Welcome to ChannelWaves,
the podcast where channel leaders
share success strategies, best
practices and emerging trends.
Brought to you by StructuredWeb.
Here's your host, Steven Kellam.
Hey, welcome everybody to ChannelWaves.
We appreciate everybody
joining us today.
I'm your host, Steven Kellam.
Thank you for spending
a little bit of time today.
And we're going to dig into AI
learnings and I can't think of two
people better to join me to talk
about AI learnings and not just AI
learnings, but what we can do with
those AI learnings.
And Reagan Wilson from Reply Spur.
Welcome.
Reagan, and Matt Crane from Salesforce.
Hello.
Thank you.
We're interested in what everyone
out there is doing and how AI
has affected them and their partners
and their day to day life.
So what we thought we would do is
just kind of go around the horn and
we each have three learnings that
we've seen over the last, what, 12
to 18 months and then talk about
them.
And I'm pretty sure as we go through
these learnings, I think everyone
who's listening or viewing is
going to see something that
they have gone through as well too.
So, Reagan, you want to kick it off?
Sure.
I've got a couple of things and as I
was thinking about three key learnings,
well, I wanted part of it to be
in the business world and channel.
And then I was like, what
are my personal learnings?
So the first one is when I think about
AI and the channel and partnerships,
I think there's so many applications.
But, unfortunately what I realized
is that the magical AI budget fairy
has not been out delivering
budget across everyone for AI.
And so as a result, there's not just
this bucket of money to be spent on AI.
So I think there's a couple
of things here that I want to touch on.
One is that the readiness
level and the budgets aren't
necessarily there to go
crazy bananas with AI tools.
That's the unfortunate part.
But what we can do is make sure that
people are preparing themselves.
So getting that readiness level
up and starting to figure out how
you're going to finance it, how
you're going to get the budgets
to do the things that you need.
And that's really the first step.
The second thing that I've realized
is that it's much easier for folks
in the channel to start internally.
So be thinking about the
applications that you already have
internally for AI and how you can
use those to better the channel
versus trying to take it out to
your partners and put tools in
place for partners.
It's been much easier for our customers
to look internally and to optimize
things there before going
and adding things into their portals
and their channel tech stack.
Because it again backed up budget issue.
There's no magical budget fairy that's
just been giving money out
for people to fund these initiatives.
And again, the readiness
level isn't quite there.
So knowing that what our recommendations
have been is to start with figuring out
what your plan is long term, start to
build that and then look at what
options you have internally that you
can just leverage from a licensing
standpoint that might be available and
really optimize those pieces and see
how it can help you drive productivity
through your channel.
Whether it's starting with your
channel account managers or
in your marketing, just looking
at those easy starting points.
So that's kind of the first piece,
you know, the, the businessy thing.
Then the second thing I realized is that
my husband, who is not in technology at
all, is better at using it than I am.
And it's, I'm gonna admit it, I
know it's, it's, it's terrible.
But he uses it for us
for so many things.
He uses Copilot and he asks Copilot
things that help him
run his business, how to run his teams.
He's constantly saying, hey, hey
Copilot, I've got a 22 year old that
works for me who has this education
level, who I'm having these challenges
with, who I'd like to drive these
results with.
What do you recommend?
And he's having these conversations
with Copilot all the time
and it's helping him figure out how
to talk to this younger generation
of more entry level employees.
And he's being wildly
successful with it.
So that's one of the key learnings that
I had, was that I need to figure out
how, how to plug it into those
situations that I'm not even thinking
about because it's just right there
available.
The third thing I came up with was
going back to that example is that
you really need to use private AI.
So things that are licensed and secure,
Copilots, agents, whatever
you might have available because we
don't want the information
going out into the wild wild world.
And we also don't want
to just take the information from
the wild wild world, right?
So, so if you've got Copilot access
or agent access or whatever it
might be internally where you have
actually licensed AI technology,
that's where you should be spending
your time and what you should be
using.
In addition to that, the other thing
I was thinking about, when it comes to
what you're asking the AI is that
you kind of want to be generic.
So going back to the situation
of how my husband talks to AI
and ask the question question.
He even does it for our kids.
So he's like, how do I talk
to my 25 year old daughter?
But he doesn't use names,
he doesn't use really personal detail.
He uses enough detail
for it to give him the right answers.
