The AI edge : sales strategies for unleashing the power of AI to save time, sell more, and crush the competition /
Jeb Blount, Anthony Iannarino.
- xiii 285pages ; 23 cm
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"--