In today’s newsletter, I’ll share how I turn a marketing resource into a prospecting asset in less than 6 minutes.

Big news – The Ultimate Guide to AI-Powered Outreach is live!

I have partnered with Outreach to create this free guide to help you navigate the AI revolution for prospecting. AI is a game changer, but most salespeople don’t know how to use it to make their job easier.

That’s why I have decided to share 3 specific use cases you can implement right away. In this guide, you’ll learn:

• Why AI is a major revolution for salespeople
• Three ways to use AI for prospecting
• How not to use AI for prospecting

I have included a few prompt examples that you can copy/paste into ChatGPT, so you can start seeing results immediately.

You can access this 24 pages guide for free here.

Hope it will be useful!

Cheers,

Thibaut Souyris

In today’s newsletter, I will share how I created my latest LinkedIn headshot and why using AI was so helpful. By following these steps, you can avoid wasting hours of your time in a professional studio and the expense that goes with it.

In sales, your professional image is crucial. If you use LinkedIn to prospect, your headshot is the first thing prospects will see when you connect with them. That’s why having a professional headshot is critical.

However, shooting a professional headshot is a time-consuming and expensive process. It involves picking the right studio, traveling to the shoot, striking poses, and selecting the right picture. It’s a process most people would rather skip.

Here’s how you can do it for $49 and around 10 minutes:

Step 1: Go to Secta

Secta is an AI tool that can turn your existing selfies into hundreds of professional headshots in less than an hour. With Secta, you won’t need to select a suit, do your hair, or travel to a professional studio.

To get started, simply visit Secta, follow the instructions, and generate hundreds of different selfies of yourself, just like the ones shown here:

In today’s newsletter, I’ll share four outbound message frameworks that I’ve been trying recently. By using these frameworks, you will catch the attention of your prospects, start more conversations, and eventually book more meetings.

Let’s dive in.

Framework #1: Question + Teaser + CTA

• Question: A problem-oriented question to get your prospect to reflect.
• Teaser: An intriguing resource to help your prospect solve a part of the problem you mentioned in your question.
• CTA: A simple question to get the prospect to reply.

Example:

• Question: Eric, curious to know how you’re preventing your new hires from taking too much time to go through their onboarding.
• Teaser: If you’re interested, I can share a short, 3-step playbook on fixing your onboarding process.
• CTA: Sounds interesting?

Why it works?

This approach works because you focus on a concrete symptom of a problem that your prospect may have. By hinting at a potential solution, prospects who are experiencing the problem you mentioned are more likely to reply (in my case, 38% to 42% do).

Framework #2: Jobs to be done

• Memory: A past topic of conversation
• Tool: A tool/resource related to the conversation
• Confirm: A question to confirm it is still a priority
• Teaser: A sentence to get the prospect intrigued about the tool

Example:

• Memory: Mary, last time we spoke, new employee churn was an issue.
• Tool: I stumbled on a checklist to disqualify bad candidates and immediately thought of you.
• Confirm: Are you still working on reducing new employee churn?
• Teaser: If so, just hit reply and I’ll share the resource with you.

Why it works?

This framework works well when a prospect has been unresponsive or has requested to follow up later. Rather than simply checking in, you can provide value to your prospect by offering a specific resource.

Welcome to a special edition of the Tactical Selling Newsletter…

BIG news – the AI Outreach System goes live tomorrow!

I created it because most salespeople know AI is a game changer for their job, but they don’t know where to start.

That’s usually because:

1. AI is overwhelming – I don’t know how to write a prompt…
2. Learning how to use AI for prospecting is time consuming – I don’t want to spend hours learning the ropes, only to find out the results are mediocre…
   
3. There’s a ton of new tools going live every day – Which one should I pick?!…

This online course answers all the above and teaches you how to research, contact, and book meetings with AI (and ChatGPT).

If you’re interested in integrating AI in your daily prospecting, then this is for you.

And because you’re a subscriber to my newsletter, you get a discount code. Use “BPP0IWE” at checkout and you’ll get 30% off (valid until Saturday).

You can access the video course here (live tomorrow at 4:00 PM Berlin time).

Cheers,
Thibaut

PS: This is the last special edition, I promise. We’re back to our normal Thursday-only programming next week. Sincere thank you for letting me add a couple emails while I share the news about the course.

In today’s newsletter, I’ll share the exact system I use to book meetings using GPT-4 (works with ChatGPT too). By following this system, you will stop playing around with GPT-4, and you’ll finally discover a system to use for efficient prospecting.