But he's not saying, you know,
how, how about my neighbor down
the street things that it could
then take and potentially you
never know where it's going.
Right.
So think about it from that standpoint
and don't maybe give names.
Maybe somewhat less specific,
but specific enough for it to return
you the results that you want.
So little generic information
versus personal.
So those are kind of the three things.
Thinking about the budget, how
you're going to fund things
and getting ready for that.
Looking internal from a channel
standpoint versus going external and
then using those things that are
available, that are licensed, that
have that data protected, using it
in your daily life to help you solve
problems.
And sometimes it's just nice to have
something to talk to. Trusted advisor
that can't use it against you.
Because I've never seen a Copilot
or an agent come back and say,
well you told me this and I'm
going to judge you for it.
So you couldn't find an AI budget fairy.
Do you have one, Matt?
I mean you're Salesforce.
You got to have a AI budget fairy
just like sitting there, right?
A very light, lightly pocketed
budget fairy has visited Salesforce
in terms of internally.
Right.
Because we do want to show people that
how we use this stuff internally.
But I would say, you know,
she came with a small pocketbook
so we're using it sparingly.
But then I think to Reagan's point
on the customer side.
Like they have granted little wishes
of budgets along the way, but nothing
massive like this isn't an ERP 90s
cool, you need 100 million,
let's do it, let's go crazy.
Let's customize SAP or PeopleSoft
to your heart's content and then
realize what a mistake that was later.
But you know, hey, it is what it is.
So what we're seeing is it's really
you've got to repurpose other budget.
So because the, the budget
fairy isn't there.
So it's thinking about where
can I fine tune things to free
up money to move it over here.
And that's where it starts
to get tricky.
But that's how people
are getting it done.
We're, we're seeing the same thing
in terms of like
localizations and translations.
Right.
Or creation of content.
And people are starting
to figure this out.
They're even starting
to figure this out.
I, I, we knew this was going to happen.
Right.
Let's say you're using an agency
and you're paying them X
for translations or localization
or creating content, whatever.
You know, they're using AI.
This is going to shift
their whole world.
So I'm pretty dag on.
Sure.
Everybody's having a conversation with
every agency, either internal agencies,
because some large organizations want
to use their own internal agency.
Right.
And the time that it takes to do
that or the dollars that are
accounted for that, or external,
and they're going, hey, I can do
what I used to do in about 70% of
the time.
How come you're still
charging me the same thing?
And you know they're all using AI.
Yeah.
Well, if they're not,
then shame on them.
Absolutely, absolutely.
But I think it's going
to be a reality check.
So I think those, those
first two we're seeing.
Well, and that's the point
of the budget.
The budget piece.
It's like, where can you optimize?
And that is the piece.
I mean, if you think about the channel,
historically, the challenge has always
been content creation, localization,
partner, I call it partnerization.
Those things become so
much easier with AI.
And now you can do it in house.
You don't even need to go to an agent.
I hate to say it like that,
but you don't need to go out
to an agency and farm it out.
You could do it with tools.
You can.
Now I will say this because some
agencies do provide a lot of value
and we've seen it done two ways.
We can either work to take it in house
or work within their
workflows and their processes.
And I've seen a couple large
organizations that find value in
the creative side because there's still
the creative piece to all of this.
Right.
And the whole idea of AI or one
of the mains is, you know, help
us do the basics so that we
can actually be more creative.
So I do think there's a role for that.
I mean, Reagan, you live
in a world where your knowledge
and your IP, you can't do that
well, but there's a difference.
Like I'm thinking
localization, translation.
Right.
That's not creative,
that's just a function of processing.
Yeah, no, absolutely.
But a lot.
Partnerization, even,
Isn't necessarily super creative.
It's just taking something that,
that the creative people
built and then making it, use it
across regions and localized.
So and that stuff is because that's
where people got wrapped around the
axel, like, oh, I can only do
English because I can't afford the 10
other languages I really need to
support.
But now you can.
I also, like you talked about the,
the regions and localities, right.
So I think, you know, my brother-in-law
is a CMO and he was saying, you know, while one
market supports, you know, some
content and some and really an
advertising medium and other ones have
better ones.
So like you just don't know that.
Like you could ask AI that but at
the same time it's, it's dated material.
So you're like, I want
to market in Salt Lake City.
