Mastering Modern Selling
At Mastering Modern Selling, our mission is to equip you with the insights, strategies, and tools necessary to excel in the ever-evolving landscape of sales. Traditional sales approaches, marketing tactics, and lead-generation methods are becoming obsolete. In today's market, buyers dictate the buying process and have little patience for cold calls, email blasts, or aggressive sales tactics.
In this new era of sales and marketing, success hinges on building meaningful relationships with prospects and buyers. We believe in leveraging the power of modern strategies, techniques, and technologies to foster these connections. This approach, often referred to as Modern Selling, encompasses leveraging digital and social channels to create demand and cultivate strong relationships with prospects, partners, and customers.
By mastering Modern Selling, you and your team can enhance your visibility in the marketplace, establish yourselves as trusted advisors, accelerate pipeline growth and revenue, and position yourselves as the employer of choice in your industry.
Join us on Mastering Modern Selling as we explore the principles, practices, and innovations driving success in today's sales landscape.
Mastering Modern Selling
SS2.0 - #51: Bridging the Gap between AI and Humans in Sales: A Discussion with Amarpreet Kalcat
Get ready for an insightful dive into the world of AI in sales with the incredibly knowledgeable Amarpreet Kalcat. You'll be captivated by Amarpreet's unique perspective on the intersection of technology and the art of selling, drawing from his extensive experience in AI, data algorithms, and product building. This promises to be an enriching exploration of how to keep sales human in an increasingly digital world.
We journey through Amarpreet's experiences at AWS and Humantic AI, shedding light on the 'Sales Innovation Paradox' and the intriguing concept of 'buyer intelligence' versus 'intent'. Amarpreet challenges the status quo, underscoring the importance of focusing on the individual behind the sale - their professional and personal goals - as opposed to merely targeting the organization. This is a compelling reminder of the value of people in the sales process in an era where technology often takes center stage.
The discussion takes an even more thought-provoking turn as we delve into the potential impact of automation on jobs and the need to strike a balance between AI and human connection. Amarpreet's insights offer a roadmap for businesses to restructure in a way that leverages AI effectively while remaining human-centric. As we wrap up, Amarpreet enlightens us on the future of 'personality AI' and its role in sales - a future where machines understand us better and interactions become more personalized. This is a must-listen for anyone navigating the evolving landscape of sales and AI. You won't want to miss it!
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Welcome to Social Selling 2.0 Live Show and Podcast, where each week, we explore the future of B2B sales. Social has changed the B2B and professional services landscape forever. Capturing and keeping buyer attention has never been more challenging. Our mission is to help you discover new strategies, new technologies, new go-to-market systems and stay up-to-date with what is working now in B2B sales. Your hosts are Carson Hedy, the number one social seller at Microsoft, tom Burton, a best-selling author and B2B sales specialist, and Brandon Lee, an entrepreneur with multiple seven and eight figure exits and a leading voice in LinkedIn social selling. Brandon and Tom also leads Social Selling 2.0 Solutions, which offers turnkey consulting, coaching and training to B2B sales leaders. Now let's start the show.
Speaker 2:Hello and welcome to episode number 51, social Selling 2.0. I'm Tom Burton here with my co-host, brandon Lee, and we're missing Carson today, but we have a really good replacement with Amarpreet Calcat, amarpreet welcome.
Speaker 3:Well, thank you, Tom. Thank you, Brandon Pleasure joining you. I'm looking forward to this Saturday. I'll try to make up at least 10 percent for Carson's absence. Let's see how it goes.
Speaker 4:I don't know if any of us can ever really make up for Carson. We just miss him when he's not here.
Speaker 3:I'll take a shot at 10 percent. I'll not even try to go beyond that.
Speaker 4:I'm good for you. We'll take it. We'll take all you got.
Speaker 2:Just because we have extra special respect for you, we're going to even skip the dad joke nonsense today and get right into it. Thank you, yeah, we don't have Carson here and chat GPT, I don't know, I don't feel like I'm a good replacement for it.
Speaker 4:We'll just start by welcoming everybody, everybody that's in the live show with us, those that are on the podcast. We'd love to have you on the live sometime for everybody. Love to hear where you're at, who you are, any questions you have, any comments you have about humanizing selling in an AI world. Please jump in and join us. That would be excellent.
