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How Artificial Intelligence Has Changed Sales FOREVER

Victor Antonio is the author of 13 books on sales and motivation and recently launched the Sales Velocity Academy platform that boasts 500+ videos. He recently published Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling.

In this episode of The Salesman Podcast, Victor explains what artificial intelligence actually is, how it’s changing sales, and how it’s affecting all parts of our modern lives.

You'll learn:

Sponsored by:
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Featured on this episode:

Host - Will Barron
Founder of Salesman.org
Guest - Victor Antonio
Motivation Keynote Speaker and Host of the Sales Influence Podcast

Resources:

Transcript

Will Barron:

Coming up on today’s episode of The Salesman Podcast.

 

Victor Antonio:

2015, there were about, I think 700 marketing technology companies promoting AI. 2020, the number is up to 7,000. If you look at what’s happening today, the customer journey is all about going online and trying to find what they want before they call us. Let’s define the customer journey. The customer journey for me is this, I’m triggered by something, I need to get a new microphone for my studio, trigger. I hate the quality, I’m triggered. I go online. I begin to look at all these different resources then I start kind of narrowing options, right? Okay. I got this brand, this brand, look at this brand, look at that spec and start really narrowing it down and maybe I get to the 90% line of making a decision.

 

Will Barron:

Hello, Salesnation. My name is Will Barron, I am the host of The Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we’re talking about AI artificial intelligence with the legend that is Victor Antonio. And from that we talk about Victor’s book, Sales Ex Machina, his training product, everything we talk about as available in the show notes for this episode over at salesman.org. So with that said, let’s jump right into it.

 

AI and Machine Learning in Sales · [01:30] 

 

Will Barron:

And on this episode, I want to get into I’ve got your book here, Sales. Every time I read this, every time I see Sales Ex Machina, I always want to say Sales Ex Machina. I don’t know if this is something that people pronounce the book wrong occasionally, but since the film came out with a similar name, I’ve been saying the same. But I want to get into AI in sales and I want to start off the show by asking you, Victor, a massively loaded and leaded question, is AI real? Are the artificial intelligent computers planning the demise of the universe right now as we speak. And we can kind of backward from this and see what that means for salespeople.

 

Victor Antonio:

Absolutely. We’re talking end of the days here, Will. End of days. What’s interesting, my background is I started out in engineering and one of my first jobs was working at Honeywell on a torpedo system and that had what they call an expert system, kind of an AI interface, an algorithm to it, and it was a pattern recognition system. If you think about torpedo, obviously it’s underwater, it’s looking for patterns on the outline of a submarine to a time. And that’s why, I guess I got learned about AI and expert systems. But back then, Will, it was tough to develop an expert system because you had to write the rules. If then go to, if not do this. And so, again, it was too cumbersome to programme all that language, all those rules into the actual software and be very accurate.

 

Victor Antonio:

Fast forward 20, 35 years later, really now that I think about it, we have data we’re collecting everywhere. IOT devices everywhere, right? Your watch has data or your phone is emitting data, data is everywhere. Then you got the processing power, the speed and processing power, and then you add storage there, we can now store content. I mean, we don’t even talk about megabytes anymore, we talk about gigabytes terabytes, we’re going to go to petabytes and exabytes, right, that’s where we’re going.

 

Victor Antonio:

So all of this combined and now the algorithm can learn by itself. Machine learning is basically what it means, the machine is learning. Using test data, we can train the machine, say no wrong answer, rewrite some of the rules, and after a while the machine figures it out and it does evolve. This is the part that scares people, right, because it’s the machine is actually learning. But what the machine is learning is something that we can’t do for ourselves.

 

Victor Antonio:

In other words, the data is so immense, so complicated, so convoluted that it takes a machine to figure out what those patterns are. So is it real? Of course, it’s real. I think Kevin Kelly, then the founder of Wired Magazine, said something interesting. He says, “You need to look at AI as electricity.” He called it cognification of everything. Cognification is you take a refrigerator, you add some AI, it becomes a smart refrigerator, right? You take a CRM, you add AI to it, it becomes a smart CRM. So the phrase cognification, he said, “Think about it as electricity. It’s everywhere, and that’s AI. And we have it in our phones, we have it in our computers, every time you go to Alexa, it’s using AI. So AI is really everywhere, but I love that analogy, electricity.