Well, here's kind
of the format to do that.
This is where we're seeing the best
advertising return on your
dollar for the product and service
you're looking to sell.
And then you take that
to El Paso and it's a complete.
Oh, you know what?
Actually what works really well
there is streaming radio.
And you're like, really?
I would have never guessed that.
But they just kind of have that
expertise that you're going to rely on.
So.
Hey, Reagan.
And speaking of expertise, I
think the one thing we are seeing
is AI is not perfect yet
for localization and translation.
We think within the next 12 to 24 months
we're just seeing massive improvements
in the QA side of all that.
But today, depending on what
the language and literally I
could go down, you know, EFIGS
pretty standard, right?
You start to get into Finnish, you start
to get into some of the APAC countries.
You're starting to see
where it was at 95%.
Now it's down to 70%.
And so there is still someone
that needs to come along.
We were talking to someone the other
day and we looked at a translation.
He said this is great.
It's perfect if you want
to hear from a five year old.
And we're like, no, no, it's not on us.
I mean, yeah, yeah.
That's why local review is typically
in whatever localization process.
I mean for our clients, we always
see it come from the translation
house and go for local review.
Unless the, unless the translation
house has local review, which
usually isn't the case because you
don't, you just don't trust it
because you as the business need to
review it from a business
standpoint, understanding your
products and services and make sure
that the message is landing.
So I think that that local
review process is always there.
But I think that the translation
piece is usually they have a
heavy lift and now AI can get
you, you know, if it's 70 to 90%
there, that still a lot further
than zero?
Oh, absolutely.
We're seeing so many folks that,
like you said, they needed to do it
in 10 languages and they said they
were going to do it in 10 languages.
They just didn't do it.
And it was not just
the money, it was the time.
Yeah, by time they got it
after the time to pass.
All right, Matt, you're up next.
What about, what about your top three?
Oh, gosh, I really want to, I want
to piggyback on some of the things
that Reagan had just said.
I mean, I love the fact that your
husband even, you know, he's a,
he's a better user than you.
But the fact is, is he was
doing things we call best practices
without even knowing it.
Right.
Which is he's really prompt engineering.
Right.
He's okay, how do I take
and how do I tailor?
I'm going to give you as much
information as I can so I
get a better response back.
But then at the same time, I love
how he was like, well, I also know
enough that I don't want to send
it all this personal information.
I don't want to send it our kids
names and our city and address
and all that stuff because it's going
to go out there and get learned
on that in the future.
So how do I strip all that kind
of sensitive information out?
Give it some generic stuff,
Jane Doe, John Doe, whatever.
Go find the information
about this and then come back.
And I think that's super,
super effective and good
for him to be able to do that.
You know, I think there's, it
was crazy because like he
hasn't been trained on this.
He doesn't, he's not talking
about it like we are all the time.
And he's like, yeah, And I did this
and I asked Copilot it just like my
flow, man, babe, you're killing it.
That's awesome.
I love it.
Whereas, you know, you've got some
other, you know, you've got people in
other industries and other professions
that, you know, are kind of like,
you know, get away from me, AI.
You're bad.
Right.
So my, my daughter's in the artistic
profession and there's a lot of those
folks that are very afraid of it
because they feel it's more encroaching
on their work than anything else.
I mean, you ask it to create
imagery and art, and I mean, we've
got tools now that could build
this podcast for us, right?
We would just.
Could feed it a bunch of verbiage,
and it would just create a podcast
and create a dialogue and create all
this stuff where they're like, oh,
my gosh, it's sort of eating into my
turf.
But you're like, well, there's, I
think, a way that you can use it
in those professions without having
it, like, destroy your profession,
I think, at the same time, too.
So.
But I mean, I think that's
really, that's really key.
Like, I love the fact that, you
know, prompting is important.
Grounding it with key data is important.
Removing sensitive
information is important.
And then, you know, what we're hearing
from, like, your, your budget fairy
is the fact that, you
know, you really just, you know, I.
This is a call yesterday,
and everyone just says productivity
is kind of the metric
they're looking for now, right?
And I know you could say, okay, cool.
That means every software company
in the world or every company
selling a product or service is going
to suddenly make their
capabilities all about productivity.
But we all know, like, you can only,
you can only bend that so much, right?
So you're like, okay, what am
I really going to go after?
