Introduction 0:00 AI actually have time to go on the profile of the person find interesting fact and find and find relevancy in 0:07 between both profiles. So you and I right we have something in common. If I have to do it myself looking for what 0:14 can match between our boss profile it may take me like 10 15 20 minutes 30 0:20 minutes and then I need to write you a message and and follow up with you and so on. While the AI is able to have 0:26 access to both data set understand what can match between both of our profile and actually find something relevant 0:33 without even me thinking about it. So when we finally going to get in touch because that the point right connecting 0:40 human by technology we will have something in common and we will already have something that we identify that can 0:46 link us both. 0:52 Welcome everybody to the BSA webinar on rewriting the sales playbook. This is 0:59 the wrong third webinar in or series of BSA webinars where we try to deep dive 1:05 into specific topics that has to do about well how it is to run business in the 21st century, how to stay ahead of 1:12 the trends and how to uh well just get smarter on what modern days work look 1:17 like. Uh today's speaker is someone I'm quite excited to hear what has to say 1:23 about this topic about sales and AI. It's Julian and Julian is uh quite an 1:28 interesting character when it comes to being on the forefront of sales AI. Uh Julian will share a bit more about his 1:35 his initial thinking and also a bit more about him. But as far as I understand on your profile, Julian, you come from 1:40 sales, you come from working with how it's how what it means to convey value and convert people uh to customers. And 1:48 this is obviously a pretty big part of running a business. Uh with me on the 1:53 call as well, I have Bari. Banni is our newest head of special events. She in the future will be running these 2:00 webinars and help set them up, curating speakers, and so she will help me on the moderation. We also have on the 2:06 co-odderation an AI agent that is listening in and we'll ask a few questions as we go along but more on 2:12 that later. I'll be your moderator and host for today. My name is Alex. I am 2:18 one of the members of the board at BSA. Uh and uh my role is to curate these 2:23 events and develop them in a way so they bring value to you our audience. And we 2:28 are very open for feedback. Anything you see or hear that might not resonate with what you believe in, please tell us. We 2:35 want to understand how we can continually convey information to you that is valuable. 2:40 Thank you for this lovely introduction, Alex. Very happy to be on that webinar with you and Baron tonight. So to give 2:47 you a little bit of background of myself. So I've been in in Asia for almost a decade now and basically I was 2:56 working on the project on sales and marketing and so on. And at some point my co-founder and I identify a pain 3:02 point in the sales software industry where actually the AI could out compete 3:07 significantly the the human work. So we will get into that. Um and then we started to try different things to free 3:16 up human time at that at that moment and uh and then we we saw a good traction on 3:23 that. So we started to build a product that were making sense for for sales team and for the people who uh were 3:30 excited about the product we we were we were doing at that time. 3:35 Yeah. Cool. Cool. And how's it going? 3:40 Pretty exciting. Uh we are in a field where the the industry is moving extremely fast. So that's that a lot of 3:47 challenge but I believe that the only way how we grow ourself and how we we make the thing move forward in the right 3:54 direction. So the industry we're in is is one of the most exciting that I've 3:59 been in. I mean the AI itself I would say um not being uh just a trend but 4:06 being able to actually provide value to almost 100% of the of the people on that 4:11 planet. What I what I what I see is a big difference from the last trend we 4:16 saw previously with the web three eventually and and the AI um which which 4:22 was very trendy at that time. Now the big difference that I see is my grandmother is able to get the value out 4:29 of GPT while web 3 was extremely hard for her. So we're really touching in an 4:35 industry that will last uh forever and take more and more place in in our life 4:41 um every day. So very exciting uh to be at the forefront of of of that industry. 4:47 Okay. Okay. Well, um I'm excited too. You know, I I tried kind of a tasting of 4:53 your product uh a few weeks ago and uh you know, I was surprised to see a a 4:58 simple, you know, how simple sales AI assistance can work. uh we can dive into that case later but I think before we What Sales Means in the 21st Century 5:06 jump into what AI can help with on sales I just I just want your perspective on what sales is in the 21st century right 5:13 what does it mean to sell uh as as a as a founder what what is the art of selling without including AI to begin 5:20 with could you could you share a bit about that from your perspective yes so you mean you mean selling AI 5:26 solution itself right well yeah yeah but but I would I would imagine that selling an AI solution 5:33 means it's it's assisting on a current sales solution that is not AI empowered 5:38 right so where where we see the biggest shift between yesterday sales and today sales 5:46 uh we see that automation were promising scale uh but all we got at the end of 5:51 the day was actually a lot of spam uh where where actually the AI is able now 5:59 to bring back humanity or more personal connection at at a scale level. So 6:05 whereas these cells nowadays being um tremendously 6:10 helped and assisted by by the tool and the solution that the AI is able to 6:15 provide nowadays. So what what I see um 6:20 is having access to higher intelligence 6:26 um being in a in a in a body of a of a of an intern, right? So, TADP consider 6:32 as a very uh stupid intern that is really good at what you what you're 6:37 asking when you ask the right