Episode #124: Erroin Martin
AI – Know Where You Want To Go
Erroin Martin is the VP of Sales at Conversica, which is an artificial intelligence platform that presents itself as your human sales assistant. Your assistant will reach out to everyone of your leads and engage with them in a human conversation. People truly feel that they are interacting with a real person. Erroin is a former US military intelligence officer of more than 10 years and has spent more than 10 years in professional selling. He is an artificial intelligence evangelist who speaks four languages and was voted the 2018 sales leader of the year by inside sales.com.
[01.24] Erroin defines Artificial Intelligence – There are different types of artificial intelligence but primarily artificial intelligence is a series of mathematical or statistical algorithms that are designed to look at pieces of data and then start to self learn off that data and take certain actions.
[02.10] Erroin explains how AI will impact professional selling – AI is already impacting professional selling, there are already many tools out there from what we sell at Conversica to other applications. AI was applied in the late 80’s early 90’s with territory analysis and overall business macro analysis, nowadays AI is getting into the individual sales persons hands by removing a lot of the mundane tasks like entering data, following up leads etc
[04.08] What advice would you give to an organization considering using AI in their sales process – Erroin advises customers to know your business well, know your process, know what’s working and not working and don’t look at AI as your panacea for what’s not working. Know what you want to fix or super improve.
[05.32] Which AI Platforms are you currently using or considering – Erroin shares that in his toolbox right now he has Clary, Chorus and their own tool Converisca.
[06.30] Erroin shares his top three Sales AI do’s and don’ts – Do trust the algorithm – it’s better and smarter than you!!! Apply it and be select, and thirdly – let it do it’s job – not only because it knows what it’s doing but also because it will make your life easier. Don’ts – don’t let it take over your job – it’s not going to!, don’t expect it to do everything in the world because it wont and thirdly – don’t expect it to be perfect – the algorithm is written by human beings, there will occasionally be bugs in the system.
[08.34] Erroin shares his favourite AI Sales Success story – Erroin shares an example of how his AI receptionist was able to continually follow up on a potential lead that changed hands several times over a time frame of 12 months, which eventually lead to sealing a deal.
[10.24] Which AI platforms should we be looking out for – Erroin suggests obviously Conversica, but ideally look out for any combination of tools that move together to do multiple things. There are three areas of AI: ANI (Artificial Narrow Intelligence), AGI (Artificial General Intelligence) and ASI (Artificial Super Intelligence), the AGI is thinking of the world as we do and is the next step.
More About Erroin
What was the last book you read?
I just finished the 12 Rules for Life: An Antidote for Chaos
Who / What inspires you?
I am inspired by those that overcome great odds to win. Their perseverance, their commitment to always trying, their desire to be creative, and their ability to always think about winning while never fear about losing.
What aspect of your own sales process are you most focused on improving at the moment?
We are currently focusing on the pursuit phase of the deal cycle. How to stay in front of the customer and have meaningful meetings to consistently build a value chain to close.
I cook, bake, and brew beer. I enjoy gardening and using my hands. I also do my best to stay fit.
How can our listeners contact with you?
I can be reached on Twitter @Erroin on LinkedIn and of course email firstname.lastname@example.org