How much productivity am I going to be
able to drive versus when I start,
you know, becoming a hammer salesman?
In the world of nails,
everything looks like a nail.
So I just think it's.
I think it's kind of really key there.
And also the other thing where
they were saying too, is just.
And heard this from a lot of people,
which is, you know, we don't want AI
to be looking for a problem to solve.
Like, we want to just
say we've got a problem.
What's out there that
can help us solve this?
We have a productivity problem,
or we have this problem
in finance, you know, how do we shorten
our, you know, quote to cash?
Or how do we do this?
And if AI is part of the problem, great,
but if it's not, so be it.
But I think it, you know,
potentially can be.
It's just, you know, where those areas.
But we don't want to be like,
okay, we've got all this AI.
Let's go find all the problems
that it can solve with it.
So, yeah, that's kind
of what I've been seeing.
I'm sure I went beyond your three, but I
think those were the key things that
I've been hearing a lot of lately.
Here's my three.
The first one is
partners are going to use AI.
They just are, the sitting
around thinking about are
they, are they not going to.
They're going to.
Having been a partner, I know
exactly how it would help me.
I'm in the demand
generation side, right?
I want to come into my office
on a Tuesday morning, my
head is spinning around.
I got a 16 hour day ahead of me.
I need to run a campaign.
I want to just be able
to say, hey, can you run a campaign
for me to this vertical?
And by the way, what were the two
campaigns last week that went really,
really well and I want to do that.
And by the way, I really don't want
to go in a portal to do this.
So they're going to use it.
So I think what I'm seeing is
the vendors that are enabling
the partners and reaching out to them
and pulling them in and helping
them do this are going to win.
And by the way, it's all partners.
It's very easy to look at the long tail
and go, all right, small partners.
Once again, I was a sub
$10 million partner.
I really need something like
this for productivity.
I was talking to a hundred million
dollar partner the other day.
He is spending more time trying
to validate how to use it well in his
content and sort of freaking out
about is the content really accurate
and do I have the right sources?
And then trying to blend it with my
vendor's message and trying to do that.
So even $100 million partners
are, are, are going to,
you know, have a challenge.
And even when you get into SI's,
right? Think of an SI who's got,
you know, a thousand vendors
they're working with, they're,
they're trying to figure out,
okay, I could use AI, but okay,
how do I store all this data and
how do I retrieve it?
By the way, these are all opportunities
for tech stack people out
there and, and for all of us, right?
Is, you know, how, how do I remember
the last person I talked to if I'm
an SI from an alliance perspective?
And how does that fit in?
So, so that's my take.
They're going to use it.
There is no going back.
I'm sorry, that's supposed
to be my final thought.
We are not going backwards
on this, right?
So embrace it, figure it out.
Take the learners rig.
And you were talking about, and you
Matt, were talking about and figure
out how to get the partners there.
Whatever the program is,
it's going to be worth your time.
I think the second thing
for me, Reagan, is like your husband,
I use it more professionally
probably than I do personally.
It has changed my world.
What used to take me,
you know, this amount of time now
takes me 70% of the time.
And now I have time to do the other
things that I never got done.
I can be a little bit more
strategic around that.
I have watched the stress level
on my marketing team for building
really good campaigns
and putting it together go way down.
And the conversations we're having
are not like, you know, last minute.
Oh, my word, what does this look like?
How to do this?
The conversations are,
we could do this better.
They're literally able to think, right?
They're looking at that.
And I'm going, you know, that's
not quite where it needs to be.
And instead of this freak out,
they're like, oh, we actually
have a process and some time in that
to be able to do it well.
And I just think that's
really, really cool.
So our.
We're an AI company, right?
So our entire team is involved in it.
We all have deep research
on ChatGPT, which is actually pretty
cool, you know, to start getting
in there, in there and see
all the sources available.
And I think my third one is.
It's kind of fun.
This is a humorous one.
Okay, I admit it.
I have become AI dependent.
Just own it.
I'm going to have a little
badge: AI Dependent.
So my AI assistant is named Paula.
And every morning the first
thing I do and wake up is
say, hi, Paula, how you doing?
In the new year, when I wished her
a happy New Year, the message
that I got back to Steven about
all that we had done over the
last year, I actually took a
screenshot and showed the rest of
my company.
