From Structural Engineering to AI-Enabled Sales

My name is Manoj. Actually I am an account manager for a company called Midas IT. So Midas IT build like software for civil engineers basically for finite element purposes.

So I started my career like as an engineer. So I was doing like particularly bridge designs or building designs as a structural engineer and then I moved into the company called this Midas IT and started helping them as a sales

engineer selling these softwares eventually I build up the career and become like the sales account manager for this company so currently I'm managing like four sales reps and also like I'm handling like 60 accounts for

our company which are in the UK so my introduction to AI happened actually

Why Sales Reps Needed Better Support

like last year so from there I started like building like small tools so what happened like we are in like a small office in Warsaw so office was built like in 2024 and then we had like small like office in which like small staff and very young people are coming in and we wanted to grow the market in Europe

up for this our products and then like very young sales reps are coming and as you can imagine like our softwares were like very very niche and these very technical softwares and young young reps directly coming from let's say any university which don't have like any background sometimes they are coming from like economics background or business background and telling them about the software explaining them how to sell this software it was like a task for us and then

as a engineer and a sales engineer in the past it became more of my responsibility to make them understand why and how to sell the product they are about to sell or the job they have in on their hands so basically that's where AI started helping us in building these small tools for our sales reps which we could actually give to them directly and they could like use it and try to feel like okay something is there in their hands they can use they can directly take a track from so I could have built it like a small presentation as well but i wanted to actually show you in live what

Building an AI-Powered LinkedIn Lead Assistant

kind of tools i had and firstly i would like to show you like when we are doing like sales so our kind of system is basically revolves around linkedin so many of our like principal engineers or let's say senior engineers engineers who can buy our products they are mostly on linkedin

and in the uk there is very strict laws regarding to let's say data protection policies and you cannot just directly call anyone and you need to have like their permissions even to send an email to them so this kind of troubles we had but linkedin was like an open open let's say market or open place to find like leads and then yeah and then it was like for us it was like very very very important to have something for LinkedIn but when I

started building tools around our product related to LinkedIn the problem I faced was that this the scraping on the LinkedIn that means let's say if you go into the any profile or any let's say company profile or person profile on the LinkedIn, the problem that you will face is that you cannot do much automation around it. So that means you cannot directly take out the data from the LinkedIn profile from any third party tool. So in that way let's say you are doing web scraping or taking out the data from the web, LinkedIn put some restrictions over it and then we had that problem in our head and then we were

like what should we do and these sales reps keep on scrolling through their profiles and couldn't find like much information because they don't understand the software and they don't know which one to sell what should I do with this lead so that's where the whole problems begin and that's how we started to think the solution about it and the plan was to build like

Turning Profiles into Actionable Sales Briefs

a tool which could go into any profile and then give it like a brief summary of that profile to the sales rep so that they have like a cheat sheet in their hands how to approach this person based on the products for the company that we have okay so let's say any profile that you find any person that you find so let's say this person we have so they don't know whether to approach him what message they should send to him or maybe what email this they should send to him

of course he hasn't request accepted my request and we build like a Chrome extension so this Chrome extension actually just goes here and whatever Whatever the number of characters that you want to summarize from this profile, it does the summary for you and on the background it uses like an API from deep seek flash or you can use any API that you want.

So basically what it does, it's just like web page summary for the sales rep and on the background we have given like a very big prompt which includes the complete information of the products that the company has and based on that we give like a score the deep seek gives like a score out of 10 what how much relevant this lead is for you and and then after that it gives like the product information as well that means for this person specifically or this company specifically you should sell this kind of product so that's how the whole system works so basically you just need to see and go and summarize this page

and it will take out the data basically what it is doing is instead of doing manually it's just doing the copy of the whole text putting it in your let's say So putting it in your let's say Chrome extension and then on the background deep seek is running and doing the summary for you and then kind of giving like a score out of 10 for each product. So sometimes there could be like leads which are relevant for multi products like you can sell them this and this as well. So it gives like out of 10 how much relevance they have for each kind of product as well.

And then for sales reps, of course, we had like what should be the email they should be sending, what kind of pain points the lead can have and what kind of LinkedIn message they can send to them. So this kind of information we can directly find from this.

Lead Data, CRM Integration, and Compliance

and it was quite easy for us to build as well because in Claude we could have just we just gave like input build me a Chrome extension and which should do this and actually Claude actually if you have the access to API from HubSpot you can yeah so our company he usually does not allow free access to API to all the the users and only like they don't want to take i wanted to actually push this to crm as well so you could have actually and then one thing we can add in this is like you can directly connect with

lucia as well so if you are like aware of sales like b2b systems there is an app called lucia which gives you like information contact information of the person or the lead based on GDPR compliances so it's like some of the engineers and in the Lucia's case actually most of them have given their access to let's say emails or let's say their contacts directly in some engineering network and then you can actually find their information quite easily as well I'll show you how

