28: AI Friend or Foe with Trish Bertuzzi

hey everybody it's john barrows with j barrows consulting on make it happen mondays happy monday everybody hopefully everybody got a great weekend uh and today's a holiday but it doesn't seem so uh trish and i were just talking about this i would but regardless i am thrilled to uh share with you one of my great friends here trish bertuzzi uh with the bridge group but to introduce trish tell my audience a little bit about who you are and what you do um so that i mean most of them probably know you but what's what's the overview all right so here's the deal i am the ceo of the bridge group and we are a sales consulting firm uh we focus on sales development inside sales and account-based strategies i'm also the author of the sales development playbook if you haven't read it what go read it because it's really good if i say so myself and i like john said am a friend of his yeah absolutely we've been what has it been about i don't say eight years ten years or something like that at least at least how long you head your business um so i've been doing this now i've been doing jay barrels for about four and a half years but i was doing it for about three and a half years before that and i was a bachelor before that yeah there you go long time long time but and the other thing for those of you who are listening we're both boston uh boston kids here so uh one of the big reasons i like talking with trish is uh there's no bullshit involved in these conversations and um and by the way if you haven't um just put it in context here for my audience too trish sets up uh sdr organizations and gets a movement in the right direction a lot of times i come in and throw some fuel on that fire to do some training uh to because the methodologies and the approaches align quite directly right yep not only sales development don't forget inside sales and account-based strategies yes indeed and that's actually one of the things that we're so we're going to talk today about um our session coming up here at dreamforce so we were asked by dreamforce quotable specifically to do a session on artificial intelligence and you know i was like yep absolutely i'm always willing to speak i'll speak on whatever the hell you want me to speak especially if there's a free ticket involved there but what it actually got me thinking i'm like you know i preach i talk about artificial intelligence in the form of hey pay attention to it right because i'm seeing stuff out there that is a little concerning for me for sales reps that aren't paying attention but what i realized as part of the process here in prepping for dreamforce is i don't know shit about artificial intelligence hey if you don't know shit i i know less than shit which is shit less but but the what i which i think is a good premise to start from which because i think there's a lot of people out there talking about ai and and they really don't know what they're talking about and i think reps are and managers and organizations are sitting there saying okay what should i do with this like how should i how should i be looking at this and that's part of the dialogue today um that i'd love to have is to really prep for this dreamforce session but also share some of the stuff you're finding out right now with your research and um getting these reps to you know and everybody who's listening here some insights into maybe the direction they should be heading because that's what i'm excited about for this dreamforce session we're going to bring doug landis into this who is much more well-versed i think than both of us because he works for an emergence capital and they invest heavily in just ai companies right right you want some data around that very fact yes please i have a cheat sheet though so don't think i'm smart because i'm not all right let's see currently 1031 ai startups are listed on angel list with an average valuation of 5.2 million which equals nearly 5.4 billion in venture capital investments right yeah like they're worth 5.2 million but they've been invested in to the tune of 5.4 billion that's a million to a billion like obviously vc firms are going in hot and heavy they absolutely and and so if you and that's actually a great way to start because if you follow the money that's where the industries are going right they're not all the money yeah there's going to be future oriented value so yep um so what are we talking about here i mean let's again the framing the ai discussion right what is ai and then there's like the four components of it uh there's machine learning there's automation just general automation right artificial intelligence and then what was the other one um bots what's that bots bots yeah and stuff like that so um i mean i'll kind of my perception is is and from what i'm understanding artificial intelligence is the umbrella to all of them machine learning is a part of artificial intelligence um and all these different things are you seeing anything that helps clearly delineate or help us identify what those different pieces are out there i think everybody's super confused about what the definitions are and i actually had them and i lost them but so from memory i'm going to go with it so machine learning is when the machine learns right the more data you put in the smarter the machine gets the more it can react um artificial intelligence doesn't require sort of that input it takes data from many different sources and delivers up uh what you're looking for whereas bots and let me tell you do you find bots annoying i'm finding them yes um but only because they're overused now i'm noticing those bots where sometimes they are very helpful in the sense that when i need something it gives me that answer but people