The AI Edge: Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition
- 3h 13m
- Anthony Iannarino, Jeb Blount
- John Wiley & Sons (US)
- 2024
Upgrade your sales process by plugging into the new power of artificial intelligence
In today's cutthroat sales world, where sales professionals are constantly juggling multiple responsibilities and navigating a sea of relentless competitors, everyone is looking for an edge. What if that EDGE is found in a tool powerful enough to give you more time in your sales day, accelerate your productivity, and still leave room for the human touch that's vital to building relationships? Enter the game-changing world of Artificial Intelligence. Enter The AI Edge.
The AI Edge isn't just another book about technology. Anthony Iannarino and Jeb Blount, the world's most prolific sales book authors and trainers, have come together to transform how you navigate the sales process by helping you plug into artificial intelligence. This groundbreaking, hands-on guide marries their unparalleled sales strategies, used by millions of salespeople, with the transformative power of AI. Drawing from cutting-edge research and real-world applications, the authors 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. Inside you'll find:
- Expert Guidance: Benefit from the combined wisdom of Blount and Iannarino, two giants in the sales realm, as they lay out the roadmap to plugging into an AI-augmented sales strategy
- Streamlined Processes & Empowered Engagement: Discover AI's role in automating repetitive tasks, freeing you to fully lean into the uniquely human side of sales: cultivating relationships, unleashing creativity, and offering unparalleled authenticity
- Sales Prompt Engineering: Get hands-on with tailored prompts that allow you to tap into generative AI and get better results in less time
- Powerful Messaging: Learn how AI, used effectively, can help you develop and go to market with powerful messaging and presentations that connect with stakeholder needs and separate you from the crowded field
- Intelligent Insights: Grasp how AI can be leveraged to surface insights that give you instant authority, grab stakeholder attention, and lead to richer, more productive sales conversations
- Research: Leverage the power of AI to build target prospecting lists that open pipeline opportunities while reducing cold calling and rejection
Navigating the world of AI might seem daunting, but with Iannarino and Blount at the helm, it's a journey of empowerment, innovation, and profound human connection. Embrace a future where technology and humanity come together and carve out your own AI Edge in sales.
About the Author
JEB BLOUNT is the CEO and founder of Sales Gravy. He advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, and customer experience. Jeb helps individuals, teams, and companies across the globe sell more through keynotes, workshops, and digital learning. He was recently recognized as one of the Top 50 Most Influential Leaders in Sales and Marketing by Top Sales Magazine and one of the World’s Top 30 Social Selling Influencers by Forbes.
ANTHONY IANNARINO spent twenty years selling and leading a sales force in the highly commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com. During his time in sales, he recognized the strongest differentiation for a salesperson is their ability to create value for their prospective client within the sales conversation. Anthony spends much of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.
In this Book
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The Beginning of Everything
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AI Everywhere, All the Time
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The Next Level: Is the Singularity Near?
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The Six Million Dollar Man
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The Four Elements of Sales Intelligence
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Liar, Liar, Pants on Fire
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Robots Have Goals, Not Souls
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Beware of the Authority Bias
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Harnessing Generative AI
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Robot Rules
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Time Discipline
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Fundamentals of Me Management
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Attention Control and Time Blocking
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Sales Day Planning, CRM, and Calendar Management
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The First Seven Steps on Your AI Edge Journey
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Time Investment Audit
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Brainstorming and Prioritizing AI Possibilities
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Practice and Prompts
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If It Quacks Like a Duck
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Write and Edit Better
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The Power of Editing
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AI Is a Faster Writer; You Are a Better Human
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The Asynchronous Seller
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Synchronous versus Asynchronous Prospecting
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A Powerful Prospecting Partner
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Prospecting Sequences
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Targeted Lists
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Message Matters
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Slow Prospecting
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Everything in Sales Begins with a Qualified Opportunity
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The Art of Discovery
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Eight Big Discovery Mistakes You Need to Avoid
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Pre-Discovery-Call Research
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Discovery Questions: What You Want to Learn
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Competitive Analysis and Objection Prevention
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AI-Powered Proposals
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Closing the Sale
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Case Studies and Social Proof
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Contracts and Lawyers and Terms and Conditions, Oh My!
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AI Turns Your CRM into a Strategic Partner
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Epilogue: The Future of Sales
