The Technical Seller

I explore how ChatGPT, a powerful AI language model developed by OpenAI, is revolutionizing sales engineering. The episode discusses ChatGPT's applications in lead generation, qualification, product knowledge, CRM integration, and streamlining the sales process. It highlights how ChatGPT serves as a comprehensive knowledge base, helps in proposal and quote generation, and assists in efficient client communication. The podcast also covers sales coaching and training with ChatGPT, sharing best practices and techniques to improve performance. Lastly, it delves into real-world examples and success stories to showcase the benefits of using ChatGPT in sales engineering, featuring interviews with sales professionals who have successfully implemented the AI tool in their workflow. Embracing AI tools like ChatGPT is essential for sales professionals to stay ahead in the evolving world of technology.

I am starting a Series on "Talk Tracks"  -  A framework for Strategic Business Conversations that will position you as a thought leader at the prospect and customers. In this podcast, we discuss the importance of digital transformation for businesses, tracing its roots back to the Industrial Revolution. As companies adapt to rapidly evolving customer demands, they must leverage digital technology to stay competitive. We explore the common challenges organizations face when implementing digital transformation, emphasizing that overcoming resistance to change and fostering a culture of adaptability are essential. Additionally, the podcast addresses the importance of aligning transformation efforts with business goals and strategies through design thinking methodologies. By embracing digital transformation, companies can create seamless, secure, and agile processes that cater to the needs of their customers and employees.

This podcast discusses the importance of having a plan to close sales calls. It highlights the need to have a clear goal and plan to achieve it, especially in technical sales where multiple people are involved. Knowing the product and understanding the customer's needs is crucial to effectively communicate the value of the product and address any concerns or questions the customer may have. The podcast suggests developing a plan that aligns the product with the customer's needs and ends with a summary of the value. It also emphasizes the need for follow-up actions, such as closing for the next meeting.

I talk about customer's deeply held beliefs. And how that is the most important thing to address. It isn't about you, it is about their needs, and figuring out those needs. If you want to influence any buying behavior, you need to change a prospect's belief window. Change what someone thinks, you change what they do. Ignore the prospects needs, you are not closing anything. This is the main concept of the Reality Model by Hyrum Smith, he founded Franklin Covey, and his idea was that each of us has a Belief Window through which we observe the world around us. On our Belief Window are thousands of principles we believe to be true about ourselves, our world, and other people.

About 2,500 years ago, Chinese military strategist Sun Tzu wrote “The Art of War.” In it, he said, “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” Tactics and strategy are not at odds with one another—they’re on the same team. (And they have been for many centuries!) Here’s how we define the tactical vs. the strategic:

• Strategy defines your long-term goals and how you’re planning to achieve them. In other words, your strategy gives you the path you need toward achieving your organization’s mission.

how to become a great customer Service Pro. - Why customer service is important? Why customer service is your job too? Why customer service language is used? Why customer service matters? Why customer service is so important to an organizaiton?

• Be willing to learn

are customer service jobs good are customer service jobs hard are customer service calls recorded

What does it mean to be a professional in sales? In this episode I will give you 10 pieces of advice that will help you stay consistently at the top of your sales game, skills that will stay will you your entire career.

1. Manage Your Time Effectively

Plus the Stack of Stuff and the Rombus of failure.

When we last left our hero he was working building a list of 5 Great tips for Beginner Salespeople. Enjoy the rundown.

1. Know Everything About Your Product

2. Understand the Prospect’s Pain Points

3. Know Your Customer in Advance

4. Always Follow Up

5. Use Rejection as an Opportunity

5.1 Build Your Light Saber

5.2 What is a Prospect Really Thinking

5.3 Superstar of the Month

Stay tuned for the top 7 things that help improve Sales Productivity

and (c) Pattent Pending "Stack - o - Stuff"

• Zillow lays off 2000 and writes down 350 million PDP's

For all the Rush Fans, of which I am one... This episode is dedicated to the greatest drummer ever because it is Episode 21-12

We’ve taken care of everything The words you read The songs you sing.

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