Victor Antonio is the author of 13 books on sales and motivation and recently launched the Sales Velocity Academy platform that boasts 500+ videos. He recently published Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling.

In this episode of The Salesman Podcast, Victor explains what artificial intelligence actually is, how it’s changing sales, and how it’s affecting all parts of our modern lives.

Resources:

Victor on LinkedIn

SellingerGroup.com

Victors online sales training – SalesVelocityAcademy.com

@VictorAntonio

Book: The Infinite Game (192 GRAND) by Simon Sinek

Transcript

Will Barron:

Coming up on today’s episode of The Salesman Podcast.

 

Victor Antonio:

2015, there were about, I think 700 marketing technology companies promoting AI. 2020, the number is up to 7,000. If you look at what’s happening today, the customer journey is all about going online and trying to find what they want before they call us. Let’s define the customer journey. The customer journey for me is this, I’m triggered by something, I need to get a new microphone for my studio, trigger. I hate the quality, I’m triggered. I go online. I begin to look at all these different resources then I start kind of narrowing options, right? Okay. I got this brand, this brand, look at this brand, look at that spec and start really narrowing it down and maybe I get to the 90% line of making a decision.

 

Will Barron:

Hello, Salesnation. My name is Will Barron, I am the host of The Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we’re talking about AI artificial intelligence with the legend that is Victor Antonio. And from that we talk about Victor’s book, Sales Ex Machina, his training product, everything we talk about as available in the show notes for this episode over at salesman.org. So with that said, let’s jump right into it.

 

AI and Machine Learning in Sales · [01:30] 

 

Will Barron:

And on this episode, I want to get into I’ve got your book here, Sales. Every time I read this, every time I see Sales Ex Machina, I always want to say Sales Ex Machina. I don’t know if this is something that people pronounce the book wrong occasionally, but since the film came out with a similar name, I’ve been saying the same. But I want to get into AI in sales and I want to start off the show by asking you, Victor, a massively loaded and leaded question, is AI real? Are the artificial intelligent computers planning the demise of the universe right now as we speak. And we can kind of backward from this and see what that means for salespeople.

 

Victor Antonio:

Absolutely. We’re talking end of the days here, Will. End of days. What’s interesting, my background is I started out in engineering and one of my first jobs was working at Honeywell on a torpedo system and that had what they call an expert system, kind of an AI interface, an algorithm to it, and it was a pattern recognition system. If you think about torpedo, obviously it’s underwater, it’s looking for patterns on the outline of a submarine to a time. And that’s why,