Usman Sheikh: Simplifying Sales with AI

Conversational Selling

About Usman Sheikh: Usman Sheikh is the visionary founder and CEO of xiQ, an award-winning B2B sales and marketing platform. With the fusion of generative AI (x GPT), behavioral science, and a curated up-to-the-minute business corpus, xiQ is revolutionizing the industry with its groundbreaking personality-driven sales approach. As a futurist and design thinker, Usman aims to humanize B2B sales and marketing by harnessing the power of generative AI and psychology. Through xiQ, sellers gain the ability to understand the mindset of prospective buyers, facilitating hyper-personalized engagement throughout the sales cycle. Usman strongly believes in achieving excellence through disciplined and relentless execution. Check out the latest episode of our Conversational Selling podcast to learn more about Usman.

In this episode, Nancy and Usman discuss the following:

• The transformative power of AI in B2B sales and marketing
• xiQ's use of generative AI, behavioral science, and chat GPT to personalize sales approaches
• The evolution from pre-internet to the internet era and now to the AI era
• How AI simplifies tasks, saves time, and enhances productivity
• The importance of understanding personality-driven sales

Key Takeaways:

• AI made it so much simpler, gives one that information in seconds, and saves hours that would have been spent.
• What used to take me six hours out of my day has now been reduced to 30 minutes.
• We need to master AI. We need to make it work for us.

"And we use AI to help you formulate these kinds of capabilities, bringing them into sales to personalize the sales engagement. Nobody wants to talk to somebody who doesn't know who you are, doesn't understand your problems, and cannot empathize with or relate to your actions. They're just in there to sell, and nobody's interested in that, especially in high-ticket sales. So, it becomes increasingly important to be able to find the sweet spots of the person within their personality and cater to them so you can have a better chance of winning." – USMAN

"We're not a plug-in to LinkedIn, although I think we get a lot of data from LinkedIn. Think of our platform as an independent search engine; we throw a very wide net out there to collect information. So, you type in the name of a person in their company and start looking for them. You find the person by clicking on them if there is more than one. And it goes, fetches information, analyzes it, and makes a prediction call. All of it, less than three seconds." – USMAN

"So, we were living in the pre-internet era. Would that be correct? I was. I saw the internet come. You did, right? And everything was paper-based. If you needed to look up a person or do some research, you had to use Encyclopedia Britannica or one of those, right? There was no Google. It was a different world. And the big brands that were there were those serving Yellow Pages and all that stuff. Those were the brands. But then came the internet age, Google and Yahoo, and now ZoomInfo and Salesforce, and all of these became tools that people used, right? And the old Yellow Pages and so on didn't translate into becoming the ZoomInfo of the business world. It was like the Yellow Pages of the business world in the pre-internet days, right? And so, two things happened. The way we did business changed. Secondly, the players that provided the technology changed as well, and the solutions changed as well. Now, we're entering the AI era. It's a big leap. So, if the internet was a thousand to the paper-based era, then AI is a hundred million to the thousand. That's the big leap, okay? Because it can crunch out this big data and make sense of it in microseconds, right? And so, it can crunch a lot of data to do that, right? Pretty much the whole internet, right? And then some. So, but you know, we as humans need to be able to access that data, that much data in a consumable manner to be interesting." – USMAN

"I think not to be afraid of AI. AI provides a lot of new opportunities. So, if the audience is in sales or any business, use AI to discover new opportunities. Everybody who's going to use AI will realize that it can create a lot of new worlds. As a matter of fact, what McKinsey is quoting in terms of generative AI creating net new value for sales is $1.4 trillion a year in sales productivity. That's a lot, right? That's a huge amount. So, that's the opportunity. And as a result of that, Nancy, the way we used to sell, traditional sellers used to create fear, uncertainty, and doubt. And here we have a chance to move away from that selling into more selling hope and opportunity because there's a lot of hope and opportunity with what we can do with AI." – USMAN

Connect with Usman Sheikh:

• LinkedIn:https://www.linkedin.com/in/usmanmsheikh/
• xiQ, Inc: https://xiqinc.com/

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