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In this episode of the Advanced Selling Podcast, have you ever had someone try to teach you a new card game?
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Well, Bill s family did and it didn t go well.
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We wonder what so many of you have wondered in a Zoom s team world.
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Whatever happened to go to meeting?
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And we tackle a topic straight from the LinkedIn group.
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Will artificial intelligence make salespeople obsolete?
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kaskin.
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And we re here every week, as most of you know, on Mondays.
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And we ve got a lot of cool, fun things.
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You re going to hear some new episodes, new releases, a lot of fun announcements coming from the Advanced Selling Podcast.
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So you long-term listeners need to brush up and make sure that you re coming back and catching up.
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to today.
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Today, we re going to talk about a topic that s sort of inspired by a post that was in our LinkedIn group.
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I m telling you that because you all need to go join the LinkedIn group if you have not already.
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We ve got some really, really smart people.
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You ve heard us talk about the Insider Program.
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Several of the people that are in the Insider Program are also in the LinkedIn group, and everyone s talking.
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And that s how we re going to start to communicate with you a lot in that LinkedIn group.
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So make sure you re a member of that, please.
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And it costs you nothing.
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You do have to be approved, though.
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We have to prove you.
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It s not like a free open group.
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You have to prove yourself.
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You have to go through initiation.
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So yeah, it s a small application, probably 40 pages.
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It has an essay portion.
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But don t get put off by that.
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It s no big deal.
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You ll pass.
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That s not true, what I just said at all.
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When I showed up today, we always have a pre-meeting for our podcast episodes.
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And we would talk, and Rachel and Travis and you and I, we sit around and talk about what we re going to do today and these two or three hour blocks that we use.
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And it reminded me, when I walked in, I was late today because my Starbucks was closed for three weeks.
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And so I ve got to go to another one.
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So that s why I was late.
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So thank you and sorry.
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And it reminded me of a Saturday night I was over at my wife s family s house where there was a ten of us there.
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My wife was not there, but I went over for spaghetti.
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The son just came back.
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And so they decided to play a game called Pass the Trash.
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Oh, we play Pass the Trash.
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Well, nobody at the table had ever played it before except for one.
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Oh, jeez.
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OK?
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So I m not playing because, A, I don t like card games.
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B, I was going to take off, and I didn t want to interrupt the game and all this.
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So I m kind of sitting back in the background, and here s the way.
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You know, we talk about building context.
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Here s the way not to teach people a card game.
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Well, what are we doing?
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Well, everybody has a card, and you can decide to pass it to the left or not.
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Oh, OK.
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And people are like, OK, well, what am I looking out on the card to?
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And he goes, well, you can, or if you don t want to pass it, you can draw.
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Or if it s a king, you don t have to, I don t know.
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There was all sorts of rules there.
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And people are like, for four hands, are like scratching their head.
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And they re getting angry now because they don t.
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That is hilarious.
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It s like anything, you ve got to build context so that you can catch people up.
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And this goes for a salesperson.
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If you re getting ready to make a call and it s the fourth call and it s been two weeks, you ve got to remind them of where they are.
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And we re just not very good at that as a society.
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We just kind of jump in.
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Everybody does, especially when it s something that you understand.
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And Pass the Trash, for those of you who ve never played this before, this is a family tradition in our family.
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Every time we re together, it s a game.
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The reason we play it is because literally a kid who s five years old can understand it as can a grandparent in their 80s.
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And it s a very, very simple game.
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And it s easy to explain.
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And it goes quick.
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It goes fast.
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It s very, very fun.
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Past the trash.
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Uno things.
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To Google that.
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I don t know if that s an Indiana thing.
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It seems like people in Indiana play card games.
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It s not one the rest of the world s heard of.
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It seems like.
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We play a game called euchre here in our home state of Indiana.
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Everyone from Indiana knows how to play euchre.
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You go somewhere else, they look at you like you ve got four heads, like euchre, what is it?
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First off, how do you spell it?
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Then they say, how do you spell it?
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Exactly.
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E-U-C-H-R-E, what that means.
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So we re going to set the context here today to bring it full circle, as we say in the comedy world.
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We want to share an email that we got from a listener, actually not an email, it was on LinkedIn.
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LinkedIn post, yeah.
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And this person runs a manufacturing facility, I presume.
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He s the owner.
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And we were talking in that thread about automation.
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In fact, I think we had an episode on that.
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We talked about what s the role automation will play in the sales process.
