Mehmil: Okay, so we are live.

Hello, everyone. I’m super excited to welcome you to our series of webinar on sales and B2B prospecting. This series is proudly brought to you by Engage AI, and we are so glad to have you here.

So, how have you been lately, Ronell?

Ronnell: Fantastic. Fantastic. I don’t have any cool headphones like you, though. I like those. So,

Uh, I am an Eastern Standard, so it’s about 6 p. m. where I’m at. It’s

Mehmil: 3 a. m. here in my time zone.

Ronnell: 3? A.m

Ronnell: you are committed. Love it. You can’t get me up at 3 a. m. No way.

Mehmil: So, do you have any early morning routine or ritual that helps you kickstart your day.

Ronnell: Uh, so I, what I want to know is what time do you get up?

Mehmil: I actually get up quite early. It’s 5 a. m.

Ronnell:

Yeah, I’m really excited to have this conversation with y’all, so I guess we’ll, we’ll get started here in a couple of minutes as soon as you give me the thumbs up.

Mehmil: Yeah, just wait for the audience to grow for two minutes and then we can start with it.

Ronnell: Right.

Mehmil: Since there are so many people are inspired by you, is there someone you are inspired in your personal life or maybe career?

Ronnell: Who I am inspired by? Well, you know, I have the honor and, um, luxury to be, to have a lot of great people in my, in my community.

And, you know, people often look to me for inspiration and motivation, whether it’s sales, whether it’s life, whatever. And what I, what I often tell folks is that I am equally as inspired by them. I really am. Like what, what keeps me going, what gets me motivated is the inspiration that I get from, from individuals.

It’s, it’s not, you know, some person, celebrity or whatever that I idolize. It’s just folks that are in the work, just like me, you know? And so when I put content out, when I create a course or when I write the work and, and folks give me. That, that great feedback. And they let me know that I’m making impact.

That’s what inspires me just every day, normal, everyday people out there doing the damn thing that let me know that something that I’m doing and something that I’ve done has impacted their life or their business that is super inspirational to me and what, what motivates me to keep, keep on this grind every day.

Mehmil: That means you’re a great observer.

Ronnell: Trust me, it is a grind.

Mehmil: So, are you ready for it? Shall we start?

Ronnell: I’m ready, when the people are ready. Let me log in. I’m trying to make sure that I pull up LinkedIn so I can see. I always love to engage. So anyone that is, um, uh, that’s participating, watching this on any of those platforms, please comment, share, let us know where you’re at.

Make sure that you’re sharing this with your community. Hopefully there’s, there’s some, something you can pull from this. You can apply to your own business. But I’m one of these guys that I’m all about service. I’m all about my audience. And so one of the things that, that I really look forward to is engaging and collaborating with people.

So whatever you guys want to talk about is what I want to talk about. Sure. I I have a, a prepared deck here, but I want to go into what matters most to you all. So please make sure that you’re engaging and in the comments and if I can’t pull those up, hoping that I can, um, I will make sure and go through all of your comments and your questions and all that post webinar and answer each and every single one of them.

All right. So are we ready to rock?

Mehmil: Yeah, I’m super excited for it.

Ronnell: Let’s get the party started. Okay. Let’s get these slides up here for starters.

Mehmil: Let me start with the intro. Then I’ll put your slides out. Hello everyone. I’m super excited to welcome you to our series of webinar on sales and prospecting in B2B business.

This series is proudly brought to you by Engage AI, and we are glad to have you here.

In this series, we will be joined by some incredible guest speakers, just like Ronel, who will share their insider tips and strategy that have propelled their business to some new heights. By bringing experts in B2B space to you, Engage AI hopes to arm you with powerful insights That will boost your business visibility and equip you with modern strategies to transform your sales performance and drive impressive revenue growth.

Okay, and now we have something exciting for you. If you would like to earn a gift, access to our exclusive AI prompt library curated by our best engineers and copywriters. Here’s how you can get it. Simply take a screenshot of the event while you are enjoying it, write something nice about it, and share it on your social media platforms.

Don’t forget to tag Engage AI so we can find your post. Once we’ll get your post, we will send over your free gift.

But wait, there’s more.

For those who stay until the end of this webinar, we have a special treat for you. We will be giving away 10 free Subscription to Engage AI Pro, each valued at 720 U. S. dollars. Plus, every comment or question you leave in the chat earns you bonus entries. So stay engaged, participate actively, and you could be one of our lucky winners.

