4 Things Sales Leaders Should Know

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Being all the rage isn't just about passing business school exams or writing entire news articles. It has captured the world's attention because it marks the first widely publicized artificial intelligence technology that challenges a trait humans have long thought they possessed better than machines: creativity.

Let's get the big one out of the way: ChatGPT augments, but doesn't replace, seller creativity and judgment. The technology won't replace sellers; employees who know how to use AI effectively will.

Still, all sales leaders should consider this technology as a potential way to mobile number list increase sales productivity. Its capabilities offer a glimpse into the potential of generative artificial intelligence to disrupt B2B sales. For example, it can enhance the way sellers complete creative and analytical selling tasks by helping automate administrative work, speed up certain types of research, personalize or tailor messages, and come up with clever ways to engage with buyers.

Here are four things they should know and do about ChatGPT.

How Robots Got So Smart
ChatGPT is based on a gigantic language model — the Generative Pretrained Transformer (GPT) version 3.5 — that uses deep learning to generate conversational text in a way that resembles the look and feel of a human. It's a free AI chatbot from OpenAI that generates text that's surprisingly similar or better than what a human might generate.

ChatGPT accumulates common sense about the world by using supervised learning and reinforcement learning (human feedback) techniques to train on large amounts of data from the Internet.

Output utility depends on "hint"
B2B sales teams need guidance on how to best leverage generative AI technologies like ChatGPT.



The key to efficient ChatGPT output is the quality of the input cues used to guide the conversation. Poorly defined cues can lead to inattention and overblown results. Effective prompts require clarity, conciseness, and highly relevant detail. Enabling sales organizations to use ChatGPT at scale requires going back to first principles of thinking about how sellers communicate with buyers.

Lead conversations about preparing for: the skills to write prompts; the critical thinking to edit and customize ChatGPT's output; and the digital dexterity to integrate another application into a seller's highly detailed workflow.

ChatGPT requires end user supervision
Use ChatGPT as a productivity aid for drafting text, but double-check the bot's output before including any messages, especially to existing or potential customers, as the tool can be convincingly wrong.

From a credibility standpoint, the onus remains on the seller to fact-check the output for accuracy. From a creative standpoint, sellers must include specific terms and concepts in their tips, or they will suffer from tedious messaging.