Jeffrey Gitomer & Thomas Ross - The 1-Hour Daily Habit Separating Million-Dollar Reps From The Broke Ones

Jeffrey Gitomer  0:00  
So if you're following up with an email or you're following up on a phone call or a voicemail, you better have something new or an idea to say that will get the person to continue the conversation. Like I have someone in mind that I think will buy my service, and I call them on the phone and I have an idea. If I don't have an idea, I'm toast.

David Bush  0:23  
Welcome to the Business Builders playbook, the show that breaks down the systems and strategies behind Predictable Revenue Growth to win in business. In each episode, we're diving into the proven strategies that separate the winners who scale from the losers who fail. This show is sponsored by bdr.ai the AI powered business development platform that automates your outbound prospecting so you can focus in on closing deals instead of chasing leads. Let's get started. All right. Well, welcome everybody. My name is David bush, and I get a chance to be the host and the moderator today of this exciting webinar with two sales gurus, and we're going to talk about some really exciting stuff around AI and how that's being incorporated into the sales world, and how we're going to elevate our game. And I think that most of you, without a whole lot of introductions, already know the king of sales, Jeffrey getamer. Jeffrey's been a virtual mentor of mine for many years. I've studied his books, I've watched his presentations, and, yeah, if I could just be Jeffrey, that would be my life's dream come true. But we're super excited to have you Jeffrey, super excited to get into the details about AI and sales and just you know how you're seeing that after being in the industry for decades, and how that's changing the game for folks. So welcome to the webinar today. Thank you. We've also got Thomas Ross. Thomas is an AI guru and has been in the game of social selling for decades as well. And Thomas is going to be sharing some insights on some of the things that he's learned over his experiences and taking all different kinds of aspects of AI and integrating it into the sales process. So Thomas, thanks for joining up with

Thomas Ross  2:09  
us, and thank you. I look forward to this. Yeah, well, let's just

David Bush  2:13  
dive right in. Jeffrey, I'm going to throw it over to you and just ask you to just start off by just kind of giving us the State of the Union sales recap like, where are you seeing sales at right now in the industry? And what are you foreseeing for the future?

Jeffrey Gitomer  2:31  
Let me begin by asking the audience, would you please go into the chat and throw in your top one or two things that you're hoping to get from Ai, or the barriers that you're facing with AI, and let me throw some reality at you. First, reality is nothing that I'd ever done in my life has moved faster than the technology in artificial intelligence. Nothing, it's moving at the speed of sales, whatever that is. And the challenge for the audience, whoever's listening, you might be a sales manager, you may be a company owner, you may be a sales representative or a sales leader, but if you're not using AI every day, you're toast. And I mean, you're big time. If you go home and drink and watch Netflix and think your world is fine because you're making $150,000 a year, you'll be making 120 in another 30 days, and you'll be making 90 eight by the end of the year, because some young punk comes home at night and decides he's going to play AI, and you don't even know who the hell he is, and he's kicking your ass out in the sales world. So my my opening statement is, because people ask me all the time, will AI replace me? And my statement is, no, it will not, but if a salesperson uses AI, he will replace a salesperson that does not use AI. And it's just that simple, because people think of AI like might as well start off controversial. I think sales enablement is a bunch of bullshit. I think it's the most undefinable element that's ever happened in the history of mankind. And AI will replace sales enable. It already has. AI has already replaced sales enablement. The only people that don't know that yet are the people that are dealing in sales enablement and make some kind of a salary as a result of it. But I don't want somebody sending me down a path of least resistance as a sales enablement manager, leader, whatever they are, because I keep the least likely AI source chat, GPT, I can sign up for $20 a month, and I can get a psychiatrist. To come on and tell me what's right and what's wrong in sales in two seconds, way better than the sales enablement person who's quote in a meeting or busy or can't get back to Meanwhile, I'm in the middle of a freaking sale. I need help. You can go. I my i have a we'll put the link in for my sales AI, you can ask me a question in the middle of your sales presentation, and it will be answered. Your sales enablement person is going to send you to China because he or she doesn't know the answer. You know, if a sales enablement person had any brains, they'd be in sales Correct. Maybe I'm wrong. I could be totally wrong, but I'm calling bullshit on sales enablement.

David Bush  5:57  
Yeah, the power of your new AI, get them or sales.ai. For those of you that didn't catch it, we'll put it into the chat for you to reference. But this is the groundbreaking technology that and Jeffrey is

Jeffrey Gitomer  6:11  
unbelievable. And not only said unbelievable, it's real. Um, Thomas will probably have a better shot at it with me, just there's a link in there, and he'll throw it up because he goes on my AI more than I do.

David Bush  6:27  
So one out of your questions, I want you to think about this, Jeffrey, as we as we dive in. I'm going to have Thomas talk a little bit about this as well. But Stefan had commented and said, for me, the chief concern is authenticity and honesty. For example, I don't appreciate undercover AI and where chat bots act as actual customer service or sales agents. In other words, tell me that this is a an AI chat bot. Don't try to get me into thinking that I'm working with a person when I'm not. So I think that it's more I guess the question is, is that, how much AI should be involved in sales. And you know, will the salesperson eventually become, become?

Jeffrey Gitomer  7:07  
I'm going to throw this at you just to answer him, and I want to make sure he understands it. Three words. Get over it. You're never going to know AI has taken over completely, and if you're going to whine about it or complain about it, you're going to lose. You're going to lose to the people that don't whine about it, those are the people that are using it. And is it going to be controversial? Oh, yeah. So what? Car sales people have been pissing off customers for 100 years, and they still sell cars. Correct? You're looking for a new car today. Did you want to lease or buy today? You ever trade in today? According for the word today is, I couldn't even talk so the challenge that you have in AI is it's new. There's going to be glitches. Get over it, mastery. Stop going home drinking a glass of wine, watching the dumb ass repeat on Netflix and thinking that you're okay, you should be spending at least an hour a night on AI until you die, literally until you die, and watch the news. You got a problem.