Before we get started, I want you to introduce you to a transformative tool that has changed how you can engage on LinkedIn, engage AI. In today’s digital world, traditional ways of reaching out can often feel like they are not cutting it. That’s where Engage AI steps in, helping you to stand out and connect with people.

People may not respond to messages, read emails, or answer the call, but they do respond to you. to meaningful comments you leave on their posts, especially on platforms like LinkedIn.

So why not give our extension a try for free? I have just shared the download link in the chat.

I also wanted to introduce you to our monitoring features, which can help you check the latest post of your prospect on a single page, just like in the screenshot you see. That means when you engage first, then you can convert faster.

Now, without any further ado, let me introduce you to our speaker for today, Ranel Richards. Ranel is a diving force behind Business and Bargain, focusing on helping sales and B2B pros grow through storytelling and AI. Storytelling has changed Ranel’s life. It all started with his book, Shut the Hell Up and Sell, and his role has as linkedin learning instructor.

He’s also been named the 2023 technology channel top influencer and won TA 101 award from channel futures. Ronnell has helped many companies make millions by using his sales and storytelling skills. He also hosts sales podcasts and continue to share his secret tips and strategies with his audience.

Today, Ronell is here to present Navigating the Future, Harnessing AI Without Losing the Human Touch. Ronell, the floor is yours.

Ronnell: All right. Thank you. Thank you so much. Let’s go and get that. Are you controlling the slides or am I controlling them?

Mehmil: You’re going to control them. All right.

Ronnell: Fantastic.

Ronnell: Well, as those slides are getting out, uh, put on the stage, first thing I’d like to do is just thank you all for, for joining me this evening or early, early in the morning for some of you, um, where I am in the world, it is 6 p.m.

I absolutely appreciate that you all have taken a little time out of your day to hang out with me. I, and I respect that and I promise you I will do my best to respect that and honor your time and be, um, as, as I can. Make this as succinct as possible. And if you’ve got questions, whatever, please hop, pop them into the chat.

Uh, I want to give some quick shout outs. I see Thomas is hanging out with us, Kevin, Allison, Tommy, and Raynold. I like our names. That’s a cool name. Anyway, we’ve got Raynold as well. So, Mehmil looks like we have, uh, they still need to get that link. into the chat for folks with Thomas. There we go.

Fantastic. All right. And are we ready to present my slides?

All right, here we go. So first and foremost, who the heck is this guy? Why am I here? Um, this is always, uh, one of the things that I, I’m a bit of a self deprecating person. So I, I don’t like to talk a whole lot about myself. But, um, if you’d like to, you see, there’s a beautiful QR code right there. Please click on that.

Pull your phone out like this here and scan that QR code. Make sure you connect with me on LinkedIn. Just a little bit of background on me. I am the author of shut the hell up and sell, um, which is a book. It’s my, it is my ode to sales. It is, Um, a book that’s focused on the psychology of cells [00:15:00] and practical and tactical execution.

Um, so if you have not read that, I’d encourage you guys check that out. Shut the hell up and sell it is on paperback as well as audio. I’m a five times founder. So I’ve, I’ve founded multiple companies in the technology space. Um, a male made mention of business and bourbon, which is a company that I founded as well.

Yeah. Um, also in the technology space, but in a different way, we create experiences, networking experiences for entrepreneurs and tech professionals. Um, I have been fortunate to be the recipient of some pretty cool awards in the technology world. Um, you guys can, again, look at my LinkedIn. It has all that good stuff on there.

The reason why I share a lot of this with you is just for, for context, my dedicated to cells. And entrepreneurship and growth, I am committed to personal growth and business growth. I believe that the true master, there’s [00:16:00] no such thing as a master, the true master is always a student. So, you know, I, and when Jason asked me to talk about AI, I really leaned into this because it’s something that, Like many of you, I’m a practitioner of.

So, um, as opposed to being, being a lifetime technology guy, one of the things I’ve learned is that when new technologies come out, once that cat is out the bag, it is time for you to learn how to utilize that. Like a lot of times people are afraid of new technologies. They’re afraid of them. Um, Because, you know, for many different reasons, sometimes because they feel like it’s, it’s, it’s going to challenge status quo, it’s going to affect them from a revenue standpoint, but once this stuff is out, you got two choices.

Either you can embrace it or not. I always choose to embrace it and find ways that I can make it work for myself and, and for my customers. So again, a little bit about me, feel free, click that QR code link, and you can find out more about what, what it is that I do and that I’ve done. Um, so I want to start with just kind of going through.

