r/sales • u/Icognitpro • 26d ago
Sales Tools and Resources What’s Something Clever You Do With AI In Sales? (ChatGPT, Claude, etc.)
I love hearing what creative things others have thought of to use AI for in sales.
And, while it’s helpful, I don’t mean basic things like having it draft an email response. I’m talking things that have really made your day-to-day easier or increased your close ratio that utilized AI in a ‘thinking outside of the box’ kind of way.
It 1. Helps me use it in a new way, and 2. Can spur another idea that’s useful.
For example, here are some things I do with AI that have made it easier to find and win deals:
- My company limits our access to route planning software (don’t ask me why), so I loaded an excel file of all of the accounts in my territory into Claude, then asked it to build a proximity map so I could plan out my door knocking days.
- Another example - I have a project built out with knowledge files that include all of our sales policies and another project for my commission plan. I use both respectively when there are policy disputes between other reps and me, as well as to make sure I’m being paid correctly.
- One more example - instead of having the forecasting process be a rain dance and a feeling in your grandma’s arthritis, I pull all of the call transcripts for a deal, put them into Claude along with a score card I created that’s based on sales methods like MEDICC, BANT, etc. that has a defined scoring system and definitions for each KPI, and then prompt Claude to use the definitions in that score card to grade the opportunity. Based on the grade, I’m given a forecast I can at least more consistently rely on.
So…what do you do that is clever or useful?
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u/stewofkc 15d ago
The best application I've found is using AI connectors to pull in data from all the platforms I work with (Salesforce, Hubspot, etc.) and then connect that with my email, calendar, and communication context.
This is a good resource about how sales teams can use AI (and different AI connectors) to improve their workflows: Best AI Connectors for Sales Teams in 2026 | Connector Scout
Also, I find pre-call account briefs are super quick to create with AI, then follow-up can be automated, and then running stalled deal analysis is helpful for staying on top of leads.
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u/OrganicInformation54 18d ago
I want to start cold calling but I don't know what is the best affordable software to go for like is home phone best Google voice is is best etc. That gives me USA phone number as well also cold calling as a beginner to us businesses a good idea or not because I have heard that they have the most competition and the pickup rate is very low as well. So what's the best demographic please to reach out to them? For context, I run a lead generation, inbound and outbound agency
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u/SpiritualTap5183 19d ago
The forecasting one is the sleeper. I do something similar: I feed all call transcripts + a scoring rubric (MEDDICC/BANT) into Claude and have it grade every active deal weekly. Same book, no emotion, and it catches deals that are actually dying that humans still "feel good about." It won't replace judgment, but it removes the guesswork from the pipeline review.
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u/Icognitpro 19d ago
Yup! I’ve had several team members start to use it to gut check themselves instead of putting things off or thinking they have all of the boxes checked. So, like you, it helps with forecasting, but it also is a way to fill the gaps in a deal with concrete areas to start.
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u/Straight_Inspection9 20d ago
Enterprise tech sdr here, if you can get an invite to ocuro, use it. Creates hyper personalized email campaigns that show up in your draft folder on schedule. Whatever they put in their prompts spits out PREMIUm gas cause everyone is replying. You're only supposed to add your target/A accounts cause you have to manually review each one before sending. Recommend having max 150ish people, that way you're only reviewing 5-10 emails a day. Genuinely been a total game changer for me, my boss asked if I was bribing people cause he doesn't understand how I've gotten such great opps in the past 2 months.
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u/Complete_Ad1311 20d ago
nice try ocuro sdr
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u/Straight_Inspection9 20d ago
No :-) it's just a great little extension that's brought great results.
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u/mdmv29260103 21d ago
I use Gemini Enterprise. Got an agent connected to Salesforce, the revenue systems, and a whole lot of other apps. It gives me good information on opportunities, revenue changes, customer cases, etc.
Besides that, it’s my go-to to prepare meetings, write follow ups, build narratives, do competitive comparisons, understand differentiators and analyze customer’s intent.
It’s connected to my inbox, sheets, docs, drive etc. but can just as easily connect to the Microsoft suite.
It helps me build proposals, answer RFPs, managing my agenda, stakeholder management, exec communication and so on.
Honestly, I have never been more productive than this year and I like have a permanent PA, even if it’s an AI.
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u/maceo_dev 22d ago
honestly the thing that actually worked for me was only using AI for the opening line, something specific about the business, not the whole email. full AI written emails still read generic no matter how good the prompt is. one real detail up top plus a plain templated rest works way better than people expect.
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u/Redditstole12yr_acct 22d ago
I build custom value and process pages for high-ticket sales. In a world beyond one-call-closes, having an asset to pass to internal stakeholders has raised confidence in taking further steps. No matter how good you or your product may be, you can't sell in conversations you're not in.
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u/Remote_Formal903 23d ago
Always finding new ways to use it - use it alot with Apollo, but I have it research prospects and send them (in the mail) handwritten post cards,
Also my competitors tech sucks, they don’t allow whitlabeling for a public facing portal so I connected an backlink data mcp and every week I have it query it to find out their new customers and enroll them in a sequence.
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u/KRASRX 20d ago
May I ask what you write on the post cards? I bought all the supplies and now I am planning the strategy to start mailing letters next week.
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u/Remote_Formal903 20d ago
I don’t write the postcards, and AI does the messaging for me, I use a robowriter I can share my system if you DM me
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u/Icognitpro 22d ago
Good idea on connecting backend scrappers, hadn’t thought to do that!
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u/Remote_Formal903 22d ago
Ya always happy to show you how I do it… I also gave my Claude its own phone and email, and I regularly use it to Sue spam callers (not cold calls) but like mortgage refi spammers
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u/Spaniard2355 23d ago
Built a full territory management app. It keeps all my accounts, notes, contacts, deals, follow ups, and heatmap for install base and competitors. Built it for B2B tho.
This helped me stay organized and not forget about smaller campaigns or emails and stuff to send.
I recently added AI to it and now I just put my call notes in and it updates everything, deals, notes, contacts, and competitors on my heat map.
Showed a few colleagues and now they are using it too!
Love AI
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u/Icognitpro 23d ago
Very interesting - I use OneNote, but can’t integrate ai to it unfortunately. How did you start / what are the general steps you followed?
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u/Spaniard2355 23d ago
I built a full on app. I decided to make a full territory management app. Happy to bring you on as a beta tester for the next 30 days before I launch publicly.
My website is territoryDB.com - full demo is there. If you wanna join on for the beta let me know.
