Miro Putkonen

I discuss AI in Sales. medium:

[Miro Putkonen @MiroPutkonen]

@0zne 💀

[Miro Putkonen @MiroPutkonen]

@RyanQualtrics 😂

[Miro Putkonen @MiroPutkonen]

@bandanjot Ps

[Miro Putkonen @MiroPutkonen]

The WAY Apple delivers products is amazing.

Whether we see widespread adoption of headsets remains to be answered.

But wow…The attention to detail.

They go beyond delivering functionality, they try to create something that tries to understand and consider the human, the collaboration.

#Apple

[Miro Putkonen @MiroPutkonen]

This just brought so much joy to my day #nba #NBAPlayoffs

[Miro Putkonen @MiroPutkonen]

Wow I was just writing about the future of sales and a hypothetical scenario of “Alice the AI Buyer” 😮

#sales are we ready?

https://t.co/1GRi3hmteD

Check out my medium article: https://t.co/bSOJrkyhk7

[Miro Putkonen @MiroPutkonen]

Meet Alice, the AI Buyer

https://t.co/NsYQarKdtA

[Miro Putkonen @MiroPutkonen]

@theryanhayward @framer Framer

[Miro Putkonen @MiroPutkonen]

I just published Shifting Paradigms: Mastering Different Sales Methodologies in the Age of AI https://t.co/71OqdZntp0

Ever wondered what different sales methodologies sound like?

Curious about transitioning from BANT to the Challenger Sale or SPIN selling?

#artificialintelligence #sales #B2B

[Drake Facts @NewsIn6ix]

This study is ground breaking.

Scientists used a ChatGPT like model to decode human thoughts🤯

The results? Human thoughts were predicted with 82% accuracy using MRI recordings.

The implications of this are significant.

The breakthrough paves the way for potential applications in neuroscience, communication, and human-machine interfaces.

This advancement raises concerns about mental privacy, emphasizing the need for policies to protect individuals from potential misuse as this technology advances.

What do you think?

[Miro Putkonen @MiroPutkonen]

“7 Concepts You & Your ChatGPT-4 Need to Consider Before Your Next Sales Process” by Miro Putkonen
https://t.co/bNy0adV4rp #sales #AI #chatgpt

[Miro Putkonen @MiroPutkonen]

6.Most of your heuristics are based on lies.

As a sales professional, it's important to recognize that your heuristics and assumptions may be based on biases. Your perception of a winning play is skewed by the meta in which you play (I.e strength of product market fit) and subconscious factors like risk aversion will bias your strategy.

This is typical of big company reps who join early stage startups and believing what worked there will work somewhere else.

Be open to challenging your beliefs and expanding your horizons to grow and improve in your role.

AI will bring necessary data to avoid biases and assumptions.

Read:

•"Nudge: Improving Decisions About Health, Wealth, and Happiness" by Richard H. Thaler and Cass R. Sunstein
•"Blindspot: Hidden Biases of Good People" by Mahzarin R. Banaji and Anthony G. Greenwald
•"Thinking in Bets: Making Smarter Decisions When You Don't Have All the Facts" by Annie Duke

7.Embrace the Role of Variance in Sales

Just like in poker, variance plays a significant role in sales outcomes. It's important to accept that sometimes things will not go as planned, and that doesn't mean you're owed a better outcome in the future.

Let’s say we flip a fair coin, and it lands on heads 6 times in a row. What is the probability that it lands on heads the next flip?

If you’re superstitious, you might think you are “owed” tails. But that’s simply not how reality works. The next flip is 50%/50%. You’re just as likely to flip a 7th heads as you were to flip heads the first time.

Just because you’ve had bad luck doesn’t mean you are “owed” any rungood. The deck owes you nothing. Each hand is an independent event without memory of how you got your aces cracked.

The opposite is also true. Just because you’ve run well doesn’t mean you’re owed any bad luck.

Recognize that each sales interaction is an independent event, and keep moving forward with a focus on long-term success.

Read:

•The Black Swan: The Impact of the Highly Improbable" by Nassim Nicholas Taleb
•"Fooled by Randomness: The Hidden Role of Chance in Life and in the Markets" by Nassim Nicholas Taleb
•"The Drunkard's Walk: How Randomness Rules Our Lives" by Leonard Mlodinow

[Miro Putkonen @MiroPutkonen]

Not enough people are talking about the impact GTP-4 will have on sales, so I’ve decided to give a stab at it.

