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Chad Burmeister   Chad Burmeister, the CEO of ScaleX.AI is our guest today. ScaleX.AI delivers Sales Acceleration, Powered by Artificial Intelligence. Chad is an expert in building high-velocity sales teams at companies including Cisco-WebEx, Riverbed Technology, ON24, ConnectAndSell, and RingCentral.  Chad was voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 7 years in a row (2010 – 2016) and continues to be at the forefront of inside sales and high-velocity selling strategy & execution.   What is ScaleX.AI? Provides sales acceleration software and services powered by artificial intelligence to help sales teams 10x the number of sales activities that they do on a daily/weekly/monthly basis typically resulting in a 2x revenue impact The business result that our customers see is 10x more sales touches (more emails, more dials and more social touches)   Why did Chad start ScaleX.AI? (1:52) He saw over the last 10 years that things evolve in technology Decided that it was time to bring artificial intelligence to sales. Now you can leverage artificial intelligence to enhance what resources are able to do to get a 10x multiplier   When did Chad see the opportunity? (3:07) The challenge was when you start to deploy technology and people's systems process. The toughest part is that the generation of salespeople is used to doing digital texts and emails rather than phone conversations. A lot of the reps were spending a lot of time on things that don't matter. Set out to collapse time involved while still being personal.   In their first quarter they drove over $350k in sales.  That's when he knew they'd stumbled on to something that is very important for sales people and companies.   Bad sales activities (6:09) It's not wrong activities, it’s just that they should be doing them more efficiently Invest the time to approach somebody with a level of depth in your in your A accounts. If you have hundreds or thousands of potential prospects in a region or across the country then you can’t take the time to send those five bullets every single time. Now that so many people have moved to digital communications it really has left open the phone conversations. If you can bring phone activity to the process,  75% of meetings come from phone conversations not from e-mail and social   Best Practices (8:48) Agent assisted dialing gets you through gatekeepers and can get you right the decision maker It actually speeds up the process and therefore it also means you have to be good in other areas. They turn to a company called Qwilr that integrate to salesforce. It's all self-contained and instead of spending hours post phone conversation, now you just send a link to the prospect within five minutes and you're off to the nextcall They automate the agent assisted dialing so a rep can drive 250 - 500 dials in a day. The e-mail personalization technology -  it looks at the recipient, it looks at the sender and it writes the first two sentences on behalf of the rep. This bot has seen 100 million personalized e-mails go out in the past three years and knows exactly which ones get the best reply. So automating the e-mail personalization is the next order of magnitude increase that they see. All of this software organizes and helps you know when to send e-mails, when to make calls, what to say.   There are tools that help you improve your actions inside LinkedIn. From sending connection requests to sending another note 3 days later as a follow up.   They integrate two Sales Force as the primary CRM. Most clients do have a CRM and want them to integrate into that CRM.   Companies who don't have CRM can still do business because they're able to manage much of the outbound prospecting process without a CRM. However in an ideal world you know most clients especially arefunded startup or a publicly traded company you're going to have a CRM and it doesmake the program just that much better than it is without a CRM awesome.   Who is the ideal customer? (16:39) Funded startups and publicly traded companies who invest in a lot of leads and just can't get them called or emailed or connected with socially fast enough are the ideal customers.   How do we build our team correctly? (19:05) There are pieces of the program that you can leverage that will bring you huge lift to go get your first several dozen customers. Encourage companies to look at Sales Loft, Outreach.  They give you a very good footprint of how to do your cadence. The piece that's been missing is the plug in and that is the scaleX 1-click personalization plug in. It gives you a double in your open rates and typically a three to five times better reply rate. The second thing is investing in the automated agent assisted dialing. There's a simple app that's available for download it's called LinkedIn helper.   ScaleX awards (23:37) Top 20 sales management application of the year because this technology gives managers a better ability to understand what all the activities are happening by their sales team Top 50 tech companies by the Silicon Valley review in the Bay Area.   Chad’s book recommendation The Lost Art of Closing by Anthony Iannarino This book is about a different approach to selling geared to the new technological and social realities of our time.  The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. The book will change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results. See omnystudio.com/listener for privacy information.