Just Let AI Help You Sell More

If it isn't in Salesforce, it doesn't exist.

How many times have you said that or heard that?

I'm pretty confident that if Jordan Shultz, Chris Seth, Dima Brodsky, or Jeff Heilman had slightly more homicidal tendencies, I wouldn't be here today. Jesus I've said that a lot.

And why? SFDC is the system of record. And why is it the system of record, because management (hi there 👋 ), needs an accurate system to run the business.

It is mostly for forecasting because if I don't have a predictable business, I'm generally in trouble, but it helps for lead generation and account assignment too.

But updating an almost 25-year old app that hasn't really been updated since day one sucks. Sales reps hate it and until recently, there hasn't been much alternative other than blocking out an hour a day, of maybe the most unproductive time imaginable to keep SFDC up to date so that management gets off your back.

That all changed about 2-years ago with LLM's.

I had drinks last night with Eldad Postan-Koren, the CEO of WINN.AI, a company that he started because he hated updating SFDC.

Let's face it, SFDC is a management tool, not a tool that helps people get more sales. Believe me, if sales people believed that SFDC would help them close more deals, they'd use it a lot more (as a total aside, if it is set up well, it can be a good tool for that, but probably 1 in 100 companies actually do this - it's difficult to do.

So sales people have been humped by this predicament. It doesn't help them close deals, but they have to update it to keep their managers happy. Oof.

However, in the past 2-years, with the advent of LLM's, there are a ton of tools coming to the market that will actually help sales people close deals and companies should race to adopt these technologies.

Aside from seeing you be more successful, I have zero vested interest in any of these companies (I am for hire though), but I look at tools like Winn.ai, like Firmograph (who I wrote about a few weeks ago), like Sonny Aulakh's company Gyaan, Yogi Panjabi's PeopleLens, and Jeff Cohen's company Leadoff.ai.

All of these companies were founded by frustrated sales people that weren't getting the support that they needed from their leadership.

As leaders, it's our jobs to help our team close deals. If you're not doing that, you're going to be dead weight in no time.

Sales people...
Want to know what the next step? No problem.

Want suggestions on how to better prep for your next meeting? No problem.

Want to have automated, yet personalized follow up? No problem.

Want to update SFDC, but don't want to do the work? Guess what? No problem.

A few years ago, this would have been unimaginable. We live in the future and it is making life easier for all of us.

If you truly want your sales people to close more deals, I'd recommend putting some wood behind that statement and look at tools that are going to actually do that.