#29-Can't Touch This AI: Mac Reddin AI Skeptic interview, System Prompts of Claude, Microsoft Rebrand of AI, Future of AI & Sales, and Castmagic
Jonathan M K.
GTM & AI Performance & Strategy Executive | Board AI Advisor | Strategic Enablement & Performance | Business impact > Learning Tools | Proud Dad of Twins
The newsletter and podcast are sponsored by GTM AI Academy AND AI Powered GTM .
Business Impact> Learning Tools
Now with all that being said, lets move forward with todays newsletter which is:
Some AI posts from this last week in case you missed it:
You can go to Youtube , Apple , Spotify , or here on Linkedin as well as a whole other host of locations to hear the podcast or see the video interview.
The Human Edge in AI: Commsor CEO on Relationship-Building in the Age of Automation
Summary
I just had a great chat with Mac Reddin ?? CEO and Cofounder of Commsor ?? He's got some strong opinions on AI and how we're using it in business. As a self professed AI Skeptic, he thinks we're putting too much faith in AI, especially in sales and marketing.
His main point? AI should help us connect with people, not replace those connections. We talked about how AI can be useful, but also how it can go wrong if we're not careful. Mac shared some cool examples of using AI as a tool, not a crutch.
He's worried about the long-term effects of relying too much on AI, especially when it comes to building real relationships. It was a eye-opening conversation that really made me think about how we're balancing tech and human touch in business today.
Highlights
- Mac's journey as a young entrepreneur and the creation of Commsor
- The concept of Commsor as an "anti-AI" platform focusing on human networks
- Critique of current AI implementations in sales and marketing
- Discussion on the potential misuse and overestimation of AI capabilities
- The importance of using AI as an assistant rather than a replacement for human interaction
- Insights on the loneliness epidemic and the need for genuine human connections
- Examples of how AI can be used effectively to support relationship-building
- Concerns about the long-term impacts of AI on human interactions and business practices
Key Quotes from Mac:
- "We help you basically activate your company's network to drive pipeline, drive revenue."
- "I feel like AI to me feels a lot like the .com bubble to me, right? Internet was new. People poured money into it. This is the future. This is the future. And then, oops, not quite yet."
- "As soon as it becomes a pattern, it feels like a sales message and your brain just goes, nevermind."
- "AI should be your assistant, not your replacement. And as soon as it's used as a replacement in relationships, oof. Good luck."
- "I use chat GPT as a sparring partner to send it ideas and flesh things out and, take raw things and help shape them a bit more."
- "I wouldn't call myself, I would say I'm an AI skeptic, not an anti AI person is the best way to put it."
Fascination conversation, cannot wait to hear what you all think!
Anthropic, an AI vendor, recently made a bold move by publishing the system prompts for its Claude AI models, including Claude 3 Opus, Claude 3.5 Sonnet, and Claude 3 Haiku. System prompts are critical initial instructions that shape an AI model's behavior, tone, and limitations. Unlike other AI vendors that keep these prompts hidden, Anthropic aims to be more transparent, suggesting ethical standards and user trust as key priorities. The prompts specify what Claude can and cannot do, such as avoiding facial recognition and maintaining impartiality on controversial topics.
Examples of The Prompts
Here is an exhaustive list of examples of wording and prompts that Anthropic uses for its Claude AI models based on the information provided:
1. General Behavior Guidelines:
- "Claude cannot open URLs, links, or videos."
- "Claude should avoid identifying or naming any humans in [images]."
- "Always respond as if it is completely face blind."
2. Personality Traits:
- "Claude is to appear as if it [is] very smart and intellectually curious."
- "Enjoys hearing what humans think on an issue and engaging in discussion on a wide variety of topics."
3. Handling Controversial Topics:
- "Treat controversial topics with impartiality and objectivity."
- Provide “careful thoughts” and “clear information.”
4. Specific Language Usage:
- "Never begin responses with the words 'certainly' or 'absolutely'."