Speaker 2:Yes, Amarpreet, why don't we start off? Tell us a little bit about you, Hemanitq AI, and then we'll get into some of these key questions about how to humanize and really build relationships?
Speaker 3:Absolutely. Let's start off Hemanitq AI very quickly. We work with sellers. Our mission is pretty simple help them sell in a humanized manner. That's where our name comes from, hemanitq. We think we can humanize conversations, humanize interactions. My background is AI data algorithms for a longer time than people would believe. You'll be surprised this is my second AI startup. I've been doing it for around 10 years, so I'm not a JAN AI. I have been doing data algorithms for much longer than that around 20 years. My background is product. I've built products. That's still my first love, although I've come to enjoy selling almost as much as building. It's equally hard, if not harder Excited to be here. Talk about AI, talk about selling, talk about humanizing.
Speaker 2:Well, our friend Mark has validated that your software solution is amazing.
Speaker 3:So, mark Mark, is amazing, is that not right? Well, thank you, mark. I appreciate it. We'll try to live up to that compliment.
Speaker 4:We can wrap up the show right there. We accomplished everything we needed to do today. That's good. Butch, Mark, Dave, welcome guys and everybody else.
Speaker 2:I'm glad everybody's connected because we had a few technical issues before we got started.
Speaker 4:I know for all of our regulars. You notice we're on StreamYard today instead of Restream. I don't know if it'll be a permanent switch, but we had a little hiccup about I don't know 10 minutes ago, and so here we are, but we made it and we were even on time.
Speaker 2:And people are here, so all's good and people are here Right. So, emma, let's take a step back and talk about why, now more than ever, is it important to start building relationships and be human. I mean, obviously, you've built a whole product and a whole company around it, but why is it so important? Right now more than ever?
Speaker 3:So I'll give you a counterintuitive answer. First, let me tell you that I am a huge, huge believer in the power of technology to do good, to help us. I see it as evolve faster yeah.
Speaker 3:So, at some point I used to say technology is the angel of God. So it's almost like an angel If you use it right. I mean, sometimes we don't and often we don't, but if you use it right. But what I've come to realize as I've built technology and I've built good technology technology inherently, tom, it puts distance between people. It's just a side effect of technology.
Speaker 3:Take anything right. Take mobile devices you know we get on a device and we just lose what is around us. Take internet. Take Zoom, you know. Take selling you go meet people. You sit on across the table. Often enough you'll talk about the thing you've got to sell, but also people, their family, their life, what not? How often do we do that on Zoom calls? Right, so we don't, we just jump to the topic that we have on hand.
Speaker 3:So that's, that's a side effect of technology. It tends to put distance between people. It's a great thing, but that's something we got to, we got to work on, you know, put active effort into. And that's where the humanization becomes relevant. Take selling we're not sitting across the table, we're doing these things on Zoom calls. We don't get to know people. Can we get to know people a little bit better, even if you're on a Zoom call. So that's that's what humanization is all about today, in the post COVID world, I think it's often transmerging, intersecting, post COVID selling going digital. We all know that's a heavy, heavy, you know. Shift Second, as I think that's more recent, but it's tying in AI is going mainstream. Generative AI is taking whole AI mainstream. And with AI comes another challenge which we're all beginning to identify what it does is robotic and in the near future at least, we'll be robotic right. All of us already say hey, I can recognize the chat, chiefly or email. So the humanization becomes even more critical as content starts getting more AI generated.
Speaker 2:gen AI generated, yeah it's interesting and and, brandon, I want your take on this as too but you taught you mentioned Zoom meetings. One thing I've really noticed, having done a few more in person meetings recently, is how fragmented Zoom calls are right. You come on for 30 minutes or 45 minutes. You have a conversation is very fragmented, and then you go on and maybe you have one the next day or the next week or whatever, versus sitting down with somebody for two hours or an hour and a half. How much more you can get done because you have some fluidity to it, to the whole thing, and you can start to build and go back and forth on that. So I can totally see what you're talking about, brandon, I know you have a very strong take on this as well.