are putting bots all over the place and it's starting to bug the bug the shit out of me bug the shit out of me did you ever scream at a bot scream are you freaking human because you're not understanding my language and i'm just trying to book this meeting can i just have a and i had to unsubscribe and i had to say i'm unsubscribing are you a bot or are you human but either way get me off this list yeah well people are botting well it's funny because uh especially the artificial intelligence have you been fooled i mean on the assistant have you been fooled yet on the artificial intelligence assistant yeah that's why i'm telling you i was i like had to like yell at this thing well my god if you're a person i apologize but if you're not well i do realize the um uh the only way i've actually picked it up a couple of times because i've been fooled a few times going back and forth which again if it's a simple calendar thing like i'm all for automation right but where i figured it out is when uh time trade specifically right so when you send them a time trade or your calendar share link they come back with hey i'm not sure i'm sorry i didn't understand your last email i'm like what the hell didn't you understand about my last email click on the fucking link and and do something and then it's like and then it's and then all of a sudden it dawns on me and then you look at the the url and it's you know company name dot ai or something yeah yeah so i know you do this you love to be a provocative you just love it john bears you love it so i know you were quoting stats to try to like to get conversation going you're like we're all gonna lose our jobs it's all gonna be automation oh my god right yeah but you were doing it to be provocative right to a certain degree i was to get um what i'm saying i don't think we're all gonna lose our jobs and that's why i start off all my presentations with death of the average sales rep because i think the average sales reps the ones who are cranking out template emails you know making their generic cold calls and those are the ones that i think are gonna lose our job now you should lose their jobs now well true but but at the end of the day we're still in this world where okay people throw people at the problem right and and that's still somewhat of an acceptable solution in a lot of ways whereas i think we're in in the midst right now of shifting to you know throw tech throw a little bit more technology at the solution that technology isn't really there yet in a lot of ways yeah but i think in the not so distant future you're going to be able to throw technology at it and it's going to be able to figure it out a lot faster all right i got my cheat sheet again i got my cheat sheet again you ready for another stat yes while 16 of u.s jobs will be lost over the next decade as a result of artificial intelligence and technology 13.6 million jobs will be created during that time due to the trend that's out of from forrester like it hey didn't johnny carson or of course that just showed how old i was like um i don't know jimmy fallon or whatever don't they have like some little dweeby person like me quoting stats and holding up notes all right so now i'm your straight man like when did that happen i love it but but i mean those those stats are are i i guarantee that's the case because you know the technology's always displaced jobs but also created jobs the question is what jobs are they creating you know and i think that's where from a and i want to focus on sales on a sales rep standpoint on like what should i be focused on because like as an example um you know i'm seeing super customized emails come out that are a little bit hit or miss in some cases but an ai bot is getting damn close to that artificial intelligence address the assistant thing so the qualification phase where they send out an email and all of a sudden it kind of goes back and forth a little bit and really qualifies the prospect before it flips over yeah what would you suggest to a rep right now we'll talk reps and then we'll talk companies you know should does it matter to me right now like should i be giving a shit about about these tools and technologies right now or do i have another five to ten year runway of doing my thing and just trying to be a really good sales rep i think should you be giving a shit you should keep your finger on the pulse of what's going on in your industry any good rep will do that anyway so i don't know if that falls under the giving a shit category or just being like well it's amazing how many don't i know it's true right how many don't self-educate i mean i think it's something we need to be cognizant of and continue to educate ourselves about but like if i was a rep and i was writing a gazillion customized emails every day would i be interested in my company giving me a bot that maybe does some of that work for me not saying i just click the button and off it goes because like you said they're not perfect yet but if it could get me 80 of the way there i mean i think that's a huge productivity gain so in that instance i think you know that's an interesting thing from a rep perspective but you know you're never going to take the human out of selling that's why i'm not panicking about this i think it's just going to make us better and i hope you're right and i i tend to agree with you this is actually something interesting um a few months back i went to gary vanderchuk's you know his his 4d session he's got this deep dive thing right where you can go for 10 grand and you can sit down and all his department heads come in and they give you their overview of what they're doing for some of the hugest brands in the world so social brand building you know personal brand