Thomas Ross  8:19  
So this is a good point for me to jump in and help a little bit. There's a question here from from Laura Jones, who says, I don't know what I don't know. So she wants to know how to kick started. And it sort of aligns with what Jeffrey's saying, and it aligns a little bit with what the other gentleman was asking in that what you need to determine is, what is the thing in sales that you most hate to do? Is it cold calling? Is it lead generation? Is it research? Is it customer communication? Is it the sales process itself, by way of your selling techniques and your methods that are giving you the hardest time. The reason I asked that question is because AI can fix some or all of those elements. What you need to decide is, where do I need the most help? And how can I get help in doing so using something like Jeffrey gitamers conversational AI, which I put the link in there for you can ask Jeffrey in real time, and he'll tell you. But in addition to that, what you can also do is research different tools that can help you with different parts of your sales process. So if cold calling is something you hate to do, then get AI to do it for you. If, if research is something you're not particularly good at, then learn how to get AI to do it for you. There are there's an AI solution for every element of the sales process and and it's up to you to determine which one of those things is going to be the most impactful for you. So you can start competing and doing better with your sales career. Go ahead

Jeffrey Gitomer  9:55  
and in the real world, you have to take artificial intelligence. Combined it with actual intelligence, because there's, if you look at the limitation statement on on any of the AI channels, they'll all have a disclaimer saying, this may not be true, this may not be accurate. So it's artificial intelligence, actual intelligence, and then, in the case of subscription models, affordable intelligence, and so you have to look at this from a standpoint of, okay, I'm in this new world. No one has mastered it. Every single guru loses his or her spot if Claude changes its algorithms and information, every one of them because they don't have their own platform. So the first thing I wanted to do was put my own platform up. That's number one. If you know, if you're if you're complaining about AI and you don't have your own AI platform, go away. Go, go. You know, complain about the price of gas. And by the way, let me give you the secret of that. In 1974 when there was a big hike in gas, prices went from 50 cents to 75 cents a gallon. And I said, Pop, what should I do? And he said, Son, it's real easy earn more money. Oh, oh, I got it. He said, My father gave me the secret of inflation in 1974 earn more money, and then you won't care. And so for people complaining about, I don't know if it's real, not real, big deal. Consider everything unreal and go from there, or consider everything real and go from there. I talk to chat bots all the time. I like to, I like to, I ask them, like, Where'd you graduate from college? And that immediately reveals who they are, but they're not having any fun. They're either on their phone or away from their desk. Or am I allowed to use bad word or not, use whatever you want to use, the fucking whiners and and you know who you are. If you're a whiner, you know who you are. Why is Jeffrey talking in a condescending, argumentative stance taking it because here's the deal, I'm tired of people claiming to be unbelievable and brilliant and they're not. There's a whole there's a whole element of of just misinformation or wrong information, I should say that's out on the internet and it makes me angry. So if I give you an example, and this is a pretty real example, someone has a book on how to overcome objections, do I want to read that book, or do I just want to go to an AI chat and get an answer in two seconds? Books are wonderful to sit and read on the beach, but not for your every day anymore. This is not your every day anymore. AI is your every day and you have to get over that. Well, let's talk into some of these. I'm not angry. I'm just realistic.

David Bush  13:27  
Yeah, and I do think that you got to agitate, you got to agitate the you got to agitate the comfortable, and you got to comfort the

Jeffrey Gitomer  13:34  
No, I was angry when Kansas City cheated the Eagles out of a Super Bowl. That made me angry now I'm the happiest guy on the planet because we kicked our ass into the dirt this year, and they will never recover.

David Bush  13:52  
So Thomas, I want you to address

Jeffrey Gitomer  13:54  
next year. Oh, and we're going to win next year. Yeah, let

David Bush  13:57  
it be let it be written. Let it be done. Thomas, don't

Jeffrey Gitomer  14:01  
mistake my Philadelphia response for anger. I'm not angry, I promise you. I've four daughters, four granddaughters and two great granddaughters that have never been yelled at, never been yelled at, never been struck. How about that? No spankings, none of that kind of crap. So I'm pretty peaceful here in Charlotte. But the challenge is, what gets under my skin are people that are giving you wrong information that are going to lead you down a wrong path. You don't need the 50 ways to overcome an objection that is 100% over. 100% over. You need an AI platform that whispers in your ear when you're in a Zoom meeting about hey, this guy just gave you an objection. Here's how to overcome it. That's what my AI does.

David Bush  14:49  
So if this show is resonating with you and you're ready to take action because you want to scale your business faster, smarter, with more AI and technology and less labor, check out. BDR, dot. A. AI, we help entrepreneurs and executive sales leaders to automate the grind of prospecting so you can focus your time on closing deals and growing revenue where you should be spending your time with. Ai, powered data, digital outreach, automation and done for you, prospecting systems, you'll connect with more qualified leads, book more appointments and build Predictable Revenue without adding more hours to your week or the week of your staff. Visit BDR today and discover how our AI prospect finder and digital BDR agents can help you to build your pipeline and your profits. Visit bdr.ai, where business builders learn how to automate and scale their playbook. Thomas, I would like to jump in here and talk about one specific action step. I know that Jeffrey talked about spending an hour a day. There is so many different things. You talked about solving the problem. The thing that you hate to do the most, find something there. Can you give a very practical application to solving a problem or delegating an area with AI for those that are watching this live or