thing. So, very assisted and I think most of 6:43 the industry we we we still work in nowadays need to be augmented by by that 6:49 technology. Okay. Yeah. because that that's kind of one of my challenges with with AI. You 6:56 know, it's I'm I'm rarely serious about LinkedIn outreach anymore because it 7:02 feels, you know, you have the dashes in the in the messages. It it sounds like it's royalty that's writing to you. It's 7:08 almost too flawed. So, so I I can see how it can scale my influence up, but how do you keep automation human? I 7:15 mean, you're building an automation tool. So, how do you ensure it kind of feels personal to the potential buyer? Keeping Automation Human 7:23 That a good question. Actually, we see more having better success from AI 7:29 messages because the AI actually have time to go on the profile of the person, find interesting fact and find and find 7:36 relevancy in between both profiles. So you and I right, we have something in common. If I have to do it myself 7:43 looking for what can match between our boss profile, it may take me like 10, 15, 20 minutes, 30 minutes. and then I 7:50 need to write you a message and and follow up with you and so on. While the AI is able to have access to 7:57 both data set, understand what can match between both of our profile and actually find something relevant without even me 8:04 thinking about it. So when we finally going to get in touch because that the point right connecting human by 8:10 technology we will have something in common and we will already have something that we identify that can link 8:16 us both. Yeah. Yeah. So, so I'm going to I'm going to go deeper into this because I 8:23 also have outburries of people who know something about me. You know, they they've obviously run through my profile 8:29 and they are bringing up a topic like uh there was one person who wrote me, oh, I 8:34 saw your TED TEDex talk and I did one TEDex talk in 2015 and I wrote him back. Have you really seen it? Are you just 8:41 kind of some automation process? Right? And he didn't he never answered me back, right? So I'm curious whether or not 8:47 there is a difference between personalization and creepiness. Is there a line that you draw? 8:55 Um this is a this is a an interesting question I would say because in fact it 9:00 may find information that I would not have found by myself but at the end of the day if your talk was interesting and 9:07 and that's still one of my interest this is still something that I need to go through. Right. So I understand the the 9:14 fact that it may be it may look a little bit creepy for people to just pull out information of of nowhere right even 9:21 sometime we see some conversation that happening where the data is really deep uh uh deep inside but um at the end of 9:29 the day what really matter is how uh we are going to connect further right the the the outreach messages on LinkedIn 9:36 specifically is just the sparkle to start building a relation I would 9:42 And um yeah, go ahead. Yeah, I just wanted to add on like the deeper angle that Alex just asked. So um 9:50 you know it's because uh there's seems to be a blurred line between the human 9:56 touch and uh automation, right? So because your platform is all about 10:01 automating outreach. So in that sense like when you're doing that, how do you 10:06 uh keep it ethical? Like how would you what's your take on keeping it ethical? like trying to avoid spammy or you know 10:13 manipulative tactics while you're trying to scale help these businesses scale 10:18 right um I'm I'm not sure about about that um the 10:26 way how I see that is um being able to move the people down in the funnel of 10:31 conversion at the end of the day it's a matter of how how how you engage with people and who you engage with and we do 10:38 not even though this is the right person it may be the wrong time so those human really need to spend 1 hour two hours 10:46 three hours speaking with someone who doesn't have the need now I'm not entirely sure right so this is what the 10:51 AI is able to do and that what we we build the AI for right to connect with a 10:57 large amount of people because at the end of the day that that how you build a a significant network and able to 11:03 connect uh at scale with people without being uh and feel feeling uh spammy 11:09 Right. What we saw the one of the biggest problem we saw with the automation without intelligence was what 11:17 people were was actually clarify like you get someone talk about the the TED post for you Alex that was actually a 11:26 great way to start the conversation rather than hey I'm Julian I'm the CEO of that I'm doing that I'm doing that do 11:31 you want to buy my product right it feel extremely impersonal while if you start talking a little bit of chitchat and 11:37 little bit of highlighting with the user uh have done and and done correctly, right? Because if you if you done some 11:43 if you share some achievement, you mean you're proud of it and you want to highlight uh those moment in your journey. So I just I just feel the AI is 11:52 solving a problem where the automation that that automation created by uh 11:57 allowing people to become really spammy. We see that on email, we see that on WhatsApp, uh eventually um on on 12:04 LinkedIn, sorry. Um I don't want I don't want to see that anymore, right? I want someone that eventually saw what I'm 12:11 doing and understand the fit that we can have together, right? I mean, it's just that's just the 12:18 reality of sales, right? Like, you have to do an outreach and it's at the end of the day, it is a numbers game, whether 12:25 it's you're using AI or whether it's a real person behind the I mean behind the 12:30 outreach. So, yeah, I just wanted to see what your take was on that. AI vs Traditional Automation in Outreach 12:36 I think there is actually two way for sales people. There is the inbound way and the outbound. What what we choose 12:43 with salesman was to automate the outbound because we found that was the most effective uh method to go fast and 12:50 scale