A little brief, uh, timeline of where we are today in terms of, from how cells is being done and how we’re leveraging technology. So back in the eighties, uh, this is really, you know, a little bit before my time, but back in the eighties, we were really into, to door to door selling, right door to door selling cold calling.

That was kind of the emergence of, of facts as a technology was just starting to come out. Um, in the nineties, we moved. Into a little more software based, um, sales techniques is when CRMs were first introduced, um, two thousands is when we got into e commerce, right? That was kind of the, the launch of, of, of websites, everyone having websites and leaning into learning how to do email marketing and things like that for sales.

2010s is when we’ve moved into this world of social media and digital marketing tools. So, you know, around 2015 is when we first started to see some semblance of what we would call early AI type tools, right? And these are like really basic, you know, sales tools and predictive analytics and things of that nature.

Now, as we jump into today, present day, and I’m going to go, I’m going to say present day, meaning 2023, we have. Just moving at light speed into AI a year ago. We’re just barely talking about this now. It’s being integrated into darn near every software that we, that we’re using for business. And if it isn’t integrated, we’re finding ways to start to integrate it.

So this is the new way of doing business. And it’s something that again, that cat is out of the bag. So we have a choice. To either lean into it or not. So I want to go through some of the benefits, um, that I’m seeing and that we’ve been seeing in sales for AI. And again, this stuff is moving at lightning speed.

So there may be something new since I wrote this a couple of days ago. There’s something new that people are using, but. Anyway, just to get into a few of the benefits, uh, efficiency in sales operations, right? So we’re using AI for, to automate tasks like lead generation and scheduling, um, data entry. So it’s freeing up, uh, when it’s done right, it’s freeing up a lot of time from sales for sales reps and sales admin.

So it’s really a lot of operational use, freeing up that operational, that administrative time. Data driven decision making. So, you know, it can analyze data way faster than we can, right. And give us insights, strategic insights so that we can make the right decisions in our business and the right decisions in terms of who we want to want to do business with, pardon me.

Um, enhanced customer insights, right? So like leveraging your AI with your CRMs now is allowing us to get even deeper and a deeper understanding of what our customer behavior is so that we can, we can predict buying habits and buying behaviors and, and, and understand pain points in ways that we never could before.

Um, Enhancing our personalized, our interactions, right? So getting more personalized and in the interactions, a lot of us are seeing that through, um, websites things like it’s just, it’s able to personalize on a way that feels way more intimate than the, um, The tags are, you know, that we would put it in the, in the past where we just, you know, insert first name here and certain last name here.

So because it’s the power of this, of this, this tool, it’s able to, to have a lot more intimate conversation. One of the things you guys are going to see as we move further into this conversations, I’m going to go in a direction that you’re probably not expecting right now. So hang in there with me. As someone that’s dedicated their life to technology and technology cells, there’s a few things that I’ve learned, and we’re going to get into that here in a couple of slides, and I think for a lot of you, it’s going to hopefully change the way that you’re viewing all this stuff again, last thing being predictive sales forecasting, right?

So, um, we’re able to predict Sales trends, uh, with a little more accuracy than we, than we were before. Um, just because again, AI is able to help us to compile so much more information and process the information faster. So here’s the thing, you know, as we’re thinking about leveraging AI and any other technology, we got to think about how do we maintain that, that human touch, but first we’re going to think, why is it, why is the human touch matter, you know, when we’ve got these powerful tools that can do so much.

Well, there’s some things that AI just simply can’t do. Um, so as we think about, you know, building trust and rapport, you know, the human interaction, there is no substitute for that. So, I mean, that human interaction, that’s what’s going to build the rapport. That’s what’s going to be able to trust. And for those of you like myself that have been in business for a long time, um, you learned that the key to the game is establishing long term customer relationships.

That’s 100 percent what it’s all about. And in order to do that, you have to. Humanize the sales process. You have to build a, you know, deeper relationships with your, with your customers, um, empathy and understanding. I, I’ve, I use AI every day and I’m gonna tell you what, it can’t empathize with you or your customer yet.

Right. It’s just not at that level. So that’s just something that you’re not going to get from an AI AI tool, even as it’s personalizing your, your, uh, communication solutions, it’s just, it’s no, there’s no substitute for that human understanding and empathy that comes in the, the subtlety that comes through human communication, human to human communication.