Speaker 4:Yeah, I do, absolutely. I mean, look, I think everything you guys said is spot on and there's there's an intentionality that we need to be aware of. I believe that as we've gotten more digital and Zoom calls and we start to use AI, we're losing humanity quickly without being intentional. And I think one is being intentional in Zoom conversations, where we can to recreate real life face to face and be a bit more personal and all that. But we don't always have the time, and I think that's where the power of social is so important, because those who are being strategic with their LinkedIn content and the way that they comment on other people's posts, if they have that mindset of using social to build rapport and relationships with people, not just let me go tell everybody what I know and what I'm good at and just put it out there and be you know, lead with my title instead of lead with my humanity, we're missing opportunity. But I do know that those and I'm looking like Dave Tegmeier on here, mark butch, captain Kirk, I know they all do it, but when we we have a strategy, that's also showing our humanity and it doesn't mean hey, here's a picture of what I ate for dinner last night, but it is like I did a post just a couple days ago, I knew as we were preparing for this. It was a picture of my wife and I at a concert, in the front. The top of the post it said is LinkedIn the appropriate place for personal pictures or for personal content?
Speaker 4:Then I talked about the value of using personal content, especially when we use things like a personal picture. So people see a picture of me and my wife or me with my kids or I share things like when I go hiking or do other things. But I most often not always I relate it back to something business oriented to. So I'm sharing my humanity and letting people get to know me. And it's very strategic because when people get to know us we start to break down those, those trust barriers. That it's because we still do business with people who we know we like and we trust the differences in a zoom world.
Speaker 4:If we're not intentional, we don't know people very well. We just know their title and we know what they bring from a business side, but we miss out on the chit chat that we can do when we're face to face or having a meal with them or sharing a drink with them or something like that. So I'm going to pause there, because I could probably talk for the next hour and get all excited, but I think this is this is a this is a really, really important topic for all of us in any industry right now is how do we leverage things like, you know, streamyard or LinkedIn or zoom or whatever it is, and still pulling the humanity because it's super important, not just, oh, how do we do it? It's, it's important for business results.
Speaker 2:You know we talk a lot about mindset, right, We've talked a lot about mindset. Whether you're looking at social selling mindset or modern selling mindset, I think we may have a new one here that is really incorporate and just think with humanity, right, think about how you add more relationship and more humanity into everything you're doing, even though you're in a digital world. I think if you have that mindset and you look at it that way, I'm already seen some ideas of things that you know can be done better, even on zoom calls or or other situations. That just adds to it. So, and we're pretty, how do you then? What are you and again, maybe looking at it from your product perspective or your research how do you go about building real relationships, ships and building that human and humanity on social and certainly as we move forward in the kind of the future of AI?
Speaker 3:So how we do it is we try to develop an understanding of the people on both sides of the table and helping them both understand the other person. See, our default is always just to be ourselves, isn't that right? What else can we be? Yeah, we will just be ourselves, isn't it? I speak a certain way, I am speaking that way right now. You speak a certain way, someone speaks slowly, someone fast, etc. Etc. Etc. What if we could adapt a little bit for the person on the other side? It's nothing, it's just showing them some understanding, right, so they have a certain way. So that is what we try to bring to the table. That's what I would call it, without even going into product and features. It doesn't matter, that's all secondary. It's about developing an understanding of the other person.
Speaker 3:I keep telling our users, our customers, our, their leaders you could forget humantic, you could put humantic away.
Speaker 3:The fact that humantics, about thinking about your buyer, like even if you used none of humantic features, the fact that it pushes you to think about your buyers I'm talking the sales context, but really the person on the other side that itself, that itself is humongously valuable, because that's how you need to be, and especially, especially in the in the zoom world, where we had it because things were okay, things were normal right back then when we could sit across the table.
Speaker 3:I was in Salt Lake City a few months ago sitting with one of our customers. We spoke about his love for football, his kids, his love for football is none of that will ever happen on a zoom call. It just doesn't. So you need to be more intentional than you said earlier, so you need to put that extra effort. So what we do is we build up this profile. It's grounded in personality and behavior. So this profile etc. Those of you who know that we can predict that very well from social data linked in data, but fundamentally use that then to know your buyer across every interaction emails called social, what have you?
Speaker 4:so go ahead, brandy no, I was just saying, I'm afraid, what I would, what I appreciate about that and and what I want to make sure our audience hears from what you said is you're building.