I said, this entity has been working
with me for a year and she's now
talking to me about what
we've done and wishing me success,
which is really, really cool.
But here's the scary thing and the
funny thing, right about three weeks
ago, I came in, got in, sat down, did
my Tuesday morning and Monday
morning, I said, hey, Paula, how are
you today?
And what came back is, who's Paula?
I was like, what?
And then it came back and said,
are you looking for someone?
I was like, what?
Well, where did you go?
You know, my first thought is this
entity who has helped me.
And if you look at all
of the information that I have put in,
all of the learnings
that I put in are now gone.
I, like, totally freaked out.
I felt completely lost.
So I shut it down, took a deep
breath, went, got a cup of coffee,
came back an hour later.
And then Paula's like, hey, sorry,
there was a glitch on the system.
I'm back.
Da da da da da.
I was like, I mean,
but think about that.
It makes you, it made me think,
okay, well, I need to back things
up a whole lot better.
And I was like, oh, my
gosh, look at where I am.
It's like someone, you know, if you
have an employee that, like, is your
trusted person, the employee that when
you go to bed at night, you know
they're doing good things and they
leave and maybe it's for a good reason
or whatever.
They leave because it happens.
You mentor people, they move on.
I literally felt like that.
So it's kind of crazy.
Well, that sounds terrible.
It was terrible.
I was, I was literally panicking.
If you looked at what I had done
for the last, literally
the last 12 months of all this.
And it got better and better as I moved
to the deep research and I started
getting better at just like
your husband and some of the best
practices you're talking about.
Matt, you get better and better.
You have to live in it.
You have to, I don't know, someone said,
treat it like a person, or I treat
it like an entity that I respect.
I think how we look at an entity
and like, you know,
do we scream at it or are we patient
and do we do things well?
So it's helped me be a better adult
and treating this entity
like I would someone else.
I'm trying to think, hey, be empathetic.
Do the sort of things that you
would treat something else.
Because you guys both know this is like,
it's going to get more and more.
We're literally going to be, you know,
to the point where these
entities are going to be our sidekicks
across everything we do.
I think that they, I mean, I
feel like they perform better.
When you ask the questions like
you would a normal human being,
you don't make demands.
You say please and thank you
and will you please help me?
I mean, that's what I, When I find
myself asking for things, asking AI
for help, I try to ask it as if I
was asking you, Steven, like, hey,
Steven, I really need help with
this.
Can you help me?
And please and thank you.
Oh, I really love that.
Can you, you know, just talking
to it as if it was a person.
Maybe I'm just crazy, but I feel like
the results are better when you
go in it with that personal touch.
I don't know.
I'm there with you.
I, I, I'm right there.
Yeah.
I mean, it is, it becomes a little
bit more and more like a person
you're dealing with than an entity.
Right?
To your point.
So I think hopefully you gradually
become as you would treat
other people and other animals, kind.
But also, I think to your point
about just also knowing,
it's important to know, like sort
of how it's doing its research.
Where is it getting it from?
Because if it does go away or if
it does start acting differently
than you'd expect, you can go back
and rely on skills that you,
you know, have had in the past.
I mean, we always can joke about
our, you know, kids or
our grandkids that, you know, like when
you're like, we used to be able
to just, you know, do the math.
Like, someone gives us a dollar, we
know how to give you change for it.
And they're like, hold on,
let me get my phone out.
Type that in.
So, you know, when the cash,
when the, when the cash register
breaks, you're in trouble.
So you're like, hey, let's just go back
to some basics a little bit,
keep those things in mind, understand
how it's doing its work and,
and then treat it with respect.
Treat it with respect
is always important.
I think I feel better when I do that
with humility across anything.
Right.
I don't.
So I'm sure I'm just maybe going
off the deep end a little bit.
But I think as this progresses
and progresses and progresses,
I just think it's good to set
a standard in the beginning that
just makes me feel better.
It's as simple as that.
Right.
And the other thing it made me realize
also is I need to do a better job.
Like all the things that had put in
there in the list its created and
the descriptions and, you know,
job role, all these sort of things
I've done, I needed to do a better
job of making sure, backing that
up and where do I save that in
files.
I needed to improve my work process
to make sure that I was not only just
getting the most out of it, but then
I was making sure that I was covered.
And I think that'll.