Um, so when it comes to complex problem solving. You know, the one thing that I’ve learned, one of the things I’ve learned in my decades in business is that, um, largely what my number one job is, is that as problem solving, it’s creativity. AI is only as good as the person sitting on the other side of the keyboard, right?

It takes excuse from you. It’s not smarter than you. Um, when it comes to creativity and ideation, but it helps everyone. expedite the process, right? So you can’t expect it to, to do those sorts of things for you. Um, there’s some ethical considerations we’ve got to take into consideration as well. Um, I’ve, I’d hosted a, a webinar several or a month or so ago.

And, um, this is, this is what we talked about is. Specifically the bias that’s built into AI, right? So it can give you what it is that you want. If you’re using chat GPT, the way that I do, it can give you what you want to hear, but what you want to hear is not always what you, you need to hear. So to get the best out of it, you really have to become.

Adept at knowing how to, to give it the right prompts, how to keep and understanding those biases do exist so that you can get the results and things that you need to be successful. And whether it’s in your sales process or it’s in, uh, your, in your business and business planning. So. These are some things that you really have to consider and think about when you’re using AI and understanding why you as the human isn’t you are not replaceable.

You have to that human touch is always going to be important in the sales process. It’s always going to be important. And right now, super important how you use a it. AI, I kind of like to compare it to, uh, it’s like a paintbrush, right? Like a great artist can take a paintbrush and make beautiful art out of it.

Me, I can just paint my walls. That’s it, right? Like AI can do that. You can make beautiful art out of it if you understand how to use it properly. So it’s really just a tool. Couple of the, I wanted to share a few of the. Practical applications for AI and cells right now. Um, so if you’re not doing some of these things, these are things that you need to, you need to be thinking about.

Um, first chatbots, um, on your websites. Super important for a few reasons. One, like it’s the level of engagement that you can get out of an AI chatbot. And the amount of information that you can get from a customer so much more in depth than the previous versions of chatbots, right? Um, it’s operating 24 seven, right?

So whenever, and this is something we got to think about in sales and in business in general, we have to be accessible because we are competing for time, we are competing for relevance and we have to, when people want to do business, we have to be prepared to do business with them. Um, and so this is a way.

That you can communicate. You can do business with people when they want to do business with you and in a much more collaborative, engaging way than we could in previous versions of chat bots. So if you don’t have an AI chat bot on your, uh, your website, that’s something you should look at. CRM integration.

Right. So like integrating AI and T and now most of the, the bigger guys and I’ll, and I’ll, if you’re, I don’t know what, what size businesses you guys are out there, but you know, a lot of folks are using Salesforce. I usually always recommend pipe drive and Zoho for smaller businesses, cause it’s just much more affordable, but there are now, you know, so many AI integrations that you can, you can now integrate into your CRM.

There’s so many benefits to that, right? Like, again, it’s disabled to process customer data so much more easily. It’s able to give you better direction than you could before. I can automate a lot of the processes. Um, sales forecasting. Um, there are also some AI sales forecasting tools that you can use as plugins on your CRMs.

Um, and again, just helping with getting more accurate in your sales forecasting. And as a sales trainer and coach, I’ll tell you, Like there’s almost nothing more important than this, because when you get off track with your sales forecasting, it takes so much. This takes so long to get back on track. And this is one of the biggest challenges that I see with salespeople and business people in general is that they have weak funnels, right?

Or we go through periods of abundance and then periods of. Scarcity, right? Um, so really understanding your forecast and being able to forecast out accurately over longer period periods of time helps you to stay focused in terms of knowing, you know, how to build your funnel when you need to build your funnel when you need to lean more and when you got to plant more seeds and things of that nature.

Um, lead scoring is super fun to, um, this is, this is one of the sort of, uh, Developments as a sales trainer and coach that I really, um, leaning into a lot lead scoring. Basically what that means is it’s, it’s helping you to qualify the leads that are coming into your company, right? So you’re qualifying them in terms of whether they are.

Uh, or the level of fit they are for you. And this is something that you could get really geeky on, right? Cause AI can do tons of research into that customer, pulling their websites, pulling their, their LinkedIn profiles, all types of different data to determine how good of a, of a fit they are for you.

Now, here’s why that’s important. So much of the sales process is spent just on that front end, that qualification, right? Making sure spending time to make sure that you have great alignment, making sure that this is a customer that you can actually sell at the end of the day, right? That your product meets up with their needs.