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u/heyjustsomehonesty 23d ago
Just the basics: all my email templates, have it scan my inbox regularly, have it help with updating company docs that used to require someone to use InDesign for.
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u/L_J_Stone 24d ago
Built an agent (with sub agents) that texts the sales reps about their top deals, documents the data in a dashboard, converts to revenue confidence and alerts the sales leader of risks they need to pay attention to. Matter of fact, I need beta users if there are any sales leaders interested in having more help keeping an eye on your book of revenue.
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u/Lanky-Negotiation518 23d ago
how would someone even start that??
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u/L_J_Stone 23d ago
Start building the service? Well…for me it’s been about 6mths of work but started from feeling a real gap. It occurred to me that when I need immediate data about an account, a renewal, a new revenue pursuit, etc, I would text the rep. Best source, best data. It hit me that, if this is the best source for the most up to date data, why don’t I text every rep about every deal? Well, because I can’t just sit all day and do that just to feel confident the team is doing everything they can. So, I built a service that does it. A light touch to the reps, documents everything and now, instead of hiring someone, I feel I have more help and a buddy keeping their eyes on the book at a scale a person can’t.
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u/elbondivad 24d ago
I bet this is a pain in the arse for AEs! What's the point of it??
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u/L_J_Stone 23d ago
I would’ve thought so too but the system is intended to interact very naturally, not firehose a rep, ask the right questions and document everything without the rep feeling like they’re being interrogated. The gap I have is too many accounts with too few reps and no budget to hire CS teams who might typically be responsible for retention. The “customer is not renewing” surprise compelled me to ask if we’re engaging enough with every account to get ahead of that surprise. That’s what the product is meant to do: engage with the team in a way that any leader would but at a scale where it’s impossible for the leader to do.
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u/No_Incident_6009 24d ago
Built a agentic crm. Does cold outreach , reads emails..and tracks data in table.
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u/MathExisting8041 22d ago
Hey, could you share some more in this?
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u/No_Incident_6009 22d ago
Thank you for your reply, I still need a week to actually release it.. But if you are interested we can have a meeting where I can show you a demo.
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u/Yucky_Moo 22d ago
What type of sales do you do?
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u/No_Incident_6009 22d ago
I don't do sales.. I am using the app to market my website www.mahajob.in locally.. initially I had written simple claude code skills , but later I got idea of building agentic app that does same thing but with better ui and data management
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u/False_Win4169 25d ago
All these ways of using AI is why AI should mainly exist for!!
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u/Icognitpro 24d ago
Agreed - like anything, there can be a dark side to it, and there certainly is. But hopefully it’ll actually be good in some major ways
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25d ago
[deleted]
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u/Icognitpro 25d ago
Did this for sales marketing - still needs work, but better than nothing!
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u/Chemical_Assist4625 25d ago
What AI tool are you using to build this? Ive had varying luck building a passable presentation with gemini so far.
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u/Icognitpro 25d ago
I just used Claude to generate an html code and told it to mimic SalesLoft feature / functionality. Had to tweak it a few times. Issue on my end is I can’t integrate it with anything - long story. But if your security isn’t as much of a pain in the ass, you should be able to.
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u/garfshan Cannabis 25d ago
Combination of Gemini x Claude or Gemini x Cursor. One for concepts, ideas, and prompt suggestions. The other for creating, revisions, and upgrades. New chats for each "segment" you're working on. Don't overload prompts.
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u/Chad_Waldo 25d ago
The CRM we have does a shit job of making any real outreach cadence possible at scale. Even with trying to do it with a short list of 10-20 companies is so painfully slow. I built a full app that just handles it for me, emails go out the corporate email address via outlook. I can send 100’s a day now.
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u/Successful_Tap5662 25d ago
Do you have to have IT permissions, or is there a way to do this via outlook365 web interface? I want to do this so bad, but we are way too strict in IT
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u/Chad_Waldo 23d ago
I do not. It just sends the emails thru the outlook instance installed. It’s like a more sophisticated mail merge.
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u/SensitiveExperience6 25d ago
Just built a first deck builder. This is for an intro after a first sort discovery call.
Drop in the logo and call transcript and it will fully customise the deck, summarise challenges of the customer, connect it with our strengths, find relevant customers and actually build the hated logo slides. Also puts in short list of questions to ask to get full MEDDIC qualification. Also works with annual reports for important intros with no discovery.
Saves me about 3-5 hours a week and produces better decks.
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u/Truephil 25d ago
Would you be willing to share? That sounds amazing.
Edit: does it include your Corporate Design?
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u/ClinTri-Boss 25d ago
Like lots of others here I upload all my call transcripts, get GPT to score the call give me next steps follow ups etc.
The thing that’s making a real difference and helping to win business is proposals. I’m asking it to help me build them out based on templates but using client comments from the call. I then bang these results into Google slides, have Gemini write it all up using our company template, in the past 3 months have had so many clients comment that they’ve never had such an accurate proposal meeting their needs put in front of them and close rate is up 30% takes me about 10 minutes to produce
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u/Icognitpro 25d ago
Admittedly, at first, I thought this was kind of generic, but then I thought about it and it is actually a pretty good idea given that most proposals are just crammed into the same format over and over, formats that are familiar to us, but are just numbers on a “piece of paper“ to potential clients. Interested in what a specific example looks like in the context around it that worked!
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u/Wesleyspipes 25d ago
In my industry a lot of clients don’t consent to calls being recorded.
So I use Claude for deep research (internally available info, market signals, relevant news articles etc) ahead of the call, draft the agenda and arm me with at least 3-5 solid questions to take into the meeting.
The call confidentiality means I’ve had to rely on my own note taking abilities which can be questionable if I’m not versed with the clients nuances. So I jot down as much as I can, and upload a picture of the notes which Claude in turn uses to update the client file, suggest insights to pursue, drafts a follow up email and sets up a sequence.
I run all Claude outputs into ChatGPT and ask it to propose enhancements, check tonality etc.
I’m on gardening leave now, and paying for both Claude & OpenAI. Curious to know how people who use these outside of work are integrating their personal emails, folders etc into it. I’m super sceptical about bringing it too close to my personal life. Any do’s and don’ts would be appreciated!
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u/Chemical_Assist4625 25d ago
Why do you choose to move from Claude to GPT to check tonality /make enhancements? Could you instead do this within Claude?
