Jeff Borovitz

In today’s world countless distractions are pulling your potential clients every which way. Personalized messaging is an effective way to cut through the noise and grab a potential client’s attention. AI can help achieve this through analysis of information, the construction of a client profile, and then write personalized messages to be used by a sales rep. Through effective, specific, tailoring of messages you will be able to grab a client’s attention and properly convey your message to them despite everything going on around them.

In sales, you are bound to run into adversity. In this case I like to talk about the quote “Under pressure, you don't rise to the occasion, you sink to the level of your training.” When faced with a challenge, what matters most is the behaviors and systems you have in place. By focusing on performing the right behaviors and setting up positive systems you will increase your probability of success. 

Today’s “hustle economy” is stressing everyone out. Stress is terrible for your health, the American Psychological Association states “The consistent and ongoing increase in heart rate, and the elevated levels of stress hormones and of blood pressure, can take a toll on the body. This long-term ongoing stress can increase the risk for hypertension, heart attack, or stroke.” While some stress is normal, much of this stress is unnecessary. In sales, you might find that developing a sales system can reduce the pressure and stress you are feeling by increasing productivity.

For some salespeople, the vagueness of their initial prospect meetings carries through to their eventual presentations. They fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. Instead, their presentations focus too narrowly on their product or service, their company’s capabilities, and in some cases, on themselves.

Betty’s quarterly numbers were low. Her manager, Milt, asked her to do some role-plays so they could identify potential areas for improvement. They spent about 20 minutes roleplaying through various scenarios – at which point Milt called a time-out and asked, “Betty, do you realize you’re positioning us in exactly the same way with every person to whom you speak?”

Bert’s major frustration was dealing with prospects who couldn’t seem to make a decision. During a weekly coaching session, he told his manager, Elaine, that one of his biggest difficulties was dealing with prospects who indicated the desire to make a decision, and who pledged to do so by a certain date. When the date rolls around, though, they invariably needed more time.

Why do we keep hearing that cold calling is dead? I log on to LinkedIn and see posts saying cold calling is dead. I see cold calling is dead in various sales forums. I hear from numerous sales people that cold calling is dead. I am left to wonder when the funeral for cold calling was and why I wasn’t invited?

We know the world is constantly evolving as we continue to discover and implement new technologies. Much like how industrial revolution age machines changed the way that manufacturers made products, AI will change the way the business world operates. According to Peter Diamandis “There will be two kinds of companies at the end of this decade: those that are fully utilizing AI, and those that are out of business.” Successful leaders must be willing to integrate AI into their business strategies.

To overcome the fear of asking questions, try starting your sentences with some of the most basic question words. Try using some of these...