Here’s how, step-by-step:

Step 1: Do your research

Start by exporting the LinkedIn profile of the prospect you’d like to contact, here’s how:

1. Go to the LinkedIn profile of your prospect and locate the “More” button.
2. Click on “More” to reveal a dropdown menu.
3. In the dropdown menu, select “Save to PDF” to export the profile as a PDF. This works for 1st, 2nd, and 3rd degree connections.

When it’s done, help GPT-4 build connections between the problems you solve and the information about your prospect by using the following prompt:

“Here’s the LinkedIn profile of a prospect. I’m trying to get this prospect to reply to my LinkedIn messages and I need to mention an element of their profile that is relevant to problems I help solve:

• {problem 1}
• {problem 2}
• {problem 3}

Now find me 5 elements from this resume that I could mention to catch their attention. Here’s the resume:

{PDFcontent}”

If you want to see an example of how it’s done, check this free guide.

Step 2: Craft your messages

Now that you have a few personalization elements, you can use them to craft your outbound messages. There are different frameworks you can use, but I personally recommend this one:

• Trigger: a relevant piece of information about your prospect
• Question: a problem-oriented question to make your prospect reflect on it
• Teaser: an intriguing resource to get your prospect to reply
• CTA: a simple question

Here’s an example:

• Trigger: Eric, noticed you were hiring 20+ SDRs in 2023.
• Question: I’m curious to know how you’re preventing your new hires from taking too much time to go through their onboarding.
• Teaser: If you’re interested, I can share a short, 3-step playbook on fixing your onboarding process.
• CTA: Sounds interesting?

You can check this free guide to get more ideas.

Step 3: Follow-up to get a reply

If you send one message only, you’ll get almost no replies. Train GPT-4 on what a good message looks like (you can use step 2 for that), and ask it to come up with a new message for each problem your prospect is facing.

Here’s a prompt example:

In today’s newsletter, I’ll share the exact system I use to find personalization elements using GPT-4. By keeping these concepts in mind, you can stop wasting hours on research and use GPT-4 as your own personal assistant.

Follow these steps to get started:

Step 1: Feed the resume of your prospect to GPT-4

You can use any publicly available information about your prospect, but I find that using their LinkedIn profile is a good way to learn about their career, education, and interests.

To export the profile as a PDF, follow these steps:

1. Go to the LinkedIn profile of your prospect and locate the “More” button.
2. Click on “More” to reveal a dropdown menu.
3. In the dropdown menu, select “Save to PDF” to export the profile as a PDF. This works for 1st, 2nd, and 3rd degree connections.

In today’s newsletter, I’ll share three essential concepts to help you use GPT-4 and ChatGPT effectively in order to boost productivity and book more meetings. If you keep these concepts in mind, you’ll be able to use ChatGPT and GPT-4 to be more productive and to book more meetings.

Concept 1: Training the AI

Artificial intelligence, particularly ChatGPT and GPT-4, can be used as personal assistants. However, without sufficient training, the output and results obtained won’t be good enough.

To train AI effectively, you need to provide examples of high-quality outputs. For example, you can show ChatGPT and GPT-4 an email subject line or a well-crafted cold email you received. The AI can then generate similar subject lines or emails for different contexts.

Concept 2: Writing prompts

Prompt engineering is crucial when using ChatGPT and GPT-4. To write an effective prompt, you can ask the AI to act like a specific person or a job title. For example, you can take the name of a prospect you’d like to contact and ask the AI to come up with their top 3 challenges.

Example:

In today’s issue, I’m going to share 3 mistakes salespeople do when using ChatGPT, and how to fix them.

If you follow these steps, you’ll stop using ChatGPT as a nice-to-have, and you’ll discover 3 ways you can include it in your daily work to prospect more efficiently.

Here’s the list:

Mistake 1: They think it’s a web crawler

Here’s a comment I see all the time when I share tips about ChatGPT:

In today’s issue, I’m going to share 5 ChatGPT prompts you can use to help you book more meetings.

If you follow the steps below, you’ll stop playing around with ChatGPT, and you’ll start using it to give you an advantage and get noticed by your prospects.

Here’s the list:

Prompt 1: Find prospect problems

Prospect research is critical to getting replies when contacting prospects cold. It’s just extremely time-consuming. You can use the following prompt to help you come up with ideas of problems from your prospects.

Prompt: Act like [prospect name], the [job title] at [company]. [Company] is [description of company]. List your top 3 challenges for 2023. Bullet point and concise answer only.

How it works: ChatGPT isn’t a web crawler. If you use it like you would use Google, the output will be generic. Instead, feed it with as much details as you can about your prospect, and the business they are in.

Example: “Act like Jeff Weiss, Chief Revenue Officer at CMiC. CMiC is a construction software for accounting and project management, built on a Single Database Platform. List your top 3 challenges for 2023. Bullet point and concise answer only.”