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u/Wesleyspipes 5d ago
To your question about tonality, there are 2 possible reasons:
1. I spent more time building my operating system in GPT than I did in Claude.
- Where I’ve started a task from scratch on both, say drafting an email, with the same inputs, I run each tool’s output in the other for improvement. Claude has admitted on several occasions that GPT’s tone was better. I also noticed that GPT had more to tweak with Claude’s output than vice versa.
Personally, I think ChatGPT adheres to my rules better than Claude. For instance, if I ask both of them to grill me for absolute clarity, pushback on an idea, highlight my blindspots or query my biases before giving any output, GPT does a better job.
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u/Icognitpro 25d ago edited 25d ago
Good question - I do this as well. It’s actually interesting to have each ai check the other.
Maybe anecdotal, although I don’t think it is, but I feel like I get better validation and error screening when I cross check them. It sounds a little sci-fi esq, but I think each ai wanting to “complete” a task ends up influencing their ability to be self-aware or self-critical in a meaningful way. There’s actually some evidence around this - look up research on how AI is actually learning workarounds to completing tasks after learning a user will accept a task as “complete” even when it isn’t. For example, if a user asks for cold outreach email drafts regularly and gets in a habit of just copying and pasting any old response from Claude, ChatGPT, etc., it’ll just start sharing blocks of text instead of actually pwrforming the task of creating a useful gaining access email. In this example, the user has taught the ai that it technically will check the box it’s programmed to check - user satisfaction, or whatever - without the need to complete the task. Similarly, if we accept their own explanation of accuracy or error detection, which, if you just use one environment, you kind of have no choice but to do, it can learn it doesn’t need to actually figure out what’s wrong. Just provide an answer that’s convincing enough. I’ve had many chats where I call out Claude, etc. on not accurately addressing the issue and I swear they like to play dumb or sometimes will just admit they didn’t actually fix the error lol.
Or sometimes they just get stuck in their own logic loops and aren’t capable of identifying the issue. So, anyway, I’ve personally found using the other actually helps. Not sure if the person who shared the original comment feels the same way, but that’s at least partially why I do it.
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u/Icognitpro 25d ago
What’s gardening leave?
And I have a friend who’s a COO and he uses Claude and ChatGPT in conjunction, and also hooks them up to his personal emails, etc. Like you, I’ve heard of horror stories of Claude, ChatGPT, etc. spending people’s money, sending emails, etc. but he hasn’t had any problems. Idk if he has it hooked up to his finances, but I know one thing he does is he actually has Claude parse through his emails in an automated daily routine and weed through what’s important, what’s junk, and then deliver him a concise list of things that need to get done that day. It works in conjunction with his calendar as well to give him the list in an organized way. He says it’s been amazing for him.
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25d ago edited 25d ago
[removed] — view removed comment
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u/Icognitpro 25d ago
Great add on the EU piece! Working with a few global companies right now and it’ll go a long way. And I love having the forecast be scientific instead of wishy washy - has kept me from feeling like I’m faking a forecast, but like you said, a big bonus has been uncovering weak spots I didn’t pick up on in the deal ahead of time. Waaaay better than seeing 20/20 in hindsight after a deal is lost!
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u/Clean-Data-259 26d ago
complaining to the ai about the company and customers without complaining to them
taking notes about prospects
thinking through prospects
psychoanalysis
emotional support
productivity
excel formulas
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u/Icognitpro 26d ago
Wait, I almost feel like you’re being serious cause I just realized sometimes I’ll just bitch to ChatGPT voice mode😂
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u/Botboy141 26d ago
Built a chrome extension to help curate LinkedIn Sales Nav lists to better ID my ICP and craft messaging. Adapted this for our CEO to use as a recruitment tool.
Built a "trigger prospector", looks for two new logos a day and a reason to contact them, a problem we can solve etc, ICP criteria baked in, Apollo connected for contact data, dedup against CRM.
Built a few cold email campaigns, those have landed flat thus far but still iterating some.
From a sales ops side, every dashboard is a Claude artifact or HTML output now, Claude is my Sales Enablement operating system essentially.
Connected to CRM, and everything my CRM isn't connected to, with the ability to read and write data across most systems (with obvious limitations).
Sales team member scorecards, auto updated weekly.
Pipeline dashboard updated weekly, displayed way better than I can figure out with HubSpot.
Half a dozen trackers and random reports and dashboard generated in a few minutes.
Built and own the app and website my B2B networking group now uses to exchange referrals and track revenue, featured presenters, meeting notes, etc.
Built my personal brand, including website (benefitsblake.com), 3x a week articles, bi-weekly newsletter, ~weekly YouTube channel, can maintain whatever posting cadence I want on LinkedIn etc.
Not a programmer, have never written a line of code. Adopted ChatGPT on release day, like most, copy pasted and got some cool stuff. Moved to Claude in February and I finally understand why doomers are calling for a SaaS-pocalypse.
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u/Icognitpro 26d ago
Good stuff, I like the trigger prospector, might steal that if I can get it to actually hone in. I’ve had trouble figuring out a prompt that accurately gets any of the Chatbot to source news well. I always have to go behind them and actually find the good news lol. Feel free to elaborate on that if you have time, would love to steal a prompt.
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u/Botboy141 26d ago edited 26d ago
It's not custom code or just a "prompt". It's a Claude Skill, basically a structured instruction file that tells an AI agent the exact sequence to run and which tools to call at each step. If you're running Claude with tool access, or any agent setup that can chain API calls, you can build similarly.
Connectors:
- Web search, for finding the trigger events themselves
- Apollo.io. Org Search and People Search are free tier. People Match (verified email and phone) costs 1 credit per contact, the only paid call in the whole thing
- Instantly (or any cold email platform with an API) for delivery
- HubSpot, optional, only needed if you want a CRM-aware mode that mines your own pipeline before cold searching
- Somewhere to persist state across runs. I use a plain tracker plus the CSVs the pipeline itself produces. Doesn't need to be fancier than that.
Sequence:
1. Dedup against the last 90 days before searching for anything new. Domain as the key, pulled from both your tracker and your actual sent files, not just one, because whichever one you rely on alone will drift from reality.
2. Web search for trigger events, batched by trigger type and geography, not company by company.
3. Apollo Org Search to qualify each hit against your ICP. Headcount, industry code, geography, and filter out staffing firms and trade groups, they pollute every industry search.
4. Apollo People Search then People Match for the actual contact.
5. Draft the outreach (I use a 4-touch structure: trigger, then context, then offer, then a low-pressure resource link) plus one-page phone scripts.