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And he went for a couple of paragraphs about how important automation is in the upfront and all of the logistical stuff, but how important emotion is when you have a salesperson who s talking to a prospect and how important it is to
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Elicit that emotion because we know emotion sells We know when the prospect is sharing with you their dreams or their pains or their problems There s an emotional appeal there and you will have an easier time closing business if the prospect allows themselves to be emotional Yeah, and you have to create the atmosphere for that.
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And so we started talking a little bit about automation where it comes I think that one episode we did was a few weeks ago
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And I thought he hit some interesting points there.
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And I thought maybe we could dive a little deeper into the automation versus emotion.
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And like you said, where does is the is the profession of sales going to be extinct?
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Yeah, because of AI.
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Yeah, that s a thing that I think is on more people s minds than we give credit to.
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Maybe not.
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If you re in the thick throes of selling, you re like, oh, that s great.
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And it s a great profession.
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We obviously do.
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We re in it.
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We talk about it, teach it, learn about it.
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And there are several, several companies, many of them you know, that are great brands that are starting to make a buzz.
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And what they do is they automate the sales process.
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And if you re the owner of a business and you re thinking, man, if I could make this process
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Automatic.
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If I could have an app, or a computer, or an online experience, or what have you, replace all these salespeople and all this money.
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And let s be real.
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Salespeople can be challenging, can t they?
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We can be emotional ourselves.
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I m stereotyping here.
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We can be up and down.
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We can be what do you call it?
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We can be entitled.
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We can be competitive.
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And we love all that.
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I love all that part of it.
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And if someone s like, I don t need to deal with any of that.
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I can just do it all seamless, great customer experience online.
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Why wouldn t I do that?
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And so the question then becomes, can and should and will any bits of the sales process be automated?
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And can we go full circle, double?
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That s a callback.
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Can we go full?
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It s a double callback.
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Thank you.
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I took my kids to the state fair yesterday, and we did a lap.
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That s what my son said, you know, how close are we to the car?
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I go, it s right there.
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You see what we did, Nicky?
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And I did air quotes.
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I went full circle around the state fair.
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We came back to where we started.
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So what can we do?
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What can we not do with automation?
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So do you want me to start with a take, or is that good?
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So first, I would be, if I were a salesperson, which all of you listening are,
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There s, to me, going to be a process that we go through with this automation thing with a level of comfort, both on the salesperson side, company side, and then on the buyer side.
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And as that evolves, we ve got to be very aware of where we as humans play a role in that whole process and where we should play a role.
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Right now, we play the role of a lot of us find and hunt, and we go out and find and generate our own leads.
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Some of you listening, though, are in an organization where that s done by marketing and by a systematic machine that gives you, ready for it, MQLs, air quotes again, Marketing Qualified Leads.
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So the hunting part has been automated in some sales organizations already.
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I work with one, and I m talking to their chief revenue officer, and she said, hey, some of the sales team is a little sideways right now because they re not getting fed leads.
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Mm-hmm.
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Because that system has broken down, or it s temporarily.
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Because that system has broken down.
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It s not as good as it was.
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Yes, yes, yes.
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Not as effective as it s been in the past, for whatever reason.
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And I just see this creeping going on, where the next thing, can I, again, qualify an opportunity in an automated AI type of process?
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If my fears are maybe too strong of a word, but if the customer experience can be good with that, so if the customer says, boy, I d rather take this little quick survey than talk to some salesperson.
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Which is common.
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That s what I think is going to happen.
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I think for us to stay relevant as sales professionals, we have to make sure that our process and the conversations that we have are more valuable than what that buyer can receive from some automated process.
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So an example would be qualification.
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We as salespeople ask questions.
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Well, I could come up with a survey real easily.
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And I can use AI in that survey to dictate where conversations go.
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you know, based on answers over time, and it get an AI, the good and bad about AI is get smarter and smarter and smarter, the more you feed it.
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So imagine that imagine a lead generated through marketing.
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through some sort of automated system.
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And now they re in this conversation that s not really with a person.
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That s a thing.
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That can happen.
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See, that s so true.
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And there are platforms now, survey platforms, where let s say I have a prospect that I m considering meeting with or I m meeting with next week.
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I can say to them, hey, look, in the meantime, I m going to send you a quick survey.
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It takes 10 minutes.
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And depending upon how you answer that, it will present to you and serve up several videos that will be relevant to our conversation.
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And also, it ll help me so that when we get together, we can get right to the point, get right to the gist of the matter.
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And so then he or she goes, they take the survey, it serves up some videos of me.