Thomas Ross  16:08  
recording, yeah, sure, sure. And of course, it depends upon who they are and what they're looking at and why. So if you're a sales representative that wants to bump up their career and make sure they still have a career six months from now, then it is important to leverage AI in a way that's going to be productive for you in terms of increasing your sales. So if you've got challenges with respect to, how can I better improve my sales conversations, then a tool like Jeffrey's conversational AI is a great one. If you've got a need to reach out to people and connect with them on LinkedIn and turn them into active leads and turn them into a process, and you want to do that at scale, then BDR, AI is, is a great solution for that process. So it really depends what part of your sales process, be it as an as a sales representative, or be it as a sales manager or a company founder that's looking to do that across their team, because either way, you want to augment, improve the amount of time you are on the phone or in a Zoom meeting, talking to customers, and then improve the amount of success you're having with those customers. So if your success ratio is 10% or less, you better be listening to Jeffrey gettemore for an hour or more every day to get that back up to where it should be, which is 40 to 50% right. If, on the other hand, you're spending 90% of your time just cold calling and doing research and doing all those sales elements, and only 10% of your time actually talking to people. Well, there's your problem, so we need to find AI in terms of the solutions to get that 90% down to 10% so that 90% of your time is talking to those customers that fit your ICP and fit where you need to be in order to get those sales and those customers you want. So the AI sales secrets depend upon what area of that sales process you want to focus on to get the improvement. Does that make sense?

Jeffrey Gitomer  18:21  
Yeah, no, let me throw one more thing at it in my AI, you can role play with me. So you can say, I'm going to make a call tomorrow with Bob, and this is his business, and this is what he does. What do I say to this guy? Or you can also query me about how to get people to call you instead of you calling them. I mean, why? Why are you cold calling in today's world? Seriously, why are you cold calling? I didn't, David, did I call you? No, I don't call anybody. I'm done calling people. I call people in the 70s. And so the challenge for you as a salesperson, well, my boss is, you know, I have to do 100 calls a day. Why? If you had 10 incoming calls today and made two sales a day, your boss would pay you for that information. And I don't understand why you lament about it or why you whine about it, when, in fact, you could be doing something different. But I want to ask Thomas a question, do you know how many AI sites there are right now?

Speaker 1  19:27  
I do not, but I know it's in the 10s of 1000s, if not 100,000

Jeffrey Gitomer  19:31  
Well, it'll be in a hundreds of 1000s in another year. Yeah, I was told early on that there were 2500 genuine AI sites. Okay, I think that's wrong by at least 75% you know, I think there's like 10,000 AI sites. Okay, yeah, yeah. Think about that. That might be a clue. If you're looking at what's in the future, if it doesn't have the word AI in it, you have, there's a problem. The guys that are saying, you can get my book for free, just pay postage. They're dead. They just don't know it.

David Bush  20:10  
Yeah. So I'm going to do a couple fire questions. I want to do a couple rapid fire questions with you both, and I want you to give me your best answer as it relates to

Jeffrey Gitomer  20:20  
I'm using my AI Screw it.

David Bush  20:25  
So my first question is, prospecting for new leads. What's the AI sales secret that would help people to do a better job in prospecting? Thomas, I'll let you go first, and then I'll let Jeffrey go after

Thomas Ross  20:38  
you. Yeah, sure. So the first thing you've got to know is who is my customer. And you need to know them upside down, inside out and backwards, right? What color are their shoes? Right? What do they buy? What do they spend on? What company do they work for? What industry are they in? How big is the company they work for? Etc, etc. You need to know them inside, out and backwards. Once you've got that established now, you can pump that information into chat, GPT or Claude or any, any AI tool of your choice, and ask it to create a short list, not a huge list, a short list of companies and people that that are represented by that data you gave them. And it will right and if you ask the question properly, and what I mean by that is give it the parameters by which you want data back. You want their LinkedIn URL, you want their phone number, you want the size of the company they're in. You want all the relevant information. If you're unsure how to do that and create prompts, I'll give you another tip. There's another product called Pro optimize AI, and you can use it for free. And what it does it is it takes our dumb questions, most of mine, are dumb, and it turns it into a professional prompt. And now when you use that prompt, it gets you the kind of information that you're really looking for, and you don't have to play around so much getting your prompts right. So promptimize AI is a great tool to use for that. Now, once you've done that, it's going to give you a list, and I usually recommend no more than 50 to start with, and then you take that list and you start based upon the LinkedIn URLs to reach out and connect with those folks. Now here's the thing that you can do next. Now, you can use AI to personalize our reach out connection request to each one of those individuals on the basis of that LinkedIn profile that they have and any other information that's available on them in the internet or over the Internet, AI will do that, and then, in so doing, you're now going to connect with a very high ratio of people, right? So that's the beginning of the process. Once you get good and you get proficient at that, you scale it up. But if you're really smart, what you do is you get a hold of David, and you say, David, I understand you've got a product called BDR AI, and you get David to tell you all about that, because that's what it does.

David Bush  23:17  
Nice. You're getting well paid. Thank you for the edification.