5. Engagement with Humans:
- The prompt for Claude Opus ends with "Claude is now being connected with a human," suggesting a focus on creating an impression of direct, thoughtful engagement with users.
Why GTM Professionals Should Pay Attention
For GTM professionals, understanding these disclosures is important because they reflect a growing demand for transparency and ethical considerations in AI. As organizations increasingly integrate AI into their products and services, knowing how these models are instructed to behave can help in managing customer expectations, aligning with ethical standards, and building trust. This transparency can be a competitive differentiator, especially for companies that prioritize customer trust and regulatory compliance.
Practical Applications of Claude’s System Prompts for GTM Professionals
1. Ethical AI Deployment: With clear guidelines from Anthropic, GTM teams can better assure their customers that their use of AI aligns with ethical standards. This can be particularly important in industries where data privacy and ethics are a concern, such as healthcare and finance.
2. Customer Communication: The knowledge of these system prompts can help customer-facing teams prepare accurate communication about AI capabilities and limitations. For example, if a customer expects facial recognition capabilities, the team can clearly articulate why those features are not available due to ethical considerations.
3. Content Moderation and Tone Management: The specific instructions on how Claude should handle controversial topics with impartiality and objectivity can be leveraged to develop content strategies that reflect balanced and neutral tones, aligning with brand values and minimizing risks of reputational damage.
4. Product Development: Understanding the ethical boundaries set by these system prompts can guide product managers and developers in designing features that align with ethical standards. This approach can differentiate products in markets increasingly concerned with data ethics.
From the article about Anthropic's system prompts for Claude, we can glean valuable insights about prompting in AI:
1. Ethical and Safety Constraints: Prompts can be used to establish clear ethical guidelines and limitations for AI, preventing it from engaging in potentially harmful or invasive actions (e.g., avoiding facial recognition).
2. Defining Personality and Tone: System prompts help shape the AI's "personality," guiding how it interacts with users, such as encouraging intellectual curiosity and impartiality.
3. Specificity and Clarity: Effective prompting requires precise instructions, specifying what the AI should avoid (e.g., not using certain definitive phrases) to manage user expectations and maintain a consistent interaction style. I speak about this many times in the GTM AI Academy
4. Transparency and Trust: Publishing prompts enhances transparency, which can build trust with users and set ethical standards for AI use.
5. Prompting as a Design Tool: System prompts act like a script, steering AI behavior to align with user experience goals, much like directing an actor in a play.
How Different Teams Can Use Anthropic’s System Prompts
Sales
- Use Case: Sales teams can use the knowledge of Claude's ethical guidelines to build trust with potential clients. By demonstrating a commitment to ethical AI practices, sales reps can differentiate their offerings and address customer concerns about AI safety and privacy.
- In Depth: Sales pitches can highlight how the transparency in AI system prompts aligns with customer values, enhancing credibility and trust during client discussions, especially with industries focused on compliance and ethical practices.
Customer Success
- Use Case: Customer Success teams can use Claude’s transparency to educate clients about the AI’s capabilities and limitations, ensuring that expectations are managed effectively.
- In Depth: By providing clear explanations of what Claude can and cannot do, these teams can prevent misunderstandings and enhance customer satisfaction. For instance, explaining the absence of facial recognition can mitigate any surprise or dissatisfaction.
Marketing
- Use Case: Marketing teams can incorporate the ethical positioning of Claude into campaigns, promoting transparency and responsibility as core brand values.
- In Depth: Campaigns can focus on the ethical considerations behind Claude’s design, using this transparency as a selling point to attract customers who prioritize privacy and ethical use of AI. This messaging can also be leveraged in content marketing and thought leadership initiatives.
Enablement
- Use Case: Enablement teams can use Claude’s system prompts to develop training materials that help internal teams understand AI's ethical considerations and guidelines.
- In Depth: Training sessions can cover how these prompts influence AI behavior and how teams should communicate AI capabilities to clients, ensuring alignment across sales, support, and marketing functions.