all this stuff and then gary comes in at the end and he does a with everybody so there's like 15 people at this conference room table and i'm you know we get to ask gary a question that's awesome yeah it was super cool how many times did he say fuck uh more than me more yeah um so but one of the things that uh really my question was about artificial intelligence because to your point i've been freaking out about this for a while like you know yeah uh you know but what he said he's like run with it right he's like don't don't try to fight the customization because they're going to be do it better better faster than you are be the person that audits the ai message before it goes out the door exactly what i just said that human element right that says yeah you know what a human wouldn't have said that you know what i mean that the the empathy or the the context of the message needs to be scrubbed a little bit before it genuinely goes out there to to reach out to people i think that is is spot on as far as staying on top of it and using it and leveraging it but also figuring out where the human element um is still very viable yeah hey question you just made me think of something do you watch black mirror no i don't what is oh my god it is so good you have to watch stream it on netflix it's amazing it's it's like a modern day version of um you know the guy the science fiction though the rod serling what was that oh god anyway all right so it's anyway it's a some of you pray to god you know what i'm talking about so i happen to watch one of the um and it's every week it's something it's a different story so last night's story was this and i'm going to tie this all together i swear to god so this young couple married couple madly in love he dies right he leaves her one day to go do an errand dies in a car crash she's devastated her friend and this is set in the future not like crazy crazy future it actually looked like now but it was obviously the future you know 10 years from now let's say her friend sets her up with this signed her up for something where she now over email communicates with this bot who is her dead husband like no no no listen to this he took and how the in the bot sounds just like him took everything online about him everything everything everything everything ever he put on facebook anything so he's got the same nuances the same sense of humor the same this the same that well she goes to the next level and gets the beta version and the beta version is a fake him like him yeah right and at first she's thrilled because you know whatever she has him back and she can touch him and all this other stuff but eventually she's like you have no context you have no history you're what he was online you're not him yeah right huh interesting yeah tie it all together remember pet cemetery it's kind of like oh god yeah yeah you i'm not kidding though anyone who has never seen black mirror it is phenomenal and it's like um the twilight zone that's it there we go okay all right yeah that's what it's like modern day version of the twilight zone nice yeah and i think you're on it something i mean that's why i pay so much attention so here just from a tactical standpoint one of the things you do you use feedly no all right so feedly it's the rss aggregator right right so i i have a folder in feedly called ai and and i follow all the people who are talking about ai type of stuff and trying to at least stay up to date and then from a technology standpoint how it relates to sales and this is one of the things i wanted to dive in with you here as well which is you know so you use chorus right yes don't get me going no so and and so chorus has an ai component to it i'm going to frame this a certain way because what i've definitely learned as as i dive more into ai and and what the impacts are and everything else the one huge thing that screams out to me is that you have to have a massive amount of data in order for ai to really have an impact so the small businesses they have a challenge with that because no matter how much stuff you put into your crm it's not really enough data for ai to say okay let me do this but when you tie your data out to the masses and almost crowdsource it and compare it to others that's when you start to get some really interesting intel from ai of how almost benchmarking stuff to say okay your your industry you know you fit this profile let me go out find out everybody else that fits that profile and marry you up to some of the same challenges here some insights so walk me through how chorus has changed because you've got i've heard you talk about it it's like a it's absolute for you you record every call you write a conversation you get insights into that conversation so how is ai folded into something like a chorus like a tool like that and how so so this is the funny part because i don't know which parts are the ai which are the machine machine learning but i'm going to tell you why i'm passionate about it and there are other i mean obviously i'm biased about course there are other technologies that are um in the same category which we which we put under conversational intelligence okay but um and also let me say that every time i do record a call and i do record every call the people know they're being recorded there's an announcement to announce that they're being recorded i don't want anyone to think i'm illegally doing it okay so here's the reasons i do it one is so that it's my memory bank right today i have five sales calls well i'm not the brightest bulb on the tree i can't you know what did we talk about where do we go and how did we do that all right so it's my memory bank two when i go to do a proposal i can use the exact language that my potential buyer