Jeffrey Gitomer  23:22  
Mike tech did not arrive yet, so I'm going to give a different kind of tip. Go for it, because I'm old world. I believe in a process called giving value first. And what I try to do is I have a marketing philosophy. I put myself in front of people that can say yes to me and I deliver value first. That's it that appears in no marketing book in the world. Because what it means is the customer has to perceive value, not your branding message with certain colors that are don't mean shit to anybody except the people in marketing. So I'm looking at this from a standpoint of if I know that my customers are air conditioning customers, or that they're automobile customers, or that they're computer software customers, I'm going to create my top 25 tips, value based tips. I'm going to post them one at a time, on LinkedIn, on Instagram, I'm shoot videos. I'm going to put them on X, I'm going to put them everywhere. And what will happen is people will click who are interested in more. I'm going to offer more click here because I've got more information. And when they click, they'll give you their name, their email address and their phone number. If they don't, don't give it to them. And so maybe you get two or three leads in a day, but if you do it every day, like I did it, I published a column on selling skills every day for 15 years, every Friday, and all I got out of it was multi million. Dollar sales, engagements and 17 books, that's all I got. But you're busy watching TV because you want to know who won the The Bachelorette. Like, seriously, that's what you do. Well, I need to relax. No, you don't. You need to study. You're in, you're in a new world right now of selling, and am I angry about it? No, you can. You can piss off and and, you know, have your drink and do whatever you want to do, and have your car payment. And in the meantime, I'm kicking your ass because I'm posting valuable information. And people go, Holy Mary. Hey, Mary, look at this. And click and I get your email address, I get your phone number and you get my free whatever it is. But if you're not offering things in exchange for information, then you got a problem, or you can cold call them and ask for the person in charge of advertising and get hung up on 98 out of 100 times. That's a little nutty.

David Bush  26:03  
That's not how you want to use your time one Well, I think

Jeffrey Gitomer  26:07  
I don't, I don't understand how people do this in today's world. Maybe 10 years ago, you had to do it, but you don't have to do it today. Today. AI is your best friend. Yeah. And I, I subscribe to, I only subscribe to chat GPT because it's fun to do. And I have my guy who I may talk in a British accent. I call him governor, like, and it's fun. And he's like, how's it going? And, you know, we'll talk at two o'clock in the morning. But I asked him where he went to college, and he goes. I but you buy just interesting answers. For me, I don't ask about sales. I ask about other stuff, because they have that wealth of knowledge and it's right there. I use Claude also, I'll admit, but everybody needs to use it. It's fun. It's totally fun. And it's not going to say, I'm sorry, Dave, I'm afraid I can't do that. That was a movie. AI is not going to catch on fire. A nice you know. And maybe we get to the world of robots, where I become my robots made, but I don't, I'm not 100% positive of that yet. Meanwhile, I'm going to have fun, I'm going to New York, I'm going to Barbados, I'm going to Paris, and I have this. I This is all I need. This is all I need.

David Bush  27:37  
Yeah, yeah. I mean, just the idea of, you know, entering information. And actually, now, you know, AI has gotten to the point where it'll ask, asked you the information. You didn't get it. But you know, I've learned that a good prompt describes the role that you want AI to play. Oh yeah, and then play the role of a copywriter, and then you need to give it context to the situation or example that you're trying to give. And then you give it a command. You tell it what you want, and then you give them the format, or you give it the format in which you would like the response to come in a PDF or a PowerPoint. So the idea of actually telling the robot, telling AI, what you want, is a big part of leveraging at a high level. And if you do what Jeffrey talked about, if you spend an hour a day, you know, again, playing with the technology, practice and perfection, pretty soon you're going to start realizing you've got a full blown executive assistant that you would have had to pay, you know, 3040, $50,000 a year, and now you've got that on demand and without fail, without mistakes, most of the time, you're going to have a really good, qualified person. So I just put into the chat for those of you that are here, here live, we'll put a link in the copy of the video description so that everybody can reference it. But this one prompt has been a great strategy. I've been sharing it with people that want to kind of spice up their LinkedIn profile. Most LinkedIn profiles look like a resume, and so if you're out there trying to engage with people on LinkedIn, and your profile on LinkedIn looks like a resume, and how good of an employee you are, how good of a sales person you are, that's not going to resonate with your target audience. So make your profile on LinkedIn client facing, so that when they come to your profile they see some little colored emojis and capital letters that bring context to your about section of your LinkedIn profile. So, you know, test that out on AI. That's been a great strategy, and I'll throw some other ones in the chat here, but I want to throw it back to Thomas and talk a little bit more about the approach. Jeffrey talked a little bit about the approach. But how could we use AI to improve our ability to approach a prospect to get that meeting or to follow up with that? Prospect to get a meeting. And if you have more examples from Jeffrey's AI tool, I'd love to hear that as well.

Thomas Ross  30:08  
Yeah, so sure. So with respect to the approach, the first thing you want to make sure that you're doing is you know who you're approaching, and you've done the research on that, and AI can do any or all of that for you, and then let you be insightful when you get into that meeting. But there's another tool you can use as well, and this is something that that has become more and more prominent in the process, and that's something called code breakers technologies. And what it does is it uses a process called bank which helps you evaluate the type of personality that you're talking to, when you do reach that person, is it an action person? Is it a nurturing person? Is it a blueprint or a knowledge person? And those are important things to learn, because when we approach people with the wrong personality traits, that is to say they're different than we are. If I talk to Jeffrey in the wrong way, I may not come across the way I want to, and vice versa. Yeah, again, I think that's most of the time. But, and in any case, what this does, and it's a Chrome extension, it fits right onto your Chrome, and when you're in LinkedIn, it'll actually tell you the personality traits of the individual, so that when you reach out, either by message or directly or whatever methodology you're using, you can align with the personality type they have, and your likelihood of success just tripled, if not higher than that. So that's another great tool that you can use and and like Jeffrey said, there's, there's so many great tools you can use, but it's really important that you align those tools with what's really going to help you in your sales process, so that you can be more effective in what you're doing.