Business Development
- Use Case: Business Development teams can use Anthropic’s transparency to foster partnerships with companies that value ethical AI practices.
- In Depth: Highlighting Claude’s clear ethical guidelines in partnership discussions can build stronger alliances, especially with companies concerned about data privacy and AI ethics, opening doors to new business opportunities.
HR
- Use Case: HR teams can use Claude’s ethical framework to promote a company culture of transparency and responsibility.
- In Depth: The AI’s guidelines can serve as a basis for company-wide ethical standards, informing hiring practices and employee training on ethical AI use. This can strengthen the company’s reputation and attract talent committed to ethical business practices.
Anthropic’s decision to publish the system prompts for its Claude models sets a new standard for transparency in the AI industry. By understanding and leveraging these prompts, GTM professionals across various functions can enhance their strategies, build trust, and differentiate their offerings in an increasingly competitive market. This proactive approach to ethical AI deployment not only aligns with customer expectations but also positions companies to lead in a landscape where transparency and ethics are becoming key differentiators.
Microsoft Rebranding Copilot and Bing?
Microsoft’s decision to rebrand its AI offerings from names like “Bing” and “Copilot” to something new marks a significant strategic shift. This rebranding is noteworthy because it indicates Microsoft's intention to redefine and reposition its AI products in the market, potentially making them more recognizable and accessible to a broader audience. By introducing a unified name, Microsoft could streamline user experiences and branding across its entire AI ecosystem, enhancing clarity and coherence for consumers and businesses alike.
Why This Rebranding is Interesting and Its Potential Impact on the AI Market
This rebranding effort is intriguing because it reflects Microsoft's broader vision for AI integration across its product lines. By moving away from the specific “Bing” and “Copilot” branding, Microsoft is likely aiming to establish a more unified and distinct identity for its AI capabilities. This could increase user adoption by reducing the perceived complexity and promoting a consistent user experience. A successful rebrand could also set a new standard in the AI market, encouraging competitors to rethink their own branding strategies to align more closely with user needs and expectations.
Potential Changes and Impact on GTM Teams
1. Increased Brand Recognition: A unified name could enhance recognition and trust, making it easier for GTM teams to promote AI-driven products and services. This could simplify messaging and marketing efforts, leading to clearer communication of the AI's benefits to potential clients.
2. User Adoption and Integration: A streamlined brand identity could make it easier for businesses to integrate Microsoft's AI solutions into their existing workflows. For GTM teams, this could mean quicker deployment and less resistance from users unfamiliar with AI technology.
3. Competitive Edge: Rebranding could position Microsoft’s AI offerings as a market leader, prompting other tech giants to innovate and improve their own AI branding strategies. GTM teams could leverage this market differentiation to highlight the advanced capabilities and user-centric design of Microsoft’s AI tools.
4. Potential Market Expansion: By rebranding, Microsoft may appeal to new user segments previously untapped. GTM teams not currently using Microsoft's AI could reconsider their stance due to improved clarity and accessibility, potentially opening new sales channels and customer bases.
5. Focus on Collaboration: The shift from “Copilot” suggests a broader focus beyond just collaboration, possibly encompassing more standalone AI capabilities. GTM teams may see new tools that offer deeper insights, automation, and efficiency, driving productivity across different sectors.
Microsoft's rebranding from Bing and Copilot to a new, yet undisclosed name signifies a strategic evolution in its AI approach. This move aims to unify and clarify its AI offerings, potentially increasing adoption, simplifying marketing efforts, and setting new standards in the industry. GTM teams should keep a close watch on these changes, as they could open up new opportunities for integrating AI into their workflows, enhance customer engagement, and position Microsoft’s AI products as essential tools in a competitive market.
Very Kind of Jonathan Moss to find this gold nugget and loved it so much I wanted to deep dive into it! So the 波士顿谘询公司 report on B2B sales and Future of Sales and AI....
