Where Does ChatGPT Fit in Your 2024 Planning?

Everyone has been discussing how to implement ChatGPT into their organization in 2024, especially for Sales teams.

The applications of ChatGPT for Sales in 2024 are almost endless as the Generative AI platform continues to evolve. Just a couple of weeks ago, the release of Custom GPTs at OpenAI’s DevDay changed the game for how we’ve been prompt engineering for Sales.

But where should you start? Messaging? Research? Role-Playing? Strategy Building? Sales Development? Sales? Customer Success?

In less than 15 minutes, I’m going to help you narrow your focus so you can concentrate on what areas will have the most impact first. Then you can build on it from there in Q2/3 without getting overwhelmed.

The three areas where ChatGPT should be a significant part of your 2024 strategy are:

• • Generating more net new top-of-funnel leads – which is a goal everyone strives for. 
  • Account growth and retention – which I believe you’ll find particularly valuable.
  • Continuous rep development – and the ability to create custom learning plans for each team member, substantially improving team performance.

I’ll delve into each of these use cases and talk about how to roll them out to ensure you’re successful in 2024. Skaled is at the forefront of deploying ChatGPT for sales and revenue organizations. We’ve seen100s of effective and ineffective deployment strategies, so we know the three musts I’ll include below for deploying ChatGPT are critical.

If your organization is struggling to determine who should own the process and the investment required, feel free to reach out.

Recap: Where Does ChatGPT Fit in Your 2024 Planning?

Skip ahead to:

• • 0:04 – Introduction to the topic of ChatGPT-4 and its rapidly changing nature.
  • 1:15 – Everyone is talking about how to implement ChatGPT for 2024. What I’m going to do today is, hopefully, change your roadmap from “We have to do something” to “We absolutely need to do this.”
  • 1:44 – I will focus on three reasons for incorporating ChatGPT into 2024 plans: generating new top-of-funnel opportunities, account growth and retention, and continuous rep development.
  • 2:30 – Explanation of various use cases for ChatGPT in sales and revenue organizations.
  • 3:10 – First, let’s talk about ChatGPT’s role in enhancing outbound and inbound effectiveness through targeted communication.
  • 4:24 – Imagine a world where all of your reps are armed with value props for every persona and subsets of personas and the trends in sub-industries relevant to the person in real-time.
  • 5:53 – Applying some of these principles, ChatGPT can help customer success and account management get up to speed on customers and have better quality conversations.
  • 7:00 – If I’m prepping for a new client, I can start adding value out of the gate with ChatGPT.
  • 7:56 – Last but not least, where you need to deploy ChatGPT is onboarding and ongoing development.
  • 10:53 – Now, I’m going to get into how to deploy it. Step one is that it has to be top-down buy-in.
  • 11:10 – The most critical person in deployment is the frontline manager.
  • 12:07 – The third thing you need to do is make it a part of your onboarding plan. Not only can it help you improve onboarding, but you can increase usage by starting week one. 

3 reasons ChatGPT should be a part of your 2024 plan

Top-of-Funnel Opportunities

Let’s discuss how ChatGPT can enhance the effectiveness of your outbound and, candidly, inbound strategies to generate more top-of-funnel opportunities. I’ll give you two examples.

Firstly, picture a scenario where all your reps are equipped in real-time. with specific value propositions for personas, subsets of personas, and then the sub-industries and trends relevant to those personas

ChatGPT can create these “personas,” which include job titles, interests, communication style preferences, industry, and sub-industry details and create “snippets” for messaging. In just a few hours, you can generate 40 unique value propositions for various roles like a VP of Operations, a direct speaker in automotive repair, or a VP of Operations, a casual speaker in fleet management.

Without investing significant time, your representatives can use these snippets to create hyper-targeted, value-based messaging. This approach is so relevant that you will schedule more meetings without extensive personalization, though that is still recommended. But this way, your reps won’t have to rely on generic templates.

Creating these personas will also aid in better preparation and research further in the sales process. For instance, you can inquire: Tell me more about this company and why they might be interested in what we offer. This approach will enable your team to create highly relevant information at scale, immediately leading to more meeting bookings.

Related Content: 5 Ways ChatGPT Can Actually Move the Needle For Your Sales Team

Account Growth & Retention

Your second focus should be account growth and retention. Everyone was concerned with retention in 2023 but not everyone cracked the code. Applying some of the research techniques I discussed in generating opportunities, ChatGPT can help Customer Success and Account Management get up to speed on customers and have better quality conversations. Especially now that information has been updated to April 2023, and web browsing is enabled with ChatGPT 4 accounts.

