Leveraging AI to Understand Buyers on a Deeper Level

The Modern Selling Podcast

Do you want to engage your buyers with tailored communication strategies that enhance your sales success? We'll be sharing the solution so that you can achieve that result.

Discover the unexpected connection between AI insights and the movie "Man of Honor". How does this true story inspire a new approach to sales success? Dive into this intriguing journey with Amarpreet Kalkat on the Modern Selling Podcast. What's the surprising link? Find out now.

Be honest, are you tired of sending out countless generic messages and emails, only to be met with disappointing results? You're not alone. You've probably been told to cast a wide net and hope for the best, but let's face it, that approach is leaving you feeling frustrated and unproductive. If you're tired of the same old ineffective strategies and the pain of not getting the results you want, it's time to try a new approach.

Uncover the Power of AI for Sales Success AI in sales is a significant step change, providing valuable insights beyond data. Utilize AI wisely to gain a deeper understanding of buyer psychology and engagement. The potential of AI lies in providing insights and enhancing sales strategies thoughtfully.

Amarpreet Kalkat's journey into the realm of AI and sales is a fascinating blend of professional expertise and personal transformation. With over a decade of active involvement in AI, he defies the notion of it being a new endeavor. As a two-time AI entrepreneur, his commitment to excellence led to global recognition, with Forrester acknowledging his consumer intelligence AI as a top contender.

Beyond the professional sphere, Amarpreet's evolution from fearing dogs to becoming a devoted owner of a majestic German shepherd adds a relatable and endearing layer to his story. His insights on leveraging AI for sales success are rooted in a unique blend of personal growth and professional accomplishments, offering a refreshing perspective for sales professionals aiming to enhance their strategies. Amarpreet's narrative is a compelling fusion of determination, resilience, and unexpected charm, leaving a lasting impact on anyone seeking to navigate the modern sales landscape with sophistication and innovation.

Buyer intelligence is nothing but a way of building that buyer first approach. Because when you walk into a meeting, you spend 30 seconds looking at someone's profile and say, okay, this is what matters to this person. This is what doesn't matter. Hence I should say this, not say that, right? Simple things. It's not about you. Your process, your qualification methodology, your medics, your med pics. No buyer doesn't care. - Amarpreet Kalkat

My special guest is Amarpreet Kalkat

Amarpreet Kalkat is the CEO and founder of Humantic AI, with a solid decade of experience in the field of AI. His previous AI startup was recognized by Forrester as one of the top five consumer intelligence AIs, and The Wall Street Journal labeled it as a technology that could reshape the world. With a strong emphasis on behavior and personality prediction engines, Amarpreet is dedicated to providing sellers with invaluable insights to adopt a "buyer first" approach. His expertise in leveraging AI for sales success offers a wealth of knowledge that promises to enhance engagement and tailored communication strategies for sales professionals seeking to refine their approach.

In this episode, you will be able to:

• Maximize sales potential with AI-driven strategies.

• Tailor your sales approach to prioritize the buyer's needs.

• Gain valuable insights on leveraging human touch in AI-powered sales.

• Craft personalized messages to resonate with your prospects.

• Uncover the impact of personality insights on driving sales success.

The key moments in this episode are: 00:00:09 - Introduction to AI in Sales 00:03:29 - Buyer First Approach 00:07:34 - Nuanced Approach to AI in Sales 00:10:10 - Leveraging AI for Thoughtful Engagement 00:13:45 - The Challenge of AI SDRs 00:14:49 - The State of AI in Sales 00:16:10 - The Future of AI in Sales 00:17:28 - The Role of AI in Message Preparation 00:19:13 - Risks of AI in Sales 00:27:34 - Importance of Buyer Intelligence 00:29:36 - Importance of Putting Buyers First 00:31:01 - Applying Buyer-First Approach 00:34:55 - Challenges and Solutions in Buyer Insight 00:36:21 - Understanding Buyer's Personality 00:39:38 - Personalized Engagement with Buyers 00:42:36 - Importance of Buyer Intelligence 00:43:07 - Subject Line Performance 00:45:01 - Tactics vs. Concepts 00:46:33 - Generalization in Advice 00:48:35 - All-Time Favorite Movie