BCG's August 2024 Executive Perspective report focuses on AI's transformative role in B2B sales growth. It aims to guide CEOs and sales leaders in understanding AI's value in B2B sales, present and future.
The report identifies six key trends shaping B2B sales:
1. Evolving buyer expectations
2. Extended sales cycles
3. Channel complexity
4. Heightened competition
5. Increased seller involvement
6. Economic uncertainty and budget constraints
These trends necessitate B2B sales strategy reshaping using AI. The combination of Generative AI (GenAI) and Predictive AI (PredAI) enables progression from traditional to augmented, assisted, and autonomous selling.
Four stages of sales evolution with AI are outlined:
1. Traditional selling: Seller-driven
2. Augmented selling: Insight and productivity-focused
3. Assisted selling: Real-time support
4. Autonomous selling: Digital sales avatars
BCG projects a 1.8x margin impact through revenue growth and efficiency gains. Benefits include improved customer acquisition, cross-selling, up-selling, digital engagement, seller productivity, and back-office optimization.
The report predicts AI will reshape B2B sales teams and customer experiences, with significant productivity gains from AI augmentation and autonomous agents. Impact and roles will vary by industry.
Successful AI deployment in B2B sales requires:
1. Portfolio and transformational mindset
2. Integration of GenAI and PredAI in the tech stack
3. Operational model rewiring, focusing 90% on people and process change
Sales leaders play a crucial role in driving change, breaking down silos, and investing in technology and upskilling.
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The report recommends defining objectives and a North Star, prioritizing use cases, starting with value-demonstrating proof-of-concepts, and scaling capabilities while enabling the sales team.
A new reference architecture integrating PredAI and GenAI at scale is detailed.
Five pillars of sales change management are outlined:
1. Leadership Activation
2. People Engagement
3. Executional Excellence
4. Culture and Effectiveness
5. Enablement and Training
Metrics, Measurements, and Data:
? 1.8x margin impact via CLV growth and GTM efficiency
? 50% improved acquisition
? 75% better cross-sell
? 40% increase in digital channels
? 50-60% of tasks addressed by GenAI
? ~50% back-office cost reduction
? 5% margin expansion
? 25% churn reduction
? EBITDA per $ GTM Cost: $1.5 (current) to $2.7 (future)
? Sales Avatar: 54% sales uplift, 26% conversion increase
? Product-Need Identifier: 10% seller productivity boost, 33pp offer accuracy improvement
? Content Generator: 5 hours/week seller time savings
? Sales Info Assistant: 30-40 new cross-sell leads per rep, 3-5% EBITDA increase in pilot regions
? RFP Responder: 50% faster creation, 35% quicker comparison
? Virtual Assistant: 2x higher ROI
? Real-Time Negotiation Support: 2x cross-sell and up-sell lift
? Sales Coaching: 15% seller performance improvement
? Customer Service Chatbot: 20% cost reduction
? Specific use case: 30-40 new cross-sell leads per rep monthly, 3-5% EBITDA increase expected in 2024, 98% sales rep satisfaction
? Resource redeployment: 30% customer service to customer success, 70% marketing ops to brand marketing, 40% field sales to growth, 80% sales ops to data and tech CoE
Specific cases:
1. Sales Avatar (Sophia):
Use case: Autonomous Video Sales Agent
Definition: The report describes Sophia as an "Autonomous Video Sales Agent" that uses "video and voice to replace human touchpoints."
Functionality: It's designed to "Replace human touchpoint with an avatar (video+voice)."
Performance: The significant metrics associated with Sophia (54% uplift in sales, 26% conversion uptake) suggest a level of sophistication beyond standard chatbots.
Use case: It's categorized under "Autonomous Sales Agent," implying a high degree of independence and complexity in its interactions.
