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Hey, if you re coming out of Q2 strongly and want to head into Q3 with turbocharging, we re doing a special live masterclass on June 28th titled the Q3 Rocket Ship.
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The goal of this workshop is to arm you with the proper tools to make Q3 even better heading into the end of the year.
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This is the time of year where you want to build momentum for the next 12 months, and we want to help you do that.
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To get more info, check the show notes.
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There s a link there.
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There s no charge for this.
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Be the commander of your Q3 rocket ship, if that doesn t sound too corny.
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Love to see you on June 28th.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasts.
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My name is Brian Neal.
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My name is Bill Kasky.
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You re used to hearing us every week, Monday morning, starting your day.
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We re so appreciative of our listeners.
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We ve been doing this a long time, and we ve had people that have been with us the whole time.
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We re so thankful for that.
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And some of you just got here.
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You just found us.
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You Googled sales podcast, and on some list, you saw the Advanced Selling Podcast.
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And after you listened to all the other great podcasts,
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Uh, so what are the, who are the good ones right now?
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Well, Barron s great.
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Giddemers got his own, Jeb Blunt s got his own, all those.
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And then you got to us and you re like, I found it.
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I found it.
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Podcast.
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That s it.
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We love it.
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We ve been, over the last couple of months, you ve probably seen them on LinkedIn.
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We ve been named to some top 20 lists, some top 10 lists, a thousand lists.
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We don t talk about that much because we re just humble.
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So there s so much humility here.
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It s not about the list.
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No, it s not.
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It s about the listeners.
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And we pay good money to be on those lists.
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I just hope, speaking of, I just did.
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I just looked up a list and it s, which you know that, but I d never seen it.
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Like it literally says on the website, this is paid.
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No, no, no, no.
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We ve never paid anything for it to be on a podcast list.
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It was for another thing for like sales training company or sales speakers or something like that, which is fine.
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Pay to play, but that s right.
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Not us.
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We re organic.
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Never advertised, never advertised the advanced link podcast either.
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Right.
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Let s put a banner up.
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Speaking of organic, we talk about the Advanced Selling Podcast Insider program.
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If you re interested in being a part of that group, we meet once per month, the first Friday usually of the month.
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You can go to advancedsellingpodcast.com slash insider to find out what the next few months of curriculum will be.
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And you can also join there.
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It s nominal.
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It s a monthly
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We have a, I told her I would do a shout out, Marissa Jones, who is, hopefully it s okay if I use her last name.
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She is pregnant, due any time.
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She may have, by the time this episode is released, she may have actually had the baby.
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But she s having a baby, and she s one of our insiders, and always really active, and a wonderful person, and takes all the advice, and actually goes and executes it, and has had some real big wins since then.
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And so I just want to do a shout out to Marissa.
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Fantastic.
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Which kid is it?
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Is it her first kid?
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Do you know?
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First child.
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First kid.
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Hi, Marissa.
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We don t actually gender or baby name.
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Oh, you know what?
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I should know that I don t.
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Yeah, that s fantastic.
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It is the season, isn t it?
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I mean, has there been a COVID baby bump by spike?
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Has anyone done that math yet to see if there s anything?
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It would have happened by now.
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I would have happened in 2021.
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No, I don t know.
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It s very, very fun.
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It s interesting how you do.
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And you re, you re a little ahead of me, but you go through these life phases where like all of your friends have babies or you have babies.
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Then you get older and now my kids are college and teenagers and stuff like that.
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And then,
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then you see your clients and people, then you move to grandparent in that stage.
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So your view of procreation has a different lens in each of those areas.
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You know what I mean?
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Absolutely.
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Absolutely.
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I m experiencing that with Kara s new little girl named Palmer.
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She named her Palmer.
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I think I mentioned that.
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It s such a great name.
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Yeah, it is.
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It s such a great name.
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I m going out there here in a couple of weeks to Denver to visit.
