In this episode of The AI for Sales Podcast, host Chad Burmeister speaks with Matt Millen, co-founder of Regie.AI. They dive deep into the impact of AI on the sales process and how Regie AI is revolutionizing sales engagement. Matt shares insights into his personal background, his love for cars, and how his experiences in racing taught him valuable lessons in sales. They discuss the evolution of technology in sales and the two patterns that have emerged: problems that technology solves and problems technology creates.

Matt explains Regie.AI's mission to improve sales processes by using AI to generate personalized content and messages, saving time and enhancing engagement. He emphasizes that AI helps salespeople be both better and faster, enabling more refined targeting and freeing up time for high-value tasks.

The conversation delves into the balance between AI and human interaction in sales. They discuss the importance of building trust and how AI can assist in crafting personalized messages that resonate with prospects. Matt emphasizes that AI tools like Regie AI provide support to salespeople, but the human touch remains crucial, especially in building relationships.

Matt sheds light on the concept of "simple automation" versus "advanced automation," where AI-driven decisions guide human execution. He introduces Regie AI's dynamic sequencing feature, which tailors engagement based on prospect interactions, allowing sales reps to focus on engaged prospects.

The episode concludes with a discussion about ethics in AI. While ethics is a consideration in AI development, Matt mentions that it rarely arises as a topic in customer conversations. He highlights the growing acceptance of AI-generated content and the role of experience in shaping perceptions.

Overall, the episode provides valuable insights into the evolving landscape of AI in sales and the transformative potential of AI-powered tools like Regie.AI.

KEY TAKEAWAYS

AI's Role in Solving Sales Challenges: Matt discusses the role of AI in addressing sales challenges, particularly in content creation, personalization, and engagement. He highlights the problems technology creates and solves in the sales process.

Benefits of AI in Business: AI enables businesses to become better and faster in their operations. It enhances personalization, automates redundant tasks, and provides insights for more effective engagement with prospects.

Balancing AI and Human Interaction: While AI can handle tasks efficiently, the podcast emphasizes the importance of maintaining a balance between AI and human interaction. The human touch is crucial in building trust, especially in complex sales processes.

Understanding the Prospect: Regie AI helps sales professionals understand prospects' personalities and communication preferences through AI-driven profile analysis, allowing for more effective communication.

Automation Trends: The podcast discusses the shift from simple automation, where humans make decisions and technology executes, to advanced automation, where AI-driven decisions guide human execution. This shift leads to more data-driven insights and effectiveness.

Ethics and AI: Ethics in AI is briefly touched upon, but the conversation suggests that ethics hasn't been a primary concern in the sales context. However, it's highlighted that AI ethics are more relevant in areas like hiring and strategic decisions.

QUOTES

"With all the infusion of technology into the selling process, there are two patterns that emerge over time. One pattern is the problems that technology solves. The second is the pattern that technology creates, the problems that get created by technology."

"AI allows us to be both better and faster. Better in terms of the kind of content that we're using, the leads that we're engaging, and faster because the AI is taking a lot of these redundant tasks."

"Your A players will always be your A players. What we're getting with technology, AI, not AI, is that sales is a crime scene and there are clues everywhere."

"We've gone from simple automation, where the human being is making the decision and the technology is helping to execute, to advanced automation, where the machine now is making the decision and the human being is executing at the task level."

"We're moving from content generation and AI to task execution in AI, and this is a game-changer."

"Ethics just does not come up on customer calls or sales calls. There's more of an acceptance, a curiosity with the business application."

Learn more about Matt and connect with him in the link below:

LinkedIn: https://www.linkedin.com/in/mmillen/

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