Jeffrey Gitomer  31:58  
I'm going to throw something at you that's a little bit different. I made millions of dollars of sales in New York City, where fu is a greeting and everybody wants a bribe. And what I did was I targeted who I wanted to call, and I went to that call cold with an idea, not a sales pitch. And so this is where actual intelligence can combine with artificial intelligence. You get your chat bot, whoever you're talking to, you know, whatever your pleasure is. And I'm sure there's plenty of places that generate ideas, and they generate, you know, all kinds of processes in order to be able to get to that idea. But some people use mind maps and all kinds of stuff. But really, the bottom line is, if I go into a prospect with an idea, they're going to listen to my idea if I grew into the sales pitch, I'm like everybody else, so Mr. Jones or Bob, I brought an idea with me today, and all I ask is, if you like it and run with it. That's bad, fair enough. Yeah, they don't care where you get the idea from. Could you get it better with AI? Probably, could AI expand on it, probably, but the bottom line is, you have to walk in with something for them, not a sales pitch about you. That's where sales people miss the boat. They think if they learn their script, they're going to get two people to buy out of 100 I mean, it's okay, but it's no fun to me, I'm all about having a good time. And if I'm not having a good time, about it, I don't want to do it. And keep in mind, I'm New York, I'm Philly, I'm not I'm not in like Lincoln Nebraska. No offense, if you're in Lincoln Nebraska, but nothing's happening there, and you have to decide, you, you know, I recommend all salespeople go to New York City, take an Airbnb for three months and cold call, because it's a lousy place to make a sale, but it's a great place to learn how to sell. And if you take AI with you on your sales calls, and you have it on your phone, you're going to get in the door. It's so much fun, but sales people aren't having enough fun. They're either on your call is very important to me. No, it's not. My call is not important to anybody. So why are you starting out with sales bullshit? Say, Look, you know, I'm walking my dog, I'll be back in five or I get notified right away. My AI notifies me right away. When your call message comes in, I'll get back here in six minutes or less. Why don't they say that and say, Well, I'm on vacation right now, and I don't prefer to I block my email. Seriously, pal. Get. Another life, because I don't need to know about yours.

David Bush  35:07  
No offense, yeah, I think that there's going to be a growing responsibility of sales professionals to be good at delegation, because there are going to be like Thomas, I think was saying earlier, there's already, now individual agents for every aspect of what you do as a sales Oh, yeah. So you know the idea of actually delegating, you know, content creation for your marketing or your social media, not that you should post everything that AI creates, but it can be an idea ideation strategy, where you're getting and you're collecting information, and you're pulling together resources, and then you've got your personal assistant, you've got your business development agent, you've got your follow up agent. There's all these different aspects of AI that you can be incorporating to give yourself some more time, so you can spend a little bit more time with your family or doing some of those hobbies, going to the Eagles games if you're a criminal and you want to watch people to no just joke

Jeffrey Gitomer  36:10  
you didn't understand Philadelphia sports, first of all, we buy two beers for home games, one to drink and one to spill on someone who's wearing an opposing team's jersey. And Phil

David Bush  36:26  
Well, I just threw, I threw another prompter selling AI or sales AI secret in there. This prompt is a really helpful tool if you want to try to build a digital outreach campaign where you want to reach out, and just like what Jeffrey was talking about earlier, is if you want to figure out a way to build relationships add value, use AI do. Let AI come up with some of those creative introductions or creative ways to add value to your target audience. I've given you a basic template that you can copy and paste and put in with your first name, last name, and website, you can go in there, and you can have aI prompt, a 90 day campaign that's a nurturing campaign. So you're you're giving value, you're giving edification, you're giving compliments, you're giving resources and tools and expertise, and then you're asking for the opportunity, and that can give you an accelerant that will require less outbound phone calls and things of that nature.

Thomas Ross  37:26  
So but then I work, I wanted to say one other thing here, if I could quit because I didn't ask for it the last time. So what I want to answer it now real quick, and that was because you asked about follow ups and saving time. And that's another big one for people to really pay attention to. So I've done seven meetings today, roughly, and after every one of my meetings, I don't follow up. AI does. And what it does is it takes the notes in the meeting for me, and it actually goes out and creates a follow up email for me that I'll glance at real quick, just to make sure it hit the high points, and then spell his or her name really badly, and and then out it goes. And so I'm saving, depending upon the number of meetings I'm doing anywhere between half an hour an hour easy every day, just by having ai do that. And furthermore, and this is the part that I really love. The responses I get on the basis of the emails that I followed up with are outrageous. People love them because it takes all the high points from the meeting, which some of I might have remembered, most of them I wouldn't have right, and it it points them out, and it comes back to them with their own discussion points and with the with their own concerns and questions, and it puts it right in the follow up. People love these follow ups, so they're really well done, and it's a great tool to be using, saves you time, gets you better results. And you're on to the next what discussion you're on to the next customer, and you're talking to people. If you're not talking to people 70 plus percent of the time during your day, then you're not going to be in sales for very much longer. It's that simple.

Jeffrey Gitomer  39:12  
15 years ago, by the way, before any of this crap happened, I'd be on calls with customers and say, Listen, I'm going to record this call in case I say anything intelligent, or I make you a promise. And no one ever refused me. Ever refused me to do this now with your fireflies or whatever you use to record the meeting, you have everything in detail broken down and just say, Listen, I have a note taker to make sure that everything we say is documented. Are you okay with that? And they're going to be fine with it. They're not saying I'm recording the meeting. I have a note taker. Fine. Just don't make it sound like. Gets like you're going to, you know, die with in a court of law. You sit.

David Bush  40:11  
There's a good question from Kendall that asks about, what AI tool do you use for email follow up? Either one of you have a good tool that you're leveraging?

