Embracing Change: From Handwritten Notes to AI Tools in Sales
Cherilynn Castleman
Empowering 1 Million Women for C-Suite Success by 2030 | Elevating Sales Through Diversity | Executive Sales Coach/Trainer | Keynote Speaker | Author | Let's Shorten Sales Cycles and Boost Deal Sizes Together
Reflecting on my 30+ years in sales, I've seen the evolution of business through the lens of technology. Starting in an era of handwritten notes and face-to-face meetings, I've embraced the digital shift, from emails to CRM systems. And remember Salesforce in 1999? Read more about my reflection on a journey through the past and present of sales tech, sharing insights on adapting, learning, and becoming a "Trusted Advisor" in today's AI-driven world. Let's navigate the exciting path of progress together!
A Trailblazing Sales Journey: Adaptation Over Three Decades
Reflecting on over three decades in sales, I've witnessed the profound impact of technological advancements on the way business is conducted. When I started my career, the landscape was vastly different. Relationships were paramount; trust was built through face-to-face interactions, lengthy phone conversations, and handwritten notes. As an early adopter, I embraced the transition to digital communication, witnessing the rise of email and the advent of CRM systems. Ah, the memories of 1999 and using Salesforce! It was like stepping into the future with all that centralized customer info, but boy, did it demand some serious patience and dedication.
The arrival of the internet opened doors to a broader customer base, changing the game for all sales professionals. But for someone like me, who was initially hesitant about technology, the challenge was real. My daughters couldn't help but chuckle when I finally embraced an iPhone.
Yet, I recognized the importance of evolving and leveraging tools that streamline processes and deepen connections.
**Adapting to AI: A Path to "Trusted Advisor" Status
In recent months, I've seen the emergence of AI-powered tools like Chat GPT and GAI as transformative tools in the sales arena. Recently, Google announced a slew of AI upgrades and OpenAI’s ChatGPT Enterprise launch recently dominated the headlines.
Embracing GAI as part of my daily routine has not only enhanced my own effectiveness but has also enabled me to guide coaching clients toward success. Here are some actionable insights that have emerged from my journey:
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1. Harmonizing Human Touch with AI Efficiency: The core of successful sales remains unchanged – building relationships and fostering trust. The new era of AI-augmented sales isn't about replacing human interaction; it's about leveraging AI to enhance efficiency. Just as my handwritten notes once conveyed thoughtfulness, today's AI tools can help tailor messages and follow-ups based on extensive data analysis.
2. Positioning as a "Trusted Advisor": As a black woman in a competitive sales environment, I've understood the value of trust. In this AI-driven age, sales professionals must position themselves as "Trusted Advisors" who offer personalized insights, not just transactional interactions. AI can empower us to provide tailored recommendations and solutions that genuinely cater to each client's needs.
3. Continuous Learning and Adaptation: Just as my iPhone journey began with hesitation, the road to mastering AI tools requires ongoing learning. Staying updated with the latest AI advancements, attending workshops, and collaborating with tech-savvy peers can bridge the gap between technological novices and experts.
4. Empowering the Next Generation: My daughters' playful teasing about my tech journey reflects the generational gap that's all too familiar. However, it's a reminder that each generation brings unique perspectives. Embrace your insights and experiences, as they are key to remaining relevant and innovative in a rapidly changing landscape.
5. Harnessing AI for Inclusivity: AI has the potential to foster inclusivity by removing biases from decision-making processes. As a Woman of Color, understanding and advocating for AI technologies that prioritize diversity and inclusivity can have a significant impact on sales strategies and customer relationships.
My journey, from handwritten notes to AI-assisted sales, showcases the power of adaptation and growth. It's a testament to the fact that embracing change, regardless of initial reservations, can lead to innovative strategies that strengthen customer connections and elevate your role as a "Trusted Advisor" in the modern sales landscape.
#OpenAI #ChatGPT #EnterpriseSolutions #sales
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1 年Great insight. AI is a tool, and just like any tool, it can add value. It can also have unexpected negative consequences. At least for now, it can't replace the empathy and trust needed between humans that is the foundation for human-to-human connection.