TLDR: ChatGPT may take your job in the future, but today it makes you stronger, faster, and smarter.
If you’ve lived under a rock you have not heard of ChatGPT. It’s artificial intelligence using Large Language Models to respond to question and comments provided to it. ChatGPT allows you to access information that can be synthesized for easier understanding. ChatGPT can provide you insight into topics, creative responses to inquiries like asking for ideas on a blog for sales professionals and topics to write about….. 🙄. Enough praise for them, how can you use this tool to fill your pipe and make you money?
Email writing
If you’re aware of Axios (highly praised and read blog – they don’t pay us for this hype but we’ll take money) practices what is known as Smart Brevity. Shortening their stories to easily read and consumable content. This has increased their readership and it’s hard hitting and fast.
Their recommendation, and a VP of Sales I’ve worked with was to shorten your emails to 3/4 lines total. It should be scannable within 24 seconds. Use bullets to parse out relevant data points. Put your ask in the first sentence. Make your email relevant to your prospect. Assume they are all read on a phone.
Use ChatGPT to shorten your long winded emails
Competitive Intelligence
I was on a call with a prospect recently and they shared a tool they used for their Data Loss Prevention requirements. I had never heard of that tool before, our competitive intelligence documents have zero info on it as well.
To ChatGPT I went and was able to quickly gain an understanding of the tools capabilities and although the information ChatGPT has is based off the sites marketing information, publicly available documents/whitepapers, and maybe what a unknowingly employee shared within the Large Language Model (LLM), I had enough info to ask a pointed question that opened the prospect up to next steps, conducting a demo of our solutions.
Annual Reports & 10k’s
If you are prospecting into publicly traded companies, you’ll often look to tie your solution/products capabilities to either their growth factors or their risk factors. Reading through these reports can be mind numbing as it’s much corporate jargon and they all kinda sound the same.
Using ChatGPT (they don’t let you past the sites link in, copy all the literature and paste it in – you’re welcome) I’ve been able to quickly identify and understand the companies growth factors, such as markets they are looking to break into, strategic ways they are looking to reposition their products/solutions, and even who they may be targeting. Gaining a comprehension of their risk factors as well.
Further I’ve then taken the bubbled down information and been able to create a value proposition for the company I’m ‘slinging’ to help reduce those business risks and turn them into business gains.
My ICP
Not all prospects, companies, ICPs, and roles are the same. However if you are consistently targeting a CFO they have enough similar responsibilities that you can leverage ChatGPT to gain an understanding and be able to create specific value props to target them.
