Why this, why now, why me

The urgent need for B2B sales reps and leaders to adopt generative AI

The Problem

I don’t suspect anyone reading this lives under a rock. B2B sales is evolving and getting harder. Thanks for breaking the news, Marty.

But just how bad is it getting, really?

Bravado reported that 22% of sales reps hit their Q4 quota.

Breaking that down:

• Essentially 1/5 reps were successful

• A minority of VPs / Directors were successful

What this means: growth targets missed, higher CAC, anxious CEO, anxious BoD, frustrated reps, higher attrition, wasted recruiting & onboarding spend.

Bottom Line: when quota-carrying AEs beat quota, everyone wins. When they don’t, it can be cataclysmic .

So, what do we do?

If I had the magic answer, I’d own oceanfront real estate in Newport Beach.

The odds are stacked against you. 2023 will be the hardest year to sell software in over a decade. But here’s what I do know: A generational opportunity has been opened for reps and leaders to increase their chances of beating quota in 2023.

Someone has surely told you that AI tools like ChatGPT will “change how we work” or “automate our mundane processes.” That’s likely where the conversation stopped. You’re probably thinking… okay, how? Show me.

Few understand HOW leveraging the power of generative AI can uncover new business opportunities, accelerate pipeline, and close more deals.

This newsletter is committed to helping YOU answer the WHY and HOW with practical, real use cases.

Change can be difficult, and many salespeople are hesitant to adopt new tools or technologies. I’m one of them. If it’s putting more friction between me and my number, I’m out.

But here’s the reality. Those choosing to avoid the realities of generative AI risk falling behind their peers. These could be AEs batting for your #1 competitor, VPs finding hours back in their day to put back into deal development, and SDRs leveraging every advantage to stand out.

Let’s be clear: Will using ChatGPT make me beat quota?

Think practically. No.

Will it cut down the time to build decks, send better messages, summarize deals, research accounts, forecast more clearly, bring you closer to your prospects, etc..?

My hunch is yes. We’ll find out together.

Why am I doing this?

The reality is I’m curious. Always have been when I come across real ideas that can lead to an easier job and happier life.

And honestly, no one has showed me (the B2B sales rep) HOW to apply this stuff. I know others in my profession feel the same.

My intention is to share and broadcast the successes of others so we can all harvest the lessons and learnings to give ourselves better chances of beating the odds.

I’m a storyteller and writer at heart. Learning how to write is an invaluable skill. When you pair that drive and skillset with something you obsess over, lots of creative energy is generated and people can truly benefit.

In 2018 I found my way into software sales. Here’s the accolades:

• 4 years exceeding quota as an AE

• 1 year exceeding quota as a BDR

• 3x president’s club nominated

• Near 3M in new ARR booked

I don’t have all the answers and will never act as if I do. If somebody claims they’re an “expert” in sales, run the other way.

What has always given me a leg up is doing things other people aren’t willing to do. I find competitive advantages and exploit them to win more deals, and I find a way to beat my number.

My prediction is that the right application of these technologies will be the biggest competitive advantage reps can adopt in 2023, and be the top earners at their company.

What you can expect from me

A lot. I’m fired up if it’s not abundantly clear.

In future newsletters (weekly on Sunday mornings), we'll explore the different ways that you can leverage AI in your sales process and share real-world use cases from successful sales professionals.

Over the coming weeks you can also expect free guides to start incorporating these productivity hacks into your day-to-day.

In time and with traction, expect to see full online courses focusing on using freemium AI tools to:

• Find Pipeline

• Develop Pipeline

• Close Pipeline

Thank you for your support. Let’s get started.

With gratitude, appreciation, and excitement,

Marty

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