Lead scoring is, is really revolutionizing the way that marketing teams are operating now, because now they can get those bulk leads in through whatever their marketing activations are. Now they can, they can prioritize those leads based upon the score that AI is giving them. Based upon all the data that it’s compiling about that customer, predictive analytics and needs again, you can get really geeky in this stuff.

So there’s, there’s, there’s, um, a lot of potential in that. And that’s something that is, I think, again, an immediate impact. So again, I wanted to go over to some of the practical applications, right? These are things that I feel like are kind of like a baseline that everyone should either consider. Uh, be looking at or have integrated into their, their current sales process and their companies.

All right. So here’s where we’re going to, we’re going to take a right turn, a hard, right? What if I told you guys that. All of this stuff I just told you doesn’t matter. Told you I was going to surprise you. Here’s why it doesn’t matter. Sure, the technology matters. And guys, you can go talk to anybody.

There’s, everyone’s an expert on AI and everyone’s an expert. Pull it up on LinkedIn, you’ll find you 30 experts right now. AI this, AI that. I am almost 30 years in selling technology and I have a golden rule. I have a golden rule that I teach all of the companies that I work with in terms of how we use AI.

And leverage technology. This golden rule is this simple thing we have to think about is the technology that we’re implementing. Is it funneling us to a deeper relationship with our customer? Or is it creating a barrier? Is it a conduit to real connection? Or is it a hack to try to make work easier for us, only make work easier for us?

Here’s what I mean by that. There are oftentimes when I see new technology come out, people are thinking about how to replace themselves and they’re not thinking about it, how this impacts my customer that has to be your driving. Philosophy as it relates to implementing any technology. Like I said, early in this, in this.

This webinar, this AI revolution started about last year for most of us. And now it has moved at light speed. There are things that are being done with AI right now that you could not have predicted a year ago. Technology will always change. Technology will always advance or always will be some new widget.

There’s always going to be some new thing. It’s not about the widget. It’s about the philosophy that drives. The use and the behaviors that we have around the widget. So as you are all thinking about, okay, how do I leverage AI to, to either get more sales or, uh, or, or scale my organization, you need to be thinking about that one thing, what I’m about to do, this, this technology that I’m about to implement.

Is it does it get me closer to having a real press the flesh relationship and communication or dialogue with my customer? That’s my golden rule. So a few future trends. Um, thanks for you guys to look at this again. The, the sales forecasting is going to get even more Like it’s, it’s, it’s, this is something that I’m really excited about because it’s going to help the create efficiencies and how we, how we work more efficiencies for ourselves, people, right?

Um, more accuracy, more successful businesses, because we can, we can understand again, our, our four, we can create forecasts that, um, are more accurate. And are better indicators of where our business is at and what actions we need to take, um, intelligent sales assistants. This is something that’s, that’s, that’s fun too.

So, um, and I think it’s going to, to get even bigger. So I have an assistant hygiene and I already, AI has started to make her job way easier, [00:34:00] but also replace a lot of the tasks that she was doing, um, in cells. What you need to be the, for, for most sellers. And by the way, um, if you’re an entrepreneur, your job is chief salesperson as well, the best value that you bring to your organization, the best value that you bring to your business is meeting with people, talking with people, sharing your story, connecting with people in real time.

So any. Technology, anything you can do, one of the reasons I have an assistant is anything that you can do that, that takes away administrative tasks and all those other things that get in the way of where you provide the most value to your business and to your customers. You should try to remove yourself from that.

And with where we’re going with the AI sales assistants, there’s just sales assistants, there’s just more, um, there are more tasks that it can, that it can take on because there’s, and then there’s some intelligence behind it. And it’s not just a real binary conversation that it has. So pretty excited about that.

Um, And hyper personalized sales approaches. That’s something that’s really fun too. So like, you know, everyone has received these emails or texts where basically it’s insert name here, um, insert title here, insert company here. I get about two dozen of them a day and I hate them. Um, so where we’re going with AI and marketing outreach is allowing you to, uh, creating personalized outreach, um, that is far more, um, uh, um, what word am I looking for?

No better way to put it. I feel like I’m overusing the word personalized. Which I am a bit, but I can’t think of a better word for it right now, but just far more intimate, we’ll do it that way. More, more of an intimate personalization. Now, again, in the using of this, you always gotta be thinking about, Hey, is this going to funnel me to a real solid, you know, um, one on one connection with that person?