has used because not only can i listen to it in the recording it's immediately transcribed so i can actually see the written world written word three as i'm on the call i can tag sections of the call and say objection competitor whatever so if it's an hour call i can go back to specific things that might impact my sales process for when i hand when the buyer does become a client and i hand it over to a member of my consulting team they hear every interaction that i've ever had with that potential buyer all joined together i might add they can listen to it as one continuous yeah okay okay when am i on four five um it automatically says to me it automatically tags certain things that i've asked it to decision make her time frame competitor whatever it is so i don't have to go looking for it it automatically tags it um let's see what else well and how does ai because there's one thing about the recording and you can tag stuff that's more of a retroactive thing or yeah how does the ai piece of it help okay as soon as i hang up i get an email that says here are all the next steps you committed to okay that's cool right i mean it's like pronto next steps that i committed to it does that by the way do you have to say next step i do not don't new interesting yes okay in the future and this is what i'm going to be excited about um they're going to um also include nlp so it'll also say to me on the bottom of my screen it'll say you sound bitchy or you sound you know tired or you know whatever it's going to incorporate nlp which will be very cool because you want to keep your finger on the pulse of what you sound like absolutely that'll be cool and actually just pause there for a second for those of you don't know what nlp is it's neuro linguistic programming on how we communicate if you want to book on this one uh selling with nlp the unfair advantage go check it out on amazon yep yep there's another thing too so i'm probably not the perfect you know user of ai and you know i've got my own particular use cases but i did get um several of my clients and one is top of mind with me so they sell into a very competitive space and so every every single deal is competitive and what used to happen was that in the in the managers one-on-ones they would sit down and they'd talk about the competitive deal once it hit the forecast which is usually what one-on-ones are all about it's already on your forecast and they would talk about how to win the deal well now they're using course so now as soon as the competitor or any competitor is mentioned that conversation is tagged in email to the manager so the manager starts having those coaching sessions way before one-on-ones in the forecast so their win rates guess where they're going nice yeah so that's i mean there's that's cool it's very cool and i think that so the other component again of ai machine learning is that you have to put the data in right so i think one of the things one of the things i want to walk away from you know our call but also dream force and the people who are going to see us between forces you know what areas is artificial intelligence impacting sales and then what do you know how can i kind of try it out and screw around with some stuff and then what do i need to be doing to make sure that the data is is valid enough for the ai to be able to scrape some yeah right so it's kind of like um you know what you brought up with the next steps the reason i asked is because there's um you know whatever what's that um uh the transcribing software where you speak into it and it's and it automatically transcribes for you oh it used to be called um used to be it was by dragon systems yeah exactly dragon software right so so but you would have to say certain like you would have to say end paragraph next thing right to training it and then you'd be able to and then it would learn right so that's an example of machine learning whereas ai it sounds like you can just pretty much speak in normal tones and talk and it's going to pick up stuff and and push it towards you or recommend things right right so the three three areas and correct me if i'm wrong on this the three areas i see ai really impacting sales is one on kind of the account based thing of of suggestion so taking the scoring of leads if you will to the next level to say hey these clients are prime for you to call because they're kind of in the buying window if you will yeah then there's the crafting of messaging and stuff like that which again i don't think is there as much and then they're forecasting of okay these deals are in jeopardy or this just came up so you should be you know you should be thinking of this because we're comparing it against you know what you've done in the past so those are three areas that we should be paying attention to yeah i mean i think there's more so roy the ceo from um chorus when i started asking him he sent me some um areas where he sees ai actually doing the jobs of human and sales right so conversica is apparently a technology that automatically and relentlessly falls up on inbound leads until it needs human interaction right that sounds kind of body to me but maybe it's better than bot right um people that look for similar customers and do the heavy lifting to get you an intro data fox ever string and nudge you mentioned those three um help teams understand activities and the pattern of activities that close deals people.ai okay some of these i know about some i don't it's pretty interesting right and then predictive i mean you know salesforce obviously is going whole hog with einstein i think one of the most fascinating features of einstein is going to be where they're going with forecasting yeah like if we could take the human out of forecasting