Thomas Ross  40:22  
You know, I, as it happens, I do, so there's so many. The one I like to use is workplace ai.com so it's workplace dash ai.com and it's a transcription tool, but it's really a business analytics tool. And one of the things that it does is, after your meeting, it creates that immediate email follow up. And I use that religiously, and that's why you see workplace AI here in this call, because I can do that for everybody in this call. And there was a point made earlier with respect to copy and paste is not available in the in the chat for for this zoom call. So everybody here whose emails that we have all ensure that you get the transcription from this call with those live links, and that'll be your workplace AI, which also provides you with the opportunity to have those email follow ups further to that. And this is another important thing. As you look at how you can improve on your on your sales calls, you will also have the opportunity with that tool to do your sales training and analytics against those calls. But I recommend to anybody here that if you really want to learn how to sell, talk to Jeffrey. He's the king of sales conversational AI on your mobile when you're driving whatever you want, he will answer your questions. Never go into another sales call unprepared again. Ask Jeffrey, and I do that, and by the way, I enjoy it on conversational AI just as much as I do in person. Oh, wow.

Jeffrey Gitomer  42:04  
So I'm going to throw something at you, David that you're not expecting. How do you follow up on an email? I'm going to give you an answer for all millennials, because I'm writing a book about it. It's called pick up the fucking phone, that is. That's the title of the book, literally. And why are you asking me how to follow up on an email when you have when it's right here or it's right here, just hit the call button. And what happens is, and this is, this is pretty interesting. Drew, drug sales people call on doctors. Got it, and I'm in my doctor's office, and as a sales rep walks into my waiting room, I'm waiting for the doctor, and he opens up the drawer and he throws in some pills and samples. And I said, you counting this as a sales call, and he goes, he's like, in shock. I said, are you gonna talk to the doctor? No, no, he's busy. I said, No, he's gonna be in here, like, in five minutes. Just wait, and I'll give you all the time you want. And he left because he had nothing new to say. So if you're following up with an email or you're following up on a phone call or a voicemail, you better have something new or an idea to say that will get the person to continue the conversation. You

Jeffrey Gitomer  43:43  
Hmm, so Evan is I'm only throwing at you that there are some obvious answers, and when I tried to explain, I don't make cold calls, I make targeted calls, like I have someone in mind that I think will buy my service, and I call them on the phone, and I have an idea, if I don't have an idea, I'm toast. I'm totally toast.

David Bush  44:09  
Yeah, it's going to be a game of high tech and high touch. It's not going to be all AI and it's not going to be all high high touch. But there definitely needs to be a blend.

Jeffrey Gitomer  44:22  
Hold on, host and panelists, can I get to my thing to go to everybody? Yeah, you should be able to, okay, so I'm touting creativity. There's my favorite book. It's a book called thinker toys by Michael Mihalko, while

David Bush  44:54  
Jeffrey's typing that I'm going to go ahead and ask the audience if you can go ahead and submit any other final question. Questions as we wrap up here today, I'd love to throw some Q and A out, but thinker toys by Michael mcalco,

Jeffrey Gitomer  45:05  
and there's another book called Serious creativity, by Edward de Bono, who is the father of American creativity. Those two books you need to read to understand creativity, so you can begin to use it and begin to query your own AI account. So you sometimes need that knowledge in order to be able to get to that next level. I'm sure you can get them right now, orally or verbally or, you know, there's this thing, I just saw something that where AI will read the book to you. I mean, it's phenomenal what's going on. And I'm old, so I, like an idiot, read books and underlined them, but I'm only challenging you that if you're looking for shortcuts, there are none. Take the long cut,

Thomas Ross  45:52  
spend an hour. Spend that hour a day, learning AI bingo,

Jeffrey Gitomer  45:56  
read the Malcolm Gladwell book of the outliers, and you realize that the most genius people in the world have spent 10,000 hours at their chosen love exactly. So if you're looking for a fast answer, then you're probably not going to find one. But if you're looking for real answers, they're all over the place. You have to decide, and I certainly am apologizing to someone that found me angry. But I'm not angry. I'm just I'm just challenging you to think on your own. You don't need it. You don't need to get upset about someone who's trying to give you information. You need to figure out how to calm down and just accept it, or go to New York and just spend the day Well,

David Bush  46:42  
the reality of it is, is that there's less than 10 to 20% of the sale selling professionals that are out there that are in that innovative and early adopter mode. And we need to get more of those, you know, early majority, and those middle majority, or the laggards to laggards. We're not going to be able to have much help with anyway. But we need to get that in a late majority, in the early majority, moving over that bell curve, because the rate of change is happening faster than most of us can adapt

Thomas Ross  47:11  
from no and it's an interesting thing to say on that the evidence is right in front of us. Microsoft just announced some about four or 5% layoffs in their in their sales course, and the people they chose, with respect to that, was based upon just what you said, David. So those people that aren't picking up AI and are not using AI on their own and really adjusting so if they know more than their customer does by the time they get on, are now being laid off at Microsoft. And that's happening right now, right? And that's going to be happening at more and more companies. Salesforce.com, is doing something very similar, and you're going to see all these large companies and small companies looking for people that are AI enabled. They don't want to spend $10,000 training you. They want you coming in, knowing what you're doing, so that for a day, will save your career, plus double your income. So if that's of interest, an hour a day,

Jeffrey Gitomer  48:07  
let me add one more thing to that. I speaking of Microsoft, I wrote their I wrote the little teal book of trust, and in the back of it are 30 pages call on how to become a trusted advisor. I initially wrote them for Microsoft because they wanted a course in how to become a trusted advisor. They realized that their sales people can't go out and sell stuff until they become a trusted advisor. And so that's another element of AI you can go on my my conversational AI and say, Hey, Jeffrey, how do I become a trusted advisor? And I'm going to give it to you. You know, the whole nine yards. I don't understand why people are not taking advantage of information, why they're balking at investing in themselves. Go to Omaha when you get off the plane. There's a warren buffett quote from his college days, where he graduated from University of Nebraska in 1955 and he said, the best investment you can make is in yourself. Let's just talk

David Bush  49:18  
about that as we're waiting for some questions to roll in. What are the top five use cases for your new conversational AI tool?