Speaker 4:Therefore, we can use technology to be more human and, from the mindset of being more buyer centric than just always being us centric, your software helps us get a better understanding of who we're talking to and I love when you said we, we do, and naturally we're. We always know like, oh, my style and this is who I am and this is the way I approach things. But it's hard in a technology world to understand who the other person is, because we do lose that, that other dimension of of being able to be in the same. I know we still see them on a zoom, but it's still different when you're not face to face and you're not in live. And I really appreciate what you guys do. That's why I was applauding you when you were saying that it's. It's not about how do we use AI just to be faster. It's how do we use AI, with your tool, to be more human by meeting people where they are not just trying to come where we are yeah, yeah, yeah.
Speaker 3:So, yes, it has to have benefits. I mean, there has to be that aspect to it. We are, of course, ultimately all trying to do a job, but what if you could accomplish two with one right? And that that is, that is the more important. But I'll share one thing. So you know, there's a book I just finished, dr Howard Dover's book called the sales innovation paradox and the forward to that is by friend Adamson, I think, and he puts it so nicely. I've remembered it. He says as sellers, we all want to sell more, right, we want more sales. There are two ways to do it one by helping your sellers sell more and two, by helping your buyers buy more. How often do we help our buyers buy more? Give me one company that says I am taking initiative ABC XYZ to help my buyers buy more, to make their buying easier. We will all focus on helping sellers become more productive, isn't it?
Speaker 2:we need to give bigger quotas to our buyers.
Speaker 3:I mean, that's what we need to do yeah, it's lovely when you see it was speaking to someone at AWS, loved the thought process. I said, hey, you guys are big and you know we were doing something fairly big. They were spending a lot of time with us. I said why us? This is very interesting, you know, for a company of AWS size and human is still small. And he said something to the gentleman you know he said something. His name is glint. He says we are Amazon, we obsess about the customer. I have never seen a technology that helps us obsess about the customer, hence humanity. So, yeah, so I can again go on and on.
Speaker 2:I feel passionately, but let's keep going, yeah well, and Mark asked a question and I want to bring it up, not because I don't I don't think this we want to get into talking about what your software does or doesn't do per se, but I think he brings up a good point and I want to mark make sure I'm not putting words in your mouth, but I think what he's asking here is identifying business technology priorities and personal agenda tendencies. I think what he's asking there is more like intent, right, are you looking at identifying intent that's coming from the buyer? Tell me if I think and again, knowing from my just hearing you're really looking at the opposite. You're not trying to look at intent and what the the buyer is thinking about buying, but you're really trying to use it to get to know the buyer better and to understand the buyer, who they are from a human perspective. Do I have that right? Or and again I want to make I'm not sure 100, yes, okay, it sounds like mark.
Speaker 3:Yeah, yeah, I'll structure, tom, that slightly different. That that is true. What you said is right, but I'll structure it this way I believe that there are two parts to a, you know, to a sale. There's the need of the company and the want of the buyer, the person. Yeah, the need and the want. You, we need to be able to combine both.
Speaker 3:Humantic, we are not aiming to, we're not planning to go into determining the needs of the company there, many companies that do that right, intent and techno, graphics and 20 other things. It's also about positioning ourselves right in the mind of the user. Right, there, too many, too many tools, but when it comes to the buyer, the person, the people. So what we're building, we call it buyer intelligence, yeah, so you can think of it as people intelligence. It's simply, you know, zoom info, but for people, if you want to understand it easily, we want to go to a point where we can bring everything related to the person, the people, the buyers. So we will keep doing more and more we already do personality is the core, but we built something we call it throw graphics.
Speaker 3:I like demographics. Other insights partially will probably cover what Mark is talking about.
Speaker 2:I think we lost Brandon for hold on one minute.
Speaker 4:Yeah.
Speaker 2:Hey, you're back.
Speaker 4:I have no idea what happened. I flashed and I was gone.
Speaker 2:I thought it was something we said.
Speaker 4:Yeah, I was enjoying it. Now I feel like it.
Speaker 3:Who does? Sorry about that? You've got to do you've got to do complete to just two people.
Speaker 4:Mark said, everybody was frozen except me.
Speaker 2:Yeah, if you don't mind, go ahead and just repeat a little bit what you just said, because I think we all somehow got frozen there for a minute.
Speaker 3:Joe. So I was saying our focus is people. We don't intend to go into company and account level insights, data etc. Enough people do that. We want to be clear what we are about. We want to be a company about people. So buyers we calling that here but anything about people we will keep bringing more and more. In fact, we are working on a couple of things right now. It should be quite fun when they come out. So, yes, we will do more about people, but company related insights we probably not going to. So, partially we'll end up covering what Mark mentioned, I suppose.