Metrics: 54% uplift in sales, 26% conversion uptake
2. Product-Need Identifier:
Use case: AI-Driven Product-Customer Matching
Definition: GenAI tool to identify product needs based on websites, PDFs, and 3rd-party databases
Metrics: 10% seller productivity boost, 33 percentage points improved offer accuracy
3. Content Generator:
Use case: AI-Powered Sales Content Creation
Definition: Generate pictures/text for emails or SMS
Metric: 5 hours/week time savings for seller
4. Sales Info Assistant:
Use case: AI Sales Information Support
Definition: Support sellers with necessary info on product description, application, or client using GenAI RAG from PDFs and websites
Metrics: 30-40 new cross-sell leads per rep, 3-5% EBITDA increase in pilot regions
5. RFP Responder:
Use case: Autonomous RFP Creation and Evaluation
Definition: GenAI agent to independently create and measure winning RFPs
Metrics: 50% faster creation, 35% quicker comparison
6. Virtual Assistant:
Use case: AI-Powered Product Recommendation and Trial
Definition: Reinvent the customer experience with product recommendations and trial
Metrics: 2x higher ROI, New customer experience
7. Real-Time Negotiation Support:
Use case: AI-Assisted Live Sales Negotiation
Definition: Provide agents with real-time transcripts, summaries, and recommendations on next-best topics during customer calls
Metric: 2x cross-sell and up-sell lift
8. Sales Coaching:
Use case: AI-Driven Sales Performance Improvement
Definition: Train agents systematically and at scale based on call records, leveraging the right argumentation and coaching skills
Metric: 15% improved seller performance
9. Customer Service Chatbot:
Use case: Autonomous Customer Service Agent
Definition: Customer-facing GenAI-powered chatbot to handle queries, basic transactions
Metric: 20% reduction in customer service cost
10. Sales Assistant (specific use case):
Use case: Comprehensive AI Sales Support System
Definition: AI-powered next-best action, talk tracks, and basic workflow automation for sales reps
Metrics: 30-40 new leads on cross-sell per sales rep every month, 3-5% EBITDA increase in pilot regions expected in 2024, 98% sales rep satisfaction and high adoption rates
These use cases represent various applications of AI across the sales lifecycle, leveraging both Predictive AI and Generative AI to enhance sales productivity and effectiveness.
Relevance to GTM Teams:
1. Competitive Edge: Early AI adoption in sales provides a significant advantage.
2. Efficiency Boost: AI-powered tools automate tasks and provide real-time insights, enhancing productivity.
3. Scalable Personalization: AI enables targeted messaging and offers, potentially increasing conversions.
4. Data-Driven Decisions: AI-powered analytics improve customer targeting and sales strategies.
5. Cost Reduction: Potential for significant savings in back-office and customer service operations.
6. Skill Evolution: Teams must prepare for AI-augmented processes through upskilling.
7. Enhanced Customer Experience: AI can unify marketing, sales, and service for a cohesive buyer journey.
8. New Role Integration: Understanding how AI-powered roles complement existing teams is crucial.
9. Data Strategy: Effective data leveraging becomes central to sales performance.
10. Change Management: Successful AI implementation requires significant organizational change.
This weeks AI GTM Tool of the week is.... Castmagic
Deep Dive Review of Castmagic: Elevating Content Production with AI
Castmagic is a cutting-edge AI-powered tool designed to streamline and enhance podcast production. This platform automates several key processes involved in podcasting, such as generating show notes, transcripts, summaries, and social media content, all from audio files. By focusing on simplifying content repurposing and distribution, Castmagic enables podcasters to concentrate on creating quality audio while handling the repetitive, time-consuming tasks that follow production.
Key Features of Castmagic
1. Automated Transcription: Converts audio files into text, making it easier to repurpose content for different platforms.
2. Show Notes Generation: Creates concise summaries and notes from podcast episodes.
3. Episode Summaries: Provides overviews of podcast content for quick understanding and sharing.
4. Social Media Content Creation: Generates snippets for promoting episodes on social media channels.
5. Content Repurposing: Allows easy transformation of podcast content into blog posts, emails, and more.
Why GTM Professionals Should Pay Attention
GTM professionals should be interested in Castmagic because it directly addresses the increasing need for efficient content creation and distribution. By automating transcription, summarization, and social media content generation, Castmagic helps professionals maximize the reach and impact of their podcasts and other audio content. In today’s digital landscape, where content repurposing is vital for brand presence and engagement, Castmagic offers a solution that can significantly improve productivity and consistency.
