Ian Altman discusses common blind spots in the use of AI in B2B sales, emphasizing the importance of avoiding proprietary information leakage through tools like ChatGPT and Copilot. He highlights issues with using general-purpose AI for specific sales questions and the potential for AI models trained on Reddit discussions to provide unreliable answers. Altman promotes the Same Side Selling Academy's AI tool, the Same Side Coach, which is tailored to sales strategies and protects intellectual property. He encourages the use of AI for general tasks but advises using specialized tools for specific sales applications to prevent competitors from accessing valuable information.

Biggest Mistakes

• Asking detailed proprietary questions in public AI tools, exposing information
• Asking general-purpose AI very specific strategic sales questions, getting generic answers
• Copying and pasting AI responses without reviewing or modifying them

Best Practices

• Protect intellectual property; avoid feeding proprietary data into broad AI systems
• Use AI for transcription, note-taking, and meeting summaries as appropriate
• Use a domain-tuned LLM (Same Side Coach) trained on sales-specific data