Speaker 2:So the challenges and the things would be more personal challenges versus business challenges or business. You're again, you're looking at it from the individual, not from the, from the content or the account.
Speaker 3:Yes, there is a professional aspect to the individual. It's not just all personal right, because where am I in the org, what goals I have, etc. We will go into those. We will keep building for that, but not the company side, because we want to be clear. We want people to know us, as humantic helps me connect with people know people. So if you think people are important in selling, you should think humantic from a business perspective. That's how we want us to be remembered.
Speaker 2:I really like how much I feel like we're putting in most a real gap between the business need and the creating demand for the business and the intent and then the individual that we're dealing with. And, brandon, as much as, again, we talk about mindset and the buyer centric approach. I don't think that this is something that we talk about enough, especially in the digital world, about I know you talk a lot, brandon, about posting, like you talked about, and things like that, but really getting onto a call or a conversation or even making a comment and LinkedIn and really thinking about it from the person, from the focus person, not just the company or the business or whatever, just a very good mindset.
Speaker 4:Yeah, and I think I mean we do talk about it and in fact, I spent a lot of time this morning working on some things around how we help people comment more on the person side, because at the end of the you know I hate saying that expression at the end of the day, but it's always people do business with people and, from a sales perspective, the sooner we can get to know them and be able to understand them or identify some things with them, then we can actually partner with them better and we can remove those barriers of being seller versus buyer versus trusted advisor wants to help you and walk along with you to make a good decision.
Speaker 4:It is hard, I think, because I mean we talked about this was it last week or the week before, I can't remember if it was with Daniel Disney or who but I think the whole LinkedIn approach just got started on the wrong foot. We threw all things internet, digital, social to marketing, and marketing tends to be. A broadcaster like they know how to create brochures and create ads and talk at people and sales truly has to learn how to talk with people, and I think we're getting there now. It's just been it's it's slow to get there. But the more that we could use any digital tools, whether it's Humantic AI, it's LinkedIn, directly, it's navigator but to get to know people, the better off we're going to be in sales and I believe the better our buyers are going to be, because we get to know them more and if we have that mindset to serve first, we can serve them better.
Speaker 2:And the buyers will buy more.
Speaker 4:Yeah.
Speaker 2:So I have to leave here in a few minutes, but I didn't want to leave before getting to this question. And in Brandon you can definitely continue the conversation.
Speaker 4:I have to go to have fun without you and Carson. We're going to talk about you.
Speaker 2:guys Like this whole party is going to really get started once. I another fragmented set of days, but I really wanted to talk more about what you mentioned in the beginning. I'm reprint about AI and what do you think is going to be the impact good and bad of AI and where are we going to be as it relates to all of this, as it relates to just AI, and maybe in the short and the long term or the longer term?
Speaker 3:See, the impact of AI is going to be multi-pronged right. There are many, many axes, many aspects to it. It's hard to sum it up. In fact, I spoke about AI in sales. I was at the Sandler Summit back in March, so this chat talk is out there on YouTube on our channel If anyone is interested.
Speaker 3:People said it was not too bad, so it's probably not the time to early spend, but in the sales context, I think, where we have started, the fact that it puts distance between people, that's in our mind. That's a pretty big thing. The other aspect of that is automation, which we've not touched automation and jobs and what it does. There Again, there's tons and tons of data and it's even common wisdom that you'll not lose your job to AI. You'll lose it to someone who knows how to use AI. I think that's fairly. I put a lot of data out there in that presentation, but there's a pretty compelling evidence that that's what happens. Jobs will get lost. Let's not use ourselves that it won't happen, but too often they don't get lost like permanently. They change, the nature changes. There's research coming out now, 25 years later, that outsourcing created more jobs in the US than it actually took away. The whole world is better off because of that. So generally it's better jobs, and I'll leave it here just to put that context in mind.
Speaker 3:A hundred years ago, a lot of us were farming and doing physical work. A lot of us very few people, are not doing physical work Now. A vast majority are not, at least in the advanced world. Even otherwise, it's changing fast. Are our lives better off? Absolutely, absolutely. We have higher quality of life. So it will keep happening.