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Make myself known to her.
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I ve been doing some recordings before she was born, but I doubt if she ll come alive and say, Papa, where have you been?
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I love your music.
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I love your recording.
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What kind of microphone do you use?
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Exactly.
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Is that the SM7B?
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It is.
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Thank you, Palmer.
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I love that you said this an Indiana thing you said here in a couple weeks.
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That s an Indiana thing.
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I m going in my to my in laws are from small town Newcastle, Indiana.
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And they ll say, Well, yeah, I think we re going down on the dock here in a minute.
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I think we re going to we re going to go to dinner here in a couple hours.
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Is it it s a time frame?
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Yeah, yeah.
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Here in about 30 minutes.
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I think the plumber supposed to be here.
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We re supposed to be here in about here in about 30 minutes.
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It s funny, isn t it?
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Sounds a little Canadian to me.
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In there, but you betcha.
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Where s Scott Snowden when you need him?
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That s right.
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That s right.
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All right.
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So our topic today.
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Yep.
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Tee this up and full disclosure to you listeners.
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So we are what s called you might call this an advice show where the host dispense advice to the listeners versus an interview show where the host interview guests.
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And we appreciate you all, you know, trusting us with that.
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Well, this topic we re going to talk about today, I ll speak for myself.
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I think Bill s in this camp.
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We would not say we are yet experts in this topic.
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And the topic is
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AI slash chat GPT.
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And how do I use these tools?
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What should I think about this new technology if I m a professional salesperson and I listen to events like podcasts?
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So we thought in this episode, we re just gonna give you our take on A, how we view these technologies, what we ve been doing, both as individuals, just like business owners, but then also as salespeople.
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And then anything we ve learned so far, just to talk a little bit about it.
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So you start to get the wheels turning in your own world about how should I think about use chat GPT and AI in your sales world?
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Don t I m kidding.
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Yeah.
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Yeah, here s where I land on it.
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I think any kind of new technology like this, whether it s the iPhone or whether it s a software package like Evernote or anything that would cause you to say this is a technology advancement, I think we have to play around with it.
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Maybe, just maybe, there s a way that you can use it to cut down the time.
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I see it more as a time saver than as some kind of big creative force where you just throw a question in, and up pops a sales letter that s going to make you $40 million.
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I don t see it like that.
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I see it more as a ideation tool so that you can put something in and say, here, rewrite this.
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I m going to do this.
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I m going to do this.
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I m going to do this.
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I m going to do this.
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I m going to do this.
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rewrite this in a friendlier manner, or rewrite this in a more compelling manner.
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I mean, there s lots of different prompts you can put in.
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I think there s some good ideas that come from it, but I think we ve got to temper our enthusiasm for it, because it s not a savior tool.
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It s just a tool to help you ideate.
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Yes.
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I ve seen, and I got into an interesting dialogue with a guy who s a sales coach.
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His name is Glenn Lundy.
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He works in the automotive business, but it was on his podcast.
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And we had a really interesting discussion about it.
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He s a little bit more in the, I don t know what you would call it, a little in the fear camp.
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There s some people that are afraid this technology is going to like, you know, end the world.
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And then some are massive optimists around the technology like this, like, oh, this is going to be game changing for me, like changing that sort of thing.
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So I would err more on the side of the optimistic side of a tool like this.
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And I think a lot of people get either scared of it, this is going to replace me, especially if I m a front end salesperson, you know, it s like a SDR, BDR person.
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Or is sales going to become fully automated and not need any humans?
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And therefore, does my function, is there any need for the Advanced Learning Podcast anymore?
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That s a fear.
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So I don t like to live in that fear space.
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So I like to say, let s stay in the mode of how can this help me?
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Because I also think it s a skill to learn.
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Kind of like LinkedIn, if you go to get a job right now, a sales job,
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the first thing any good VP of sales or CRO is gonna do is look at your LinkedIn profile and look and see how you ve embraced this personal branding technology.