 

How AI is Changing Sales and the Benefits of Leveraging Smart CRMs · [04:08] 

 

Will Barron:

What it does this, again, real here Victor and putting some of the marketing spin of AI to on-site because we’ve all seen every product on the universe now has AI, whether is a toaster or a fridge or whatever it is, right? What does that mean for salespeople and what does a smart CRM offer us?

 

“In 2015, there were about, I think, 700 marketing technology companies promoting AI. In 2020, the number looped to 7,000.” – Victor Antonio  · [04:30] 

 

Victor Antonio:

What happening right now, I was reading a study, I’m going to try to get the numbers right here. In 2015, there were about, I think, 700 marketing technology companies promoting AI. 2020, the number looped to 7,000. What we’re experiencing right now, and that’s just marketing, I’m not talking about the sales landscape or the inside sales landscape, all of this technology, I mean, companies are going mad. It’s almost like the .com, if you remember back then all these companies were being formed, everybody’s investing money in AI. But here’s the problem, everybody’s looking at it in their one degree. 360 get the full picture, but everybody’s presenting their one degree.

 

“If you look at your phone, a smartphone is a great analogy of an AI system. We have all these apps, think about a CRM. The CRM could be your phone, and then within the CRM, you have all these apps that are integrated completely to do whatever you want to do. So how does this all fit in the sales? If you look at what’s happening today, the customer journey is all about going online and trying to find what they want before they call us.” – Victor Antonio · [05:20] 

 

Victor Antonio:

Hey, I got a smart chat bot. Hey, I got the smart plugins. So plugin is everywhere. And so what’s happening now is that there’s going to be a vetting process where a lot of these companies are going to go away, and what you’re starting to see is companies like you look at Salesforce, I think, is a prime example of integrating all these plugins into one system. If you look at your phone, a smartphone is a great analogy of an AI system. Think about it. We have all these apps, think about a CRM. The CRM could be your phone, and then within the CRM, you have all these apps that are integrated completely to do whatever you want to do. So how does this all fit in the sales? If you look at what’s happening today, the customer journey is all about going online and trying to find what they want before they call us.

 

“The customer journey for me is this, I’m triggered by something, I need to get a new microphone for my studio. Trigger. I hate the quality, I’m triggered. I go online, I begin to look at all these different resources, then I start kind of narrowing options, right? “Okay. I got this brand and this brand. Look at this brand, look at that spec,” and start really narrowing it down. And maybe I get to the 90% line of making a decision. That’s my customer journey, haven’t talked to a salesperson yet.” – Victor Antonio · [05:50] 

 

Victor Antonio:

So here’s how I split it, Will, and this will be interesting, you and I have this discussion, let’s define the customer journey. The customer journey for me is this, I’m triggered by something, I need to get a new microphone for my studio. Trigger. I hate the quality, I’m triggered. I go online, I begin to look at all these different resources, then I start kind of narrowing options, right? “Okay. I got this brand and this brand. Look at this brand, look at that spec,” and start really knowing it down. And maybe I get to the 90% line of making a decision, right? That’s my customer journey, haven’t talked to a sales person yet, right?

 

Victor Antonio:

But then I’m going to call Wills Electronics and I say, “Will, okay, here’s the deal, I got it down to these two, but I think I’m going to go with this one and what I’m looking for, Will,” and this is now the buyer experience, right, the customer experience now kicks in, “I want you to give me clarification or confirmation. Clarify my doubts, but also confirm that I’m right and this is the right product for me.”

