Why Salespeople Fail...and what AI & automation can do about it.

What do you get when you combine a proven selling methodology with cutting edge sales technology?

I've added AI & automation to first module of Sandler's Foundations (Sales Training) Program.

And I'm going to share that with you today!

Before we dive in, if you're local to Charlotte, NC and want to learn more about selling with AI, don't miss these upcoming events:

Next Week: AI-Powered Selling: The Future of Sales

or

Tomorrow: ChatGPT Tr(A.I.)ning for Real Estate Professionals

Why Have an Efficient & Automated System?

The starting point for the millions who have learned the Sandler methodology is the first module in Foundations, "Why Have a System?".

A Modern Update for 2023: I've transformed "Why Have a System" for the age of AI & automation. Sandler's been known for creating an EFFICIENT sales process, and now, we can infuse AI and automation to amplify its power.

While automation is great, if you automate a process that doesn't produce good outcomes, you'll still get sub-optimal results...it'll just happen more often.

The goal is to combine an effective and efficient sales methodology with cutting-edge sales technology to streamline the sales process and sell smarter.

Before we get too far, why does this even matter?

While I would think it is self-explanatory why you'd want to have an efficient & automated sales process, let's look at the data.

On average, only 32% of salespeople's time is actually spent selling, based on a study done by Oracle . The other 68% is filled with non-revenue generating activities.

What?? Do salespeople just work from 8 - 11 AM and then check LinkedIn or look for a tee-time?

I can neither confirm nor deny whether that happens or not, but I'm going to say I don't think it's because they are lazy. They simply have too many:

• follow up emails
• internal meetings
• weekly reports
• and other administrative tasks

All of these take up precious time that could be spent selling. And because of this, salespeople are taking calls on vacation, at dinner, and even while in the bathroom...

It's Salespeople vs. Their Systems

And it's not uncommon for these systems to be outdated, inefficient, and often repetitive. Salespeople are stuck manually entering data of their last call or the meeting they just had. Or worse, they wait until the end of the day and try their best to remember anything they can.

And then it hit me - a genius solution that took me years of my life to think of that can solve this problem.

What if...we made the sales process...as efficient & automated as possible?

Sarcasm aside, this is easier said than done. Many businesses grew so fast that they never had time to outgrow excel spreadsheets and a shotgun sales strategy (that's when you try to aim in a general direction and hope you hit something).

A Shift in Paradigm

It's 2023, and we're engaging with a savvier, more educated buyer. The internet and technology have transformed buying habits, but they can also reshape how we sell—if we're willing to embrace it.

What is a Selling System?

Selling System - the process by which you develop an opportunity from start to finish, whether that finish is closing the sale or closing the file.

Effective Selling System - enables you to consistently achieve a desired outcome or set of outcomes.

Efficient Selling System - allows you to achieve those outcomes without wasting resources (time, energy, money)

At the end of the day, most of us probably have some kind of system. But are you following it consistently? Is it producing good outcomes? Is it efficient?

I don't need answers to those questions, but consider this: if I asked you to describe your sales process from start to finish, could you write it down?

When we think of a "traditional sales process", it often looks something like this:

If you can relate with the frustrated salesperson, it's okay. I've been there. We've all been there. It's a part of sales. But it doesn't have to be.

There's a better and more efficient way

The Sandler Selling System stands out for its efficiency compared to traditional selling processes by focusing on:

• Only pursuing clear yes or no answers, eliminating maybes or think-it-overs.
• Disqualifying prospects earlier rather than later.
• Having a clearly defined and easy-to-follow process.

No more waiting for responses, wasting time on free demos for unqualified prospects, or letting the buyer control the process.

You can't take everything above at face value - almost every rule has an exception. But it's time to stop giving up control of the sales process and inevitably ending up in voicemail jail.

Say no to the Buyer-Seller Dance - there is a better way.

The starting point is to have an efficient sales process.

But for many, it's still completely manual, for now.

Breaking News - Salespeople Hate CRM's

I know this isn't shocking, but it's not entirely their fault either (I may have a tendency to defend salespeople). As we mentioned before, CRMs are often clunky, complicated, not-user friendly, and more of a nightmare than a solution.

But that's changing. And thanks to the power of AI and automation, the best CRMs actually help salespeople spend LESS using them.

Today, CRMs (like HubSpot) can automatically:

• log and track email opens and clicks
• record and transcribe phone calls
• keep track of all activities related to opportunities in your pipeline
• and be a single source of truth for all of your data to live

All of this can be done with NO extra work from the salesperson and there can be even more automations set to run in the background to take handle follow up, administrative tasks, and reporting.

When it comes to selling, these are some of the top categories for automation:

• Automated Outbound Prospecting
• Automated Inbound Lead Capture and Qualification
• Automated Pipeline and Deal Activities
• Automated Data Entry and Follow Up
• Enhanced Automations

An automated and AI-powered process can help save time.

Let's start with one of my favorite tools, Fathom.

What you see above is a recording of a recent meeting in Fathom - but it's more than just a recording...

It's a recording.

And a full transcription.

And every question asked.

And a very detailed and ready to send AI generated summary.

And more.

If you look in the top right, I can click one button to copy the link, upload the summary straight to HubSpot, copy the AI summary to my clipboard, or send the AI generated summary to all attendees.

So how long does my meeting follow up take? Just one click.

And here is Fathom's AI Summary on Taylor's contact profile that was automatically pushed into my HubSpot, which acts as my source of truth for sales data and activities. I can also see any emails sent, calls made, attachments sent, and more.

These are just a few examples of how I utilize different tools and platforms that all integrate together to save me time so I can focus on what matters most.

I don't update my CRM. My CRM updates my CRM.

On top of this, I also:

• Run automated outbound prospecting sequences through email and social channels
• Have an automated chatbot setup on our website to help manage inbound lead capture and qualification
• Automate pipeline tasks and follow up activities
• And have other advanced automations running in the background for other administrative responsibilities related to operating the Sandler franchise... and Sell Smarter.

All of the tools I've shared today I've mentioned at some point in a past newsletter. But the key is finding the right tools that fit your sales process and business. Creating a strategy surrounding how AI & automation can be implemented into your business can save an incredible amount of time, streamline your process, and help you grow your business.

Sell Smarter - AI Automation Agency

For over 6-months, I've been knee deep in AI & automation almost everyday for hours at a time. And I'm still having a hard time keeping up with everything happening...

From sharing resources and being on webinars over the last few months, I've begun to consult with companies & individuals who initially reached out asking for guidance on how they can capitalize on AI & automation.

Companies, of all sizes, are trying to figure out where to start before it's too late.

This has led me to a new venture:

Combining proven sales methodology with cutting edge sales technology to help companies Sell Smarter.

We focus on three areas:

1. Increasing efficiency with a proven and automated process
2. Saving time with automations and automated data capture
3. Help sales teams utilize AI insights to hit more targets, more often

To learn more about Sell Smarter, you can check out this page.

And to kick this off, I am offering an AI & Automation Audit to companies interested in learning how AI & automation could help their business.

Don't worry - this newsletter is not about to become one big sales pitch moving forward. Depending on the response, AI & Automation Audit's may not be something that I can offer for very long based on my capacity for ongoing clients.

For now, partnering with companies to streamline sales processes is something I truly enjoy. If that sparks your interest, I'd love to see if I can help.

If you're still reading - you're a trooper - and I hope you learned something new. I'm diving into some really cool and useful AI tools that I'm really looking forward to sharing in future newsletters, so stay tuned!

Thanks for reading,

The AI Sales Guy