The Prospecting Masterclass ep. 31
Hey there Croners! Welcome back to The Prospecting Masterclass, the original Crono column that gives you insights and tips from the best minds in sales.
With extended expertise in sales, tech and AI, Jérémy Grandillon has built TC9, his own sales agency to help sales. In this interview, he shares with us a few tips & tricks to master AI in sales.
Hey Jérémy! quick one to get started: 5 words to describe yourself...
My new headline: Let AI do the heavy lifting (sorry that 6 words haha)
Can you give us a brief overview of your career? How did you land on sales?
I started on the tech side, I was an IT consultant for a while (tech has always been around!). But at some point, I knew that I needed to move to the business side to gain responsibilities.
Nothing better than sales for this!
So I started as a Biz Dev in a tech startup, and I rapidly got the opportunity to build the entire Sales department for another startup.
I made all the mistakes possible during 3 years, as Head of Sales. And now I’m sharing as much knowledge as I can!
How do you see the evolution of AI and automation in sales?
Wide question!
AI models become smarter and smarter, so I think we will be able to delegate more and more tasks to tools.
I think (and I wish) these tools will help us to be even more accurate when reaching out to people, by finding the right intent signals. The ultimate goal would be to always be there when your prospects need you.
Timing is so crucial!
How can salespeople prepare for this evolution?
I think that sales pros who will get the best out of AI are those who aren’t looking for any shortcuts.
AI amplifies our skills, but you still need to get those skills in the first place!
Otherwise, how can you craft the best strategy? Or qualify the output? The best way to be prepared is still to improve our skills and know our targets.
Do you think there's still a way to stand out in full inboxes? what are the key rules?
I think we need to return to more simplicity. The key is to be relevant.
Having fancy strategies like finding the most famous restaurant in your prospect’s location is really cool, but if you’re offering something they don’t need, it won’t help.
So the best way to stand out, in my opinion, is to be relevant, keep it short, and add some social proof (they don’t know you!).