oh wouldn't that be awesome oh it'd be so good yeah he's so good i always have this line about forecasting i always used to call forecasting review story time right it'd be all these bullshit stories about a rep what you know and i always knew a deal wasn't going to close when a rep would start off the conversation like well john let me give you a little background on this one let me give you a little context yeah and as soon as i heard that i'd be like all right yeah where's the bullshit yeah so think about it so think about if every conversation with that prospect had been recorded and ai goes into it and flags or delivers back to you all the questions that were not asked no or the steps that were missed seems that to me all right i like that yeah right so let's say i did three calls with j barrow's associate and i missed like a question like who else you're looking at or what's your typical process for buying sir or whatever and all of a sudden it goes three questions you gotta ask so yeah so follow up with them real quick in that email or something like that and be like thanks so much for your time forgot to ask you a couple of quick things you know what else i love and um because we all we all hear about predictive right so they look at your past customers they predict your future customers i like also intent there are technologies out there that um provides you buyer intent so they're always out there looking for people who are searching for things or reading things like you know you might be on somebody's ai list right because you're always doing the research but i think buyer intent data yeah i mean think about that well and that's why i said i think taking the lead scoring to a whole different level right that's a good point yeah because they looked at this white paper so you get five points they looked at this case study you get 10 points who gives a shit that doesn't really show me intent because you know what i mean about inbound and that's why i like the i the idea of the bot if you will replying to inbound like i saw you down with the white paper bullshit yeah because you know at the end of the day that's usually somebody way below the power line and somebody who probably just downloaded for one very specific reason um and really has no intent to buy but based on their other activities and their persona their industry their trends and and those and then you marry that in with some of the triggers that's happening on social and what their actions are now you can really glean some intent i know that's again where that big data comes from right because it's me as an individual as an organization i'm probably not going to be able to generate enough data for ai to make a difference but by connecting ai to all the things that are out there almost a crowdsource component to this now all of a sudden i can start to gain some insights and make a difference right yep yep i want it i want it now well exactly and that's what i mean i think right now um again i'm back on my horse of why i think it's so important to pay attention to this stuff because again not that i think any of us you know who actually pay attention and give a shit are going to get replaced but i think there's going to be huge components of what we do that are going to allow us to be that much better so to your point of forecasting reviews instead of going through line by line as a manager where are we on this deal where are we on that deal whatever the with ai scraping through and telling me hey these are the deals that are going to close and this is what you have to do to close them now as a manager i'm going to have a much more thoughtful conversation with my rep about what to do as opposed to what happens right can't wait yeah okay yeah hey could you do me a favor could you send me over that list of um of tech uh broken down that you got there uh yeah put that in the in the feed here for people who are who might want to take a look at some of these technologies yeah um you're gonna have to cut and paste yeah just send me a pdf all right you want to hear his predictions yeah please yeah listen to this this is pretty interesting once again it's roy ceo of course.ai okay what are the implications of ai to sales he says it may be counterintuitive but i think the more ai becomes prevalent the more real differentiation will come down to people in leadership sales culture motivation process learning and experimentation there are all these execution type habits and skills that were differentiators in the past but guess what you can now install a piece of software that will give everyone the same advantage so the real differentiation will come from how you build an organization that continuously learns and improves and how you motivate to develop and retain people it's fine you know what it's funny that's really interesting because this morning i had a conversation with a client and they're trying to build an sdr i'm going to give you the referral um he just opened up you know he started with three sdrs and whatever and you know they're not seeing the results and so he's on the line so he's he's an executive and he's got a direct manager and he's got three sdrs cranking out and you know they started in august and he's like you know john we're not seeing the results um you know any recommendations here on what to what to do with this team to kind of justify it because i'm getting some heat here that yeah results i'm like well first of all three months of anything i know right you know what i mean like especially he's probably has a nine month sales cycle exactly i'm like give it give it a give it some time here but the one thing that is outside of results that you can focus on is is that team like you got a team right