EP171: From Cold Calling to AI: How Sales is Evolving with Technology

In this episode, Gerhard Gschwandtner compares ChatGPT to a painter's palette with an infinite amount of colors, and salespeople are the artists who must decide how many colors to use and when the painting is finished. The hosts discuss the role of technology in sales and how salespeople can use ChatGPT to harness its intelligence to make more informed decisions. Chris describes a practical example of how he used ChatGPT for list creation for a company called Partner Tap. He was able to ask it about the specific job titles used in senior roles in companies and generate a table of titles for each company. Gerhard suggests that salespeople can tap into their internal ChatGPT to discover great ideas and pursue meaningful work. Chris mentions how they are exploring the use of ChatGPT in developing a new data product and using it to summarize the best conversations that set a meeting with different types of executives. Key points from this portion of the episode include the power of ChatGPT in harnessing technology to make more informed decisions in sales, the importance of pursuing meaningful work, and the potential for ChatGPT to be used in various aspects of sales, from list creation to conversation summaries. Corey reminds us, "You have to be willing to put in that work, do your research and know that it's going to take time. It's not going to happen overnight. It's really about understanding who your customer is and what they care about."

Key points from this episode:

1. ChatGPT can be used in various aspects of sales, such as list creation and conversation summaries.
2. Salespeople can use ChatGPT to harness its intelligence and make more informed decisions.
3. Pursuing meaningful work can lead to greater happiness and success in sales.
4. The better the "why" behind what you are doing in sales, the easier the "how" will be.
5. Prompt engineering is a method for developing ChatGPT responses that require careful consideration of the language and wording used in prompts.