Stop Prompting AI. Start Thinking with It.
How to use GPT to unlock insights, sharpen strategy, and keep deals moving.
In today’s GTM environment, it’s hard to break through the noise. This is true on both sides. Prospects’ inboxes are overrun with AI outreach and sellers are overwhelmed with signals on what prospects to focus on.
Future of Prospecting, nicely lays out how to filter signals distill those initiatives into business pain points:
Credit: Future of Prospecting
Aside from using AI to be more efficient, sellers should be using AI to critically think. An example of what Future of Prospecting lays out above isn’t just useful for prospecting - it’s also useful for prospects who are already in your pipeline and in deal cycles.
Today, we’re covering just that. It’s a process I use with current deals so that I can refine or strengthen my narrative, multi thread, and provide more insight on future forward goals so that the prospect can better understand how our solution can help.
So today we’ll cover:
Account Research
How to Leverage Info from Initial Discovery Calls
Questions to Progress (and Close) Deals
Account Research
First things first, you need to be financially fluent and understand how a business makes money. Whether you’re working a small patch of large enterprise accounts or you’re in mid market or SMB - being financially fluent is critical.
From there, refine how you prospect based on signals and develop persona messaging.
Distill signals and initiatives into actual business points. Which is what Future of Prospect lays out nicely:
How to Leverage Info from Initial Discovery Calls
I’m a big believer that AI gives sellers the advantage of being able to leverage the “human” side of sales more effectively.
AI provides insights into understanding human incentives, providing social proof, and speaking the same language as the customer for relevant messaging and narratives.
Talking to prospects, via cold calls or discovery calls, amplifies this.
Once you’ve had an initial discovery call - copy the transcript (or just prompt in Gong).
1. Set up GPT folder with account name
2. Prompt the below
Edit or use this however you’d like.
Questions to Progress (and Close) Deals
This is where things get fun.
Now that I have an outline of a hypothesis, pain points, next steps, and multi threading opportunities - I can also get actionable ideas to progress deals or continue momentum (especially if you have longer sales cycles).
Using GPT folders helps me stay organized so I can have fluent dialogues about specific accounts. When something about an account triggers my attention, or I’m following up, I simply use that info and plug it into my GPT chat and ask away:
A new job posting has come out that is in the department I’m selling to - what should I infer based on the job description and how can my solution help?
A news release has just been published and discussing a recently released product - what tools might be relevant to existing workflows based on the category [prospect company] is in and what we learned in my discovery call?
I’m working with a smaller account where a CFO has had exposure to our product - based on prior transcripts, my business hypothesis, financial documents and earnings transcripts, what type of messaging might resonate?
A prospect mentioned [use case] - how might I lay out other opportunities to help provide future value based on past customers we’ve worked with?
I’ve lost momentum in a deal - based on account research and initial discovery call info, what are ways to engage to continue momentum?
The list goes on. If I ask a question frequently enough, that’s when I turn it into a prompt. The point here is that the dialogue drives more curiosity in you as a seller. So you ask more questions, refine your thinking, provide more value to customer - all while progressing and closing deals.
This is exactly how I use GPT in my day to day. Hope this gives you ideas on how you can use AI to think through, progress, and close your deals.
If you have any questions on this topic or thoughts, shoot me a DM or email to andrew@hackingsales.xyz.
As always, thanks for reading and see you all next week.
-Andrew K
PS - if you liked this article, feel free to give a “like”, “comment”, or “share” with your network
P.P.S. Want to see how I’m using AI to actually drive pipeline (not just prompts)? Check out Prompts to Revenue