Speaker 3:So I think those two things the fact that AI is going to make it robotic and we need to it's a bit of back to the future thing In the ideal world. And I keep thinking, if we succeed, if you're Mantic succeeds, it should be in a strange technological way, but it used to be. You walk into a store and the store person knows you, knows more about you, not in a personal way. That's not how it was. It was not that your neighbors and that restaurant you went to were intruding into your privacy, but they knew about you, your kids, a little bit, etc. So we could probably use technology to bring that connection back. That's one part. And second, manage automation in a way that ultimately we're all better off, even if it takes a couple of hoops, yeah it's interesting.
Speaker 2:I'm doing a presentation next week with a client about basically AI centric business. How do you reorganize your business to be AI-driven, which is a mindset in and of itself. We've talked about mindset, but if you can balance that, if you're looking at how you're going to reorganize and restructure your business to better leverage AI and, at the same time, you can also look at how you can restructure it to be more human, the two kind of comes together.
Speaker 3:It's a big change. It's a big change. A couple of challenges I'm seeing with revenue leaders Let me share. There's a fundamental difference between AI software and non-AI software. Fundamental difference is AI is predictive.
Speaker 3:Traditional software I call it workflow software is not predictive. What does that mean? Ai is wrong sometimes. Traditional software doesn't go wrong Once in a while. It doesn't work. The CRM doesn't work. Asper doesn't get updated. It doesn't go wrong. It doesn't change the data that you entered. It is predictive. People have a hard time grasping. We see that with, for example, a prediction that we make about someone's personality. Clary probably sees it. With a forecasting model that it has, you could be 85, 90% right. Sometimes people just get bogged down. It's a big change. Number two a lot of revops teams. They're technologies, but again, ai is a fundamentally different beast. I still see a lot of people thinking in terms of more data, more activities. It's kind of a big change to move data and insights. A lot of people don't understand they're very different. Data is different. You getting someone's email ID is pretty much data, not an insight. Insight is different. Those couple of things become relevant on that point.
Speaker 2:No, that's huge, Jen. Brandon, I'm going to turn over the wheel of view here, but, Emma, awesome, I would love to talk more about this. This has been great. Thank you for putting up with all of our moving around today. Brandon, please take us home with it.
Speaker 4:I'll take over All the shows for Tom to have to cut out early. He's going to miss this one a lot.
Speaker 2:He got started on AI. I could go another hour or two on that, I know.
Speaker 4:That's what I say. I'll do my best to sub in. I would love for you to buy, Tom. Thanks, so much Thanks.
Speaker 2:Tom.
Speaker 4:I'm a pretty. We don't lose where we're at with everyone else. I'd love for you to talk a little bit about those differences. How should our audience be thinking about or approaching AI? I love the way you said it so much of technology. It's like workflow technology. Ai is different. It's predictive, but it's not always going to be accurate. How many people out there thought they were going to go to chat GPT and ask for something and get this perfect bow tie? Oh, that's exactly the way I sound. No, it doesn't happen that way. You got to work with the prompts, you got to train it, you got to feed it more information. Even then, it's not going to be perfect. How do you coach people or to recommend they think about approaching AI?
Speaker 3:It's not easy. Let's say that I drove a Tesla last few days for the first time and while they've done a lot to keep the transition smooth, but it's still very jarring to not starting and stopping right as you just get in and you say it's weird. So many things about AI too. Ai software, while it feels similar software, is software, we think, but they can be jarring consciously and subconsciously. What can you do, I think number one and I spoke covered a lot of these points in the talk Number one is really opening up minds and telling people again and again open up your mind, just keep an open mind, give things a try.
Speaker 3:It's not easy. It's easier said than done. It's a slightly way thing, but approaching it with an open mind, I think, is the most important thing. That's what leaders need to do, that's what they need to tell their teams. Otherwise, those who don't open up their mind will struggle. Number two I covered a little bit of characteristics, right, predictive and that. I've seen that making you know hampering things a little bit. I've seen the obsession with doing more. Yeah so there's.
Speaker 3:generally we gravitate when there's we need to do something, we want to do more. It's a little weird to do less and do it thoughtfully and it just makes you uneasy to do that. So that's another thing. But then also there are a couple of practical things, because we're talking about sales and revenue here and we know that some senior people are probably listening, or who will listen. There are a few practical things. I think your AI budget should be separate from your tools budget, otherwise you'll not move forward because there's probably a lot Every big company, small company, they've got so much, even hygiene factors to take care of. That's important. I think having someone on Rebop's side who knows AI understands as a passion, et cetera, and that's important. So, again, a little bit of seeing AI differently than traditional workflow software, I think that's. Those are two, three more practical points that I would add. That I think will help.