 

“What we’re seeing is that the balance of marketing is now really taking over the sales process. We hate to admit that as salespeople, right, that marketing is leading the chart because they’re conditioning the buyer online before they get to us.” – Victor Antonio · [06:40] 

 

Victor Antonio:

And so what we’re seeing is that the balance of marketing is now really taking over the sales process. We hate to admit that to salespeople, right, that marketing is leading the chart because they’re conditioning the buyer online before they get to us. And so how do you manage all these journey points along the buyer’s journey? And that’s where AI really kicks in because the AI system today can tell you what people are looking at, what they’re downloading, how long they stand on the side, what other locations are they going to? What other websites are they visiting? And all this massive data is being collected in the background to help us sell more effectively.

 

Will Barron:

How does that translate for a big audacious complex B2B sale, because if I’m buying a microphone, I know that was just a random example threw out there but if I’m buying a consumer product like a microphone, you’ve got an expensive Sennheiser microphone, I’ve got slightly less, you probably can’t see in the shop, but a slightly less expensive Audio-Technica microphone above my head. I’m not speaking to a salesperson, I can watch YouTube videos, I can look at reviews on multiple sites, but especially Amazon, how true to life they are and how rigged they are, I have no idea but there’s somewhat a level of trust in them.

 

The Impact of AI in Big, Audacious B2B Sales · [07:50] 

 

Will Barron:

But how does all this translate then to a big audacious B2B sale? For example, I was in medical device sales, I was selling complex camera systems to surgeons. There are no, not yet anyway, YouTube demo videos of these kinds of products and the products that have to be brought in and used on a live patient, a sack of meat on the table, they’re going inside them and projecting an image outside. How does the buying journey or the new marketing that buying journey affect that? And then I guess we’ll follow on with how AI in sales can change that concept as well.

 

Victor Antonio:

So let’s define the continuum then, right? From simple sales to complex sale. We can all agree that the continuum on the simple side is starting to kind of get shorter and shorter and shorter. So there’s those people that are going to be around or people that can handle the more consultative selling approaches, right? Big ticket items, right? Again, remember that last 10%, the actual customer experience, that’s the 10% that consultative salespeople have to close because believe it or not, the actual sales person or the actual company rather has gone online and done some research.

 

“A customer spends, let’s say a 12 month to 14 months sales cycle, they spend 15% of their time which is about two to three months of their time trying to reconcile conflicting information.” – Victor Antonio · [09:12] 

 

Victor Antonio:

Again, obviously didn’t go to YouTube to check it out, but they’ve gone on the website, they looked at some of the corporate videos, they’ve downloaded some of the brochures, they looked at the case studies and they’re answering questions trying to vet. One study showed, I think it was a CEB which is now I think it’s Gartner and they were talking about how a customer spend let’s say a 12 month to 14 months sales cycle, they spend 15% of their time which is about two to three months of their time trying to reconcile conflicting information.

 

Victor Antonio:

Now keep this in mind, this is important because they’re going online. They’re looking for data, they’re getting it. But there’s still some conflicting information. That last 10%, Will, again, the buyer experience is me calling you saying we’ll clarify or again, confirm what I’m looking at and help you make that buying decision. So if you’re a salesperson selling simple things, basically, you’re going to be history soon, right?

 

Is Reconciling Conflicting Customer Information Part of the Sales Process or That’s Just Customer Service? · [09:50] 

 

Will Barron:

Let me ask you this, if it does, sorry to interrupt mate, but is that still sales or is that now customer service?

 

“Customer service is really just answering questions, but clarifying why you would want one thing over another in a complex situation, that’s pure sales, that will never go away. I think we’ll always have that.” – Victor Antonio · [10:12] 

 

Victor Antonio:

I think it’s still sales because I think if you don’t walk away, the thing is let’s zoom back, we’re talking complex sale, let’s say the medical industry, right? Somebody is calling up and says, “We’d like you to come in and do a presentation to our committee.” You better be in sales, right? You better know how to pitch, right? You better know how to present. Even if it’s a demo online, that still sales. Customer service is really just answering questions, but clarifying why you would want one thing over another in a complex situation, that’s pure sales, that will never go away. I think we’ll always have that.

