PRAISE FOR THE AI EDGE "What I love most about this book is that, Jeb and Anthony not only demystify artificial intelligence but guide you, step-by-step, through practical, easy-to-understand tactics for putting it to work to enhance your human-to-human relationships."
-JON GORDON, 17x Bestselling author of The Energy Bus and The Power of a Positive Team "Brimming with expert advice and real-world examples that will help sales professionals thrive in an era remade by artificial intelligence."
-DANIEL H. PINK, #1 New York Times bestselling author of To Sell Is Human "A game-changer for sales professionals. . . this thought-provoking book is an essential read for anyone looking to stay ahead in the competitive world of B2B sales."
-BERNIE WEISS, Division President, iHeartMedia "The AI Edge shares perspective from actual sales leaders running the best sales teams in the world. Above all else, you will learn how to impact your sales pipeline velocity in the very early innings of AI innovation and get ahead of your competition."
-WILL FRATTINI, Principal, Head of Enterprise Growth Strategy, ZoomInfo "The AI Edge takes a complex and often misunderstood topic and boils it down in simple terms so it's understandable and applicable across every step of the sales process."
-JIM LAGER, Executive Vice President, Penske Truck Leasing
Inhaltsverzeichnis
Preface: the First Generation ix
Part 1: Plugging into AI
1 The Beginning of Everything 3
2 AI Everywhere, All the Time 7
3 The Next Level: Is the Singularity Near? 12
4 The Six Million Dollar Man 14
5 The Four Elements of Sales Intelligence 20
Part 2: Robot Rules
6 Liar, Liar, Pants on Fire 29
7 Robots Have Goals, Not Souls 31
8 Beware of the Authority Bias 34
9 Harnessing Generative AI 37
10 Robot Rules 40
Part 3: More Time to Sell More
11 Time Discipline 47
12 Fundamentals of Me Management 51
13 Attention Control and Time Blocking 56
14 Sales Day Planning, CRM, and Calendar Management 60
15 The First Seven Steps on Your AI Edge Journey 67
16 Time Investment Audit 70
17 Brainstorming and Prioritizing AI Possibilities 76
18 Practice and Prompts 87
Part 4: Writing, Grammar, and Communication
19 If It Quacks Like a Duck 103
20 Write and Edit Better 109
21 The Power of Editing 113
22 AI Is a Faster Writer; You Are a Better Human 127
Part 5: Prospecting
23 The Asynchronous Seller 133
24 Synchronous versus Asynchronous Prospecting 138
25 A Powerful Prospecting Partner 142
26 Prospecting Sequences 144
27 Targeted Lists 153
28 Message Matters 159
29 Slow Prospecting 172
Part 6: Qualifying, Pre-call Planning, Discovery
30 Everything in Sales Begins with a Qualified Opportunity 183
31 The Art of Discovery 187
32 Eight Big Discovery Mistakes You Need to Avoid 192
33 Pre-Discovery-Call Research 199
34 Discovery Questions: What You Want to Learn 211
Part 7: Close the Deal
35 Competitive Analysis and Objection Prevention 227
36 AI-Powered Proposals 232
37 Closing the Sale 237
38 Case Studies and Social Proof 244
39 Contracts and Lawyers and Terms and Conditions, Oh My! 248
40 AI Turns Your CRM into a Strategic Partner 252
Epilogue: The Future of Sales 259
About the Authors 267
Index 269