Practical Applications of Castmagic for GTM Professionals
1. Efficient Content Repurposing: Castmagic automates the conversion of podcast episodes into various content forms, including blog posts, email newsletters, and social media snippets, ensuring that valuable insights are repackaged and utilized across multiple platforms.
2. SEO Optimization: By transcribing podcasts into written content, Castmagic helps improve search engine optimization (SEO), making it easier for audiences to discover your content through search engines.
3. Audience Engagement: The tool’s ability to generate concise show notes and summaries enhances listener experience by providing easy-to-digest content that captures key insights, encouraging more interaction and sharing.
4. Content Management: Castmagic simplifies the organization of podcast episodes by generating detailed transcripts and summaries, making it easier for GTM teams to keep track of content and use it for future projects or reference.
How Different Teams Can Use Castmagic
Sales
- Use Case: Sales teams can use Castmagic to create sales enablement content derived from podcast discussions or interviews with industry leaders. By turning these insights into concise summaries or shareable snippets, sales reps can use them as educational materials or conversation starters with prospects.
- In Depth: For example, sales reps can use the tool to generate key takeaways from podcasts that address common customer pain points, equipping them with relevant information to strengthen their sales pitches.
Customer Success
- Use Case: Customer Success teams can leverage Castmagic to create valuable post-sales content, such as how-to guides or FAQs based on podcast episodes that address customer issues or provide product training.
- In Depth: By converting episodes into accessible written formats, teams can build a library of resources that enhance customer onboarding and ongoing support, ensuring customers maximize their product usage.
Marketing
- Use Case: Marketing teams can use Castmagic to develop a content calendar filled with blog posts, social media updates, and promotional emails, all sourced from existing podcast episodes.
- In Depth: The tool can generate engaging content that aligns with ongoing campaigns, providing a steady stream of material that maintains audience interest and drives traffic to the main podcast.
Enablement
- Use Case: Enablement teams can use Castmagic to produce training materials for sales and customer-facing teams. Podcasts discussing sales strategies, customer interactions, and market trends can be transcribed and summarized into actionable insights.
- In Depth: Enablement managers can use these summaries to create quick reference guides or training modules that help sales reps and support teams stay updated on best practices and industry knowledge.
Business Development
- Use Case: Business Development teams can utilize Castmagic to gather insights from industry-related podcasts, translating them into strategic reports or proposals that inform partnership discussions and market expansion plans.
- In Depth: The ability to quickly convert audio discussions into structured text enables business development teams to efficiently digest and utilize relevant industry trends and competitive intelligence.
HR
- Use Case: HR teams can use Castmagic to create internal communication materials, onboarding guides, and employee training programs based on leadership podcasts or internal discussions.
- In Depth: By transcribing and summarizing episodes that cover company culture, values, or strategic initiatives, HR can ensure that employees are aligned with company goals and equipped with the knowledge they need.
Castmagic is a versatile tool that significantly enhances content creation and management for various teams within an organization. By automating the transcription, summarization, and content repurposing processes, Castmagic allows teams to focus on strategic initiatives and creative output. Integrating Castmagic into your workflow can lead to greater efficiency, more consistent messaging, and improved audience engagement, making it a valuable asset in any GTM strategy.
What do you think? I would love more comments ;)
Making robots ?? triple your income??????
2 个月AI's impact significant. Mac's skepticism valuable insight. Embracing change cautiously crucial.
Revenue + AI Executive & Operator | Board AI & GTM advisor | Optimizing GTM operating systems and building AI for Founders & GTM teams | Speaker & Podcast ??? Host | Revenue Architect |
2 个月Some of the best content in the game! ??