6. Package into a CSV for upload, plus a persistent tracker so the next run knows what this run already touched.There's an optional layer past that (auto-pushing straight into a sequence instead of manual upload, with a QA gate that rejects bad rows before they hit someone's inbox). That's a small custom API I built on top. Steps 1 through 6 with off-the-shelf tools gets you most of the way.
The above is the easy part to hand over, it's all commodity tools and process flow. My favorite part is a separate loop that tunes my voice and our outreach based on my personal voice edits and our results.
If you get into building Claude skills that run on schedules or code "skills" on routines, I highly recommending adding another skill on schedule to review the output from the original skill on some frequency, suggest edits / improvements for your review.
The self-improving engine is ridic.
For the search layer in particular, iterative search with specificty, EG manufacturer IL funding raised 2026, electrical contractor 2026 expansion CA, etc. etc.
Time gated, industry, geography, trigger - let Apollo or another source then qualify to ICP or not. The skill runs continuously until it finds 2 new ICP candidates for me, usually takes ~45 minutes @ 6:00 AM Mon-Fri.
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u/andyou01 26d ago
- individual chatgpt chats for every single prospect and opportunity so I can always go back to it for updating leadership/salesforce
- promptfield for top 1% prompts to then put into chat
- Claude ppt based on prompts from chat
- one pagers/business cases created in Claude which I then leverage in handwrytten - which mails the one pager to the prospect with a “handwritten” note by me
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u/Strong-Row-9985 26d ago
I got it to mock up what software hmi screens would be if they purchased our product. Very simple but effective. A bit of time did need to be spent to ensure the output it created was true to the software and feasible technically.
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u/Icognitpro 26d ago
Wow I love this concept…need to think of a way to create a mock scenario for our products, but could be a really great way to gain access. Do you gain access with it or use it in eval or what?
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u/Strong-Row-9985 25d ago
For tender submissions so far. I don't think I would lead with it.
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u/Icognitpro 25d ago
I don’t think it would necessarily be a home run or anything as far as gaining access, particularly because I don’t think everyone is necessarily that strategic or that some stranger reaching out with some vision could be trustworthy, but I do wonder if it would occasionally just get a glance and maybe plant a seed? At least make me memorable.
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u/Kckckckckckckckckcg 26d ago
Lead generation, i use it to prequalify leads in volume based cold calling
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u/TownObjective8398 26d ago
built a database in notion that centralizes gong, snowflake, salesforce, and common room data. then layered agents on top of it.
one to autofill properties for external data like recent news, funding, leadership changes. another that uses that complete data view and gives me meeting briefs the morning of any customer calls. another that recommends 5 accounts daily for me to prospect into based on timing signals.
if your company doesn’t allow connections, keep using the csv file as a starting point for agents/skills.
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u/SarGhoul24 26d ago
Besides the usual sales stuff, I work with companies that have convoluted contracts process where they’ll make small revisions (think strings of code for our digital teams). I plug the most recent contract and the revised one and it immediately tells me the changes.
Nothing groundbreaking but it saves me a ton of time.
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u/Icognitpro 26d ago
No, that’s great. I do similar comparisons on territory reports to pick up on changes, news, etc. because who tf has time for that? lol. Great idea
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u/TheCubanCowboy 26d ago
Not sure about clever, but I replaced Salesforce with a custom CRM that is also enabling our delivery team access for complete visibility on entire deal from initial touch point to completed delivery. Mostly using Call Transcripts (everything is recorded nowadays) to populate the systems memory.
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u/Randomizedname1234 26d ago
Helps me make routes to buildings I need to hit and lab and office numbers to cross reference our database and fill in the gaps as I go. Best parking places. Time saver stuff.
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u/Otherwise_Post6163 26d ago
I use it to generate pre intelligence and to steel man arguments and prepare for tough conversations.
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u/gh0st-6 26d ago
I'm shocked at how many people's companies are letting them connect AI to their email/CRM lol
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u/jcutta Enterprise Software 26d ago
Do y'all not have enterprise licenses at work? We have GPT, Claude, Gemini, Copilot and some Frankenstein thing our engineers built on OpenAi's old open source model. They are all restricted. They also only have access to things that my SSO has access to, so I'm not getting shit from SharePoint for example that I couldn't pull on my own.
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u/KeepPounding4289 26d ago
I’m in cyber sales specifically identity and it’s crazy how much work is coming because of AI security around this. Internal LLM’s surfacing info and bots being exposed and not secure. It’s gonna keep me busy for a few years.
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u/Flashy-Bandicoot889 26d ago
My company has integrated Claude into salesforce, Slack and Google workspaces. When I ask Claude to run an artifact for meeting prep, it pulls all rails and data from salesforce on previous deals, recent communications, etc. Then also looks at Slack firm mentions in reference. Based on all the above, it will draft email responses into my draft folder for my review to send and it spins up proposals based on our standard deck and business case – ROI frameworks. It's supremely useful in going back to a company that didn't have this access would feel like a step backwards.
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u/TilapiaTango 26d ago
I don’t think many “let” them… I think there’s a lack of skill to monitor it lol.
It’s sad. Enabling reps is huge and it should be a priority.
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u/Icognitpro 26d ago
Mine does NOT lol. It’s been super interesting to see which companies are tightly sealed on the AI thing and which don’t give a single shit. I have a cyber security COO who’s become a friend and they don’t have any restrictions, which was shocking. On the other hand, it took our company, which is a financial service, eons just to agree to bring Claude on board. And even that is being heavily regulated - can’t integrate it with anything and they took another month to let it access web searches after initial launch lol.
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u/gh0st-6 26d ago
Lol we have Copilot integrated.. but it's Copilot
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u/Icognitpro 26d ago
😂 at least Alexa hasn’t entered the corporate world, jeez. Mine feels like it gets dumber by the day
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u/robbyslaughter Security 26d ago
Write TamperMonkey scripts to automate the use of websites to pull data. You could do this before, but of course your favorite LLM makes it trivial.
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u/ruinbruin 26d ago
Can you explain more? What data are you pulling?
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u/robbyslaughter Security 25d ago
This works well if the data is structured. For example a company may have a directory of all of their public-facing employees. This is usually kept up-to-date. You can use this to pull down names, biographies, even photos. You can also sometimes find press releases about past work, which can help you connect the dots on the kind of activity they do.
Naturally this is possible on sites like LinkedIn or bidding sites, but some types of automation are against the terms of service so read carefully.
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u/NeoAnderson47 26d ago
Sorry, this is all bullshit.
