a lot of our clients that are trying to un-anchor from activity metrics, and we're really trying to push them to un-anchor from just go customize another one and then do send all. It's not working. You see the data. You all missed your outbound numbers. Why could we not see this? The data is right there. What I'm hearing is touch points four through 10, it sounds like.
The second level is what you brought to the table, which is independent of the 10k. Show me how they make money in three ways, show me how we can support them in three ways. And that's more open-ended, also helps with above-the-line messaging. And then I can take all of that stuff and be like, hey, these are the three email templates that I usually use in emails one, four, and eight. “Can you find a way to weave all that stuff into these three email templates?” And it's sort of starting with a base of like, this is how I write human emails versus literally asking it to create emails from scratch. Do I have that? Like, I love that. Yeah, I love that. Now, what I want you to do is I want you to think about all the things that go into what you think goes into a good email template. And I want you to create a custom GPT that says in the instructions, this is what goes in.
And that's more open-ended, also helps with above-the-line messaging. And then I can take all of that stuff and be like, hey, these are the three email templates that I usually use in emails one, four, and eight. Can you find a way to weave all that stuff into these three email templates? And it's sort of starting with a base of like, this is how I write human emails “versus literally asking it to create emails from scratch.” Do I have that? Like, I love that. Yeah, I love that. Now, what I want you to do is I want you to think about all the things that go into what you think goes into a good email template. And I want you to create a custom GPT that says in the instructions, this is what goes in. You upload 10 examples of what you think, and then maybe it can get closer to writing emails that are specific to your tone.