E11: Top AI Trends to Watch in B2B Sales

The best time to have started thinking about AI in your sales processes was about 14 months ago when OpenAI launched its public version of ChatGPT.

The next best time?

Right now.

Because the AI landscape is changing daily. Literally. 

And the founders who lean into AI tools for sales—and not dismiss them—already have a significant competitive advantage in speed, hyper-targeted messaging, and much lower customer acquisition costs. 

If you feel like you’ve fallen behind, how can you catch up?

I asked Henry Hays, co-founder of DisruptREADY, to join me to discuss AI’s impact on sales on Episode 11 of the Systematic Selling Podcast. 👇

Henry is a founder, keynote speaker, and adjunct instructor at LSU. He co-founded DisruptREADY to help companies prepare for and implement disruptive technologies, like AI…before it disrupts them. 

That’s why I invited Henry to join us. He spent over 20 years climbing the corporate sales ladder before becoming a founder. 

Now, he’s on the front lines helping companies tap into the power of AI to gain a competitive advantage.

Henry understands sales. He has his finger on the pulse of AI. And he knows what it’s like to be a founder.

I can’t wait for you to hear this episode!

✅ Your Action Items

Here are six action items to consider after listening to today’s episode:

1. Embrace a mindset of possibility thinking regarding AI and its capabilities.

2. Educate yourself and your team about AI and its potential applications.

3. Consider enrolling in the Digital Assets Team University (DATU) program for comprehensive AI training.

4. Build a digital assets team and empower them to explore and implement AI solutions.

5. Develop a clear vision of success with AI and communicate that vision to your team.

6. Explore the possibilities of AI tools to automate repetitive tasks, such as research, lead qualification, and proposal generation.

📜 Episode Index

Introduction- Welcome to the pod (00:19)

• Henry's background and expertise (00:02)

Henry's Journey—College and love for communication (02:18)

• Understanding the importance of urgency and truth in sales (06:06)

• Building a trusted network for learning and validation (11:39)

Artificial Intelligence—Your attitude towards AI (12:23)

• Parallel principles of openness to learning and humility in sales (13:56)

DisruptREADY—Starting as a boutique consultancy (16:31)

• Focusing on translating AI for small to medium-sized businesses (17:04)

• The essential eight principles (18:27)

Time Management and AI—Using time and resources effectively (21:39)

• Analyzing time allocation and priorities (21:53)

• Example of research (22:36)

AI Trends—Specific impact on  sales (24:21)

• Prompt engineering and deriving desired outcomes (30:11)

• Right person, right message, right timing (32:44)

AI Tools for Sales—Outbound prospecting and targeted messaging (33:14)

• Crafting messages with AI assistance (33:40)

• Summarizing and recalling conversations (34:39)

AI in Business—Aligning AI trends with business goals (35:29)

• Identifying target audience and communication strategies (35:37)

• Training bots for specific industries (41:02)

Leveraging AI for Sales Success—Using AI for lead generation (42:36)

• Maximizing time with clients using AI tools (43:48)

• Expanding messaging templates and scalability (45:10)

Embracing AI Education—Importance of continuous learning (46:38)

• Drip-style educational format (47:10)

• Empowering employees with AI knowledge (48:27)

Resources and Conclusion—Free online resources for AI education (50:09)

• Contact information for DisruptREADY (56:18)

Note: The timestamps provided are approximate and may vary slightly based on the exact timing in the original recording.

🎯 The Bottom Line

Let me know what you think of this episode!

Leave a comment 👇

Or hit me up at sean@lydencommunications.com. 

In the meantime…

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This is where you can learn how to build, fix, and maintain the 10 systems every business needs to produce more consistent, predictable, and—most importantly—profitable sales growth.

I’ll leave you with this: 

Always remember…When you fix your systems, you’ll fix your sales.

See you next time!

Sean

Sean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training and media company for founders looking to transition out of sales by building a consistently successful sales team.