 

Will Barron:

Sure. Well in that case then, with all that in mind, and that’s a lot for the audience to take in and probably where we are in the world of COVID and F&L is the probably scared of jobs and security and F&L so this is probably not what they want to hear, Victor, but it’s probably a good thing for people to hear it kind of ahead of time so you can jump on this.

 

“As the machines can do things for us that the simple transactional salespeople can do, those jobs are going to go away slowly. But keep in mind, there are also some transactional sales that won’t go away. Anytime you have to sit down with a client and talk creativity, innovation, design, your job is secure.” – Victor Antonio · [11:11] 

 

Victor Antonio:

Okay. So it’s not like a step function where it’s just going to die tomorrow and sale’s going to be gone tomorrow, it’s going to be a gradual movement away from, again, as the machines can do things for us that the simple transactional salespeople can do, those jobs are going to go away slowly. But keep in mind,` there are also some transactional sales that won’t go away. You think about a business to home like residential, right? For example, you sell roofing, you sell a pool, right? I’m trusting you can’t AI that thing. Anytime you have to sit down with a client and talk creativity, innovation, design, your job is secure. So if you’re in that space, there’s hope, man, there’s hope.

 

Will AI Ever Replace Salespeople? · [11:22] 

 

Will Barron:

I mean, let me just ask you this then, because you said it’s going to be a gradual process, but is it going to be a gradual process in that machines when they are able to loop data back in on themselves and improve themselves, surely there’s got to be an exponential amount or pace increase in the effectiveness in the marketplace?

 

Victor Antonio:

I think so. So right now, I think, and I’m just guessing, it’s almost like an S curve, you know what I mean? It’s like everything’s changing and it’s gradual, gradual, and there’s going to be an inflexion point where this thing’s just going to take off and take over the world so to speak, right? And so I think we’re still in the bottom of the S curve here and we’re still figuring out how does it all play out? That’s what I’m saying. There’s going to be a big shake out in the market of technology companies soon because there’s just too many companies going after the same markets.

 

Will and Victor Talk About the AI Shakeup in the CRM Industry That’s Killing Companies That Took Too Long to Adapt · [12:07]

 

Will Barron:

Mm-hmm (affirmative). And I knew this from anecdotally. So I was doing some prospecting to sell some ad space on the podcast, it’s something I’ve not done since 2008 just because we’ve had so many inbound leads at it so we sold out every month and then the main partnership that we do each year, and I just wanted to dip my toe back in and so I jumped onto… I wish it was more sophisticated than this, Victor, but it is a spreadsheet that I built of a 100 companies. I wanted to prospect into relationships I had built with individuals within those companies.

 

Will Barron:

30% of those companies from two years ago, just over two years ago now, no longer exist and they’re all in the CRM sales enablement space. And when I looked at this, that really blew my mind. I took it a little bit of a deep dive into it, 7% of those 100 companies have been acquired and then the over 23% had seemingly just gone bust, ceased to exist. That blew my mind.

 

Victor Antonio:

Yeah, no, no, no. There’s a shakeout. I mean, it’s happening already. And I think you look at the conversational chatbots, there’s so many companies out there competing for that space. You look at anything that has to do with grabbing data and actually doing dashboards that represent the information, that’s also flooded. But you’ve got companies like Salesforce which kind of reminds me of an Amazon, right, because you have all these things that people are doing, but Salesforce is saying, “Yeah, we can integrate that. We can put that into the CRM. We can bolt that in.”

 

“I think a lot of companies are going to disappear, and then we’re also going to learn which technologies really effectively help us sell more. That’s the other thing because there’s a lot of plugins that we plug in, I mean, they’re cute, but do they help us become better?” – Victor Antonio · [13:42] 

 

Victor Antonio:

And after a while, you’re going to say, “I just want that one right there.” And so hopefully we got other companies like when the top spot pipe dries, some of the other companies that really can compete, but I think a lot of companies are going to disappear, and then we’re also going to learn which technologies really effectively help us sell more. That’s the other thing, because there’s a lot of plugins that we plan, I mean, they’re cute, but do they help us become better?