now three or four people and they got to figure shit out so i would be i would do and be doing daily scrums as a manager i'd be like all right what do we want to work on today what's the biggest challenge that we're faced with this objection getting through gatekeepers whatever it is let's come up with an idea of how to address that let's tackle it today do a scrum at the end of the day what worked what didn't work tomorrow what are we going to do right yeah because what i told them was look in three months you know if i'm a senior level executive i'm looking at an sdr team and saying okay what's their worth here right if the results aren't there but i'm seeing them figure things out in the sense that they're crossing stuff off a list like hey we called into this persona with this message and it didn't resonate at all we called into this one we started to get some traction there it's like i can see some of that data and and you know i always talk about split test ad split test everything i love that well now all of a sudden that sdr team that is putting in the effort i'm not just gonna let them i'm not just gonna give up on it because they're not producing the high quality meeting results that i was expecting as an executive and and i wanted to just kind of flip that over to you is what do you see as sdr teams um outside of just the results obviously like what are the core components of sdr teams that are the more successful ones that do validate themselves within organizations um of of you know quite honestly still some skeptics out there that the sdr role or the lead gen role if you will the outbound people you know yeah this is a low level sub certain you know this is whatever you know it's good for us feeder system to our senior reps but yeah this is kind of a necessary evil here what are some of the ones that are doing it right outside of engage with the bridge group um but what are you seeing them do right well first of all believe it or not i don't think everybody needs an sdr team especially for outbound like if you if you're doing great demand gen and you have a lot of inbound yeah you should have someone that's maximizing your return on that investment right and doing something more than just calling the guy that downloaded the white paper i mean it's going to be smart right so i don't think everybody needs it and i think once again i've built my living around this i think everyone just rushed off and built it because they thought they had to and now everyone's going well wait a minute like one of the things i talk to people about they're going yeah we're building an outbound sdr team and i'm like what's your average deal size they're like 5k acv i'm like what are you doing you just need better demand gen yeah right so i think everybody and here's what they did they went oh they have an sdr team and they're doing really well i'm gonna get an sdr team and i'm gonna do really well and they thought they were the one size fits all strategy or you know not to cast any shade on predictable revenue but that was from 2004 you know what i mean that was what worked then it doesn't necessarily work out that was also for salesforce i know i know a company that had millions of dollars behind and could fuck up all sorts of different ways yeah i mean i don't even know if they're so profitable i love that my number's one client but you know they're still teetering on the edge of profitability in a lot of ways and it's like not everybody has that type of luxury to be able to go that far that fast with those type of investors with a product that i know is segmented out in a lot of ways where a million different types of clients can use that right most of us have a product fit for a certain market and i'm glad you said that because the acv to me tells me everything on whether or not a team needs outbound or inbound you know what i mean or both or right here's what else i love and i talk about this all the time because i'm i'm this entire year every speaking engagement i did i was talking about account-based revenue right and how you think about going after that strategy everyone's like oh we're going on that i'm like well where do you want your revenue to come from they're like what do you mean i'm like where do you want your revenue to come from oh yeah 80 of our revenue is going to come from the mid market and 20 from enterprise i'm like they don't put all your eggs in the account-based strategy when you're only getting 20 of your revenue for just get some better damn demand gen in your mid market and maybe start to dabble in abr over here everybody wants the silver bullet yeah it's just not there and ai is not going to be that silver bullet either no it's not and that's that's the thing that i think frustrates me the most and that's when when i spoke at the zoom info summit you know i talked about the missing link between sales and marketing and my presentation was look everybody's been talking about this for years i've been in sales for 21 years i got my degree in marketing i've been hearing about this divide between sales and marketing for i can't tell you how long right um it's still there and people keep trying to throw technology at it it's really a yeah people process technology but it the fundamental piece is the people side right is the teamwork and working together between sales and marketing not looking for that artificial intelligence or that technology solution so this is not all right but we digress because yes okay so why don't you pimp our session yes at dreamforce that's what so this was and i'm psyched to have this conversation because this is kind of a preface to our session at dreamforce um quotable uh is doing this it's a sales summit they call it right on monday yes and