fast as well. If you if you build an app that may cost if you build an ad 12:55 sorry that may cost significant amount of money to get exposure to get exposure with the right person. You need to a 13:01 media buyers that knows where to buy, how to buy the space and so on. While the outbound is extremely easier, we 13:09 know how to identify the right person by having the right information. So, job title, industry, location, skills, 13:16 certification and all those things that help us to better understand who you're targeting and why you target targeting 13:22 them. So, I think there is two way uh but both way are numbers game. Yes. 13:28 Right. Okay. Um I had uh a shout out to everybody listening and if you have 13:33 questions please do post them in the chat and we will make sure to go through them. There's space for Q&A later in this webinar. Um I want to I want to go 13:41 into some practical kind of use cases here Julian because I think it's easier 13:46 for me to understand what kind of impact this is if you can give me an example. So can you share a real example of how a 13:52 team have used AI maybe your AI or another AI where there's been a significant improvement of their sales 13:59 process? Definitely. So I think um this is Real Case Studies & Measurable Impact 14:05 I would like to talk about a companies that we started to work with um a year ago few months after a few months after 14:11 we started to release sales match. So we started by having one person in the 14:17 company and those that person was in charge of making the marketing email and 14:23 and the result was uh a disaster. Honestly, you get less than 1% open rate 14:29 and the click rate was was not even able to to calculate that. Um I think uh we 14:36 just built a case study with them Marcus 7 recently. Um and then after a month or 14:41 two we started to integrate the entire team that that person was working in and 14:46 they saw a significant improve uh in the number of people they were able to 14:52 connect with and and that had a significant impact for them. So they organized event not like this one but se 14:59 seminar and and stuff like that. Um and um so people were dedicated to write 15:06 message which was not good. Write write email which was not good and get no 15:11 reply. So I believe that also impact in the in the in the in the morale of the 15:17 team right if if you do a job that have no impact on the company and do not move the needle that must not feel super 15:24 good. So eventually now we we work with the entire group. So we are in more than 60 country with them now and uh I 15:31 offboarded some of the team and each location seems to have at least two or 15:36 three locations seems to share uh one team of people that were dedicated to write the outreach and then I had some 15:44 team of 10 15 people that actually replaced the job entirely. Their job was 15:49 to just write message on LinkedIn and then we replace them entirely. We replaced them at some point where they 15:56 became validator instead of doers. So they were needed less people that move 16:02 into higher uh higher position or higher responsibility in the organization. 16:09 Okay. So okay. Yeah. So that that's interesting. So you're 16:15 actually changing the structure of the sales team. 16:20 Correct. based on the augmentation of AI here. Yes. So basically one person was able to 16:26 the job of five, six, seven people itself because the AI was actually 16:32 significantly impacted the workload of of that person, right? We were preparing 16:37 everything in order and and that person just had to validate what the AI we're giving at the end of the day. 16:44 Okay. Okay. So so so try and give me a sketch here. What do you think the ideal AI augmented sales team look like in The Future AI-Augmented Sales Team 16:51 2025? Um I think uh I I read something 16:56 interesting about that is um we won't have sales team the same way as we used 17:02 to have right uh now we see account executives that are at the forefront of the customer relation uh and for 17:10 different kind of sales of sales process what we saw was how people have a GTM 17:15 and a salesperson a GTM engineer and a saleserson that were actually closing. So one GTM was generating the meeting 17:23 and one sales people was doing the meetings and and I think that the best combination right uh we do not need 17:30 people that are manually doing plenty of stuff right we we just need automation that will most of the the things that 17:37 the team is relying on. Okay but that in my ears it it brings a 17:44 lot of questions as to how that team works. Right. So is is there 17:50 let's say I would advise one of my startups to look into AI sales engagement right and so so what would we 17:56 need to be true about their team structure their processes the data in order for them to adopt it in a in a 18:02 good way because I I would it sounds like I wouldn't tell them to hire a sales rep to work this out I would ask 18:08 them to look at the account management team for example I think the process needs to be right Data Quality and Process Readiness 18:14 the data and that what we currently building uh the zero input because we 18:19 identify that the people do not understand their sales process themselves. They don't understand what 18:25 is the right people to target, how to target them, what is the value proposition that really matter to those 18:30 people and so on. So the processes needs to be right who take the meeting, how to end the meeting, how what we do after 18:36 the meeting happen and so on. Uh much better than the data themselves. That that that is true because sales mind we 18:43 are at the very top of the sales funnel. Now uh I have some friend founders that actually build a startup for helping 18:51 company managing their data and and that eventually because company have this problem of having data that is that is 18:59 clean to later use. So I think if you want very good output from AI, the data 19:07 is really important unless you have a system that enable the data the agent 19:13 itself