Is it funneling me to a real relationship? Um, before you’re, you know, you’re using this sort of thing, but if you use it intelligently, um, this stuff is going to be like lights out for a little while and then people will figure it out. Um, yeah, those are the things, uh, there’s, there’s augmentation times of sales productivity.

We’ll share this deck with anyone that wants to look at it. But I, again, I want to, you see the big question mark over the robot. The question mark is there for a reason. And that is like, all this stuff is cool. And, you know, there’ll be. Cool stuff. That’s coming out. But the truth of the matter is I got no clue.

I got no clue. We’re, I’m guessing based upon information that we have right now, just what some logical directions. But the reality is I said, I have no clues because we don’t know there, you know, the way that we’re using this technology right now is, was not fathomable. Two years ago, three years ago thing for most of us, not even 12 months ago.

So I will go back to my golden rule because that’s really what I would, all of this stuff is, that’s what I want to communicate with you guys. And I could have done that in like two minutes. That’s what it’s all really about. It’s not about the technology again, lifetime technologists. It’s not about the technology.

When I first got, when I got my first iPhone, it blew my mind. Right. Before that, I had a Blackberry. Before that, I had, I don’t remember what I had before that, but when that technology came out, for those of you old enough to remember that, Remember how impactful that was. You couldn’t even visualize what this phone does now so easily.

So again, the technology I’m not, I am a technologist in terms of being a. A practitioner and being an entrepreneur and a, and a, and a sales trainer, but where the technology goes, I don’t know. That’s up for people that are, that’s for people that are way smarter than me to do that for a living. But for those of us that rely on these technologies to be successful in our business, I will take you back to the core belief system.

The philosophy on how we use the technology is what’s going to make you successful or not. Um, one of the things that I would like to. Make sure that you guys are thinking about when it comes to these new technologies is think about the implementation of it and how you implement it and what you implement, because it can be so overwhelming.

Right. Some of you overwhelm right now, you’re thinking, Oh, I can do this. I need to do the CRM. I need to do it all. So what I always advise people to do is you want to do this in bite size, you know, you want to do an invite size and you want to, you want to be able to scale up, right? So just keep it simple.

Think about simple tasks that you can replace, um, with AI engines like this simple task. I really lean into ideation. Okay. So I will give you an example, a real world example. So one of the things that I do is as a, as a, I’m a course creator and author for LinkedIn and other brands. So I create sales content for them.

And what AI has allowed me to do is not replace. This creative brain of mine, but it’s allowed me to expedite that creativity in the ideation, right? To help bring structure to my thoughts. So for me, I can, if I’m writing a script, for example, for a specific topic, now I can put my overall, my kind of like my thoughts about that script, right?

I’ll just, I’ll have, okay, I want to tell a story. Here’s a story I want to tell, type my story up. And then I have trained. A, uh, GPT that has, um, my book that has, you know, 70 percent of what Ron L is tons of stuff about me in there. So now it can take kind of my basic ideas and thoughts, and now put those output, apply a framework to them, right?

Doing that, that framework piece for me might’ve taken me. Um, hours. So now what I would, what would have taken me hours I can do in 30 minutes, right? It’s not replacing me. It’s not replacing my brain. It’s not replacing my creativity, but it’s helping to expedite the ideation. It’s helping to help to bring frameworks and consistency to the work that I do.

So that’s just one idea. Something that I do personally, but I encourage everyone overall, again, what I want y’all to take from this is, um, If you want details on all the different products out there, there’s no shortage of that information out there, but I wanted what I want you guys to take from this is it’s again the philosophy that fuels and understanding that you cannot lose the human touch and how you, how you use these technologies.

One of the reasons why a major reason why I agreed to do this, this webinar and happy to work with. With Jason, which by the way, thank you, Jason, for the opportunity to speak to your customers on your platform is because while Engage AI has their product is an automation based product and meeting and talking with their CEO, his philosophy on how to use his product was one that aligns with it.

Jason. My belief system. And I was really impressed by that. I was really impressed because there’s a lot of automation out there and, um, and it’s a lot of poor used automation and folks that aren’t getting the proper direction on how to [00:42:00] make it successful. And they’re just in that wasting their money.

Um, but Jason’s philosophy on how to use it to funnel to these relationships, like I do, um, was, was very, was something that I was impressed by. And, and happy to participate in this, um, again, QR code on the screen. I’d love it. If you guys, um, checked out some of the stuff that we’re doing, uh, say less dot Academy is our cells Academy.

