New Year, New Quotas: Are You Ready for the Challenge?

A new set of quotas now loom for 2024. The question is, how will you not only meet but exceed your goals? My projects & focuses this past year have given me some incredible insights and these are four key areas I believe are CRITICAL for every sales professional this year if they want to crush quota!

1. Embrace AI and GPT Innovations: The potential of AI and GPTs in transforming sales processes is immense. A HSG observed a staggering 50% increase in leads for sales teams thanks to AI implementation. Yet, surprisingly, some people still view this as mere buzz or trend. Remember, we're in the digital era - think of AI as the internet revolution of our times, and don't get left behind clinging to outdated methods like your index cards. Follow OpenAI and ChatGPT Plus is the best $20/mo you'll spend. 🤖

2. Personalization (at Scale): You’ve seen the viral posts and even before that the writing was on the wall. Gone are the days of 'spray and pray' tactics. As digital personalization evolves, so must our messaging strategies.But that’s not all, messages need to be enhanced with more (see 3 on my list) and be able to be done at scale, by everyone regardless of skill level. Having the right GPT tools, process, and training for your teams is a Q1 must!

3. Leveraging Compelling Events: Gong's end-of-year report highlighted the effectiveness of using compelling events to close sales, it was even apparent in our own top performer insights too. It's time to move beyond static persona card messages. How are you dynamically combining real-time events with your customer profiles to craft compelling, timely messages? I’ve been at this all year and it’s without a doubt the part people struggle with the most, but once they get they are selling at a whole new level. 🤑

4. Establishing Repeatability: This is perhaps the most challenging yet essential part. Implementing these strategies at scale with a repeatable process is critical. AI and GPT tools can be game-changers here, but they need to be integrated efficiently into your team's workflow to truly make an impact. My recent analogy is they’re like playing the video game GTA, its open-world and a lot to do so its easy to get lost in. So having a campaign (user process) is important to help drive adoption, make repeatable, but not restrict users from purposefully wandering off the path as they level-up in skill.

The AI/GPT revolution is here folks, Gartner predicts that by 2025, 75% of B2B sales organizations will blend AI with traditional sales methods, signaling a shift towards more tech-integrated sales approaches. With the past year of my own experience creating and implementing such methods, I'm excited for what that means to