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I mean, I don t know if I d consider that AI or just technology
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where we re using as part of the sales process.
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The other three salespeople who are going to see him, because he s probably going to call two or three other people, they just rely on the meeting to carry all the burden of communication of value.
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And by the time I get there, he s seen a couple of videos.
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He s had interaction.
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And we re 90% of the way down the path versus the other guys.
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Yes, yes, yes, yes.
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And yet, I don t know.
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Again, I don t think that s it.
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Well, I mean, the survey is AI, because it depends.
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But that s more just thinking through, okay, we re we re doing this whole sales process.
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What are the elements of that not just us showing up?
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But what happens in between the time we call in the time we show up time we show up first time time we show up second time?
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Can we add technology in there?
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Absolutely.
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I love because we can also automate that personal touch process.
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Because now I love, this is where I get kind of both sides of the fence a little bit.
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I love leverage.
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And if I can do the least amount of work for the biggest amount of input, I m all in.
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And so when I think about that, I m looking for leverage myself.
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But how do I balance that with the experience someone has?
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I love what you said about, I can automate certain elements up front, i.e.
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a video.
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I can talk to someone where they experience you or me or one of our sales team.
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And they still have that human touch.
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It s a real thing.
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And it s automated.
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I think that s all the best of both worlds.
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Absolutely.
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Yeah.
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So then you are leveraged.
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So then by the time we experienced this a little bit with podcast leads that come in for our speaking and training.
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So when you call us,
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Almost always, we hear some version of, well, I feel like I already know what I m getting, so we just got to talk about the details now.
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I mean, I ve listened to the podcast for two years.
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I love what Bill and Brian have to say.
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You guys are great.
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I think you really connect with our audience.
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I love the stories of this and that.
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And so we just got to talk about the details.
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Which then gets into the pricing and the actual program itself.
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So that, to me, is an example of giving someone a human experience.
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that is still automated, because we can sit and record an episode, and it s there forever.
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So think about this.
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Someone, some new listener could come on board.
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Some chief revenue officer can start listening tomorrow that s never heard of us, listen to a whole bunch of episodes, look around.
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It s a lucky day.
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Oh my gosh, you kidding me?
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I mean, Jesus, Pete.
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God bless you.
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And then next thing you know, you don t have enough information and enough connection to us to say, hey, I m going to bring these two in and talk to my sales team.
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I think that s a really, really good thing to do.
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So I believe it can be.
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And I also wonder, when we start talking about emotion, is there somebody in that closet?
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No, I think we re good.
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When we start talking about emotion, here s what.
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10 years ago, here s what would happen.
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If you or I wanted to connect with ABC Enterprises, that traditional place down the road, ABC Enterprises, we would have to go out to them and call on them.
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And we would show up, and we would ask questions, blah, blah, blah.
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Today, ABC Enterprises listens to the podcast.
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And by the time they get to the point where they email us, like you say, they re a portion of the ways down their sales cycle because they ve heard something that has connected.
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They ve connected with us.
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And it s not just us, any podcast.
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But think about all the podcasts and all the media out there.
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that people are consuming and if you re good at Framing the value and talking about the problems that your value fixes by the time you they call you You re in yes, you don t screw it up correct, and I m wondering how the emotional
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This idea of we don t want to get away from the emotion.
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The emotion may be wrapped up in the podcast episode in this example.
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And they may come to the conclusion, you know what, I got to do something.
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Well, they didn t need anybody there face to face to help them get there.
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They got there because of media.
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And that s why I keep talking about media, because you never know when you re going to hit somebody with a LinkedIn video at the time where they re having problems and struggles and pain.
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And if you are good at,
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Delivering that content you might hit somebody just at that time.
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Yes, it s not magic.
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It s not like oh, I need 40 million views It s just like one person is going to be received They re gonna receive that message in a way today that they wouldn t have yesterday.
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Yes, and you know what we have now
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to help us, even the technology that almost all of us use, not everybody, but almost all of us have used Zoom in the past two years in a sales situation.
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And a large majority, most of you have recorded those Zoom calls that are sales conversations.
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Every bit of those can be used to share with other prospects that say, remember our friend Aaron from Chronologic, friend of the show, former advertiser partner.
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And remember, he did the little, we did a webinar with him.
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We did a webinar with him.
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On using video, yeah.
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And so he has a form of leverage there.
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And if you didn t see or come to the webinar, you should have, but if you didn t,
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Aaron has a background in video production.
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He used to work for MTV.
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And he records conversations on Zoom.