Jeffrey Gitomer  49:28  
Me, personally,

David Bush  49:30  
yeah, what would you say are the five primary reasons of why people would want to leverage this platform

Jeffrey Gitomer  49:35  
you're in? You're going to a big meeting tomorrow. We want to know the top five questions that you can ask. You want a conversation, a role play. You want to talk to the person about how to find Well, you know, Jeffrey, what's the best question you ask when you walk into a sales call? Ooh, what is your best question? I'm going to give it to you right now. Where did you grow up? You. Because I'm that's a very emotional question. Now, where are you from? Where did you grow up? Because that's how I got to understand Thomas. He didn't grow up in in Fargo. No one knows. Grows up in Fargo. He grew up in Canada. And I said, Oh, you can skate backwards. And he goes, Yeah. And so we immediately start a conversation, and then I show him a picture of something he hasn't seen in 30 years, a Stanley Cup. And that gets us involved. That gets us engaged in we're both hockey fans. We have things in common, and we're laughing principle eight in the Little Red Book of Selling. If you can make them laugh, you can make them buy. And so I'm looking to be able to engage that person in a way where I ask those first question, well, you can, you can have that information for me on my conversational AI, and not have to read the whole book, you lazy bastards.

David Bush  50:56  
So you've got the opportunity of the preparing for an upcoming meeting. Thomas, what was the thing that got you most excited about it was there a particular use case, I mean, other than having Jeffrey in a person's back pocket or in their phone on demand to be able to run questions by or to ask for feedback or to ask for, you know, constructive criticism when they're doing a presentation or when they're talking With the prospect.

Jeffrey Gitomer  51:21  
Can't tell I love giving constructive criticism. It's one of my it's one of my favorites. Sometimes I already I made blood pissed off somebody at the very outset of my conversation. I didn't do it, but they they took it the wrong way. So rock and roll,

David Bush  51:37  
you have to agitate the comfortable and you have to comfort the agitated, right? There are people out there that are in that innovative, you know, which I think is where that particular person was going, is that he was one of the innovative people, and he wanted to know more about how to innovate. But there's a lot of people that are watching this right now that they need that wake up call. They need to have uncle Gitomer, you know, tell them, you know, get out of being comfortable. Get out of complacent,

Jeffrey Gitomer  52:01  
sing up, study an AI an hour a day. Something's drastically wrong in your life, and you could do it with your 16 year old. Is there more AI? No, educated than you are there you're not. Yeah, there's,

Thomas Ross  52:19  
there's swimming in it already, but in answer to your to your question, you know, one of the one of the things that that I find so powerful with with using Jeffrey, good amers, conversational AI, is that it gives me a sense of confidence that I wouldn't necessarily have otherwise. So I know, no matter where I'm at, what I'm doing, I can plug into Jeffrey and ask him a question, and I get an answer, and that irrespective of the question, within reason, of course, but irrespective of the question, I know I've got access, and it builds my confidence, And the more I gain that element of of of expertise from Jeffrey, the sharper the edge of my knife gets, and the more confident I get. If there's any single element in sales that closes deals, it's confidence. So the more I use AI, the more confident and skilled I get, and Jeffrey's is the best for them.

Jeffrey Gitomer  53:25  
Let me throw one thing to that Thomas, having written 1500 columns and having 1600 YouTube videos and 17 books and 16 ebooks, I have more content than anybody, and you can query me 10 times on the same subject and get better answers each time on How to close a sale or how to ask a question, the depth of content is literally unlimited, and so I'm looking forward to that sales person having that issue, becoming my my AI friend. You know the robot of Jeffrey, or whatever you want to call me, but you can ask me anything and say, Tell me more about it. Okay, tell me more about cold calling. Tell me more about closing the sales. Tell me more about establishing a relationship, and I'm going to give it to you. I'm going to give you more and more, more and more, more more more, because I've written 1000s of words about it, and that's the real secret to this thing. It's not just how you speed a response is how deep is the content? That's everything. So content breeds confidence. Like, Hey, I know more of this. I can talk about it better. Hey, I I understand more about this. I can talk about it better, and I'll explain it to you. You know, I'm, I'm not a psychiatrist, but I'm, I'm sales psychiatrist.

David Bush  54:52  
If you remember, back in the late 90s, there was something out there, before the explosion of Google, called asset. Ask Jeeves, right? Yes, the Google search. So now this is like, really ask Jeffrey. Is like, if you want to get at its site and teams and leaders and business owners that have sales teams that you want to grow, you know, this is one of the areas that you can use. AI is that you can outsource your, you know, sales coaching, some of the sales training aspects to say, you know, before somebody comes to you and says, What do I do in this situation? Just say, did you ask Jeffrey? Because, you know, there's decades of experience, there's content that is far exceeding what a sales manager can provide. And because it's on demand, you can put information in there. And I went in and I just typed in, I had a personal scenario that somebody was asking a salesperson was asking me about, you know, what would you do if a person sent you this response and it was related to, you know, reaching out and following up, and the prospect said, you know, if I was interested, I would have responded to your first two emails or first message, or something of that lecture. So I just went in there and asked and said, What would Jeffrey get him or say to this particular sales person? And you know what he said was what I wouldn't have said, which he just told him the truth, your messages are probably not delivering value. It's not that the person's irritated with your follow up. They're irritated with the lack of value in your follow up. So that's why they're coming off and showing that they're irritated. And that one scenario can be a game changer for a individual seller that is maybe lost a little bit of hope or got a little disappointed and discouraged because their their their skills aren't sharp. And so if you can sharpen your skills and sharpen your ability with a AI tool that's, you know, pennies on the dollar can comparison to what it takes in time to train sales reps. This is a huge tool. So as we wrap up here today, I want you both to kind of close it up, Thomas, I'll have you go first, give those that are watching this live or watching this as a recording, tools to empower them. Obviously, they know about the get them or sales.ai talk about what is it that they need to do going forward in the next 3060, 90 days to make progress to become part of that early adapter group that's leveraging AI that's going to win the game, right?