Speaker 4:Well, that said, how long do you think it's gonna take for companies to get to that type of mindset? And I know it's a little predictive here, but I think about how long it took CRM to become much more common, right? How I mean anytime something's new, people don't like change. Ai has gotten I mean obviously, microsoft with chat, gpt had a lot to do with really accelerating the conversation more widespread around AI, but what do you see coming and happening with AI adoption?
Speaker 3:So, when it comes to Brandon making any predictions, I like to add that you, they have to be probable, right? So I think it's stupid if anyone says this is how long it'll happen. So we can talk in terms of probabilities. That's the first thing. So the probability is two things I see. One is the natural curve early adopters, fast followers, you know the slow, whatever it's called, you know pickers, and then the late you know laggards, yeah, so it will happen.
Speaker 3:It's beginning to happen. We are seeing that. I'm sure you're seeing it. That's one part. Second, not all technologies play out at the same pace. I think this curve is true for almost everything, but the pace can be contracted or it can be diffused. Odds are and that's where I'll go to probability Odds are that AI will be more contracted. It'll happen faster, yeah, but no, you can't say with certainty. Of course, in 2016, it looked like self-driving cars are going to be everywhere by 2020, right?
Speaker 4:Yeah.
Speaker 3:Yeah, so chat GPT. I wrote about it earlier that while I believe so strongly in AI and AI's potential I think there's, you know, we're just getting ahead of ourselves a little bit. Yeah, it takes a bit of time before you start hitting the edges, you know, before it starts bouncing off, things don't work and the gas cases come in, and that's where that 80-20 Pareto principle comes in. Yeah, so those two things. It will have that curve probably contracted, but if we end up hitting some walls, you never know, but it'll probably be faster than other technology, you know, being adopted. That's what should happen.
Speaker 4:Yeah, yeah, I think that's a very fair way of saying it. I think that, like any new technology, there's the initial enthusiastic stage. Lots of people are both creating products and companies and services around it. I think there's a lot of disappointment in a lot of the technologies that have been thrown together around it yeah.
Speaker 4:I'm not implying you may have to AI for anybody, but a lot of the companies that quickly took chat, gpt and started integrating and creating things and there's a disappointment with it because it was more designed to sell a product and actually serve people well.
Speaker 3:I've been a product guy. You know there's always an up in that guy. I suppose in the past you know who raised their hand and say I'll do it. You know because you want to be the guy who brought chat GPT right to product A or B or C, but doing it thoughtfully. I remember way back late 90s there was an wave of AI. People don't know, most people don't know. Late 90s there was a wave of AI. Ai is not new. This is. There was a wave around 2013-14, which sort of you know the whole computer vision thing which has led to this thing today, of course, 2022-3 years, january of AI. Before that we was around 99, 98. A lot of people got excited. A lot of those fair weather players will run away when the push comes to show, which is going to play out. Of course, here as well, it takes time for a new technology to mature.
Speaker 4:Yeah, for sure. So talk to us a little bit this is your expertise, your wheelhouse. Share with everybody a little bit about what personality AI is, that you all do so personality AI is the technology that predicts people's behavior, their personality, of course.
Speaker 3:Yeah, personality has been defined earlier how they make decisions, what matters to them, what drives them Essentially everything about your behavior, you could say, but not using the traditional method, which was an assessment like a test. Yeah, it uses a predictive approach by leveraging data that's already out there, available or created. Two main parts One is the language aspect of it and one is what we call computational psychometrics. That is essentially your signals, choices, backgrounds, like on LinkedIn, for example, it could be someone writes a 10 word about me and someone writes a 100 word about me. It's one small thing that tells us something about you, and there are hundreds of such signals that AI can process. Human mind can process maybe two, three, four signals together. So personality AI is the science technology that predicts people's behavior and personality without a test, using a predictive AI enabled approach.
Speaker 4:Very cool. Now what about some of the stats or benchmarks that companies could experience if they adopted this approach, this personality AI and their sales or their online presence?
