The AI Prompt that Maps Leadership Networks
Uncover hidden relationships, find champions, and prospect smarter
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A few quick shares that are relevant to using AI and today’s post. Both TechSalesGuy and BowTiedSystems are accounts I’ve been following for a while - highly recommend giving them a follow if you’re not already.
Recommend reading the full article. The key items that stood out to me:
“smart companies are restructuring their teams around AI and relationships instead of volume and automation” - TechSalesGuy
Other key items that TSG points our with regards to trends in today’s GTM environment. Organizations that are leveraging partnership channels and relationships are winning over investment into automation, volume, and SEO. In addition, organizations removing the friction of irrelevant outreach, redundant meetings and bad timing
I’m going to expand more on this in today’s article. It ties into the my thesis on AI and sales overall: AI should be leveraged to drive deeper human relationships.
BowTiedSystems: How to Create a Custom Sales Coach
Like the article above, this one’s worth a full read. I’ve spoken about the use of custom GPT’s in a previous article discussing how to use custom gpts for event prep. BowTiedSystems does an excellent job of sharing another great using GPT to customize your own AI sales coach.
You can take this further with applications like building custom GPT’s act as product or SME experts (which I’ve done and will share in future articles). I’ve also explored use cases like event prep, tailored messaging to a specific persona or account, and even learning a new product. Lately, I’ve even been experimenting with using Perplexity Labs to build apps for things like custom org mapping.
In today’s article we’ll build on these two themes - tailoring GPT’s and using AI to map human relationships for daily prospecting.
It comes as no surprise that in order to succeed as a rep - you need to be able to self generate pipeline. I’ve been realizing more and more in my career, that although the rush of getting a deal across the line is exhilarating - prospecting might be more fun that actually closing the deal.
Prospecting is like a puzzle, and once you crack it, and find repeatable patterns, it can snowball quickly. In Prompts to Revenue, I break down the weighted scoring system I used to build $680K in pipeline across 5 high-tier accounts — all within my first 3 months of ramping.
And as I’ve stated before, the winners in today’s GTM environment are going to leverage AI to amplify the human aspect when selling - connecting dots, familiarity, and narratives that resonate.
In a recent meeting, one of the reps on my team share how they researched executives career history to uncover gems through cold outbound.
So today, let’s dive into how to bring this to life:
Leveraging Executive Career History for prospecting
Using leadership background and segments to find champions
Using GPT to accelerate and enhance the process
Leveraging Executive Career History for Prospecting
Just like in sports, when a new GM takes over, they often clean house and bring in their own people. Business is no different—especially during times of change. We’ve talked about how to understand the incentives of senior executives at an org.
But what about the teams they are building and where they’re recruiting from?
Change agent executives are often hire people they’ve had success with in the past. For example, a VP of Sales moving to a new company will likely bring in reps they trust to succeed in that org.
That’s why it’s worth looking beyond past customer and digging into where executives came from. You’ll often spot patterns in the previous companies of the personas you’re prospecting. If those patterns align, there’s a good chance those individuals have some familiarity with your product.
Using Leadership Background and Segments to find Potential Champions
Start off by finding executives from your target department or buyer persona. You can filter by past customer, which is the lowest hanging fruit.
Take it a step further by inputting your customers into the “past companies” field to start filtering for personas, adjacent or target personas, that might have had exposure or familiarity to you product.
Here’s a screenshot:
Using GPT to Accelerate and Enhance the Process
There are probably more aspects to think through besides just where an executive might recruit his team from. You can jump to hypothesis like where you can comfortable assume that an executive might recruit from orgs that are similar in size, segment, or ICP.
To do this, I’d recommend getting a list of your customers and input into GPT. Then prompt the following:
Prompt:
You can take this a step further and even add things like ICP uses cases, upsells, etc. Or even better - upload the finalized CSV into a GPT project folder and reference for future ways to cross reference your accounts.
And this works - I recently closed a deal that took less than <60 days. Because C level executives were navigating transformation. With that they hired my champion, hired and both had exposure my offering. No POC, just straight to a longer term commitment.
Familiarity builds trust and with it, there’s less friction in the buying process. This is using AI to deepen the human aspect of sales.
Hope this helps. You can find more content like this in my course: Prompts to Revenue
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