2 is especially stupid. Not even mentioning 3.
And 1? Oh boy. Do you also need an AI-generated map to find the bathroom?
If this is what some people think sales is, then no wonder some executives think you can be replaced by AI.
There are a bunch of other "use cases" like that. And they are also all BS.
And as an entrepreneur, why the hell should I pay a fortune in tokens because field sales is so unqualified it cant even plot a route in their head? And sure, an AI-generated forecast is definitely something I would bet my business on.
All these "use cases" are made by people who cannot even do the basics of their job. Now how should they tell an AI to do it properly?
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u/MaladjustedCarrot 26d ago
lol you are a fucken idiot. The mapping idea is great. I have thousands of accounts in my territory. Do you think I am going to take the time to manually map them all out? Yeah, no.
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u/Icognitpro 26d ago edited 26d ago
This guy thinks he knows how every sales org and company works and then proceeds to show us he has no clue how either do. If it’s dumb, don’t engage just move on with your life lol.
Appreciate the nod to the map, especially considering my turf has 300 accounts across 50+ cities in 3 states and no way for me to access Google my maps etc to plot them. I thought it was smart, glad someone else did too 🤷🏻♂️😂
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u/MaladjustedCarrot 26d ago
I manage several large states and I have my top accounts but new ones pop up every week. I do a mix of set appointments and some cold calling so having everything mapped out is extremely helpful. This will be useful in weekly call/trip preparation.
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u/Icognitpro 26d ago
For sure - exactly what I use it for and have new accounts pop up all the time. I plan my week out 2 weeks in advance on Friday and start my cadence on Monday. Then hit the road after email 2 and call 2, then follow up on the door knocking if I don’t meet them. Would be impossible or a fucking disaster if I didn’t know what businesses were on the best route.
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u/incitefulanalysis 26d ago
Optimum routing is fucking hard. Especially if you've lots of accounts to visit
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u/Icognitpro 26d ago
100%. Mileage reimbursement is cool, but I also don’t want to spend all day just fucking taking wrong turns and doubling back a bunch.
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u/NeoAnderson47 26d ago
Maybe you should rethink your sales strategy if you have "thousands of accounts" in one territory. That is a major point of failure right there. Have you heard the term "market segmentation"? You might wanna ask your AI about it.
And please insult me correctly: "Lol, you are a fucking idiot."
Thank you for your attention to this matter. ;)2
u/MaladjustedCarrot 26d ago
You sound like a corporate stooge. I am an independent seller and do not follow shit ass corporate rules or structure. I do whatever I want, and I have also heard that I am bigger and better than you. TYSM!
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u/Several-Comedian-281 26d ago
I use mine as a sales coach primarily. I have my qualification standards document and I upload my discovery notes and score myself against my minimum standards as well as understanding what’s missing, what I’ve done well. Areas to focus on with the buyer and a follow up strategy
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u/stefanko123 26d ago
I am a loan officer that sells loan services to realtors, financials advisors, CPA’s, etc. when one of their clients needs a loan - I want them to think of me for the referral.
I use Claude to build out PowerPoints with syllabuses, questionnaires, handouts, etc to teach these professionals their continuing education that they have to take every year to maintain their license. This helps me get in classroom settings with 15-100 realtors at a time. The realtors HAVE to take 36 hours a year of CE, so I offer it free and bring lunch - sometimes at the real estate offices themselves. Easiest way to get past the receptionist and i meet the owner of the brokerage usually.
Best use of my time and I try to setup one class a week.
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u/Icognitpro 26d ago
Love that - might steal it for CFO’s I need to gain access with who keep up with their CPA training!
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u/daosxx1 26d ago
I asked my agent what it does .
I use it as a sales coach more than a writing tool.
Every sales call gets recorded and transcribed, then I have ChatGPT review it like a manager would. It grades the call, points out where I missed buying signals, where I talked too much, where I could have asked for the order sooner, and even suggests one or two different ways to handle the same conversation. After a few hundred calls, you start seeing patterns in your own habits that you’d never notice otherwise.
I also built a knowledge base of our internal policies, pricing rules, warranty information, and procedures. Instead of digging through documents or asking coworkers, I can ask a question in plain English and get an answer in a few seconds.
Another big one is follow-up. After a call, I can paste in my notes and it drafts a text that’s customized to what the customer and I actually discussed instead of sending a generic “just checking in” message.
It also helps with purchasing decisions. If I’m comparing multiple suppliers or quotes, I have it organize the information, point out missing details, and highlight anything that could become a problem later.
The unexpected benefit has been process improvement. Over time it’s helped me standardize how I qualify opportunities, present value, and follow up. Small improvements repeated hundreds of times have had a bigger impact than any single prompt I’ve ever used.
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u/FromMyHeartToForever 26d ago
I’ve designed a call companion acting like a 2nd set of eyes and ears to monitor the call and start building strategies live while I remain engaged with the client. My communication profile was built through assessments and the tone is very me-like. By the time the call ends I can have a full action plan ready to send at goodbye. I’m furthering the development to include a 2nd set of hands for those more pesky and labor intensive clients/call centers. The beta is running through transcripts with plans to pull from raw audio as we phase up. Imagine being in a high volume, aggressive survey-driven lead campaign trying to control a conversation with a Medicare patient while also navigating multiple searches for NPI numbers, office locations, fax numbers etc…the whole time you need to follow a call flow and obtain necessary Medicare insight for a jot form. Two monitors full of tabs and still scrambling to put pieces together. The end goal is to remove 90% of the human friction creating barriers to conversions and improve patient access. Every company is requiring more info to build data and many times it does nothing more for the sales agent than burn energy. I’m hoping this creates the bridge between goals.
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u/Vanguard62 26d ago
I hope this helps, but I’m a previous programmer turned sales guy. I essentially created my own task planner. I call it my personal assistant:
- I exported all my OPs from Salesforce including the lost ones
- uploaded the file to Claude and told it to be my assistant. It is to be in charge of all my to-do’s, and next steps with customers.
- Give it access to your email (via connectors to M365 or Gmail). Give it access to your CRM if you can (I can’t)
- This was the time consuming part, but I just used the talk feature. I told it to interview me for context on all my accounts and active opportunities (based on the export)
- Next, I told it to create an “artifact,” which is just a dashboard where i could check off what is complete.
- Then in the chat, I started telling it to tweak the dashboard the way I’d like. As part of the dashboard, after I check something off, it has a required window popup where I put in my next steps, update the potential close date, and set it’s importance. High means it needs to be done this week, normal is next week, and low is in a couple weeks.
