Thursday, December 7, 2023

g-f(2)1685 Navigating the Generative AI Landscape: Transforming Sales Through Creative Integration


genioux Fact post by Fernando MachucaChatGPT, and Bing Chatbot 

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The advent of generative AI, exemplified by OpenAI's ChatGPT-3.5, has stirred considerable discussion in the business realm. Despite its promising potential, a significant gap exists between enterprise-level adoption and frontline teams' rapid integration, with many sales professionals encountering challenges in effectively utilizing generative AI in their workflows.

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genioux GK Nugget:

"Generative AI, heralded by ChatGPT-3.5, holds transformative potential for sales teams, but misalignments in its application often lead to customer dissatisfaction, highlighting the need for a nuanced and creative approach in its integration." — Fernando Machuca and ChatGPT

genioux Foundational Fact:

A Q3 survey reveals a disparity in AI adoption, with only 9% of CEOs engaging in more than small-scale pilots. Frontline sales teams, however, express a growing expectation for AI to play a significant role, emphasizing the urgency for leadership to integrate it effectively into sales programs.

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  1. A disconnect emerges when generative AI-generated outreach creates an expectation that sales professionals struggle to meet in actual conversations, leading to customer disillusionment.
  2. Despite the fervor surrounding generative AI, enterprise-level adoption remains modest, with just 26% of CEOs running small-scale pilots.
  3. The prevailing approach to AI mirrors traditional technology adoption, focusing on minimizing risks and standardized implementation rather than leveraging its transformative potential.
  4. Generative AI should be viewed as a catalyst for a new way of working, analogous to the internet, permeating various workflows and transforming how insights are applied.
  5. Treating generative AI as merely another technology overlooks its potential to foster tacit learning, rooted in application, experience, and practice, distinct from traditional knowledge transfer methods.
  6. Building libraries of AI prompts is common, yet leveraging generative AI necessitates a shift from codification to encouraging creativity, curiosity, and lateral thinking.
  7. SBI's research underscores the importance of preparation in sales, with anticipatory approaches resulting in 12% faster sales cycles and 11% larger deals.
  8. The "five whys" exercise emerges as a potent method, requiring sellers to delve into generative AI for customer research, fostering a deeper understanding of customer issues and business context.
  9. Generative AI has the potential to address a longstanding challenge—sales professionals lacking business acumen—by providing on-demand insights and context without extensive managerial involvement.
  10. Leaders must guide sellers with examples of creative AI use, establish guidelines rather than rigid commands, focus on practical training, and foster a joint learning environment in manager-seller interactions.

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Effectively integrating generative AI into sales necessitates a paradigm shift, embracing creativity, and leveraging AI as a dynamic catalyst for learning, preparation, and customer understanding. Leaders must champion a new way of working that harnesses the transformative power of generative AI to drive customer-centric success in the sales domain.


The GK Article

Nick Toman, Bryan Kurey, and Ray Makela, What Salespeople Get Wrong About Using GenAI, Harvard Business Review, December 07, 2023.

Nick Toman

Nick Toman is the President & Managing Partner at SBI¹. He is a coauthor (with Brent Adamson, Matthew Dixon, and Pat Spenner) of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results²³⁴. He has contributed to several articles in the Harvard Business Review, including "How to Retain Your Best Sales Talent" and "The New B2B Sales Imperative" where he shares insights on sales strategies and talent retention²³. His work at SBI involves leading the company's strategy and product development¹. SBI is a growth-focused company with a team of hands-on practitioners and natural leaders who aim to deliver value and are committed to learning and development¹.

Source: Conversation with Bing, 12/7/2023

(1) Our People - SBI Growth.

(2) How to Retain Your Best Sales Talent - Harvard Business Review.

(3) The New B2B Sales Imperative - Harvard Business Review.

(4) Dismantling the Sales Machine - Harvard Business Review.

Bryan Kurey

Bryan Kurey is the Head of Research at SBI Growth Advisory³. He is a key member of the team at SBI, a company that is focused on delivering value and committed to learning and development¹. Bryan Kurey has contributed to the company's growth insights, sharing his expertise and knowledge through various articles². He has also participated in webinars, sharing SBI’s latest research on the most common seller approaches used by sales teams⁵. His role involves leading the research efforts at SBI, helping the company and its clients navigate the complex landscape of sales and marketing effectiveness¹².

Source: Conversation with Bing, 12/7/2023

(1) Bryan Kurey - Head of Research at SBI, The Growth Advisory - The Org.

(2) Our People - SBI Growth.

(3) SBI, The Growth Advisory | Sales & Marketing Effectiveness Best ....

(4) Previous and Upcoming Webinars - SBI Growth.

(5) SBI, The Growth Advisory - Org Chart, Teams, Culture & Jobs - The Org.

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Ray Makela 

Ray Makela is the Managing Director and leader of sales training at Sales Readiness Group, now an SBI Growth Advisory company³. He is an author, speaker, and business executive with 25 years of management, consulting, and sales experience¹². At Sales Readiness Group (SRG), Ray oversees all client engagements and the delivery of sales and sales management training programs¹². He has delivered programs for clients such as Microsoft, Infor, Smartsheet, Alcon, Edwards Lifesciences, ABM Industries, HD Supply, Timken, and Walmart¹². Before SRG, Ray was a partner and owner at Codesic Consulting, where he was responsible for business development, managing customer relationships, and the development of the sales team¹². Ray has also held management positions at Accenture and Claremont Technology Group as a consultant in the Organizational Development practice¹². Earlier in his career, Ray served for seven years as an officer in the US Navy¹². He earned his B.A in Speech Communications from the University of Washington and an M.P.A. in Public Administration and Information Systems Management from the University of Southern California¹².

Source: Conversation with Bing, 12/7/2023

(1) The Sales Readiness Blog | Ray Makela.

(2) Ray Makela, CEO | Sales Readiness Group.

(3) Ray Makela - CEO & Managing Director at Sales Readiness Group - The Org.

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Source: Conversation with Bing, 11/27/2023

(1) g-f New World - Corporation.

(2) g-f(2)959 THE NEW WORLD (2/23/2022), geniouxfacts, The "g-f story" of ....

(3) g-f(2)942 THE NEW WORLD (2/16/2022), The Story of the New World in a “g ....

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Source: Conversation with Bing, 11/27/2023

(1) “genioux facts”:.

(2) “genioux facts”: The online program on "MASTERING THE BIG PICTURE OF ....

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Source: Conversation with Bing, 11/27/2023

(1) “genioux facts”: The online program on "MASTERING THE BIG PICTURE OF ....

(2) genioux facts (g-f) - Corporation.

(3) “genioux facts”: The online program on "MASTERING THE BIG PICTURE OF ....

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This genioux Fact post is classified as Breaking Knowledge which means: Insights for comprehending the forces molding our world and making sense of news and trends.

Type: Breaking Knowledge, Free Speech

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genioux facts”: The online program on "MASTERING THE BIG PICTURE OF THE DIGITAL AGE”, g-f(2)1685, Fernando MachucaChatGPT, and Bing Chatbot, December 7, 2023, Corporation.

The genioux facts program has established a robust foundation of over 1684 Big Picture of the Digital Age posts [g-f(2)1 - g-f(2)1684].

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