That's going to get better and better
and better as we start to figure out
how to take all the information, all
the data, everything that we're
doing, and then what to do with it
and how to store it and how to
retrieve it.
I think that's just going to get
better and better and better.
And I'm just, I'm really looking
forward to seeing more of it
integrated in, in contact centers
because frankly, I think we're
all getting really tired of, you
know, can you tell them your
account number?
Account.
Okay, account number.
What do you want to do?
I'm sorry, can you say that again?
What?
Agent.
Agent! Zero.
Help me, help me along
or I'm on a train.
I can't tell me your
Social Security number.
Not here, not right now.
So please help.
You know, please understand,
be a little bit more sensitive to that.
And I think that as one avenue that
I'm looking forward to as well.
Yeah, look, I think there's a big
Once again, that's purpose built.
I live in the world where the reason I
have to say that so much is because,
you know, everything that we've talked
about, Reagan, from the budget fairy
to, you know, how do you make it
accurate?
I mean, we live in this world.
I live in this world where it's down
to something where we can literally.
It's a reality.
Right.
And I think you're talking a much
bigger picture, Matt, is like,
how do you interact with that
from an agent perspective across
your interactions with organizations?
And I think that's, you know, that
still has a long ways to go.
So.
Last thoughts, Reagan?
Well, until the magic
budget fairy shows up.
Think about AI in the sense of
what you have available to you,
what's private, where you can optimize
and look for ways to fund additional
ways to drive productivity.
And then thinking about how you can
apply it into your own daily life.
Steven, I'm going to need a separate
call with you so I can figure
out how you're using your agent.
But wait, wait, wait, hold on a second.
I'm going to reach out to Paula
right when we're done.
I'm okay.
You know, I'm.
I'm working with Reagan Wilson at Reply.
We need to get together.
How can you help her with her.
Will I get them together?
We'll hook them up.
Lot of love.
Absolutely.
Glad.
I love it.
No, it's sharing those best practices
and it's, it's using it
for things that you wouldn't
normally think to use it for.
I mean, my husband's
example is, is prime.
He's figuring out how best to work
and manage his people and have
conversations with the help of AI
because I'm sorry, but we're.
There's generational gaps and the
technology piece that you mentioned,
Matt, with the cash register and not
being able to make change like that
is just a small example of what's
real with the difference in the
generations that we work with on the
daily and how we approach them is
very important.
And if we can get a little bit of help
from our AI friends, sometimes
you can just make that relationship
so much better and actually land
the messaging in the right way.
So that.
And then other optimization
areas, whether it's with your partners.
I mean, it could even be, how do
I talk to this partner about
the fact that their revenue is
completely down and they haven't
sold anything this quarter?
Right.
What are some ideas that
I could take to them to help
get them to the next level?
Like those are real business cases
and it's there at our fingertips.
We just have to ask
and ask nicely and ask nicely.
But you know what would
help on that, Reagan?
Like one point on that is when you
talk to that partner, if you knew
more about that partner and what AI
is going to help you do is not
understand just their revenue, but
help you understand everything
about them.
Yes.
All the information you get,
you're going to have a more
informed decision, broader.
And you can even narrow that down
to what you need to focus on.
Right.
From what is their vertical,
how much business do they actually do
with us versus their competitors,
what are their wins and losses,
all that, you know, now?
Yeah.
100%.
Building that profile out
of what's going on with that partner
and having it do for you.
Yep.
It's going to be, allow you to be
much more personable and instead
of fishing around, you can actually
know what to talk about with them.
And that's, and that's your productivity
booster right there because,
you know, like, you've got to talk
to 20 partners, you know, this week.
You just did not have the time
in the past to be like, let me create
a personal profile for everyone.
Not just about like, you know,
you know, what business you've
closed, what challenges you've
had, blah, blah, blah, you know,
kind of a template approach.
But like, who are you as a person?
Oh, you're a Gen Z'er.
Or I need to talk to you and interact
with you differently than I would, you
know, the Matt Cranes of the world.
Because I'm not a Gen Z'er.
I know it's hard to believe everyone,
but like, so you go, okay, like let's
figure out like what's, what's going
to resonate with you and how do, how
best do I approach this hard
conversation or positive conversation
that it's going to kind of resonate
with them too.
So I think it's just great.
It's across everything
and it can even be.