Timestamped summary of this episode: 00:00:09 - Introduction to AI in Sales Mario Martinez introduces Amaprit Kalkat, CEO and founder of Humantic AI, to discuss AI and sales personality insights for better buyer engagement. 00:03:29 - Buyer First Approach Amaprit emphasizes the importance of a "buyer first" approach in sales, focusing on understanding buyers at a deeper level and shifting the sales conversation to be more about the buyer. 00:07:34 - Nuanced Approach to AI in Sales Amaprit highlights the need for a nuanced approach to leveraging AI in sales, emphasizing the importance of thoughtful and intelligent automation over "spray and pray" tactics. 00:10:10 - Leveraging AI for Thoughtful Engagement Amaprit discusses the potential of combining multiple signals and insights to personalize sales engagement, moving beyond traditional ICP targeting and focusing on understanding user psychology and psychometrics. 00:13:45 - The Challenge of AI SDRs Mario Martinez and Amaprit discuss the challenges and implications of AI-driven SDRs in sales, addressing the issues of spammy and unthoughtful messaging, and the need for more thoughtful engagement strategies. 00:14:49 - The State of AI in Sales Amarpreet discusses the current state of AI in sales, mentioning that AI SDR is not fully ready but is better than most bad SDRs. 00:16:10 - The Future of AI in Sales The discussion shifts to the future of AI in sales, with Amarpreet emphasizing the importance of human-assisted AI and the potential for AI to coexist with human sales representatives. 00:17:28 - The Role of AI in Message Preparation Amarpreet explores the idea of AI preparing messages for sales outreach, suggesting the possibility of human validation based on personality insights before sending out automated messages. 00:19:13 - Risks of AI in Sales The conversation delves into the risks of AI in sales, including the potential for leaders to replace people with AI without fully understanding its impact on the sales process and the disillusionment surrounding AI's predicted economic impact. 00:27:34 - Importance of Buyer Intelligence Amarpreet introduces the concept of buyer intelligence, emphasizing the significance of understanding buyers at a deeper level and the potential for salespeople to drive revenue by helping buyers buy more effectively. 00:29:36 - Importance of Putting Buyers First Amarpreet emphasizes the significance of prioritizing the buyer's needs and interests in sales. He highlights the effectiveness of a buyer-first approach and shares insights on understanding what matters to each individual buyer. 00:31:01 - Applying Buyer-First Approach Amarpreet illustrates how a seller can apply the buyer-first approach using Humantic's insights. He shares a real-life example of tailoring his communication to align with the specific needs and preferences of a potential customer. 00:34:55 - Challenges and Solutions in Buyer Insight Mario discusses the challenges faced when there are no buyer insights available. Amarpreet acknowledges the limitations and shares how Humantic is working on expanding its data catchment area to capture dynamic buyer intelligence. 00:36:21 - Understanding Buyer's Personality Amarpreet explains the importance of understanding a buyer's personality and how it influences decision-making. He emphasizes the value of dynamic buyer intelligence in capturing real-time insights into a buyer's mood and behavior. 00:39:38 - Personalized Engagement with Buyers Mario and Amarpreet discuss the power of personalized engagement based on a buyer's personality. They highlight the need to tailor communication and interactions to suit individual buyer preferences for effective sales engagement. 00:42:36 - Importance of Buyer Intelligence Amarpreet discusses the necessity of buyer intelligence and optimizing messages before sending them out. The focus is on word count and subject line construction for better engagement. 00:43:07 - Subject Line Performance Amarpreet shares insights into subject line performance, highlighting the impact of longer subject lines on engagement and click rates, contrary to the popular belief of shorter subject lines being more effective. 00:45:01 - Tactics vs. Concepts The conversation shifts to the distinction between tactics and concepts, emphasizing the importance of fundamental concepts over temporary tactics for long-term success in sales engagement. 00:46:33 - Generalization in Advice The discussion delves into the issue of generalized advice and statistics, emphasizing the value of specific and contrary approaches for real success in sales engagement. 00:48:35 - All-Time Favorite Movie Amarpreet shares his all-time favorite movie, "Man of Honor," and reflects on the impact of the movie's true story and its memorable scenes.

Embrace Buyer-First Selling Strategy Prioritizing the buyer's needs and interests is crucial in sales success. Tailoring sales approaches to align with buyer preferences leads to higher engagement. Top sellers excel at putting buyers first, achieving higher win rates and success.

Gain Humantic AI Sales Insights Amarpreet shares insights on human-assisted AI, emphasizing assistive AI over the replacement. Buyer intelligence tools enhance understanding buyers' characteristics for personalized engagement. The episode highlights the role of technology in supporting a buyer-first approach in sales.

The resources mentioned in this episode are:

• Connect with Amarpreet Kalkat on LinkedIn and send a personalized connection request mentioning the Modern Selling Podcast.

• Follow Amarpreet Kalkat on Twitter for more insights and updates.

• Download FlyMSG for free to save 20 hours or more in a month and increase your productivity.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support.