Includes index.

Contenidos :
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

""The AI Edge" isn't just another book about technology. Anthony Iannarino & Jeb Blount, the world's most prolific sales book authors and trainers, have come together to transform how you navigate the sales process by plugging into artificial intelligence. his groundbreaking, hands-on guide marries their unparalleled sales strategies, used by millions of salespeople, with the transformative power of artificial intelligence. Drawing from cutting-edge research and real-world applications, they demystify AI and demonstrate its potential to give you more time to leverage your human advantage - creativity, empathy, and authenticity - to build deeper relationships and winning solutions that give you a leg up over the competition"-- Provided by publisher.