AI for Research: Driving Sales with Intelligent Insights

Transcript

Wouldn’t it be amazing to know your competitor’s Next move, learn new insights about your prospects. Find new ways to optimize your sales process. Know everything about your industry. No, the last part is a joke, but the first three are true and AI allows you to accelerate those findings and understand how to uncover them without it being a massive headache. 

We’re going to talk about two components here. The first part is going to be sales research. Second part is going to be competitor analysis. So going into sales research, let’s talk about the challenges with it. The biggest challenge when it comes to sales research is data overload. Because there’s so much data in the CRM, there’s so much data out there, it’s hard to synthesize it. That’s why there’s so many tools that help you do this. And so if you just have a lot of data, you’re like, this looks great. You’re not going to know what to do. And that leads to less quality leads, overwhelmed sales reps, and you’re not getting the ROI on the data that you’ve collected. So if you don’t have a process to synthesize that, it’s going to be very difficult. So here’s a couple things that you can do to synthesize that. 

First and foremost, get a tool that could synthesize the data. So it allows you to then correlate what are the industries that we’re targeting that are successful? What are the buyer personas that are actually buying from us? What are the results that we’re getting in our sales cycles that we are uncovering that we now can see, right? These are things that are going to ultimately help you be successful in everything that you do, right? And make sure that you’re doing a regular update with this, not just one time and see it later. Do this maybe once a quarter, once a month, depending on how much data you have, everyone is different. And, and making sure that everyone knows what this data cleanup looks like. And the thing is, this AI and the data, this is nothing new like AI was here before 2022. You’re like it wasn’t. This is like a brand new thing. Shout out to an example like a Crunchbase has been doing this for quite some time to synthesize this data, bring it to you, to the market so that you can figure out how to use it moving forward. 

With all that being said, now we’re going to show you a prompt that you can use to enhance your sales research. So when you do any research, one of the most important things is you’re going to see this prompt come up on the screen, is you have to make sure that you’re doing research before you go into the research, right? Do research before you go in the research. And what I mean by that is you have to have objectives of what you’re researching, not just because we’re doing it to do it. The problem here is “writing one paragraph, introduction, email to, whatever the prospect’s name is from whatever the company is. Then explain who we are, what we do, and how our product can solve the pain point. Start off by showing them how we understand the prospects industry. Use proactive language that creates a sense of relevance while maintaining a professional and friendly tone.” That’s really important here. And also one of the things that it adds on to this prompt that you could write down for yourself is give it some more additional parameters. Typically, most emails are three to five sentences that are successful. 75 to 125 characters, right? Add those things in there. And also for the subject line, less than five words. So add those pieces in there for a really good cold Email on top of your research. And you’re going to see just some examples that come up on the screen of what these emails can look like. 

The most important thing when it comes to AI, and this is where most people fail, is you treat AI like a genie. This is not a genie to go write a cold email based on research out of nowhere. That’s not going to help you when you’re doing the sales research. The goal is to help you write a tailored email. When you write the tailored email, it should be three to five or six sentences, right? Industry, sometimes it can be longer, but for the most part that’s what you want to do. But then AI’s getting you 80% of the way there adds your personality, add your spin to it and you’ll have a fantastic email. And so those examples that come up on the screen, you’ll see that. Now I got another example that’s going to come up for you, which is using AI and in-depth competitor analysis.

We’ve got to see what our competitors are up to. So that we can obviously get ahead of them. This is really good for data collection, sentiment analysis, understanding, and predicting what they’re going to do. Then you can obviously align and position yourself in a way that you can stand out. So let’s just show you real quick what we’re talking about. 

The prompt, I’m looking for an in-depth competitor analysis for whatever the company is, which operates in X industry. Could you research our top three competitors focusing on their product offerings, marketing position, pricing strategies in any recent developments or innovation? Additionally, I’d like insights into their marketing strategies and customer views or feedback. This information will help us in refining our competitive strategy and identify potential areas for improvement. And this is a fantastic prompt that you can put in there. One additional piece, depending on if you’re using ChatGPT-4 for example, puts some PDFs. There’s PDFs of people’s 10K reports. If it’s a public company, they also have multiple reports out there, like PDFs, things that they’re putting out there as well that you could put inside the ChatGPT to reference these points. So definitely use that prompt for competitor analysis. Now you’re prepared for sales research and now instead of scrambling around, be like, I don’t know what to do, you now have foresight to be successful in your sales approach.