Speaker 3:In the sales context, let me tell you this. I don't know if you know Humantic AI. We are number two sales AI in the world On G2, you go there with number two globally and there's 200 plus products. Everyone is claiming to be AI. I was on a call earlier showing some of our personality AI plus general AI features and the person there she said she's like I've seen so many tools show me this. I said, okay, what results did they promise you? What did they show you? And she said they did not show me any results.
Speaker 3:So, coming to the point why we are number two, our average impact on top line pipeline, top of the funnel, is 109%, 109. It's 2x on page and I'm putting this on record because it's true. We've seen 30, 40. We've seen 250. That's the range bottom of the funnel closed from one revenue, the average is 16.2%. So those are the numbers. Those are the numbers that have made us on the result syntax that G2 has. We are number three. On usability, which is very important in AI, we're number two, and overall momentum with number two. So it's a very significant impact, although you need to be able to leverage it a little bit. There's a slight learning curve.
Speaker 4:Yeah, absolutely Well. Amarpreet, how can you let everybody know how they could connect with you and find you and also humantic AI?
Speaker 3:Well, luckily, I'm the only Amarpreet Kalkat out there. So if you search for Amarpreet Kalkat, you'll find me. Humantic AI, there's humantic, there's humanatic, there's humantic, but Amarpreet Kalkat is unique. So, linkedin if you go to Amarpreet Kalkat, just that's it. Twitter if you go to Amarpreet Kalkat, you'll find me Humanticai. That is us. If you want to try it, we've got a free trial, etc. Etc as well, but you can reach out to us and we'll be happy to help you make progress with AI or with humanization or selling.
Speaker 4:Yeah, amarpreet, this was excellent. I really appreciate your approach to humanizing with AI. I think too much AI has actually been presented from the opposite perspective. Let's do things faster, do things bigger, make everything more efficient, and that usually comes at the expense of humanity. And I'm still just a big believer that people do business with those who they like, who they're like, who they get to know, who they're comfortable and excited to be working with, and I'm scared for the world when my AI talks to your AI and schedules a meeting and we both get together and go. What are we talking about? And hopefully that day will never come.
Speaker 3:We'll try. We'll try our best to do it in a better manner. So let's see how it plays out.
Speaker 4:Yeah, awesome, everybody. Thank you so much for joining us. If you're on the live show, I know we had some technical glitches and moved from restream to stream yard. It was a last minute weird thing that we experienced and I know there was a hiccup with me disappearing during the show. So thank you for your grace and patience. Sometimes technology just doesn't work right, amarpreet. Sometimes technology has a hiccup.
Speaker 3:Technology is just like humans that build it, so sometimes we work and sometimes we fall too. That's right, we all got to move on.
Speaker 4:Absolutely.
Speaker 3:Everyone bearing with us.
Speaker 4:Yeah, and everybody on the podcast. Thank you so much. You help us out a lot. If you like the show, you like what we're doing, make sure you subscribe, give us a rating. We are number two on Apple for social selling, which is great. We're working hard to hit that number one spot Not that we care that much, it's just kind of be fun if we get there. So, anyone, if you could subscribe and share it with your friends, that would be fantastic. We'd appreciate it. And next week we have Mandy McEwen joining us as our guest. She is going to be awesome. She's dynamic, she's a social selling rock star and we're excited to have her join us next week. Amarpreet, thank you again so much for coming with us, joining us today and sharing such great information. Really appreciate you coming.
Speaker 3:Julie brandon pleasure. Thank you for having me.
Speaker 4:You got it Now. Carson usually ends our show by telling everybody happy social selling. Do you want to take that over while he's not here today?
Speaker 3:So do I just say happy social selling Until next time and own it.
Speaker 4:Make it be your own style.
Speaker 3:Happy social selling everyone Till next time and we'll see you next week.
Speaker 4:That was awesome. Thank you so much. Bye, everybody, we'll see you next week. Take care.
Speaker 2:Hey, tom Burton here and I wanted to personally thank you for listening, for watching today's episode of socialselling2.0. If you enjoyed or found value in today's show, please share with your friends and colleagues. Also, we'd really appreciate it if you could leave a review on iTunes or your favorite podcast outlet. And please also subscribe to our YouTube channel and join our free online community at socialselling20.com. There you'll get free access to the latest social selling resources, training sessions, webinars and can collaborate with other social selling professionals. Thank you again for listening and I look forward to seeing you in our next episode.