 

Will Barron:

And I’ve told about this on the show many, many times, obviously, I’m prospecting for a small business here in what we do, but we do a couple of hundred grand a year in sponsorships and different deals that we do just on the podcast side, not talking about the training side and the salesman.org Sales accelerator and that side of things, putting that to one side for a second, I just use a spreadsheet. I don’t even use a CRM. I use LinkedIn sales navigator and that inadvertently ties some relationships and connections together, but I could be more efficient in it, clearly.

 

Will Barron:

But I don’t feel like I need to have apps that track my emails when documents are opened and all these other sales enablement tools. I never used them in medical device sales or for it was a private company, but it turned over multiple billions a year, they never had a CRM system either because we just going in person to person and dealing with the surgeons and procurement teams and chief financial officers here in the NHS in the UK, there wasn’t seemingly a need for CRM.

 

What Should Salespeople be Using From a Technology Standpoint to Get Ahead of the Competition? · [14:55] 

 

Will Barron:

So with that said, Victor, what should we be looking at technology wise, whether this is AI related or not, what do salespeople need? Because I might be giving some bad examples of what not to do, I’m aware of that. What should salespeople be using from a technology standpoint to get ahead of the competition?

 

“Everything is a continuum. If we understand the continuum, then we can have a conversation.” – Victor Antonio · [15:13] 

 

Victor Antonio:

So let’s define what you just explained because everything is a continuum. If we understand the continuum, then we can have a conversation. When you’re looking at a high complex sales, in your business project, the medical industry, there were only so many customers out there you can go after, maybe so many distribution channels that you can fit them on a spreadsheet and have only 100. Didn’t take a rocket scientist to figure this out, and we just banged away at those 100. If I had a territory that was only, let’s say Florida, or in your case, just the UK, then I can really narrow my focus, I really don’t need a CRM. I would use it just to keep track of the conversations, but we know, if we know our customer portfolio well in a complex sale, we just know our customers, we know them.

 

Victor Antonio:

Now let’s move down the food chain, a little bit of complexity, and I think there’s this middle market, right? The middle market is that these are high transactional type of companies that are trying to get a lot of people. So for example, a furniture company. Let’s use furniture company. Furniture companies want to know who’s coming to the website visiting because I want to adjust my marketing to make sure that I’m representing on the website or I’m sending out promotional material that lines up with what people are looking for. That’s where the data really comes very useful, becomes very useful. And so that’s why I see a lot of AI play in high transactional type events like that.

 

Will Barron:

Good. Right. From that, I’ve got a final question to ask here to wrap up the AI conversation and it’s going to sound like I’m saying ingest, Victor, but I’m truly not, I’m genuinely interested to hear your…

 

Victor Antonio:

I’m bracing myself, go ahead.

 

What is the Percentage Chance That the US, UK, Europe, the Western World Ends up Winning the AI Race Ahead of, For Example, China? · [16:40]  

 

Will Barron:

It’s somewhat, and I don’t need to go political, that’s not where I’m going with this, but what is the percentage chance that the US, the UK Europe, the Western world ends up winning this race to AI that moves and shakes markets versus for example, China. Is this something that we should all have, regardless of working in sales, at the back of our minds as a potential thing to look out for in the future, or is it likely that one company will get it, then an organisation, then it’ll plot along and AI will become ubiquitous across all marketplaces?

 

Victor Antonio:

I’ll go with the latter, that’s going to become ubiquitous. Simon Sinek, the guy that wrote the book Start With Why wrote a book called Infinite Games. And he said, there was finite games and infinite games. He says, finite games, there’s rules, there’s players, the game ends. An infinite game is like playing online, it never ends, right? You can always jump right back in. What we’re looking at is that’s the mindset, it’s an infinite game. Maybe today China has the advantage on AI, then I don’t know, maybe Amazon who probably has a hell of an AI system running in the background, has it, and so I think what’s going to happen is that we’re moving as a mass towards a certain direction called we’re going to have to use a lot of this intelligence. The question always becomes, when do you reach that? They call it the point of singularity, right, when the machines take over the world type of thing.