Here are some examples you can deploy with your team:

As an Account Executive at [insert link to my company], the typical products purchased by my clients are [insert link to products]. For a new client in [insert link to their website and about us page] who specializes in large language models, a field I’m unfamiliar with, help me understand the trends in their industry and what might be relevant to our work. 

Another approach I like is:  Can you summarize the recent press releases from their website [insert link to press release page] and identify their strategic initiatives that could relate to our services?

This used to take hours, but now you can quickly prepare for a new client, immediately adding value and impressing them with your understanding of their needs.

This is especially useful during quarterly business reviews. You can analyze their press releases and blog posts to understand what’s top of mind for them and how it might relate to your services. This proactive approach allows you to reach out and say, “I’ve noticed you’re focusing on these topics, which seem worth discussing in relation to our services.”

Another example would be if a client releases an annual report. [Upload PDF or Insert Link] Please identify the top four themes related to Marketing in this report. If you sell a marketing tool, this is invaluable information. It allows you to initiate conversations like, “I saw you’re focusing on these areas, and I think it’d be great to discuss how we’re handling another related aspect.”

Onboarding & Continuous Sales Development

Last but not least, you need to focus on deployment in onboarding and continual development. Envision an onboarding process where there’s a 15-question trivia game for each persona and industry to speed up learning about a particular persona, enabling better-quality conversations. Imagine your team members engaging in these trivia games, thoroughly learning about your personas, interests, and value propositions. You can also do this for your products.

Here are the products we sell. Here’s the persona we sell to. Now, let’s role-play a needs analysis conversation.

This interactive approach drastically reduces the time it takes to get up to speed on an industry and how to have valuable conversations – from three to four months down to just two to three weeks.

In terms of continuous development after onboarding, you can tailor training programs based on each rep’s skills and improvement areas, enhancing their development during our one-to-ones.

I’m a sales leader with a rep struggling with high-level executive conversations. Build me an eight-week training program to coach them on executive conversations and tailoring our value-prop for our executive personas [insert relevant information].

By utilizing this approach, you’ll make your team more productive and happier, as the training they receive is not one-size-fits-all but customized to their journey.

Related Content: AI for Leaders Blueprint - What Every Leader Needs to Know

How to implement, roll out, and reinforce ChatGPT

Consider this your cheat code with three simple tips.

1) The first tip to deploying ChatGPT in your organization successfully in 2024 (and any other technology) is top-down buy-in.

Leadership needs to acclimate themselves with ChatGPT and understand the use cases and capabilities of the tool to operationalize it fully. You don’t have to have your hands in the day-to-day, but you need to understand how ChatGPT connects to business and sales goals.

2) Tip number two: the key player in this deployment is the manager. When planning to deploy, discussing these three use cases with your managers and providing them with the necessary prompts and training is crucial. They need to know how to quickly coach to ChatGPT and explain the purpose in your process. Frontline manager belief is critical for any sales deployment.

3) The last tip is to make ChatGPT a part of your onboarding plan. ChatGPT can not only help you build a significantly better onboarding plan but also allow you to include a specific section for different roles. For example, if someone is an SDR, focus on the three applications of ChatGPT for that role; if they’re an AE, focus on the applications for that role. Putting ChatGPT into practice early will increase usage and understanding.

ChatGPT for Sales 2024 resources:

To get you started on the right track with your 2024 ChatGPT for Sales planning, Skaled has put together resources and workshops for Sales professionals and leaders.

To generate more opportunities and have better conversations, check out the Sales AI Prompt Pro library with 75+ prompts for sales development, sales, and account growth.

But having the prompts aren’t everything. If you want expert help in a hands-on workshop, check out AI Sales Accelerator.

• • 1.5-hour or 3-hour workshop covering how to use AI prompting and Custom GPTs to enhance: Pipeline Generation, Closing More Deals, Growing Customer Relationships, & Management and Strategy
  • For sales professionals and leaders of all levels: Reps, Managers, Directors, and VP-Level Executives.
  • Small classes, so you’ll have ample opportunity to get your questions answered and get hands-on training. 

If you’re past prompt creation and small workshops and ready to start building and deploying ChatGPT at scale across your organization, book some time with the team below.