Happy National Hike with a Geek Day! Dust off those boots and take your favorite engineers for a hike today.

In today’s Follow Up:

• Amazon’s AI Sales Playbook 🎤 

• Sales in the news 🗞️

• Sales tools 🛠️

• Sales jobs for closers 💰

Sales Fact of The Day

A Leaked Document Shows How Amazon Sales Reps Will Sell AI

Breaking into a new market is hard.

You’ve got to build new products, understand your competitors, and most importantly, you gotta sell.

Last week, an Amazon mole leaked their “Generative AI Sales Playbook”, detailing plans to beat out OpenAI, Microsoft, and Google’s DeepMind.

Despite 20 years of AI and ML experience, Amazon still looks like the new kid in class.

But they’ve got big plans to change that…

The Sales Playbook is a 12-page document and it comes with:

• Cold email templates

• Conversation starters for target customers

• Tips on how to talk sh*t position against OpenAI

The goal of the playbook is to "inspire customers to leverage Generative AI technology within their products, content, and customer experiences."

Sounds like a ChatGPT response to the prompt “Design a sales playbook to sell against ChatGPT.”

Amazon is pushing a whole suite of AI products including their cloud hosting capabilities, their own ChatGPT competitor “SageMaker”, an updated Alexa voice assistant, and a new home robot project called, Burnham.

Here are their call tracks and cold email templates: 

Call Tracks 📞 

Just like anything you sell, every customer cares about different features and benefits. The leaked playbook includes call openers and talk tracks that sales reps will use on different personas.

Here’s how they broke it down:

C-Suite Executives

• Salespeople are told to focus on how AI can "improve efficiency by automating operations.”

Technical Executives

• Focus the conversation on "personalized, media-rich content" and “quicker deployment of ML models.”

Companies Unfamiliar with AI

• Pitch with the idea of the "art of the possible", which is intended to inspire C-level execs with "generative AI success stories."

Prospects with Experience in AI

• Steer the conversation to “new generative AI capabilities and AWS offerings to accelerate their development process”.

Not exactly award-winning material.

Email Templates ✍️ 

If you’re like us, you love a good email template. Especially when it comes from one of the largest companies in the world.

Here are Amazon email templates for two different scenarios.

1. Emailing a new executive to book a first meeting:

2. Emailing a customer that’s already using AI & machine learning:

What we can learn from this:

• Sales playbooks are essential to get all sales reps on the same page (especially for new product offers).

• Different buyer personas require different emails and talk tracks.

• When competing for market share, don’t let your employees leak your playbook.

This playbook got us thinking, should you ditch your current employer to join an AI company?

Artificial Intelligence is the hottest industry in business. Generative AI companies raised over $1.6 billion in Q1 2023 alone.

On LinkedIn, there are over 69,000 results for “Artificial Intelligence” jobs, just a few thousand below the total SaaS category, and 65,000+ more than the entire crypto industry.

Remember though, "The trend is your friend, until the end when it bends.”

Right now AI startups, investors, and founders look brilliant. Everyone wants in on the revolution. It’s hot, it’s sexy, and every day there’s something new.

But in case you forgot, our friend Nikita is here to tell us, every bubble comes back to earth at some point.

Jumping from your current job could be a good move, but it also could be risky. So, we want to hear your thoughts…

Sales Tip of The Day

A word from our LinkedIn Influencers:

👀 Keep an eye on the competition 👀 

Meme of the Day

And that’s a wrap!

Reply to this email and let us know what you think of today’s topics.