to build its own knowledge base and improve that auto optimized over 19:18 time. So it will clean the data by itself, right? And since we're on the topic of 19:24 like data, I want to talk a little bit more about like the data quality and 19:29 security uh concerns, right? So um just like how there's a lot of people I mean 19:34 a lot of founders uh going all in on AI but there are also like a fair number of 19:41 people still hesitating on AI. I still have a couple of friends who like are 19:46 like oh we don't believe in it but I'm just like okay you guys are going to fall behind if you don't like keep up 19:51 but um that that's beside the point right I just want to talk about like the security concerns. So before like teams 19:58 invest in uh tools like sales AI uh sales mind uh what what do you think 20:04 needs to be true on the back end to get the real value? AI Adoption Mindset Shifts 20:10 I think you need to have a clear understanding of uh how the team will handle and 20:18 go with the AI right um there is no way we see a sales team or even anyone in 20:25 this world most of them right without a computer today right right I think it's going to be exactly the 20:31 same with AI in in three years max of the the jobs that we all have here I 20:37 believe obviously we're not talking about the the miners winners in a in a in a coal factory and stuff like that. 20:45 uh but having the people learn how to leverage technology today if you have a 20:50 sales that do not know how to use a CRM you fall behind right and that exactly 20:56 what going to happen with AI and and uh however the speed of adoption is much 21:02 much much faster than the CRM and and the computer itself right so it's like less about replacing 21:08 the RA reps and more about like you know freeing up the work for them so that there's like more the productivity rate 21:14 goes up. Don't get me wrong. Uh I think u I think it replaced some job but it had the same 21:21 impact where the horses has been replaced by the cars, right? People that were um driving the the car horses. They 21:31 just had new job and new responsibilities driving cars much faster, much more reliable and and much 21:36 more comfortable, right? So different skills that people will have to evolve with to learn. Uh but eventually we we 21:44 still replacing some some of the positions that were not the most exciting anyway, 21:50 right? Yeah. I mean there still needs to be like um a driver in the seat to like 21:56 drive this, right? Like and honestly like I feel like yeah AI is a great tool but it's only as good as the the prompts 22:04 that you feed them. And that one of the 22:09 the things that we we we thought about, right? Um building your own car is not 22:17 easy. So even though you're able to build one, you still go to the shop and and buy one because at the end of the 22:24 day, what you need is not spending five years building a car. You you need something that works now. And if you do 22:30 not know how the motor uh the motor and the engine works, you you find someone 22:35 who who knows that. and build that forward. So I think we we are at that stage and 22:40 for the for the better for the driver I think we we are still a few years 22:46 without but I was in San Francisco a few months ago and and I saw those cars were was driving without driver. 22:53 Yeah. No, it's true. And now they're unfortunately also burning in the streets of LA. 23:00 Um, there's something I don't understand here and and please help me because, you know, I'm I do know how to run a CRM 23:07 system and so forth and and I know every founder needs to sell here, but it sounds like you're also telling me I 23:12 need to be I need to have kind of a mental model shift about this, right? So, in order for me to incorporate 23:18 successfully a number of sales tools that are AI empowered into uh the 23:24 startup, I I need to think differently uh about how sales work. So, so how 23:29 should I change? I can see how my sales process should change, but how should my mental model change? 23:34 Um, I think you're pretty open. So, yourself, uh, I don't have the answer for that, but I I think people need to 23:41 embrace uh more widely the the the tools that they have access to, right? Bar's 23:49 friend are afraid of AI as he mentioned and they're they're seems like even against, right? 23:55 um it it just takes too much effort to fight for against that. So we just uh 24:02 the mindset that that I believe people need to adapt is letting the AI even 24:09 though now is barely production ready. I would say the mindset that we need to 24:15 have is test and learn those new technology, right? You cannot never try 24:20 and and be against it. If you try multiple one and and it failed consistently for your business, either 24:28 you you're doing the thing wrong, uh either you you you really against it and you don't want to change your mind. Uh 24:35 but I I don't see how any businesses can survive in the next decade without having AI at multiple layers in in their 24:42 operation. Okay. So, so try and give me a case here. What you know what is the if you 24:48 look at a business and you think wow that business is perfect to have an AI 24:54 sales tool implemented. What are the conditions of this company? Like how how do I even start to assess whether I have 25:01 companies that would be susceptible to use AI? Identifying Companies Ready for AI in Sales 25:06 Um this is a question a little bit behind my expertise. In that case we we only in the the lead generation we only 25:14 automate the lead generation at our stage right al so we are the sales the sales funnels primarily 25:21 um now the how do I assess a business and and the the problem of the pain 25:27 point of our users right if basically if they spend multiple hours per day or per 25:34 week having the same uh workflow more or less doing the same and repeating the 25:40 same kind of operation. This is exactly where AI needs to jump in. 25:48 I mean, I have a few companies that are doing that. So, it's it's it's a good kind of curve to to