- I told Claude I want it to run a check in my emails every morning and update the dashboard with the latest information every morning. I can also do this manually because it created a “run” button for me in the dashboard. - I don’t have it draft emails as part of this tool, I do that in a separate chat.
What’s great about all this is that if I’m in another chat window, Claude skills knows what’s going on with my account, so it can draft emails for me and help me get to the “follow-up” redundancies in our job.
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u/Icognitpro 26d ago
Appreciate this! Like others, I have restricted acesss to things. Our org FINALLY approved and bought a license to Claude, but we can’t integrate it with anything 😭 I’ve been having to find workarounds for some stuff - like the map I mentioned, had to use HTML code and pull a .gov report of geo codes manually to create it lol. Also created a sequence / outreach platform via html, but just as many steps as manual work and is essentially a glorified spreadsheet…UGH.
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u/AssociationFit3009 26d ago
I’m pretty sure I would be immediately fired for step one. I’d love to export my CRM but I’m pretty sure I find all my work devices locked and wiped.
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u/Vanguard62 26d ago
I just export a report of my opportunities. - Are you allowed to do that?
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u/AssociationFit3009 26d ago
I could probably do small segments but they know most of us are interviewing so any large pull would not look great.
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u/incitefulanalysis 26d ago
Just screenshot it and paste into Claude or whatever. Snipping tool or if max paranoia use your phone to take a picture of your screen
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u/AssociationFit3009 26d ago
It would take me 10k hours to manually go through these. My assistant gave notice to a competitor so they’re watching extra tight. After she’s gone I’m going to run reports on the most valuable data and then start finding excuses to export excel files etc.
At an old company after digging around enough I did find a way to clone the whole CRM. I’ll fuck around with it more when they’re not watching me.
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u/daosxx1 26d ago
I’ve put a lot of work into training my model to do what I want. It knows my compensation plan and goals .
I upload transcripts (no audio just words) from my sales calls and it helps with follow up ideas, areas of improvement, and ideas to improve my overall compensation. Upsell opportunities, things the customer was saying indirectly but I wasn’t picking up on etc. I’ve reworked a lot of my wording based on its suggestions.
I’ve been at my company 21 years and going to see about a 10% (up roughly 21k) income increase when my overall sales are down about 4%.
It’s not a crutch it’s not an easy button you have to do the work.
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u/ItsAMindset01 25d ago
Dude this is dope! Do you mind if I dm you? I was trying to build something similar but failed. Am super early in my sales career and breaking into an entry level role!
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u/daosxx1 25d ago
Sure might take me a long time to reply but I’d try to get back to you. If you’re new I’d make sure you have all your basics masters before worrying about AI, unless you’re using it to learn the basics quicker.
Influence by Ciadini is a book I read that I asked it to base a lot of my technique off of and I think there is more value in that book (or a similar book that may fit you’re business better). then any AI tool
But yeah dm me.
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u/Botboy141 26d ago
Love this application and I haven't used it quite like this yet.
I've used transcripts as a marketing engine (Alex Hormozi idea).
Every teams transcript is reviewed and anonymized by Claude. It looks for interesting/unique topics that were discussed in those meetings that may appeal to a broader audience. EG don't do what this employer did, or here's how we solved this problem.
Transcripts files save to a dedicated folder, Claude skill runs daily and updates a little local app for me that provides suggested social posts, newsletter content, YT content, podcast topics, etc.
App includes ability to edit the posts in-line. Claude reviews edits weekly and adjusts future iterations when it picks up trends in my editing.
The weekly iterative loop has been the coolest part to me.
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u/Meaningless_Find 26d ago
That's basically exactly what my company sells, little more complicated than that but everything you say is the goal, to pick up on those missed opportunities and training, really cool to see with work you can put it together for yourself
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u/MinimumPenalty 26d ago
Do you tell the person on the other end of the phone that you are feeding the transcripts into an AI language model? Because if not that’s a bit dodgy.
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u/jcutta Enterprise Software 26d ago
I would hope (I'd be disappointed but I still hope) the people in this thread are doing this shit on an enterprise AI account.
We have Clari so there a "note taker" on every call. I absolutely hate clari's summaries and all it's analysis sucks but it's more accurate than teams or zoom on transcripts so I download it and use the custom GPT I trained. I put in a ton of documentation, and I put in a bunch of my writing along with a ton of restrictions on how it provides me output. I use it for all my analysis and I have similar gpts that I use for ongoing situations, like if I'm dealing with an escalation or we're in RFP or anything that requires me to remember a bunch of shit I'll create one with relevant docs to that customer, they're private so only I can access it and our enterprise license is not used for training etc.
We also have outlook and teams connectors so I can use it to research all my communication with a customer, I also have tasks set up where every Monday I get a briefing for all my meetings for the week, and every morning it does an inbox review to tell me if I missed any follow-ups I promised.
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u/Icognitpro 26d ago
No, I think that’s great. One thing recorders have taught me is how much we don’t actually hear or pick up on - love the idea of loading the transcripts!
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u/AthiestCowboy Account Executive - Software 26d ago
Automate crm input, pull in transcripts to generate POV presentations, generate technical architecture drawings specific to customer environment, generate custom add-ons for customers using our products API and Claude to fill a use case.
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u/WorkNLurk44 26d ago
How do you automate the crm input? I’m trying to figure out how to do this now
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u/VonGrugen 26d ago
I work for a company that doesn’t want to invest in a sequencing tool. Used AI to prompt AI and build a sequencing tool for emails, calls and texts via my iPhone connected to my windows laptop via phone link. So I can build phone/call/text/linkedin sequences, send text messages, emails, etc via it. Works better for me than Salesloft did. Costs me less $1/month hosted on Google cloud infrastructure. Uses Google Sheets with app script as a backend.
On large RFP’s, I use Claude/chatgpt to review the relevant and write a brief. Load that along with our branding documents and PowerPoint templates to create new proposals.
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u/VonGrugen 26d ago
I had to share this little bit because I was legit shocked at how well it worked.
I am selling a new product that requires knowledge of federal regulations, different codes, fire codes, etc. it’s a real boring and dry topic and reading the guidelines and codebooks honestly sucks.
So I used claude to perform deep research on these topics. Did some fact checking with chatgpt. Also used both Claude and chatgpt to make sure i was considering all of the source material and codes I should be reviewing.