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I think they re gonna do the same thing for ChatGPT and say, how do you use ChatGPT?
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And if you don t even know what a prompt is, they re like, what kind of prompts do you use?
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Or how do you, you know, you re like, huh, what s a prompt?
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And so I think it s self-education is really important here, just embracing like, let s see what this could be.
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Now, that s a great thing you just said there about LinkedIn.
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It s like when the hiring manager goes to your LinkedIn feed.
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anybody goes to your LinkedIn page, what do they see?
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And if they ve seen that you haven t posted jack in the last six months, then what are you fooling around with ChatGPT for?
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You aren t using the technologies that we have in front of us.
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I m not citing anybody here, but generally, you re not using what you have.
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So now you re going to run after this.
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Well, maybe you should be posting on LinkedIn two or three times a week, writing.
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Get your writing chops ready.
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Shoot video.
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So that when ChatGPT comes along, you kind of know what you want.
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If you just start using it, it will frustrate you.
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And you re going to be five minutes in and say, oh, this piece of crap.
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No, it s not a piece of crap at all.
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It s just you re not putting in the right prompts, which is, like you said, that s the magic key.
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What are you asking it to do?
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It will only follow directions.
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It s not going to do it on its own.
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And if you go to like, just to get started, you just Google chat GPT, and you ll see you ll be able to sign up for an account there.
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And it s a it s a very, it s got number one, Google came out, it was just like this box.
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And, you know, it s similar to that.
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And you have to prompt it.
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And you can just ask it to do anything.
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And it s not a search engine.
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I think some people are so used to looking for things.
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That s what Google does.
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This is more of a writing, creating sort of tool.
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And so think about, to Bill s point, about how can I, as a professional salesperson, help myself.
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you think, boy, you know, I struggle sometimes to write LinkedIn posts or I don t know what to write.
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Well, it will write for you.
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The easiest thing people ask me, how am I using it?
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So we teach this tool called the question bank.
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We ve put it on the podcast before.
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So it s a, it s a, a place to store sales questions that you can use to prepare with and that sort of thing.
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If you go to chat GPT and say, um,
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please give me 75 strategic sales questions to ask on a business-to-business sales call and hit Enter.
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It will populate 75 questions in about 20 seconds or less.
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So you don t need to think, what should I ask on a sales call?
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It ll give them to you as an example of an easy use case for that.
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I learned a little trick.
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and this is not a trick, but everywhere I read for prompting, prompting, like you said, Bill s the trick, the essence of being a good prompter is the essence of using chat GPT.
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Well, the more research I do, this keeps coming up, is when you go to prompt chat GPT, you need to tell it what it is.
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before you prompt it.
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So you tell it, you say, you are a copywriter for a consumer goods advertising agency helping me write copy for a product launch.
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You tell it what it is, then ask it what to do.
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Tell it what it is, and then ask it what to do.
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Or you are a sales coach, or you are a account executive in the medical device arena, that sort of thing.
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I do hear that.
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Super professional.
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First time.
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It s great.
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Yeah, we ve been podcasting long enough to where we can do shit like that.
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We ve been podcasting long enough.
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We can do stuff like that, and it doesn t matter.
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Yeah.
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See?
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Yeah, I think that s right.
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And so if I were a listener and I hadn t even gone in and done anything with it yet, go to chatgpt.ai, maybe.
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I think it s .ai.
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Anyway, just Google that and just go in and it s free.
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You can just try some prompts, try some things.
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One of the things Travis does with our program is he puts in the audio.
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I think he transcribes the audio first and then puts it into chat GPT and then chat writes the email or writes the show notes.
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So if you have a recording of maybe it s an interview you did or a recording of a presentation, just get it transcribed, put it into ChatGPT, and say, here, please give me a 12-point summary of the discussion points here.
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Now that might be a post, or that might be a follow-up email.
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Yes.