they're they're ratcheting back i'm actually really looking to this looking forward to this year's dreamforce because it um i think they jumped the shark about two years ago and there was 150 000 people in there and there's the cruise ships and it was such a mess that i i didn't even enjoy being there now they've ratcheted way back they've actually sold out of tickets and you can't get any more tickets at this point i know um which is i think awesome and all the tickets were 1700 bucks it wasn't even a discount on it so i think the quality this year is going to be significant and quotable same thing i think quotable last year had 45 or 50 sessions or something ridiculous like that this year they're only having probably 20 or 25 yeah and we're one of them and the conversation we're going to have it's going to be you me and doug landis which i'm fired up to get doug on stage very um he's that bridge between the uber geeky tech people that kind of speak above my head and i think where we are with our knowledge of this so i think he's super cute yeah not that you're not i'm gonna be like the i'm gonna be the thorn between two roses ladies so come to our session yeah and he's uh yeah he's the consummate uh yeah even though he's what i think he's like 45 46 years old so i'm 45 he's 45 but he still acts like he's 25 which is why i love um but he's super knowledgeable of this and then we're going to have uh you know you kind of representing the chorus side of the house and the customer side of the house talking about some of those other applications so i'm really interested in this conversation because i'm going to be kind of the the curious one asking you guys questions and then um hopefully educating the crowd based on more of the knowledge that you and i put together yeah i think um we hope to inform and entertain of course always always and cut through the bull and that's what i'm trying to do cut through the bullshit too you know what i mean because i think there's so many people out there and i'm gonna i'll be honest i'm gonna put myself in that bucket for a little bit i was an alarmist of hey whatever but really looking back and i'm like well what was i an alarmist out about you know what i was trying to do was just get people to wake up and pay attention but now i'm trying to be a little bit more realistic of why we should actually give a shit in sales and and what if if we do pay attention to anything and we're not staying on the bleeding edge which i don't think most of us are you know what should we be doing right now to say okay you know these are some of the tools i should be focusing on i should maybe go try get a trial of this just to see what it's like you know those type of things that's why i'm pretty excited for this conversation because i think it's gonna be a real conversation and i'm hoping that people walk away with a lot of intel on this to to say okay this is this is how i should reframe my thought process on ai and we're on monday yes monday sorry monday 11 o'clock 11 11 40 um and i don't know where the location i'll put the details in the in the facebook live session here and also attach it to the podcast when it goes out awesome all right do we have any questions from anyone yeah we do actually uh let's see let's see matthew says he sees trish all over linkedin two of them there let's see what's it wait if someone's saying something nice about me bring that back up matthew mill and tawny uh he sees trish all over linkedin and he's uh yeah he says the two of you are the best ever which is fantastic so thank you matthew that's my favorite name by the way matthew yep that's your son my mom's on hey mom how you doing um and then uh let's see twilight zone michael chimed in with twilight zone yes oh i couldn't think of it it's rod sterling not rod sterling the twilight zone yeah i mean some of these questions are more along the lines of what we had already talked about so nothing nothing like i said i think the the long tail on this one we're probably going to give you a lot more and i'll maybe we'll do a uh before we jump in yeah that'd be awesome we'll be smarter too yeah yes uh any parting words to give the audience or anything uh that again besides checking out your book and by the way if you haven't checked out trish's book please go check it out it is by far and away the best book on sales development and the build out of organizations and how you should be looking at things tactical and strategy stuff so please go get that i'll put that link in the um in the um in the questions as well anything else you want to share with the audience before we get out of here no just like we're obviously excited about this yeah this is like amazing and this isn't like 10 years out this is the train is leaving the station so let's keep our finger on the pulse of what's going to happen yeah and get on that train because if not you get left behind and then it's going to be a it's going be a sad existence i think if you do get left behind because i just in my kind of final words here is i think that what i keep reinforcing death of the average sales rep i think the average sales rep artificial intelligence or not is going to get replaced here a lot faster than it used to be yeah but those above average sales reps the ones that are paying attention oh man is there an opportunity out there to make a difference yep so be one of those all right pay attention to what's happening stay on track ask questions and keep pushing forward all right yep awesome thank you so much trish it's always a pleasure talking high five a little high five i will uh i will see you if nothing else i'll see you in about a month all right all right talk soon bye bye bye you you you you you you you you you you