Introduction

well i don't have a presentation it's it will be more like showing you some tools that i think you will find i hope you will find useful um well i don't know if any of you um work in sales or you have your own company yeah you do okay and anything anyone else or are you all developers or okay nice i think then you will you will find this uh interesting so today

I'm going to talk about selling in the AI world.

Meet the Speaker: Andrea Suarez and AiMate

First of all, I'm going to introduce myself a little bit.

I'm Andrea Suarez, I'm a co -founder of AiMate, that is an AI agency and we help businesses to implement AI through different services.

So we do AI trainings, we are actually partners with SAP for that.

We also do AI consultancy services where we do assessment to find where AI can be implemented in companies and then we do the development of the projects since really easy workflows like anything workflows until bigger projects like building full software ATS.

I don't know If you know what an ATS is for human resources, well, it's kind of like a CRM for human resources with a lot of AI features.

So we kind of do like the whole service for companies.

But before that, I was working on sales for some years. years, so thanks to AI now I'm able to be way more productive.

Selling in the AI World: What Changes and What Stays the Same

Actually I don't think AI has changed a lot the sales process. I think it's still the same kind of like if you see the sales funnel, it's still the same.

I think sales is about building trust, building connection, knowing what the pain on your client is and matching it with what you have to offer that's still the same this hasn't changed

because of ai but what has changed a lot is how we how we sell how we approach our leads how we connect with them um so that's what i'm going to to talk about today okay so i'm going

to tell you give you um some of my secrets let's say okay um so as i was saying uh the sales funnel is still the same so it's about build generating leads building a database qualify qualify those leads outreach like building a connection um have a conversation with them

prepare prepare the meeting have the meeting do a proposal or it depends on on your sales cycle follow up until you finally close the deal that is all that we want okay so uh first of all

Tools for Lead Generation and Building Databases

i'm going to give you um some tools they are not all ai tools of course but they are are tools that some of them are pretty new that we can provide now easier.

So first of all, for building databases for the lead generation part, now it's way more more easy to build our database and we can do it in a more, much more qualified way.

Intent Data and Competitor/Visitor-Based Lead Sourcing

So there's tools where we can create, we can get leads from revealing anonymous website visitors or we can build watch lists from all the leads, all the people that have interacted with our competitors for example or detect intent signals like job posting like for example if I wanted to if I was selling a CRM system for

example what I would do is go to build with which is one tool that we use for building databases where we can just download a database with all the HubSpot users for example okay so all of their clients and it's um right now really easy to

Watchlists and Signals with Lemlist

to get okay other tool that i use a lot for um building databases is lemlist i don't know if you know this one or if you've heard of it yeah um right now they have a really cool feature that it's called Signals, where we can create a watch list on all the companies hiring a specific role.

For example, if I was selling a sales software, I would definitely use this one and find all the companies in Spain, for example, hiring sales reps. Or here, as I said, companies that have visited my website.

all the people ghosts that are coming to our websites are my leads and also I can steal leads from our competitors or even leads that are engaging with some influencer on LinkedIn that is talking about the pain that I'm solving so now

right now there's really really nice features and nice tools that you can use to generate much more qualified leads okay then we're all clear in in this

Qualification and Enrichment: Narrowing to High-Fit Leads

part okay and then we have the qualification part which is I think it's very obvious and if you are AI users I'm sure you've you've done some similar use use case so right now what we we can do using AI sales tools is out and reach a

lead data from multiple sources so starting from a database we are able to find not only phone numbers emails that's very obvious but also some other information that can be nice to to to know okay and then of course a scoring based on our ICP feeds and I just want to show you real quick here so I for one

client what we've done is we've we've downloaded database on all the websites all the Shopify website in Spain and then in just like one minute we had from 44 ,000 leads we cut them down to 9 ,000 qualified leads based on their criteria okay so right now it's so easy to to do this part yes exactly so we

downloaded all the Shopify websites in Spain and then we qualified them because because they only wanted like fashion, retail, Shopify. Also, they had to have a specific number of followers on Instagram. So we enriched that part.

We qualified them to actually not lose time on those leads that are never going to buy us, okay?

Outreach at Scale: Automating LinkedIn and Email Sequences

Then we have the outreach part. but right now there are so many tools that cannot make the outreach part maybe not only on on calls actually lemlist that is the tool that I show you for the The signal parts is also a really cool tool to automate your LinkedIn email sequences.

this this is funny because I'm not I'm not a fan when an AI chatbot calls me

OK, so what it let us do is so starting from this lead list that we got from a watch list when we qualified, whatever, we add them here and all the process is automated. we can send automatically the invitation once it's accepted we send them some some LinkedIn messages we can a be test as well the the messages to see which one will work best and this works on LinkedIn email so you can for all the

b2b people is a really nice tool okay and then we've got the meeting

Meeting Preparation: AI-Powered Briefings in Minutes

preparation so hopefully all this process has led you to some meetings some demos and so something that I do so I before AI what I would do to prepare a meeting is go on LinkedIn search for a person see who I was meeting with search online search on the website their products their competitors whatever I

Using a Claude Skill to Research Prospects and Build an Agenda

I want to show you well do you use cloud a lot yes yes some of you so so we've created a skill okay where we just add the email of the person that we are going to meet with we gave here in the skilling cloud some instruction on the information that is key for us okay so for example you have to get the actual the role like there's responsibilities like all the information that we want and in seconds so here you can say hey i have a meeting with this person and automatically like in minutes it created

this document right here okay so it says what's the context of the meeting what's the contacts profile what's even their communication style seniority some companies a snapshot like what's their income what are the sales channels employees um what are their um operational complexity the tech stack this is very important for us as well to to notice um some intent intense signals pains and opportunities where ai can be implemented um and then well it researchs the the person and then this is really important that it prepares us for the meeting it's also giving us

like some openers some icebreakers the suggested agenda three questions that we can ask during the

meeting okay 1so well before it took maybe 30 -40 minutes to prepare for a meeting now it takes one prompt and two minutes to discover all of this okay so this is the meeting preparation

During and After the Meeting: Recordings as an Automation Trigger

part then we have during the meeting so uh definitely what i recommend here is a recorder of course recording all the meetings uh not for the meeting is itself self but for what comes next because you can automate your proposals your follow -ups next steps emails all that can be automated if you record the call okay so what actually i'm going

Generating Proposals from Call Transcripts

to show you is another cloud skill that we have for a meeting proposals okay so to show you it's It's actually the same client as before for the meeting preparation, for the meeting briefing.

So I just added here a PDF with the call recording text. I just said I want to do the proposal for this client actually before I prepare the skill telling what information I want in the proposal, of course, the branding guidelines that we use, the instructions to generate the proposal, but just from this context right

here in actually minutes it also created a full proposal for a this client okay yeah and this was just in some minutes okay and then well then we have the

Closing and Post-Sale Automation

closing part that is everyone's favorite part of course what we can do here I I mean, we can automate contracts, we can automate the onboarding once the sale is done. So there's plenty of more tasks that can be automated or can be more productive once the sale is done.

Conclusion

And that's it.