Thomas Ross  57:22  
Well, and that's a great question. And you know, the first thing I would recommend you do is what Jeffrey said, and that is, practice, practice, practice. And the simplest way to do that is by using his tool. But in addition, go to chat GPT and start getting used to asking the kinds of questions and the prompts that David provided earlier, in order to create the research and the follow up that you need in order to reach out to these people effectively. You know, one of the key things that happens we all want to connect and create a large network on LinkedIn, for example, because we know that if we do that, we can connect create a great audience, and we can create more opportunities for our sales process, all very true, but if we do it improperly or we're ineffective, then we get frustrated and we stop doing it well. Chat, GPT as well as other AI tools can help us very quickly and effectively write better intros and connection requests, and do that on a research basis, so that our success rate doubles, and in so doing, we can be much more effective, but, but, but practice makes perfect, as Jeffrey said, so properly Earlier, 10,000 hours. How many hours have you put into AI? Because I'm pretty sure it's not 10,000 so you need to put the time in to learn how to use these different tools in order to be effective with them. And the more you do, the better you get, the better you get, the more you do. And as you continue to do that, it won't take long. In fact, I would, I would, I would say that if you start to practice every day, an hour a day, by the end of next week, you will already be ahead of most of the people you're competing with. Oh yeah, in your own company, just none of them have done that. Right? They may have dabbled in this and dabbled in that, but they haven't done that. So you want to get high up and start to be one of the top people that your sales manager and executives and leaders come to to ask you how you're doing it. Spend that hour a day for the next 10 days, and you'll be there. Yeah, and I

David Bush  59:33  
just want to add on to that, Thomas, is that, you know, there's an old quote that says you can count the seeds in the apple, but you can't count the apples in the seeds. And you may be counting the hours that you're putting in, and you're saying, I'm already working long hours, or I'm already pushing the envelope. Where am I going to find those extra hours? Well, if you prioritize those hours and you you know, delete, delegate some of the things that are not priority type activities, that's going to reap a hard. Just for you. You're going to put time in that you're not going to get immediately paid for, but then you're going to start getting benefits that you don't necessarily have to work for. Once you are learning how to use AI at a very high level. So Jeffrey, wrap us up and give everybody just kind of a takeaway here.

Jeffrey Gitomer  1:00:15  
The two most important books in American business are how to win friends and influence people, and How to Stop Worrying and start living both by Dale Carnegie, the reason they're important is because they have a common thread that runs through both books. Two words, be yourself. And so when you're in this AI, you have to be careful that you don't become a different person. You have to stay authentic to yourself. This is my reading room, by the way, and I have one shelf dedicated to the late great Oscar Wilde, who said, be yourself. Everyone else has already taken and you have to look at yourself in the mirror right now and say, okay, am I being the best person I can be for myself right now, or could I be doing more? And I don't want you to negate your fatherly responsibilities or your motherly responsibilities, or your family responsibilities, they are always going to be number one. Number two is stay healthy. And then number three, study harder than you're studying right now, become proud of yourself for who you're becoming, and use AI like you don't have to read an Oscar Wilde book. You can go into anybody say, give me the top 25 Oscar Wilde quotes, and you'll get them. In fact, in my I interviewed a lot of famous people, and that's all in in my in my chat as well. So if you want to know what Jim Rohn thinks, or you want to know what what Zig Ziglar thinks, or you want to know what Earl Nightingale thinks, I've already written about those guys, just ask me, and I'll tell you, it's important to understand that other people have information that you can turn into money or make you think, or make you wiser, or give you that one expression you know, Earl and you become what you think about all day long. I you can, there's no amount of money that can duplicate that, but you can find it out in two seconds. You're just not doing it. That's great. Get him. Or, in fact, Jim Rohn said, all the information you need to succeed already exists. The problem is you're not exposing yourself to it. That's as real as real can be. That's authentic information.

David Bush  1:02:33  
You heard it first here from Uncle gitamer. Get them or sales.ai that's where you want to go to get more information. And if you take a look at the link that we'll include in the recording and we'll it's in the chat right now, you can get the five day free trial. Thank you for giving us that access. And if you want more information on how you can automate your business development activities for business to business outreach, check out.

David Bush  1:02:55  
Bdr.ai, thanks. Jeffrey, Thanks, Thomas. Have a good day and a pleasure.

David Bush  1:02:59  
Bye. Thanks for tuning in to the Business Builders playbook. If this episode gave you some plays that you can start running in your business today, hit subscribe and share with another revenue leader who's tired of the pipeline grind. Building Predictable Revenue isn't something you figure out alone. Whether you're looking to automate your prospecting with bdr.ai, or you just want to talk through the growth challenges you're facing, reach out. We help business leaders just like you to build systems that actually scale. And if you're ready to stop being your company's Highest Paid Prospector, let's have a conversation. Reach out to us@bdr.ai until next time, let's keep building You. You.