The AI Edge: Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition (Jeb Blount)

Where the feedback loop on fast prospecting is almost instant, slow prospecting is about faith that, by doing the right things consistently over the long haul, you'll get a return on your investment.

Channels include: Phone In-person Email Voice messaging Direct messaging Video messaging Text messaging Social media engagement Snail mail

One of the best sales managers I ever worked for played a game with every big deal in our pipeline. We'd get in a room and explore each potential scenario that could kill the deal. This wasn't a broad 30,000-foot conversation. We dove into the minutia and killed the deal (murder boarding). Nothing was sacred. Every

One of the primary reasons so many salespeople struggle to close sales and make their number is that their discovery is weak and inadequate.

Review the information you learned in Exercise 35.1 and develop questions and messaging to use

In the social channel, the primary way you provide value is through content that educates, builds credibility, anchors familiarity, and positions you

is a future promise. For most salespeople, this high level of automation is years off. The good news is that AI can help you right now with in-person prospecting hub-and-spoke planning by scanning your prospects' websites and developing opening questions for you that will compel prospects to engage in conversations. Here's a simple example.

For example, you may find that mornings work best for telephone prospecting touches while lunchtime works best for social media touches.

The good news is that if a prompt isn't returning what you need, you can always ask your AI to help you build a prompt. The first time I tried to build

you prioritize people, prospects, and activities. Eventually AI will automate: High-priority prospecting lists Summaries of your upcoming day Task and communication prioritization Pre-call planning documents for each appointment Route mapping to make you more efficient in the field Calendar management