Um, go over there, use the code golden rules. You’ll, you’ll get, um, I forget what you’re getting. I think you get like a month free or something like that, but you get access to all of our courses on there, which is growing every single month. Um, and all the, the other. Um, tools that we’re building on the back end of, of that, and that’s really focused on the entrepreneurial sale and relationship centric selling.

That’s what I’m about. If you guys have had the opportunity to check out my LinkedIn learning, my latest LinkedIn learning courses on relationship centric selling. Um, and, and to me, someone that’s been, you know, 25 years now and sells as much as technology has changed. And, you know, some of the way that we do things have changed.

Um, what successful sellers are doing, they’re doing the same things we’ve always done, going out there and building great relationships based on mutual value and respect. And that’s what I teach people to do. And how to spend more time on the front end, uh, database building, making sure that you have proper alignment, right?

Cause when you have great alignment with your prospective customers, you’re at smooth selling from there. And that’s the cool thing about the AI tools is it helps. With building your more intelligent, holistic database. So you’re reaching out to the people that you’re uniquely qualified to serve. Um, let’s see what’s going out there.

We’ve got some questions. Please ask them. I’m going to go through the questions really quick. See what we got.

Thomas says he uses the app for research and touch points, copywriting and gathering relevant data. Uh, me too, buddy. And, and I think that’s an excellent use of it. Um, again, everyone realizing that it can’t, don’t let it speak for you and you have to use your own creativity. You gotta speak in your own words.

Here’s something to think about. Our brains, as smart as AI is, our brains are amazing. And our brains are in tune to things that we may not think they’re in tune to. So think about this. I can look at comments and I can look at my blog posts on my post. I can look at, uh, blog posts and I know when AI has written it.

I know it, right? Um, and you guys know it too, because after we’ve seen these things for so long, these wonderful machines that are called computers that are called our brains can, can snip out that stuff, right? So you want to, you want to think about that, put the work in, don’t be hacky, put the work in, let it help you with ideation.

Let it help you with framework. And then that put that use your human, use that, make sure you’re not using the human touch and using, losing that, that uniqueness that is you. And the beauty of this is that we live in a, um, in a world where it’s monkey see monkey do, right? So there are a lot of people leaning in right now.

There are a lot of people that are using AI in a very hacky manner. So think about this. When you do opposite to them, think about the impact that you’re making. Think about how people are going to receive you, right? When I see a comment that is a real comment, cause I can tell you guys can tell too, as opposed to the AI comments, it makes even a bigger impact than it would have made in, you know, a year ago.

How can I help and identify my upsell cross options with our current customer base? Oh man, that’s awesome. So. What, how could AI help with? So, so what I would do, first of all, is go to chat GPT. Oh, that’s your question. Um, train a GPT to do this, like, so, and start uploading your database, right? You can, and play with it.

That’s been the funnest thing for me is, is just GPTs and playing with it and finding out what their capabilities are. Yeah. So you start by telling it what it is that you want to do. Hey, I want to do this and then start uploading what I would do. If I’m doing exactly what you’re asking is I’d create a GPT where I be, I feed it with as much information about myself and my company as possible, right?

So it really, as much as it can understand what it is, who I am, what it is that I do and what it is that we do and our, everything down to our philosophies of how we sell and what makes. And what makes us successful as much data as I can possibly as I possibly can. And then before you, you do all that before you start uploading customer, customer data, because the, the, the important thing when you’re talking about like cross selling, um, or doing things, you know, with your existing current, your existing customer base is that you got to think about.

What success is for you and, and success for us isn’t just selling something. It’s selling the right thing to the right person. Why? Because that’s how you build deeper relationships. That’s how you build long term relationships. It’s how you monetize people long term. And so you can start to use the AI tools to, and specifically chat GPT to really build a great, um, holistic ICP and to, uh, a more intelligent prospecting plan.

And help you to target customers based upon better data, better than just, Hey, I think this is a good idea, right? You can get far more intimate. It’s

true, Thomas. Yeah, I mean, everyone is it’s everyone is trying is leaning into it. So you got to think about the opportunities outside of that. And again, I go back to what I said again about the intelligent use of it. And using it as a way to, to build those, those connections, because the more people that are adopting it, the more people are going to be doing it in a hacky manner.

And so that’s a, an easy way to separate yourself.