Top 7 concepts for AI to master to before it can revolutionize the sales process.

1.Understand Different Sales Methodologies

To excel in sales, it's crucial to be familiar with various sales methodologies and their applicability in different scenarios. It needs to understand the differences between DIY Self Service, Transactional Selling, Solution Selling, Consultative Selling, and Provocative Selling to help you tailor your approach to meet the specific needs of your customers.

Read:

⁃"The 4 Types of Selling" by @Jacco_vd_Kooij: https://t.co/SX04pWuUAQ
⁃"The Challenger Sale" by @matthewxdixon and Brent Adamson
⁃"SPIN Selling" by Neil Rackham

2.Set Your Strategy Based on Thresholds

In sales, it's essential to know your limits and understand when to push for a deal and when to back off. Establishing thresholds for different stages of the sales process can help it guide your decisions and ensure you're making the best moves for each situation.

What’s the strongest call you will do in your own? What’s the weakest call you need help from others on?

When to use the best people?

For example, in provocative selling the best people are used at the beginning of the sales process whereas in solution selling you want the best people to show up from mid-end.

Read:
⁃"Never Split the Difference" by @fbinegotiator

Topics: LTV to CAC

3.Overcome Bias and Focus on High-Expectation Value Opportunities

The human mind tends to remember losses more vividly than wins, causing bias and a focus on immediate gains. In sales, it's important to concentrate on high-expected value (EV) opportunities rather than just winning every deal. This mindset can lead to better long-term results.

This often causes bias, tempting people to try and win the deal immediately instead of making the highest expect value bet. Let’s say we rolled a dice. If we roll a 1-5 you give me $10. If we roll a 6, I give you $100. 83% of the time you’ll lose $10, but 17% of the time you’ll win $100.Your EV in this game is extremely high, EV = (⅙ * $100 – ⅚ * $10) = + $8.33 per roll. As you can see, winning more often isn’t necessarily the highest EV play.

Read:
•Thinking, Fast and Slow" by @kahneman_daniel
•"Predictably Irrational" by @danariely

4.Avoid Overvaluing Big Opportunities

Sales professionals should be wary of putting too much emphasis on large inbound leads or opportunities (I.e RFPs), as this can lead to unnatural behavior and suboptimal results. AI can treat every opportunity objectively and recognize the true value of each prospect.

Read:
⁃”Fanatical Prospecting" by @SalesGravy Jeb Blount
⁃"The 80/20 Principle" by @RichardKoch8020

5.Master Your Pre-Call Preparation

Mastering preparation is the quickest and most efficient way to improve your results drastically. Playing call prep well translates into playing post call well. By understanding your prospects and their needs before the call, you can develop a solid foundation for future interactions and improve your overall performance.

AI can provide a training ground for sales reps to prepare different scenarios and actively prep the reps before a call.

Read:
•"The Sales Development Playbook" by @bridgegroupinc
•Theory: customer centric research, BANT framework, MEDDICC, Swot Analysis, social selling, account based selling, 5 whys technique

#gtp4 #sales #saas @OpenAI @theallinpod

[Miro Putkonen @MiroPutkonen]

Sales teams using AI #sales #AI #gtp4

[Miro Putkonen @MiroPutkonen]

I just published 🚀 A New Sales Landscape: AI-Enhanced Sales — What Can a Salesperson or Leader Do? 🤖 https://t.co/OaA98zVr1x

[ArcticStartup @arcticstartup]

Finnish startup secures €1M pre-seed to revolutionize the work of sales professionals worldwide https://t.co/7wN8h6BN34 via @ArcticStartup
@curiosityvc @superherovc #Funding #nordicmade #Finland #startups #PaaS #SaaS #CRM #Trending

[Miro Putkonen @MiroPutkonen]

@arcticstartup @curiosityvc @ADobrzhansky @pyrytakala Thank you for the article!!!

[Miro Putkonen @MiroPutkonen]

#NewProfilePic

[Miro Putkonen @MiroPutkonen]

🎉 Exciting news! We're thrilled to announce that #Epicbrief has secured $1M in funding! 🚀 A huge thank you to our incredible investors for believing in our vision to revolutionize sales with AI. Stay tuned for the amazing journey ahead! #startup #funding #growth #sales

[Miro Putkonen @MiroPutkonen]

AI will change how sales work is done. Our mission at Epicbrief is to remove the drain from the sales reps day to day and make it more meaningful and valuable.

Sneak peak:

https://t.co/MahHbyXBGW

#sales #ai