address. Um, I want 25:54 to take a few questions for the audience also, Brian, if you have any, you can jump in. Um, again, please post your 25:59 questions in the chat, but I think this one is quite uh related to this. So Matt Chavant asks uh is the future of The Future of Outreach Strategies 26:05 outreach uh not outreach meaning stop asking for something and offer only 26:11 that is a question that we working on um currently and uh I don't think outreach 26:16 will will be the best way to get in touch with people in in the in the next 26:23 five years right having personalized or just dumb uh 26:29 outreach messages will not make a huge the the entire sales funnels need to be 26:36 personalized right so it's not just the message but it is what you see after 26:41 right what is the value proposition that is offered to you what we are seeing is 26:47 to get people attention is is uh much harder it get much and much harder right 26:54 the spam of attention is is getting lower and lower so the outreach will just be the very the very uh first 27:01 sparkle of the relation. But uh what we see is really having an entire funnel 27:06 that is personalized. And what we working on is having adaptive micro site that is really sharing what matters to 27:14 you and what what you need to see within 30 seconds. Because when you spend 40 27:20 seconds on a website that have 86 pages, it just doesn't make sense for you to go through all the services they have 27:26 trying to understand with their own world what they're doing, why it matters for you, how they can help you, right? 27:33 So the the the outreach will be one of the component to get you in the funnel 27:38 like the other one, but the funnel entirely have to be reworked. 27:45 That that that's actually something I like because then I don't have to look for the value. Basically, you shorten 27:50 the aspect of what's truly valuable to me and if it's not valuable to me, stop spamming me. Right. So, uh I want to 27:56 take Billy's question. Uh can you walk us through a specific case study study of salesmind.ai including messages sent, 28:03 total numbers, conversion rates like uh I guess the ROI of of using your technology in this regard. ROI Metrics and Conversion Rates 28:09 So, one of the case studies that we worked in was Maran. Uh another one was 28:14 uh one that we just did with a marketing B2B lead generation agency. So our sweet 28:19 spot uh so far. So same they have u basically six VA and it was very 28:26 intensive for the founders to train the VA to do the appointment setting uh 28:31 properly understand how the mechanism is working uh doing the outreach nowadays 28:36 because the the that that really require a new kind of expertise uh before you can spray and 28:43 pray it doesn't just doesn't work anymore so what we see is each LinkedIn 28:49 profile that we're having and connect with up to 800 uh people per month. The 28:55 average number we are seeing are between 30 to 50% of acceptance rate. So in term 29:01 of number, let's say we connect you with 400 people per LinkedIn profile. We have 29:06 teams that have more than 50 LinkedIn profile that for for their company. So 29:11 you can scale that up significantly and easily. So 400 people we connect you 29:17 with the number of message depend of the the sequence that people are building but what we recommend is four to six 29:23 touch point uh for each of the the people so among two three four weeks 29:30 they will consistently uh get followup and what we see is more or less the same right 30 to 50% of reply rate um in in a 29:41 good case I think over yeah I think last time we check was 37 38% of uh of reply 29:49 rate uh average for the alpha quarter million that we uh that we generated 29:54 conversation with people um and then what's really important because that was 29:59 the metric automation actually gives you but what the AI bring is one step 30:05 further the interest rate and that what is really matter how many people are interested at the end of the day for 30:11 your outreach and what we see is 20 to 30% of those people that just show 30:17 interest about the product and are ready to move down uh further in the funnel of conversion. So it depend how much your 30:25 average ticket size deal size is. Uh but basically what we see for sales mind is 30:31 one LinkedIn account is roughly able to generate one to two client per month. 30:36 Yeah, it's it's interesting as I think as I mentioned earlier um I used your 30:42 salesmind AI for outreach and I had an enormous amount of interest actually like people would write me back I you 30:48 know I I used a human message I didn't want anything perfect but I got a lot more engagement and a little few 30:53 conversions as well so so I think there is there is an art in kind of balancing both um with that in mind I just wanted 31:01 to shoot a question from our co-odderator so for the audience here I have a transcript fed into a GPT that's 31:08 been proven to be critical towards AI sales. So, uh it's good that we have an AI ally on our team. And one of the When AI Should Not Be Used in Sales 31:14 questions it's asked is, is there a sales use case where AI should not be used even if it could? 