Finding New Contacts Beyond LinkedIn

so next task for us was actually let's say if they don't find or contact you or let's say they don't reply you or they didn't use LinkedIn much how to approach them so many of people have actually put their data on some engineering networks which you can take from Lucia and

then we could build like tools like this where it's like a very simple application in which you can connect with a service called Lucia in which you have given an API key and that key actually goes into LinkedIn find the company domain whatever you have put you can put like location UK or you can put even city as well and then you will find like okay in this company these are the number of people relevant for you and from there you can actually find the their email addresses and also sometimes their phone numbers and everything is kind of GDPR compliant as well so that way our sales rep could find like new leads new contacts to reach out and sometimes they were able to even close the deals as well for that

so I'll show you how this works so basically this is like let's say I have a meeting or let's say even it can work for me as well let's say I as an existing business manager I have a company and I go and have a meeting with them and I want to know like okay in this company who are the guys who are the people who could be very relevant for me so I could just put like a domain I can put the location of the company I can have the filter of like how much deep you want to go in the research there is an of course API key and you can put like filters so over domains is like revolving around different kind of products different kind of engineers so you can put like filters in this and then I just find people and you can see like you can find like the whole list of people that are available and they have given their contact informations directly to some engineering network and you can actually get them directly as well so of course

you can just select all of them but if i'll show you how to get any email so you can get like some email address or phone numbers directly here and of course i found an option to export everything as csv and of course you can push them to crm as well directly and you can contact them one by one and for your sales staff you could have like like a cold cold email stuff so this was like something and other applications we could build for our like

Protecting Existing Accounts with Usage Insights

sales staff and then after this like as an existing business manager my problem was like let's say I'm handling 60 50 60 accounts in the in the company for the company in the UK and sometimes it happens like some competitor comes in and start to like convince these my existing clients that I sell to that please use their product not ours and in the long term it's like a business risk for me my sales targets won't be reached so what I do I basically check their

usage quite regularly and I found like a system which could track the usage very well for them so we built like this application which was quite similar to slack in in in the way it works so it's like a application dot exe file that completely runs on windows everything was like locally stored and you could have just simply checked what kind of systems what kind of companies you have in the whole list like this so based on the companies that you are handling what's their score what's their usage and basically what I really love is that

action center that it was automatically suggest like it could suggest okay this is the company now that you need to reach out immediately because compared to last month their usage is decreasing and previous ones again it was decreasing so you could see the trend that okay usage is keep on decreasing so this is your primary goal now to go and reach out to them and check if the competitor has came into the market or they have been able to take take the attention let's say of the company and then you could have secured like or you could have like judged the risk involved in these kind of things or in these kind of sales very easily so all of them i was able to easily able to control and the best part i could

find is like i was able to print like a usage report and let's say if some companies having like some shortage issues with the licenses etc i could control their usage report directly from here and all of this everything was built using cloud and chat gpt and the basic prompts were given and nothing nothing serious was given and keep on repeating the process and these kind of tools we were easily able to build and every month or every week we could just download the you can say the raw data from our website and just feed it into this system and we got like high -end kind of usage reports that we were able to use so these kind of basic basic tools that we could give to our sales reps that was there and one another interesting tool yeah okay five

Sales Forecasting and Content Creation Tools

minutes okay yeah so one another interesting tool that we could build and control everything was this forecast of the sales of course you have CRM to to control these kind of forecasts, but actually this is using like a Google API on the background.

So basically you could upload like a number of users, different users on your Google sheet and from there it could connect all of them together and they could put like their forecast forecast and sales forecast and you could easily as a sales manager,

my sales manager could easily check like, OK, this is the forecast that we have for this month and for the next month and for the whole year.

Using Local AI to Transcribe and Repurpose Video

And few more one last tool I would like to share, which we found very interesting and could run like a local LLM. It was like I think it was this. it's called subtitle edit it was open source present on the gate so what it

usually what it does you just need to upload like a video on this and it could run like a local LLM system in everything was running like locally and it could take out script from the video so you could transcript the video that you don't have the text for so let's say if you have some tutorial session or if you have done

like some sort of maybe video or like let's say talk somewhere and you don't you just have the video and you do not have like okay what's the transcript of that or if you want to use the content of that video to build some landing page or if you want to build the content of that video to maybe cut some parts and build like a summarized version or maybe some kind of advertisement or maybe something to attract some attention so what we

usually do we upload the video in this run a local LLM which this app already has and you just need to download that and it kind of takes out the script and then you take out that script as an SRT file dot a text file and then just feed it into your cloud or chat gpt and ask it okay build me a landing page uh based on this talk

and it was able to kind of give us really really good kind you can say landing pages you can use multiple cloud skills that could do that for you and similar way we could do like a lot a lot of I would say tutorials give tutorials and give lot of landing pages for our different kind of uses so that's another tool that you will find quite interesting and I have like whole list of

Closing Thoughts

tools that we built but yeah yeah but yeah I would say like I would like to end my talk here and it was lovely to speak here it was like my first experience and i hope it was good for you cheers