EP175: How ChatGPT Can Improve Sales Enablement

In this episode of the Market Dominance Guys podcast, Chris, Corey and Helen Fanucci discuss the evolution of the internet, from its early days as a way for messages to move across networks to the democratization of global information through the browser and search engines. They also explore the capabilities of ChatGPT, including its ability to generate email responses and interact with customers using personalized prompts. They highlight the potential of ChatGPT to save time and improve the quality of communication for sales professionals. Join us for this idea-filled episode, "How ChatGPT Can Improve Sales Enablement."

 

Four ideas on how sales professionals can benefit from using ChatGPT for follow-up:

1. Personalized Follow-Up: ChatGPT can help sales professionals create personalized follow-up messages for each customer based on their preferences, interests, and past interactions with the sales team. ChatGPT can analyze the customer's conversation history and provide personalized responses that feel like a human wrote them.

2. Lead Nurturing: ChatGPT can help sales professionals nurture leads by sending automated follow-up messages to potential customers at regular intervals. These messages can be customized to meet the specific needs of each customer, making it easier to keep them engaged with the sales process.

3. Schedule Meetings: ChatGPT can help sales professionals schedule meetings with potential customers by automating the process of finding a mutually convenient time to meet. This can save the sales team a lot of time and effort by eliminating the need to go back and forth with customers trying to find a suitable time.

4. Provide Instant Customer Support: ChatGPT can be used to provide instant customer support to customers who have questions or concerns about a product or service. Sales professionals can use ChatGPT to respond to these inquiries in real-time, providing customers with the information they need to make a purchasing decision. This can help increase customer satisfaction and improve the chances of closing a sale.

The Evolution of the Internet and Digital Communications

1960s: The concept of hypertext is introduced by Ted Nelson.

1980: Tim Berners-Lee develops the idea of a "mesh" network of hyperlinked documents and begins working on the WorldWideWeb (WWW) project.

1990: The first web page is created by Tim Berners-Lee. It contains information about the WWW project and how to use a web browser.

1991: The first web browser, called WorldWideWeb, is developed by Tim Berners-Lee. It was a text-only browser and was only available on the NeXTSTEP operating system.

1993: The first graphical web browser, called Mosaic, is released by Marc Andreessen and Eric Bina. It was a huge success and helped to popularize the web.

1994: The first search engine, called WebCrawler, is launched by Brian Pinkerton. It was the first search engine to index entire web pages rather than just titles and headings.

1995: Netscape Navigator is released by Netscape Communications Corporation. It becomes the most popular web browser and sets the standard for web browsing features.

1996: The first version of Internet Explorer is released by Microsoft, marking the beginning of the "browser wars" between Microsoft and Netscape.

1998: Google is founded by Larry Page and Sergey Brin. Their search engine quickly becomes the most popular and sets a new standard for search technology.

2003: Skype is launched, becoming one of the first and most popular VoIP (Voice over Internet Protocol) services.

2004: Mozilla Firefox is released by the Mozilla Foundation as an open-source alternative to Internet Explorer.

2008: Google releases the first version of the Chrome browser, which quickly becomes popular due to its speed and simplicity.

2009: WhatsApp is launched, providing a new way for people to communicate via instant messaging and voice calls over the internet.

2010: Microsoft releases Internet Explorer 9, which is considered a major improvement over previous versions.

2013: Google's Chrome becomes the most popular web browser, surpassing Internet Explorer for the first time.

2021: The current versions of popular web browsers include Google Chrome, Mozilla Firefox, Apple Safari, Microsoft Edge, and Opera. Popular search engines include Google, Bing, Yahoo, and DuckDuckGo. VOIP services like Skype, Zoom, and Teams have become critical tools for remote communication in response to the COVID-19 pandemic. The Worldwide Web continues to evolve and expand, with new technologies and innovations being introduced regularly.

2022: ChatGPT from OpenAI.com takes the world by storm and changes how we write and communicate forever.

 

Full episode transcript below:

Chris Beall (00:00):

Internet is a funny thing because when it was being built by some people, I won't mention any of them, back in the late, very late seventies and early eighties, it was really just a way for basically for messages to move across networks that were interconnected. That's what it was called, the internet. It was sort of affected messages, and then there was this protocol, TCIP's still around that allows these messages to move around and then get reassembled in the right order. And it made sense of, by the way, when you use voiceover internet or we do what we're doing here, it's shocking that this works because the internet doesn't have a lot to do with packets being delivered in order, and so they've got to be reassembled and put in order. This is why when you're using your VoIP phones here, do we have VoIP phones here? 