31:21 Yes. Um in our case, what we're seeing is there is some industries that are not 31:26 connected online, right? They barely have a website. And we we are seeing that in Southeast Asia primarily uh we 31:33 we are seeing some some users they like they don't have a website and no LinkedIn they never run any email 31:41 campaign. So those are really traditional player and and I believe those are the one who still fighting 31:46 against the computer eventually uh but they're invisible uh now and we cannot 31:51 really help them because if themsself are not there online and the the AI only 31:57 act online right Helen M haven't released yet his robot that can shake hand physically uh maybe that going to 32:04 be a different topic at that at that moment uh but yeah all the industries that are really uh not tech he savy this 32:11 is this is kind of a waste of time and we tried and we failed and this is just a a user that now we happy to redirect 32:18 into more traditional method because um the AI is not able to shake hand 32:24 okay so if you're not online uh it's a little difficult to use an online sales 32:30 tool I guess that's a strong point 32:35 so like a fish out of water right um Ronnie any more questions or from the audience are the more questions you also 32:41 free to ask them. We have the last 20 minutes here open for the floor. Um we have more questions to dive into, but if 32:46 there is any burning questions or advice uh that you'd like Julian to help assess, uh please your your question in 32:55 the chat or raise your hand. Yeah, I think Matt had a had a very great question. Uh basically, is the People vs. Technology in Automation Success 33:01 automation more a person issue rather than a technology issue? I would say yes. Uh honestly, um automation was 33:09 working. I would say even even great for people for some of the people right you 33:15 still when you know how to identify precisely the right prospect when you know what is the value proposition they 33:22 they looking at what is the pain point they're having and what is the right moment to get in touch yes definitely 33:28 right you can you can out compete the human but not 80% of the the people that were doing automation were doing it 33:35 wrong so it is a person problem but how can you educate 80% the market. I mean 33:42 all the automation tool we're trying to educate. Don't do a message that you speak about yourself or being too saly 33:49 or or stuff like that right it's just not not easy for people to understand get the skill that it it require to 33:57 actually get good at what you're doing and stuff. Um so basically I would say 34:02 yes it's a problem of person and that what the AI is is helping right helping people to get better with less less 34:09 effort. Nice. Nice. We have two questions coming. Uh, one from Olivier and one Differentiation from Competitors 34:15 from Michael. Olivier asks, "How do you differentiate your product versus competitors?" 34:21 Sure. So, the way how we differentiate ourself uh we have um we are in a very 34:27 competitive landscape, right? that that the the proofs now uh the automation 34:32 where the version one I like to to call it and the AI automation bringing a 34:38 little bit more intelligence is the the second version. Now how salesman it differentiate itself is we do not have 34:47 any competitor or at least I haven't found any so far for the lead generation 34:52 agency and the agency the marketing agency themselves the end businesses 34:57 they have their own tool they have the AI augmented solution that they have access to but is is pricey right if I 35:04 take the case of 11x for example which is one of the biggest competitor we may have um it's around 30,000 per 35:12 $30,000 per month. An agency cannot sell that itself to other people, right? So I 35:19 see L gross machine does the same. Um I think we there is a misconception here. 35:25 Lagos machine is great automation tool. If you know who to target, what to target that form uh and and at the right 35:33 moment you you can get result with lagros machine. Don't get me wrong. Now um Zagros machine will not help you to 35:39 identify the opportunity will not give you insight about the people. Why do you need to get in touch with them? Are 35:46 there the right profile? Do they have the right uh characteristic on their profile and just make them move uh by 35:53 themsel in the in the funnel. So they will machine will not just reply for you while can do that. So the the way how we 36:02 differentiate ourself is uh offering the middleman a solution that they can sell 36:08 and scale with without requiring the help of 10 VA for example because Lagos 36:13 machine you will need VAS that go after build the list build the automation set up the system and and just reply to 36:20 people because at the end of the day the money is in the inbox if you do not reply the people they will just never pay so or never move they'll never get a 36:28 meeting with you so that what that was how we differentiate ourselves. So from the first automation is we have a more 36:34 end to end approach and for the AI automation that in the landscape we are 36:39 is we focusing on a segment that do not have access to that kind of technology yet. H strong um we have a few questions 36:49 here both Michael and uh Y uh on the aspects of I think there's a bit more on 36:55 human values which I like uh Michael is asking I have a deep interest in the humanization of AI what steps are you Humanizing AI-Driven Outreach 37:02 taking to reach the highest level of humanization very good question uh I'm I'm very 37:08 excited to to share especially with with Michael we know each other for for a while now um that we have release the 37:14 tone of voice. So now what we do is we take all the messages that you wrote, we 37:20 understand what are the pattern, what are the right t of voice, the way how you describe you your service and so on 37:27 and we just replicate that. So it it bring the same way how you will talk 37:33 yourself to actually talk for for uh for your prospect. So this is still this is 37:39 still uh not released entirely but this is something that will be released really soon. We are finished to work 37:45 now. We still on the test uh test phase but that's how we are bringing back um 37:51 human humanitization uh into into the sales process with with sales line 37:56 itself. Another question is is there a difference of approach between product selling uh with AI and persontoerson 38:03 services selling uh for example personal branding with AI Product vs. Service Sales with AI 38:09 product selling with AI in a person yeah I think um I think where we see a great 38:15 success is um having an approach where the AI actually can close itself. There 38:23 is very few industry where that can work but the SAS industry for example and that that how we started sales mind and 38:30 acquire over 3500 users uh in the last year and a half