 

Victor Antonio:

And that’s where everybody’s concerned about… Nobody knows, everybody’s guessing, but everybody’s assuming right now we’re hitting that inflexion point in the S curve and it’s going to get very interesting soon, and I think it is. So is there a gloom and doom? I don’t know. I don’t know where this is going, but I think it’s very interesting that you could talk about anonymized data means, you can hide your name and everything else, but they can figure it out real quickly [inaudible [00:18:26].

 

Will Barron:

Of course. Yeah.

 

“What the future holds is not some dystopian fantasy about everything’s going to go to hell in a handbasket and Skynet is going to take over type of thing. I don’t know, maybe, but I think what’s going to happen in the future and I think we should be very concerned is about our privacy and data.” – Victor Antonio · [18:27] 

 

Victor Antonio:

So what the future holds is not some dystopian fantasy about everything’s going to go to hell in a hand basket and Skynet is going to take over type of thing. I don’t know, maybe, but I think what’s going to happen in the future and I think we should be very concerned is about our privacy and data. I think that’s where the new, I guess, frontier is in terms of the battle because how do you define data, right? And companies have made like here in the US, you’ve probably heard about TikTok and the president here said, “Hey, we’re concerned about this company because it’s owned by the Chinese, and there’s some data security issue and we’re concerned about data.

 

Victor Antonio:

And I don’t mean to end on this sombre note, but that’s kind of concerning that we now include data because that means the government can step in and say, “You know what? We don’t want you sharing our data. You’re not part of the US. I mean, because very weird and dangerous so I think we’re all trying to feel our way through the dark on this AI thing, the problem is I don’t think anybody’s really thinking ahead of what this could and could mean for us.

 

Will Barron:

So we’ll wrap up on data, Victor, because this is something I’ve been saying for years now that I believe that we’re in genuinely the golden age of especially B2B sales where I can reach out to individuals that are 10 years, well, I wasn’t selling 10 years ago, but seven years ago, I would never have had the opportunity to speak to whether it be a LinkedIn message, whether it be an email, I can get access to individuals by creating content and sharing videos and just the growth on my platform and your videos and that as well. We’ve got an audience bigger than 20, 30 years ago, probably would have been uncomprehendable unless you were working for a huge mega organisation that somehow could build a massive email list or had a database of individual businesses and contact information on that front.

 

Victor’s Thoughts on Whether AI is Going to Make it Harder to Get In Touch with C-Suite Executives and Influential People in Organisations · [20:20]

 

Will Barron:

So with all that said, I believe that we’re genuinely in the golden age of sales, I think that was really exciting. But moving forward from this, do you think it’s going to get more difficult to get in touch with people as executives and organisations and more and more spam over these channels? And do you think it’s going to get more difficult to get contact information as perhaps LinkedIn lock up some of the back doors that all of these companies use to grab emails and pull content from there as well? Do you think that it’s going to get more and more difficult over time to gather this data as director as what we can do right now?

 

Victor Antonio:

I think you’ve highlighted something important and that is that we got this massive channel, you’ve got the salesmen.org channel that’s just broadcasting all over the world. If you think about that, right there, it’s a mind thing right there because it’s like you’re broadcasting. And I think what’s happening is that the type of content you’re creating, Will, is you’re kind of backdooring the system by attracting people to you that you want to talk to.

 

Victor Antonio:

And I think this is something, again, we get back to the marketing piece, because that’s what this is, isn’t it? As we’re putting out content, we’re saying, “This is what I’m about, this is what salesmen.org website is about, our content is about this. If that’s what you’re interested and you’re looking to reach more people through my channel, come to me.”

