The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap

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1. 6:35

   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

   In Company and industry research

2. 7:22

   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

   In Company and industry research

3. 9:51

   part about this new world, you don't need to be a tech nerd. You just need to be able to understand like a call scorecard. Like I'll shout out my, you know, my good buddy, KD. He had some of his leaders go through our AI powered seller class. One of his sales managers, tactical application was like, I think I could put my call scorecard in here. Yeah, you can. So he went create uploaded “his call scorecard, gave it the instructions. This is what I look for, etc. His leader is doing” two to three X more call, you know, refinement with his reps. The. & Farmer's Market. Thanks for watching and I'll see you in the next video. Layout The thing that I would call out for a lot of people is this is where the ball is headed. So I would highly encourage all of you to take the initiative. Go create one. You just type in instructions. What do you think is in good prospecting or whatever? It doesn't really matter.

   In Call coaching tools

4. 22:57

   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.

   In AI personalization drafting

5. 29:06

   Every single night, I would look at my six calls that I need to prepare for. And one by one, I would literally be populating all of this stuff, information manually, one by one. And then I would have to build a POV on these accounts. In other words, like, understand, like, okay, I'm meeting with a chief people officer in this one, a director of people ops in this one. “What are the types of problems that they're going to have based on their” employee growth, their industry, and all that stuff? So I know you have a custom GPT for building your own prep doc. If I had to build this on my own, what's like my 80, 20 prep doc that I can use going into any discovery call? I would think of it around the things that we talked about. One is industry trends. I need to know what's happening in their space. And a lot of the things that we talk about in particular are sub industry trends.

   In Call-script personalization

6. 31:28

   I remember on your first episode ever of 30 minutes to President's Club, you have a very, very, very specific way that you start all of your calls, where you first ask them about their top three business priorities, independent of the product you solve. And then if they're not specific enough, you will prime them where you're like, hey, “based on this type of area, what are the top three things that you care about?” So I'm curious if you had a more specific chat GPT prompt that was telling you the top three trends in the medical device manufacturing space. How would you take those things and present them as a pew? Yeah, that's a yeah, that's a great one. How I'd use some of these is I'd weave them into the quality of the questions, you know, the first set of questions usually around role and responsibility.

   In Objection diagnosis and probing

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