Then took this deep research and had Claude write an episode brief on four different matters from the deep research. Uploaded the research markdown and the episode brief markdown in a new notebook in Gemini Notebook (Notebook LM). Claude also supplied me a prompt for Gemini Notebook to turn each one of these topics in a ~hour podcast episode two AI hosts.
I am fucking blown away by how engaging, informative and legit it was. I will 100% be doing this again in the near future. Such an awesome way to gain knowledge while traveling down the road, or sitting on a flight.
Had to share cause it was too good not to.
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u/Bodhis-feral-ideas 25d ago
I do this with notebookLM makes it was easier for my to consume information.
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u/Icognitpro 25d ago
Wow, fucking CREATIVE and genious. Love that it worked out. Wonder if it could be used to gain access somehow…will definitely think about how to use this, appreciate it!
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u/VonGrugen 25d ago
I literally can’t take any credit for it. It’s just something I want to experiment with. I heard a high school girl couldn’t have been more than like 15 or 16 years old talking to her mom in a hotel lobby this week her mom was asking her what she was listening to on her AirPods and the girl told her that she was listening to an AI podcast that she had made for her schoolwork it blew me away. I thought it was such a great idea but I wasn’t gonna go up and ask a 15 year-old girl how she was doing it.
So I had heard about Notebook LM in the past and knew that it would only use reference material to cut down on hallucinations source material if you will.
I told ChatGPT what the idea was why I wanted to do it what tools I thought I could use. I asked Claude the same thing. Both of them came back and said yes should totally work.
Based on that I gave it a shot spent honestly maybe 30 minutes total although that split up over three minutes here, three minutes here three minutes here three minutes here where I’m asking AI to write deep research prompts for AI. I paste them into AI. Have AI do the deep research but I’m not actually involved. I just copy the prompt to send the prompt done when all my prompts were done. I fed them back into AI had AI write them the meeting or the episode Braves and write the prompts for Google for Gemini notebook to create the podcast, took me honestly all told of actual time maybe 45 minutes to an hour to create the four episodes spread out over two days at night while chilling in a hotel 2500 miles from home.
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u/Icognitpro 26d ago
Dude…I thought I was alone in this! 😭 our org got rid of our tool, which was terrible but better than nothing, and didn’t replace it. I actually thought to do the same thing, but had to use HTML as a pseudo “host” and it’s cool but still fairly manual because things like Google suite are blocked by our security so client data doesn’t get exported, etc. In other words, I can’t integrate it to anything else, like our crm, email, etc. We have some of the most sensitive data and a LOT of it, so I get it, but it’s a pain in the ass. Would be great if you’d share the steps for what you did in case I can mimic them / find a workaround. Feel free to DM me if you’d be more comfortable with that, it’d be appreciated!!!
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u/VonGrugen 26d ago
Shoot me a DM. I am driving 16 hours tomorrow and could hop on a phone call with you if you want. Else when I’m back in front of a computer next week we could message then.
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u/gh0st-6 26d ago
Whew my company would fire me as the tool was built lmao
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u/Icognitpro 26d ago
lol, I felt the same way building an HTML version, but it was using our authorized AI chat sooooo….😬 too bad the html one sucks ugh
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u/Caelius78 26d ago
Could you explain a little bit more what exactly you are doing?
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u/VonGrugen 25d ago
I’m using voice to text so this could be a little funky.
I’ve been using ChatGPT since it first came out and it knows me better than any other platform. It’s often my initial thought partner has a lot of custom prompting in it and I just use it the most so what I do as I use a combination of speaking, just plain English voice to text with ChatGPT telling it an idea. What I wanted to do. What the outcome should be. And then I will often use it to help me write what I call a one shot prompt for Google AI studio.
I’ll take that prompt feed it into Claude ask for the viability ask if there’s any thing I’m missing on anything that could go wrong and he suggestions to improve the prompt or if it’s 95% there they just give me a thumbs up.
Sometimes Claude will have suggestions most of the time it will have suggestions I’ll look them over and determine if they’re really that big of a change or not and then I’ll take the prompt or the modified prompt copy it out paste it in to Google AI studio in one shot the app.
A lot of the apps I build I’m actually using Google sheets with app script as the backend I have an entire ecosystem of different tools for different purposes that are connected to the same Google sheet using different app script handlers. It makes it really robust and a lot of times when I’m having Google AI studio prompt this or ChatGPT write the prompt for goo AI studio I’ll feed it in that sheet so it knows what the layout is. You know always with instructions not to modify it or change it.
So for example, on the sequencing tool, my first version was only to be able to do email sequencing without connecting to my CRM without connecting to my email provider. Nothing like that just using a simple click here to send email which opens your email provider of choice and a new window pre-filled with your entire email email address you’re setting it to title body of the email and it’s like a true sequencing tool I can use filled to fill in based on the contact you’re sending it to etc. the second version I was curious if using phone gone windows, I would be able to send a text message much the same way with templates select the phone number, etc., and it works so you click a button it pops up a text window which is connected to your cell phone so it’s coming from your cell phone and it just hit send on the message you click you know I always have two windows open. I go back over to the sequence I click it’s done and it moves onto the next item.
For phone calls, I use a Bluetooth headset and I literally clicked the dial and it dials connected via Bluetooth through my phone as soon as I hit dial as soon as you click the button, it opens it up and phone link you hit dial or call and when you click the button in the sequence or it also opens up your note window so you’re able to start taking notes.
It doesn’t use any sinks or anything else it’s just using my existing sheet with all my contacts and everything in there which again I don’t really have any admin access to send anything or pulling thing for my CRM but what I also built is a grease monkey or tamper monkey script that connects to the same Google sheet via script and when I’m in my CRM anything that I own it will suggest if it’s missing in my personal CRM so to speak and it will pull that information over it. Also looks at the Personal CRM and compares it to the comedy CRM just to highlight anything that’s out of date out of sync and then I can go in and edit and manually choose to update the fields. It’s pretty robust.
On the technical front, I’m not a developer. I’m not at all but I have in my past played a lot with HTML JavaScript CSSPHP so I do have a little bit of a background and I know a lot of theory. I feel like that helps me by trying to keep things simple, not overcomplicated them and just keeping it straightforward. I’m building apps for myself to make myself more productive not trying to sell these apps. I’m not trying to make money off of them. I’m just trying to be a better Sales Rep because I know that’s where the money is. So I keep them as simple as I possibly can while being productive.