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And when he s in a live call, he has a dashboard of video responses from people.
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And when a customer he s talking to asks him a question that sounds like one he s heard, he goes, hang on, let me pull a video up from a call I just had with another chief marketing officer from a company like yours.
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Give me just two seconds here.
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He pulls the video up and plays it.
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It s just so great.
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So it s leveraged, and it still has a live touch to it.
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Think about how many hundreds, if not thousands of hours of Zoom you ve done in the past.
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Oh my God.
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In the past three or four years, because we were using Zoom long before COVID.
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We used a version of pre-COVID Zoom.
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We had a GoToMeeting, by the way.
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Yeah, I had a GoToMeeting the other day.
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I feel kind of bad for GoToMeeting.
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Zoom just came and just dominated.
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They really did.
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Like a force multiplier.
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And now Teams has gotten off their, you know, and made some little progress there.
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But oh, man.
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And there s quite a few that are coming up.
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But the point there is that, you know,
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If you have recorded, I for one probably, I don t know, we probably have 1,000 hours worth, and think about how much awesome stuff is on there that s sitting in a frickin  server somewhere in the clouds, as my friend Mark Russell used to say, call it the clouds, in the cloud, and it could be worth hundreds of millions of dollars to you, but it s sitting there and it s like, oh God, who wants to go in and do that?
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Not me, I don t want any part of that, I m on Zoom calls all day long, I don t need to rewatch them.
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But you do, and you just need to watch the little snippet of it.
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It takes a little effort, I know, but you re building your own version of automation down the road.
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My net answer to this is I don t think we ll ever replace the human interaction.
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I think the human interaction will just continue to be enhanced by the technologies that comes along and we ll still have time for humans to talk and they want to and need to and will.
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In the meantime, you just pay attention to where automation helps you and think about how to enhance your own process from a human standpoint with technology as a helper.
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Here s a new, here s a brand new
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idea for those of you who are in the job search market, and I know we have quite a few.
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The great resignation is upon us.
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People are leaving.
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Time to move.
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A great shift.
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Think about becoming a sales process technology analyst, where you go into a company and you look at their entire sales process beginning to end, and you bring ideas and wisdom about how they can use technology within the current sales process, not to replace salespeople initially.
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Forget about the, because I think we go into that binary thing.
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Well, we ll either have them or we won t.
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No, we ll have them, but they may not be as important as the technology that serves them.
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Underneath underneath the surface.
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So that could be a new a whole new genre of work of that.
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That s a great Would you call it a sales process technology?
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SPEAKER_00
It s long enough.
1
SPEAKER_00
That s it s impressive.
1
SPEAKER_01
Yes, and it s fuddling And it s unclear so it s perfect for it s a great title for a big company I love when people that s one of my favorite things people with big titles and they yeah, what are you?
1
SPEAKER_01
I m a director of business Alliance
2
SPEAKER_01
Purposation and goods and miscellaneous, huh?
2
SPEAKER_01
What?
2
SPEAKER_00
Or they use, all you got to do is use the word analyst, and all of a sudden, you get a little bump.
2
SPEAKER_00
I m a business analyst.
2
SPEAKER_01
What do you actually analyze?
2
SPEAKER_01
I analyze data.
2
SPEAKER_01
What kind of data?
2
SPEAKER_01
User-generated data.
2
SPEAKER_01
Yeah, spreadsheets.
2
SPEAKER_01
All right.
2
SPEAKER_01
Can t computers analyze stuff?
2
SPEAKER_01
Here we go again.
2
SPEAKER_00
All right.
2
SPEAKER_00
Make sure you go to the LinkedIn group, advancedsellingpodcast.com slash LinkedIn, or you can just find us on LinkedIn.
2
SPEAKER_00
We d love to hear from you.
2
SPEAKER_00
If you have not sent us a voicemail in a while, send us a voicemail with a question or comment.
2
SPEAKER_00
Talk about how great we are, how sucky we are.
2
SPEAKER_00
Send it to listener at advancedsellingpodcast.com.
2
SPEAKER_00
We ll get it on.
2
SPEAKER_00
We used to do that back a couple years ago, and we just kind of gotten away from it.
2
SPEAKER_00
So we want to hear from you.
2
SPEAKER_00
We think it s better if you pose the questions to us with your voice, and you can also tell your family and friends at Christmas that you were on the show.
2
SPEAKER_01
For sure.
2
SPEAKER_01
OK, we ll see you.
2
SPEAKER_00
Bye.
2
SPEAKER_00
Bye.