so far is by having a 38:38 lower uh and low engagement offer. So if you have a SAS that do not require 38:44 anyone to get in touch with like for example notion could be a great example. Uh we send people directly to the signup 38:52 page and people can convert by themselves. Uh while if you're a consultant for 38:59 example or you sell services, design services, no one will put their credit 39:04 card, pay 300,000 or $3,000 and and just wait for for you uh to deliver. So this 39:13 is the two different kind of approach we are we are seeing uh but both of them can leverage AI right in the in the 39:19 first one for the SAS we are able to actually drive traffic into your signup page and get people sign up for your 39:24 service or your product while the other one we will help you uh at the very top 39:31 of the funnel finding the people generating the business opportunity getting you in touch with that people 39:37 and and provide you the insight to actually understand better and provide offers that actually make more sense to 39:43 that people. Okay. Okay. So, it's uh it is it comes 39:49 back to your product as well, right? So, how how flexible is your product to receive different kinds of signups and 39:55 how how well have you designed your funnel? Um I'm thinking about my own brand and how I do outreach right now. 40:02 Um Brian, do you uh do you have any comments to the process so far? 40:07 Yeah, I think I mean it's like you're adapting your platform's adapting to uh 40:13 what's going on in terms of like automating the process and just making sales teams like lives easier. So I 40:20 think I don't that that's just my comment. I don't have much to add to it but I think it's just helping uh a lot 40:26 of the sales team like increase their productivity. Yeah. Yeah. 40:33 Yeah, one thing that that I've been thinking about is also how, you know, how expensive is your product? Um, oh, 40:40 before doing so, I'll give Michael. Michael, welcome to the stage. Please have your 40:45 question. Thank you very much. Hello, Julian. Happy days for you. Nice to meet you, 40:50 Alex and Marani and everybody else. Yeah, really great to be here and listen to this call because um I think this is 40:56 the new way of selling, you know, it's not transactional anymore and that's something that we really need to emphasize. I think even if it's online 41:03 which is most things of course but yeah thank you for sharing the humanization part I really look forward to because 41:08 I've been using sales mind for what is it almost a year soon and u really I did 41:14 the humanization on a more sort of manual level by doing the prompting in the background and everything and I 41:20 really look forward to see that coming into fruition because what I discovered in terms of the outreach is that many 41:26 times basically if you call it no outreach is the best outreach So basically by having relevant 41:34 conversations by engaging almost like hey I'm looking for someone to have a good discussion 41:39 with that is giving me the best results. Thank you for that. 41:45 And I think what you mentioned is is extremely true, right? Um the outreach is what I believe the easiest way to get 41:52 engagement with people. But LinkedIn help you to build a very comprehensive funnel, right? So what we aim is also 42:00 people visiting your profile and that's why we call it your your new landing page, right? Because it's very personal. 42:06 People see your picture, people see the content that you're creating. People see who you engage with, how you describe 42:13 yourself and and basically all the things that you want people see uh they can consume it by themsel on your 42:20 profile without being sold anything and they they consume that by themselves because you had a conversation with 42:26 them. They try to understand why Michael wants to have a conversation with Alex and Alex trying to understand by himself 42:32 and that how we create those positive. I mean we are all different people but in my opinion I'm a little bit of 42:39 perfectionist sometimes when it comes to text that's when I see those dashes and I want them short and I do with all that 42:44 imprompting style and everything. So yeah that you know it really takes a lot to actually humanize an AI but I believe 42:50 it's absolutely possible. I mean I started giving AI personality by using MyersBriggs. I met Julian and I 42:57 discovered oh he's using MyersBriggs to actually turn that around and give the right outreach. So yeah, really great. 43:07 I think uh on that note as well since we're also getting closer to the end of this webinar, I did in preparing for 43:13 this webinar, Julian, I did something absolutely crazy, right? I was preparing for a webinar on AI and sales. So this 43:19 morning I sat down with a pen and paper and no AI and I did some good old thinking, right? And I think I've been 43:26 so quick these days. I'm extremely productive, but I'm also getting lazy, 43:31 right? every time I get a deal, do due diligence, right? I have a prompted setup to look at my deals. I, you know, 43:38 give me the value up front. So, I did some good old human thinking and I realized there are a few things that I've completely been neglecting over the 43:44 last few months. Uh, that's actually quite important for me. So, so these things being, for example, giving 43:49 feedback, receiving feedback, right, in facetoface form, not through a chat, right? Uh, negotiation face to face. So 43:56 I'm just curious from your perspective since you're so deep down into it. What skills honestly what skills for a Essential Human Skills in an AI-Driven Sales World 44:03 founder for sales team but what skills are valuable in a AI salesdriven world? 