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So you have to think of it as a content creator based on your prompts and your questions and how you instruct it.
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Yes.
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Go ahead.
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I was going to say, I don t see the end of the world coming with it.
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I think it s a lot like VR.
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Remember, VR was huge three or four years ago.
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Everybody was talking about it.
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Do you ever see it?
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No, you don t see it.
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Metaverse, the metaverse was like, oh, it s going to change the way we think about it.
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Where is that?
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Well, metaverse, it s all the Facebook people have to go back to work like they re making them do it ll be back.
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They don t have to go to the office.
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It s true.
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Yeah, it s OpenAI.
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OpenAI.com is where you find chat GPT.
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And that s the that s the next each updates are there.
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You can sign up for an account OpenAI.com.
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And now I will say
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No one believes me with this, but it s impossible for AI to take over the world.
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You know why?
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Because we have something that it needs that we have control over and it doesn t.
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we have the power, we have the power cord.
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SPEAKER_00
We can just unplug all the crap, right?
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SPEAKER_00
If it gets really bad, all of us at one time, okay, at noon Eastern time on Tuesday, everyone unplug all your stuff and just let it sit for a minute and we ll be fine.
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SPEAKER_00
Then we ll figure the rest out.
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It ll reboot though.
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It ll come back.
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It can t make its own power and it s gotta have power to work and it can t make its own power.
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So we win.
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We won.
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I was listening to Elon Musk the other night talk about AI.
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He seems a little more scared of it than the average person because he knows what it is, or he s scared because it might be a problem for his cars and Twitter and things.
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SPEAKER_01
I don t know.
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SPEAKER_01
Right.
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He was, it was very hard.
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He s a hard guy to understand anyway.
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I don t like or dislike him.
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I don t love or dislike him, but he s very difficult to follow in a conversation.
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And when he starts talking about technical things, he pauses and he stops and he interrupts himself.
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And, uh, sometimes it s very uncomfortable.
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I had no idea when he was saying it could destroy the world and he tried to explain it.
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I wasn t, I wasn t getting it.
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I wasn t.
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Maybe I m just demented.
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SPEAKER_00
Well, I don t think so.
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You know, he just said,
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different person.
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Yes, he s quirky.
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And if he would, you know, I ve heard him communicate better in certain, maybe it s the context of, you know, where he was, he was on a TV show, maybe he was a little self conscious, but man, he s hard to follow.
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SPEAKER_01
I just can t tell if he s got an accent or not.
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He s the international man of mystery.
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SPEAKER_00
He is the Austin powers of today.
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That s funny.
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Main thing, go to openai.com.
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Just go play around and learn how to prompt, pay attention to this, ask yourself how you can use it.
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I love Bill s sidebar too about
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getting the other technologies to don t go do chat GPT.
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If you ve got 48 LinkedIn followers, you ve never posted anything.
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You know, get good at the basic stuff now, but I would embrace it.
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I think it s gonna be a great thing.
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We got to figure out how to use it.
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And I think it s a good skill to have.
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So if you get an interview later, how to use chat GPT is to say I do know how to use it and have some examples.
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You need to understand, understand it and have all the buzzwords around it and then not use it.
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SPEAKER_00
It s not like, you know what, like us.
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SPEAKER_00
Okay.
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SPEAKER_00
Exactly.
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Yeah.
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All right.
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SPEAKER_01
OK.
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SPEAKER_01
See you next time.
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SPEAKER_00
Well, make sure you join the Insider Group.
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SPEAKER_00
Yes.
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SPEAKER_00
So you see Marissa.
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You get to meet Marissa and her new baby.
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That s right.
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One reason to join.
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Other than that, there s really great advice.
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And it s the biggest bang for the buck going in the sales coaching world.
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And babies can attend free.
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Welcome.
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Yeah, exactly.
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On the left.
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One of our promotions.
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All right.
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See you next time.
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Bye.
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SPEAKER_00
Bye.