Oh, I want, let’s this question here, uh, from a LinkedIn user. I’m sorry. We don’t, your name isn’t popping on there, but it says, can you, can you Can you put that on screen? We have, it’s just a tool. I got into it after a stroke to start while retaining retraining myself to speak. I now refine the models by feeding it all my info, like in telling it what outcome I want.

And they give us, Oh, that’s beautiful. Okay. This is wow. Um, so we’re, we’re talking about business and we’re talking about sales, but that’s, that’s bigger than business. That’s bigger than sales, right? Like. I know many people that have had stroke and some that, you know, that still to this day, I have trouble with communication and seeing that, you know, this tool can be used and, and, and I mean, that’s a game changer and that’s a game changer.

And especially in, if you’re in business and, and God forbid you have a stroke, um, you know, this is a way to, Be able to maintain that level of communication that you probably, that you, you know, that you want to have. But man, that, I don’t even know what to say about that. It’s so profound. That’s again, bigger than business.

Thank you for sharing.

Richard asked about engage AI. So I’m gonna let you talk about engage AI. Um, but I, again, I will say overall, and I, and I would love that if you could give them some direction of where they can learn more about Jason’s philosophy, the CEO, because. Again, my, and we will have Jason then some on our shut the hell up and sell podcasts.

So make sure that you subscribe to that. He will be on that where he went over his philosophy on using it. But oh, you know, engage AI’s product, similar to, you know, several of the automation tools that are out there on platforms like LinkedIn. But again, I think where the separator is, is that I know straight from the top with their, how they want people to use their tool because his focus is on your success and not just selling product.

Cause if you just sell product and people don’t have success with that product, they’re not going to keep using it. Right. And he understands that the only way you’re going to have success is if you get those successful outcomes that you want and a successful outcome is that You got a new connection.

You, that, that, a value connection. You sold a product. You use their tool to, again, to have a, to create a real, interaction with someone as opposed to just send a, put a bunch of comments up or send a bunch of DMS, something like that. Anyway, that’s my, I don’t sell their product. Just to be clear, I’m not compensated by them in any way.

I’m not an affiliate. That’s just, My two cents based upon the time that I’ve had, I’ve been able to spend with Jason.

Mehmil: Hey, Kevin, thank you for your review, and I’m glad that you understand the platform now because of Engage AI. Are you using I mean, the monitoring feature?

Okay, guys, if you have any more questions for Ronell, just type them in the comment so he can read them out for you.

Ronnell: Yeah, and folks, you know, anyone that’s watching this on replay, please pop in your questions. I’m happy. I will go back through this after the fact and make sure that we answer whatever questions that you have.

Kevin said he was excited about the tool and did a webinar training on the tool. That’s fantastic. He said that he didn’t understand LinkedIn though he was introduced to Engage AI and now as he understands the platform. Okay, good man. Well, It’s constantly evolving. So it is constantly evolving. And again, my advice for you and how you use LinkedIn as a LinkedIn employee and as a, um, someone with a pretty significant community on LinkedIn is that quality over quantity.

It’s always about quality. It’s always about building a network of high alignment. Um, for me, and that’s what’s allowed me to be able to create multiple successful businesses off the backbone of that product. I’m sorry of that platform, including business in bourbon, which has 10, 000 members globally, and, um, that was born through LinkedIn and through, um, the intelligent building of my network and community on, on LinkedIn.

Mehmil: All right. Thank you so much for sharing your valuable insights today. You’re now. And a big thank you to everyone who have joined us today. As for our giveaway, please keep an eye on your emails and LinkedIn messages in the coming weeks or days. If you are one of the lucky winners of our two years Engage AI Pro giveaway, we will be reaching out to share the great news with you.

But even if you don’t want to wait for the email or you don’t win, we have something special for you. As a token of appreciation for your support and participation, we are offering a discount code. You can get half off your first month of Engage AI Pro, making it just 15.

And don’t forget to screenshot this event and share and tag us to get a free gift in your inbox. I mean, access to our AI library. Also, guys, don’t forget our next session in the webinar series. Join.

Join Jim James, the founder of Unnoticed Venture, as he presents Show Up, My Cup and Drive, How to Be a Guest on Podcast to Grow Your Business. The webinar will be live on Thursday, July 10, 1 p. m. PST, which will be Friday, July 11, 8 a. m. AEST. So that’s the wrap for today’s webinar. We are looking forward to seeing everyone again next month.

See you then.

Ronnell: Thank you all for joining us