44:08 human skills the relation the relation that we are able to build uh by providing value to 44:15 each other right I had a conversation for 10 hours with with someone um last 44:20 week that's something the AI could uh could not could not do right because it's also about challenging each other 44:28 making each other uh h having um 44:33 exchanging of thought right if you talk 10 hours with the AI today it will will go in your direction and you will say, 44:39 "Oh yes, Alex, you're you're you're the best." And and 10 hours later it would still be the same, right? Oh, what do you think about it? Oh, yeah. I think 44:45 it's amazing, Alex. While the other person can, oh no, Alex, this is actually crap. And and then it make you 44:51 thinking. So trying to build relation is one of the most uh important 44:58 skills that I believe will uh will be important in the in the in the future. Uh as well as motivating people, 45:06 bringing inspirations, right? The AI will not be inspirational. While when someone gives a speech who 45:13 good inspiration, who gives great insight and motivate people being energetic, having the right kind of 45:19 voice, having the right energy in the way how we talk, being the right um um 45:26 language, not only the world, but how the body is expressing itself as well. That is something that's going to be 45:32 very important for me because at the end the AI can connect us. If you up 45:37 because you don't connect, right? Uh the AI cannot help you, right? Yeah. Yeah. Yeah. And then and I think 45:44 that's so beautifully imperfect, right? I mean, most of the deals that I do, they're never perfect, right? They never 45:50 come out as a perfect scripture sales email. It's usually quite messy. There usually is almost a drop off point. 45:56 There's, you know, a renegotiation. So, so as I see this right, as I and as 46:01 I receive a lot of out inbound and and people are writing these beautiful messages that I will never read because 46:08 it's too perfect, like I know it's not your own thoughts, right? So, so I'm just curious here in in the Unpopular Opinions About AI in Sales 46:14 last minutes, give me something that you have as an unpopular opinion about AI 46:21 and sales because I want to I want you to be the devil's advocate about your own product. So, so let me hear what you have as an unpopular opinion about AI 46:27 and sales. H let me have a thought. Unpopular 46:34 option in sales. Um I would say 46:42 not being able or being being afraid um being afraid of what the AI is capable 46:47 of. Um 46:54 being afraid of what the AI is capable of. Yep. Yep. Yeah, that's a fair point. That's a fair 47:00 point. Um, I think we have a last question or was that another question? I saw a hand being put up. No, we can take 47:09 another one or two questions if make them short. If not, we have uh one more that I wanted you to ask. I want you to 47:16 ask about because we have founders, we have investors, we have sales rep in the in the in the call here. If you could Where to Spend 1 Hour/Week Learning AI in Sales 47:22 give an hour like let's say I'm willing to dedicate an hour a week to research 47:27 or learn about something that will help me deepen my understanding for AI and 47:32 sales uh in in my business or in my partner businesses. What would you tell me to dedicate that hour to? 47:40 I think um I will I will suggest you to know how to learn how to write better 47:47 prompt because I observe that if you know how to ask AI the right thing it gives you 47:56 access to the best uh practices of any single industry right so you're 48:02 completely dumb in mathematic and or chemical you want to understand something if you ask correctly the AI 48:10 can explain and that to you until you understand and it's exactly the same for any single industry that people are 48:16 working in. You can have access to the brighter mind and the the best practices 48:22 um for any single industry and then apply it on your own way later and reuse it whenever you need. So I would 48:30 strongly suggest like how to learn the system prompt, the user prompt, uh how 48:35 to differentiate the models that we we can use. Some of them are great for 48:41 researching, some great are some of them are great for reasoning, some of them are great for writing. So learn how to 48:48 leverage all of them uh and efficiently. Uh that would be my my main take, right? 48:56 So, uh, the learning must go on. It reminds me of that great quote that in pursuit of wisdom, we should not strive 49:03 for better answers but better questions, right? And, uh, I think I think that's really also my book about this. I I 49:10 don't mind being a little stupid about how this world is developing as long as I can keep learning. Um, 49:17 friends, uh, audience, any last questions? Or if not, I'm going to have Julian wrap this up. Uh, I've I've 49:24 really enjoyed speaking to you, Julian, but I want to honor our time together. Um, feel free to ask or raise your hand 49:32 if there's anything. If not, Julian, any parting thoughts as we bring this webinar to an end. Closing Thoughts 49:40 Yes. Uh, and I think that exactly what you just uh what you just talked about uh the the journey we keep we need to 49:47 keep learning. What I strongly believe is we learn from people as well. So if 49:52 if you connect with people that are good or expert in their domain that obvious 49:58 obviously take knowledge and I strongly believe that everyone have something to teach uh to teach you right not 50:03 everything is useful but just uh sort it out. So um I think that that exactly why 50:09 we build and part of BSA as well as well uh because I believe in connecting people can bring a lot of value. So uh 50:16 feel free to join us next Tuesday uh for the descriptor event and and connect with hundred of people that will be able 50:25 to uplift uh uplift you and the ecosystem in Thailand. 50:30 We are very happy for your time ladies and gentlemen. As Julian said one of the key competitive skills in our world of 50:36 AI is that we should not forget the social engagement we have between each other. So, thank you very much for your 50:42 time for Kumakup and uh I hope to see you on Tuesday. If not, on one of our other events, please join our LinkedIn 50:49 or our line group. I'll be posting the links here. Uh and again, thank you for your time everybody. Have a great week 50:56 ahead. Thank you. Bye-bye. Bye-bye.
