The AI Edge
Book

The AI Edge

Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition (Jeb Blount)

Jeb Blount and Anthony Iannarino
Wiley, 2024
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Salespeople who embrace AI will have a decisive advantage over those who don’t, say experienced sales authors Jeb Blount and Anthony Iannarino. Selling still requires interpersonal skills and a human touch that robots can’t emulate, but AI empowers sellers in many ways. It can reduce guesswork and drudgery by performing low-impact administrative tasks and customer research, or even by developing a planned sequence for contacting prospects. Blount and Iannarino assert that salespeople will be left behind if they don't learn to harness AI – and then, they tell you how.

Summary

Artificial intelligence will transform sales.

AI will transform the world of sales. Most salespeople will use it as an automation tool to ease routine tasks – like updating contact information in customer relationship management (CRM) software applications. As AI becomes more pervasive in business, salespeople who use it well will gain a competitive edge.

However, some companies will mistakenly apply AI to every aspect of sales and service. If you depend too much on its robotics, you’ll be at a disadvantage against salespeople who maintain a human touch – and who master the art of nurturing good relationships.

People have four types of intelligence: innate, acquired, emotional, and technological. Possessing a high level of innate intelligence is a competitive advantage in sales, but only when salespeople combine it with acquired technological and emotional intelligence. Technological intelligence is the ability and inclination to adopt new technologies such as AI. Emotional intelligence is a mental portfolio of interpersonal skills that are critical for developing and sustaining relationships. Unlike machines, humans can be emotionally intelligent and...

About the Authors

Jeb Blount, who runs the sales training company Sales Gravy, is the author of many sales books, including Fanatical Prospecting and Selling in a Crisis. Anthony Iannarino, who wrote The Lost Art of Closing and The Only Sales Guide You’ll Ever Need, publishes daily at thesalesblog.com.

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