Andrew McGlathery’s Post

🤬I know “AI” is in the name of our organization, but this is how I feel about lazy salespeople/sales leaders/etc, that use bots for cold sales outreach. I've never used this tech and never let my sales team use it either. Your communication with a prospective customer should count. IDC what industry you are in. I never even liked to reach out to a shipper without at least knowing something about their product, operations, network, or anything of substance. I get outreach like this up to 100 times per day via various channels, and it pisses me off two-fold because I spent my career putting the work in sales. Lastly, because lazy tech, like this #clown is using, has become synonymous with the #LLM "we'd also manage those reps..." 🤡 Happy Monday, oh and if you need drop-trailer capacity in NorCal, STL, or North Carolina; reach out to linehaul.ai ...we have a surplus.

The Humble SALES rules. Yesterday my friends at ML6 | Your partner in AI asked me to share my advice after 20 years of sales. And yes, I know I am a man of many many words but here is the conclusion: 1) Focus brings you scale => sales by nature are unstructured, chaotic and social so learn to focus (for me this is in the morning...2h of focus, rest of the day can be crazy) 2) Pro-activity is the game changer. We all love to react on emails/calls and we love to be busy. But being pro-active and pushing is the key differentiator. Most sales I meet are order takers (and I say this with all respect) - change it by being pro-active 3) Consistency beats perfection every single time. 4) Speed of execution is what makes you different. Volume is underestimated! Imagine combining both 5) always, always close the next step. And in most cases it is not closing the deal but rather closing the next meeting/email/call... very simple things but with these you'll outrun 80% of your competition. let's goooooo

Hi everyone, ok this is cool and my clients love it. Try it for no cost and no strings. If your sales teams could do with realistic calling practice (which they can do in private) AI Champ has developed a powerful tool for practicing calling. If your team needs to practice calling for new business but doesn’t like doing it in front of others, this is a very, very useful tool. I’m currently helping AI Champ ( https://aichamp.com) to get this out there for feedback. We’ve had great feedback from sales managers at Mastercard, Google Europe and others (As well as my own clients) It’s perfect for calling senior players and the conversations can get pretty realistic. Easily configured for conversations in any industry and provides ratings for various abilities during the call. It’s actually fun as well. It’ll also show you where they need to get better. I’ve been in sales and sales management for ages, this is something I wish we’d had when I started. (well, we had dot matrix printers uuuhh) Please get your guys to give it a go and get back to me with feedback as I’m collating it all. Seriously, from a sales managers’ chair, this is good. Pricing looks like it’s going to be quite affordable too.

Integrity is everything... as a sales guy in the AI space, I get to tell my company's story! I want that story to be one that's based in reality and true understanding of why our customers work with us... and why they trust us to lead them through the very murky and ever-changing landscape of GenAI. It's clear that not every sales rep has this type of integrity, and that causes folks to not want to talk with us or believe what we say. Today, I had someone tell me that he doesn't believe our product works... this might have to do with the fact that reps in the industry were claiming 100% true results with no hallucinations. Obviously that's impossible. No wonder why they have their guard up. We need to be better, and not make promises that we can't back up. We need to not play on people's fears and tell our prospects things like if they don't buy or LLM Firewall they risk getting sued... Our customers chose to work with us because of our commitment to their success, and our expertise from the top down. That's not just the story I tell myself... that's the story our clients tell to us.

The #1 obstacle for Tech Account Teams? It's not the competition, It's not AI, It's not even the economy, It's the clusterf**k of internal systems and processes INSIDE your organisation. The MESS of ridiculous disparate systems that hinder your ability to look after your customers properly. One of the major keys that set me apart as a Top 1% Account Executive was my ability to 'work the machine' in my favour, mastering my internal systems and my pre-sales process, to save myself from the downstream headaches that occur from not getting solutions and orders right the first time. I also implemented Standard Operating Procedures for my customers, ensuring they had all the self-serve tools and systems available to them to minimise the variables and risks to their customer experience. Pro Tip: if you master your internal systems, you can also 'get away' with a lot more in the business to help your customers out... but we'll have to save that for another time 🤫 Become a Top 1% Tech Seller at https://lnkd.in/gC-m5nYD

🔥 Hewlett-Packard Saw A 20-80 Sales Spike WITHOUT Adding Staff – Want In? 🔥 Ever felt like you're banging your head against a brick wall trying to up your sales game? You're not alone. Truth bomb: Traditional sales strategies are about as outdated as floppy disks. But here's the kicker. You can flip the script without hiring an army of sales reps. We're talking AI and automation, folks. Imagine having a sales assistant that never sleeps, never complains, and – guess what – never asks for a raise. Sounds dope, right? Now, let's cut through the noise and dive into the meat and potatoes. ✅ Boost your efficiency by handling the grunt work – emails, scheduling, follow-ups, all on autopilot. ✅ Personalize at scale. That's right, AI can tailor the experience, making each customer feel like a VIP. ✅ Save time and money. Pour that precious budget into growing your biz, not just maintaining it. ✅ Predict and pivot. AI's like a crystal ball for sales trends. Use insights to stay steps ahead of the competition. Contrast that with: ❌ Grinding 24/7 on tasks a well-programmed robot could do. ❌ One-size-fits-all pitches that get you ghosted faster than a bad Tinder date. ❌ Throwing cash at problems that tech could solve for pennies on the dollar. ❌ Flying blind with guesswork instead of data-driven decisions. So, what's it gonna be? Keep slogging away old-school or ride the tech wave to the sales promised land? Hop on over to the full post. We'll break it down Barney-style, no fluff, no filler. Ya ready to sell smarter, not harder? Click to unlock the game-changing deets. Don't just guess; make your next move your best move. Let's roll!

How to sell more and call less… One of the hardest parts of being a salesperson is keeping your dial time high enough. This is largely because you can never call too much in a day. I used to work for a tech solutions provider and one of the many things we used to sell was support for business infrastructure (super sexy, I know!) This was a very low hit thing to sell but if it paid off, it paid off big. The issue is that it was like trying to find a needle in a haystack. No matter how many quadruple espressos i would down I still felt that I could not get through to enough people. With what I know now her is how I would do it differently now: ➡ Find a list of a few thousand prospects who fit my ICP for infrastructure support ➡ Give that list to my AI calling assistant who calls all the leads that day ➡ Receive my report of prospects who expressed a need for infrastructure support ➡ Call them up the next day and get a meeting booked in (if my AI assistant hasn’t done it for me already!) A lot of people see AI as this impending anti-Christ that is going to steal their job. This is not the case. If you were a salesperson and only spoke to prospect who had already expressed a need for what you are selling, how would you feel? Unless you are a bit of a masochist who loves to be hung up on, you most likely would welcome this with open arms. I'm George Westbrook and I'm on a mission with Infinilab to revolutionise sales with AI.

Let’s take a look at what AI can do as a sales assistant

What is the right way to fix sales targets? Am I getting over-ambitious or are these too low? These are the 2 most common questions always running in the minds of techpreneurs. Many solve it mathematically.. Last year we did 100, multiply it by 30% to fix the next year's. Is it mathematical or a process to reach the realistic yet stretch to achieve desired growth? Tomorrow, getting into this most popular topic and the query we keep facing.. Stay tuned.

AI should mean 3 things: 1. Sales reps are spending MUCH less time on admin. 2. Sales reps are developing their skills MUCH faster. 3. Sales reps are having MUCH richer, more meaningful conversations with prospects. Sales Leaders, I implore you to devote considerable time to understanding the tools at your disposal. Outbound is thriving, with the right sales-tech. StackOptimise ⚙️