AI Specialist, Brian Lenahan speaks with me on how AI can support us as sales professionals.
Human connection still plays an important role, we need humans to do the things Alexa cannot.
We discuss how AI can be applied and integrated in to companies. It has to be something
valuable. It is a tool; doesn’t replace very important human elements.
[4:53] Define AI, allows us to create insights we would not be able to gather
Challenges of accuracy existed and have it has come a long way in the last few years, same true with senses. Garbage in and garbage out still rings true.
1) Data: Basing AI on bad, incorrect, improperly structured or tagged data still produces
negative outputs.
2) Bias: Data heavily biased, insights from algorithm, will be weighted towards these things and not reality. Significant amount of work has been down to correct for this. We need to go a layer above with ethics.
[9:38] Example of succession planning, bias was removing women out of filter, in the past it was predominantly men so women were taken out of the equation.
C-suite have to feel comfortable that what is being produced is not a black box they simply get
an output from.
Organizations that are producing game changing results are using templates, checklists, have
introduced a Chief ethics officer, Chief Compliance officer or Chief data officer, to ensure steps have been taking in designing algorithms.
[15:31] human emotion, empathy.
[17:30] body language and tone
[18:55] How you approach automation, frees up time to focus on personalization and creativity.
[20:00] 4 th industrial revolution is about AI, becomes more important to see how jobs are
trending, changing, more tools are not always better. Tools that support you such as pipeliner,
https://www.pipelinersales.com/ bring info to you in an efficient way.
[23:17] how do millennials use tech?
Gen z are becoming buyers, more comfortable with a chat vs a F2F conversation.
[24:33] Experiencing trust person to person that comes with relationships
[25:48] Amount of data information from video vs text is exponential, we will continue to grow here.
[26:36] How can sales managers and leaders support their team with AI?
How the behaviours are all pulled in, do you agree with it?
How Novartis https://www.novartis.com/ is producing game changing results with AI
[31:30] Use VR training without the risks. Used in sales training, onboarding
[34:16] ER Virtual training drives high engagement and adrenaline due to its “realness”.
[36:35] Conversational analytics, Gong.io, https://www.gong.io/ shares predictable analytics,
help improve trust as message is supported with data.
[37:10] call center example, getting on going feedback ie) pitch, pace and real time coaching.
Gong.io looks at deal intelligence, market intelligence, packaging lot of information for sales
professionals.
[38:30] Wingman, https://www.trywingman.com/ coaching sales person with real time tools.
More tenured reps don’t need to see all the elements anymore, it is customizable to level of
performance and experience of individual.
[40:17] Is AI seen as big brother?
70% Ai projects fail due to the people in them
[44:39] How can people get started introducing AI in to their c
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