 

“The majority of executives don’t want to talk to a salesperson, they simply don’t. They don’t trust them, they don’t want to talk to them, they want to do the whole customer journey by themselves. Whether it’s simple or complex, they want to do it. And then when I’m ready, I’ll reach out to you. Well, how do I reach out? Well, this is the guy that’s got content, he seems to know what he’s talking about. I’m going to go call Will, see what’s happening over there.” – Victor Antonio · [21:40] 

 

Victor Antonio:

And you’re probably finding that to be more effective as your channel builds, right? And I think that’s the trick. Will they shut the back doors in terms of us contacting? It’s already happening. The majority of executives don’t want to talk to a sales person, they simply don’t. They don’t trust them, they don’t want to talk to them, they want to do the whole customer journey by themselves. Whether it’s simple or complex, they want to do it, and then when I’m ready, I’ll reach out to you. Well, how do I reach out? Well, this is the guy that got content, he seems to know what he’s talking about. I’m going to go call Will, see what’s happening over there. I need, again, maybe that confirmation or clarification, and that’s where we as salespeople so let me help you out.

 

Victor Antonio:

And on this note because I think it’s a real good phrase, so the guys over at Gartner, I think it was Brent Adamson.

 

Will Barron:

Yep.

 

“What customers are looking for are sense makers, people who make sense of the information that they’re looking at, and that’s what they want in salespeople. As a salesperson, you won’t go away, you won’t become customer service. You have to help the customer make sense of what they’re looking at.” – Victor Antonio · [22:27] 

 

Victor Antonio:

He talked about the content today, five years ago, it was you can win on insight information beyond the obvious. Today he’s saying all great information is almost equal, so it’s like parody, great information is at parody. What they’re looking for and he uses friends, what customers are looking for are sense makers, people who make sense of the information that they’re looking at and that’s what they want in salespeople, and I love that phrase because that’s powerful. What he’s saying is you as a sales person won’t go away, you won’t become customer service. You have to help the customer make sense of what they’re looking at, and I’ll end on that positive note.

 

Will Barron:

I love it, Victor. And I’ll give an anecdote just to wrap up things to my side here. I don’t know about yourself and how you kind of pitch and sell the sales, Boston Academy can capture that in the second book, I sell sales trading over salesman.org to individuals and teams via marketing. I don’t do any sales calls or chasing people, it’s all inbound. Even if it’s a team less than 10 people, I don’t even get on a call, I just send them a signup form, has a video on it.

 

Will Barron:

That I guess sums up my perspective on the power of contents and also which we haven’t really touched on, which AI can’t really replicate having personality and hopefully people find my content entertaining and I find your content entertaining, Victor, but that has a massive play in all of this as well, right?

 

Victor Antonio:

Everything you just said, just duplicate it for me, the same thing. I’ll keep the conversation, everything you just said is exactly my strategy and is exactly my thought process.

 

Parting Thoughts: The Sales Velocity Academy and How to Contact Victor · [23:45] 

 

Will Barron:

Love it, love it. Well with that, Victor, tell us where we can find out more about you, plug the YouTube channel especially, and then tell us about the Sales Velocity Academy as well, mate.

 

Victor Antonio:

So Sales Velocity Academy is my learning management platform, go to salesvelocityacademy.com. If you just type in Victor Antonio, you should find me. I’ll invite folks to join me on my live stream which is a programme called Sales After Dark. It’s three times a week, I’m trying to limit it now to not an hour, I’m going to pull it back to half an hour, Will. So Sales After Dark, Sales Velocity Academy, that’s where you’ll find Victor Antonio.

 

Will Barron:

Good stuff, and I’ll link all of that in the show notes to this episode over at salesman.org. And with that Victor, I want to thank you for your time, your energy on the show and your insights, but also for the effort that you’re putting into to training kind of my audience, I know my audience and yours kind of intermingle for training both [inaudible [00:24:30], you’re adding a lot of value to the sales community and we appreciate that.

 

Victor Antonio:

Well, Will, a lot of people invite me to be on their podcast, you always get top rank with me, man. So I want you to know that I enjoy your content, I love your style, man. I dig you, man, I really dig you.

 

 

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