To solve the "what do I do with this signal?" problem, 2X CMO Lisa Cole created a custom GPT. Trained on their positioning, messaging, and intent signals, it acts as an on-demand coach for sales reps, providing specific outreach strategies and messages for high-intent accounts.
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Instead of writing scripts from scratch, prompt an AI to apply a specific sales methodology (e.g., Jeb Blount's 'because framework') to your prospect's context. This instantly creates persona-specific openers and voicemail scripts, saving creative energy and ensuring consistent messaging during call blocks.
A custom AI tool offers more value than a generic one like ChatGPT because it can be trained on a brand's unique, paywalled intellectual property. This creates a curated experience that aligns perfectly with your teachings and provides answers that cannot be found for free on the web, solidifying your expertise.
Instead of fully automating conversations and risking sounding robotic, use AI to provide real-time suggestions and prompts to a human sales rep. This scales expertise and consistency without sacrificing the human touch needed to close deals.
A system called AISOS was built to scale a small enablement team. It provides on-demand sales coaching, delivers just-in-time training content, and conducts pipeline analysis. This multi-function approach allows a small team to support a wide array of sales roles from BDRs to enterprise AEs.
Individual sellers can use free tools like Google's NotebookLM to build their own specialized AI agents now. By uploading books, articles, and podcasts on topics like prospecting or upselling, they create a personal knowledge base to get instant, tailored answers and stay ahead of the curve.
Don't just hand signals to sales and expect them to act. Marketing should co-own enablement. A "Pipeline Wednesday" meeting is used to actively help the sales team connect specific marketing signals (e.g., account intent) to concrete messaging and outreach tactics.
Instead of just using AI for coaching low-performers, input transcripts from successful, meeting-booking cold calls into ChatGPT. Ask it to identify patterns and common themes, then use these AI-generated insights to create scalable enablement sessions for the entire team.
Generic AI tools provide generic results. To make an AI agent truly useful, actively customize it by feeding it your personal information, customer data, and writing style. This training transforms it from a simple tool into a powerful, personalized assistant that understands your specific context and needs.
Consistently feed your AI tool information about your company, products, and sales approach. Over time, it will learn this context and automatically tailor its sales prep output, connecting a prospect's likely problems directly to your specific solutions without needing to be reprompted each time.
After receiving feedback that his writing was too long, a PM built a custom GPT to make messages more concise. He fed it newsletters and books on effective writing from experts, creating a personalized coach that helped him apply the feedback in his daily work, leading to better engagement from colleagues.