Chris Beall (00:46):

Ah, what kind do you have? Oh yeah, we have, yeah, there everything's void, right? There are delays built into VOIP because voiceover IP requires that the receiving side, the part that's going to play the sound in your ear, it's receiving just data. It has to wait for the enough packets to show up to put them in order out of order. Packets are called jitter, and there is a buffer that's built in to avoid phone or receiver. That's called a jitter buffer, and that's what its job is to do, is to wait long enough. Otherwise you have dropouts that are called chop and you'll hear it, right? So when you're using dialer using connection cell, you're even just on a call. What's going on is pretty complex and there's actually delays that are built in from the technology itself. So big jitter, buffers give you very high-quality voice, but width, long delays, potentially long delays depending on how much jitter their system. 

Chris Beall (01:41):

That's the internet. The thing that made the internet popular was actually the browser, and the browser was built on top of the worldwide web, which had nothing to do with browsers either. It was just a way for a bunch of scientists to talk to each other in Switzerland to get some stuff published. If you were there through all of this, it's each part was big. The biggest thing that happened in the internet was the browser, because the browser democratized the access to global information. And then the next biggest thing that happened was big search engines because the search engines made that information actually available to us. This is the next big thing, which is the ability to interact with something that learns and to make your own environments in which it's learned what you care about. So imagine the chat t p t like capability. 

Chris Beall (02:33):

You can take a knowledge base, the Market Dominance Guys podcast. You can put that together and somebody can come interact with it by asking questions That's remarkable and different. I tried the other day, a very simple thing. I was, what was I looking for? Something really simple and I tried it. Oh, I was looking for ah, complimentary quotes about the Market Dominance Guys podcast, right? Cause I some quotes to go on the book and everything has to be written by chat. G P T and I stupidly went out and used Google to do it. 15 minutes later, I'm thinking, I'm not going to find any complimentary quotes about the market dominance, guys. It's just not happening. Apparently, nobody feels good about this. They don't say anything about it. We suck. So before I went down that road any further, I thought, wait a second, this book's written by chat, G P T. I think I'll give it a question, right? So are there any complimentary votes about the Market Dominance Skies podcast? And by then it learned it was ours dot Nathan Lotts. Oh yes. And it starts out with one quote after another. Then I started investigating, and some of them I'm thinking, why can't I find this actual human being who said this? But after a while, I gave up and said, yeah, ChatGPT says it. Its job is to write the book. Quotes are going on, but you have to check it out. So 

Helen Fanucci (03:52):

There's another use case that you guys might be interested in. We have a product called Viva Sales, and there's a capability in chat G P T that we're calling copilot at Microsoft. So let's imagine you're on the phone with somebody or somebody asks you for a product quote, quote me on, I want to buy 3000 widgets. What co-pilot will do is write the email, pulling data from c r M system, write an email response to the individual on behalf of the rep. The rep just has to review it and approve it or make whatever changes. Think about that. It's so much easier to review something and approve it or tweak it than to have to generate it from scratch. So that's capabilities going into all the Microsoft's products into Bing search. So that's all powered by the open AI track G P T capability. That's another example of a use case. 

Chris Beall (04:51):

Yeah, this one's really big for two reasons. One is getting access to all that information and the world of sales enablement. It's all about providing the information you need is a sell it, right? The only problem is it all piles up if you can't find it anymore and you don't know what's current and all that. To be able to ask chat, g B T to finish a sentence, so to speak, an answer a question, or have it look at what you're already writing or what came in it. Anything could be a prompt. Anything. It's not always a question. It's just, it's like pushing a sled off the top of a hill. It's like, where's it going to go? I don't know. Let's find out. Right down it goes. That's the prompt. So it's really, really interesting when you think about that. The other reason it's so powerful is it's a better writer than anybody in this room because it's taken the entire history of writing and learn from it. 

Chris Beall (05:35):

So it's a really, really good writer and you can ask it to write in different styles. So I know a lot of salespeople, as we've mentioned on the podcast, have, how to put this politely, are left-handed colorblind and, dyslexic? Those are their advantages. That is, their advantages are that in some parts of their not, this isn't true of all salespeople, but I know a lot of really, really, really good salespeople who have 1, 2, 3 or four of these characteristics or more, and they learn to talk and they learn to listen. That's how they got a through school. Well, these are the smartest people who have difficulty with how the modern world is constructed in terms of textual relationships. Well, but you got to have textual relationships. So lowering the cost of writing that email from 30 minutes to five seconds, that's a lot of time.