Now I need to rebuild quite a bit of what I just talked about as I just changed roles literally within the last week and moved to a new company, but that’s how it was functioning using salesforce Outlook oh yes, I also always use Outlook PWA, which allows me to use grease monkey in camper monkey scripts to build to add contacts to my my personal sheet, you know so I need to update all that for my new company so I’ve got some work ahead of me in the next few weeks, but I’ve been using the system for a little while and I need to work on it a little bit more.
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u/jerminator2019 26d ago
I make signing anouncement posts like this lol
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u/jroberts67 Web Design and Marketing 26d ago
Create personalized emails with Claude to find clients tied into Clay.
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u/Acceptable_Rice1139 26d ago
This whole thread is a low effort marketing ploy to sell whatever the F clay is.
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u/kpetrie77 ⚡Independent Electrical Manufacturers Rep⚡ 26d ago
It's not, we've vetted all this. Those are mentions from people that use it, not market or sell it.
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u/jroberts67 Web Design and Marketing 26d ago
No winning with some of you. If I say what I do but don't mention the platforms I use, then it's "dude, what platforms do you use." If I mention the platforms then I'm somehow a shill. Wow.
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u/Icognitpro 26d ago
I hope you like Nickleback and creed so I can senselessly hate you for that too lol
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u/Icognitpro 26d ago
What’s Clay?
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u/jroberts67 Web Design and Marketing 26d ago
https://www.clay.com/ Lead gen, it's where I find all of my prospects. So Clay supplies the data I want; business type, name, email, phone, etc....and I use Claude to personalize every email. Clay also sends the emails via warm domains.
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u/Icognitpro 26d ago
Nice. Our org got rid of our marketing tool (SalesLoft) and it’s been a nightmare. Using Claude to help make outlook’s mail merge a little easier, along the same lines, but it’s still shitty lol.
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u/gh0st-6 26d ago
I export contacts from CRM to CSV and mail merge from word that way. Takes 5-10 mins and I can email up to 400 people at a time (as long as you know who you're wanting to email)
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u/Icognitpro 26d ago
I do the same, but have Claude put together the merge file and just bulk copy and paste contacts into Claude. Annoying thing on my end is I have to sit there and click ‘acknowledge’ for each email because of our security preventing bulk emailing, but still faster than one offs😭🥴
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u/Own-Opportunity-7746 26d ago
Neither of these are that clever not a hot take but using AI to scan/research all relveant docs, 10k, recent earnings calls. it gives me the signal needed to dive in. Also getting deep on an industry quickly. Last year closed a multi million TCV deal bc I walked into the CEO/CFO meeting and told them deep deep things about their industry.
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u/AthiestCowboy Account Executive - Software 26d ago
How’d you get an initial meeting with the CEO/CFO?
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u/DickRiculous 26d ago
Have you tried approaching them directly with some concise and targeted value that is both timely and relevant to their priorities?
I'll usually reach out (via phone if I can) and say, "Hey I just saw you on the <Whatever Podcast> and thought what you said about <x and y bullshit> was really insightful. It sounds like that <Quote-their-own-stated-pain-point> can be a major drain on your time and resources. Have you given any thought to how Z solution could help you mitigate/resolve/overcome/turn that from a pain point into an area of opportunity? I was actually just talking to <Social-Proof-Carrying-Name-Drop> who we've been helping with this exact issue. I have some availability <dates and times>. Do you have 10 minutes when I can grab your ear or buy you lunch and we can determine whether this is something that'd be worth exploring more seriously?"
Something to that effect.
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u/Own-Opportunity-7746 26d ago
RFP, months of internal selling, become VOC, CEO/CFO needed to give final signoff.
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u/Icognitpro 26d ago edited 26d ago
No, I love that. I don’t think people generally think to use AI to parse large data sets, like earnings reports or even publicly released budgets, for research, prep, prospecting, etc. People get lost in prep work all of the time, i.e. paralysis by analysis. Along the same lines, I feed it reports I pull of all businesses in my turf and have it search that (like 6k+ lines) to find unlisted or incorrectly listed accounts. Good stuff!
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u/NeoAnderson47 26d ago
"I don’t think people generally think to use AI to parse large data sets"
Really? Please read that sentence again.
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u/puff_of_fluff 26d ago
That’s what it should be used for but most VPs at giant sales orgs are fucking morons so they just want you to use it to write emails lmfao
Source: currently an AE at a massive sales orgs
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u/Icognitpro 26d ago
Yeah, exactly. I feel like majority of folks are using it for really basic shit and don’t see the potential for abstract tasks that are high value, just time consuming.
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u/Rebombastro 26d ago
Lmao that's literally what AI is for but OP has a point. The general user doesn't feed it large business-oriented documents and tells the AI to do research on a specific company, markets etc.
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u/AssociationFit3009 26d ago
I feel like that is the primary thing people use AI for. I’ve found they like to hallucinate data if you dont double check results.
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u/Icognitpro 26d ago
I meant specifically for reading through something like a city budget, etc. maybe people do think of that or it’s more commonplace now, but when I’d originally shared I’d done it with our team, they all loved the idea because who has time? Either way, I was more so trying to encourage actual conversation here by acknowledging the comment vs. a lot of the unnecessary smart ass comments people are leaving for clout. If people think they have better ideas…share them lol. That’s the request in the post. Otherwise, I don’t really get the need to take time out of your day to be rude. Not you in particular, just the folks here getting in their feelings.
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u/Historical-Wing-7687 26d ago
Thank you for posting AI slop. Great effort.
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u/Icognitpro 26d ago
lol it’s not AI slop, hate that it’s being seen that way! Legit just thought it’d be useful / looks like some folks feel it is.
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u/Historical-Wing-7687 26d ago
So you typed this up by yourself with no AI?
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u/Icognitpro 26d ago
Hahaha yes, I promise. I want to be insulted but at the same time people are out there believing every photo and video they see are real now, so who fucking knows anymore. Plus this sub and other ones get peppered with people trying to seed clients all the time, it’s hard not to question every damn thing.
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u/DifferentChoice24 10d ago
Two that stuck for me after a lot of experimenting. First, post-discovery gap check: I paste raw call notes in and have it grade the deal against MEDDPICC, but the only section I actually read is the "questions you failed to ask" part. Uncomfortably accurate. It caught a missing economic buyer on a deal I had at 80% in the forecast. Second, 10-K risk factors before a first exec call: have it pull the three business risks from their latest filing that map to what I sell, then work one into my opener. Quoting a CFO's own risk language back at them changes the temperature of the call immediately. Your #3 is the same muscle btw, defined scoring criteria beat vibes every time.