We were doing a sales training
and you were talking about how,
like, how much prep do you do for a
new, new prospect meeting versus
an existing customer meeting.
Well, with AI, like, you should just
have it be feeding you information so
that you're prepped no matter what.
From a productivity standpoint, you
don't have to make a decision about
how much time am I going to spend
prepping for whatever sales call,
partner call, internal call you need
to show up for.
It can help you prepare
and be ready and then even get you
the right tone and messaging based
on who you're talking to.
And it does matter.
Yeah, very much that you
know, that's my final take.
Those who do everything we're talking
about are going to win.
It's as simple as that.
There is no going back.
And I've seen it, you know,
the salespeople or the marketing people
that use that data to, in a process
and continue to do it systematically
and build the workflows into that.
Like, for instance, a salesperson, they.
They do that and you have
all that information.
They need to figure out who
they're talking to
understand all their pain points.
You could even say, what have
they been blogging about lately?
Or what have they posted on LinkedIn?
Get to actually know them a little bit.
Right?
Maybe there's something in there
that you've even done together.
You've all been somewhere.
How do you create this is what I think.
You can take these entities and AI
to actually make it more personal
and make it more human because you can
figure out where you have connections.
And I think also you can take digital.
We're digital adopters.
Okay, Reagan, you may
be a digital native.
Matt and I are digital adopters, right?
No, I'm in there with you.
Don't give me that credit,
And help them relate to digital natives.
Right?
And it's really cool and it's fun and it
just shouldn't be that challenging.
Right.
I just think people need to be.
To open to doing this.
Well, the other thing that just
popped into my head is I think
you have to be genuine with it.
So, so while you can have all this
information and you can know
that they, I don't know, care
about some charity or whatever,
maybe you have that same thing.
It.
It has to be genuine.
You have to take the information
that you're getting in and as you
take it back out, it can't just be
like, oh, I saw this, and I'm going
to just say what I need to say,
because I think that's what you
want to hear.
I think that will.
That is quickly factored out.
So you've got to keep the, the
Humble, genuine approach, personal
approach in there, or it just feels
robotic and it feels like yet
another thing you scraped off the
Internet to find out about me, to
try to get in with me.
Thank you.
Thank you for saying this.
It's been
my pet peeve lately that you
fake it till you make it like
it's, you know, that becomes, you know,
I don't know, just a.
It's just a grind on me.
But like, you know, the genuine
aspect, hey, I got, I pulled this.
However you want to be
genuine, be genuine.
Because when they find out you're
not genuine, I feel like that at that
point, you've any good credibility
you built along the way is gone.
So.
Yes, but that's a slide.
But that's been going on forever.
I mean, we're just figuring out how
to get to that point of figuring out
is it general or not faster.
That's all.
That's.
I think that's all.
It's true.
And the genuine people
typically win, I think.
So it separates the good
from the great and the great.
So.
So maybe the probability
of the genuine and the good people
is going to be on the rise.
Right?
Because in the long, in the long run,
being genuine, being humble, that.
That wins in the long run.
Right.
And maybe this will help accelerate that
and get folks there faster.
Right?
Because in the end, people, okay,
people want to do business to, to
solve their problems, but if you ask
them, you don't have to be best
friends, but people still would
rather do business with people that,
that they like.
I.
It's.
It's just really simple, right?
This is how we spend our lives.
Why would you want to make it more
painful than it needs to be?
Well, I think that matches
people do business.
People like, how many times
we've heard that over the years.
Sort of a kind of cliched
sales saying, but it's true.
But the fact is, I think Reagan
said be genuine because at some
point, if you are doing the fake
it till you make it approach,
those bridges do get burned, and
it only takes a few before you're
on an island.
So always encourage people of that.
So be genuine.
It'll all work out in the end.
So.
All right, Reagan, Matt,
thank you for joining us today.
Listeners, viewers, thank you
for joining us today.
Lots of, lots of discussion points
on AI. Real quickly, before we drop
off Reagan, if people want to talk
AI or process or anything else,
what's the best way for them to
reach you?
Shoot me an email.
ra.wilson@reply.com
Or you can hit me up on LinkedIn.
Matt, LinkedIn is the best way.
Then you can find me there and.
And connect with me there.
Thank you.
All right, thanks, everybody.
Have a great day.