{"product_id":"the-ai-edge-isbn-9781394244478","title":"The AI Edge","description":"\u003cp\u003e\u003cb\u003eUpgrade your sales process by plugging into the new power of artificial intelligence\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn today's cutthroat sales world, where sales professionals are constantly juggling multiple responsibilities and navigating a sea of relentless competitors, everyone is looking for an edge. What if that EDGE is found in a tool powerful enough to give you more time in your sales day, accelerate your productivity, and still leave room for the human touch that's vital to building relationships? Enter the game-changing world of Artificial Intelligence. Enter \u003ci\u003eThe AI Edge.\u003c\/i\u003e \u003cbr\u003e\u003cbr\u003e\u003ci\u003eThe AI Edge\u003c\/i\u003e isn't just another book about technology. Anthony Iannarino and Jeb Blount, the world's most prolific sales book authors and trainers, have come together to transform how you navigate the sales process by helping you plug into artificial intelligence. This groundbreaking, hands-on guide marries their unparalleled sales strategies, used by millions of salespeople, with the transformative power of AI. Drawing from cutting-edge research and real-world applications, the authors demystify AI and demonstrate its potential to give you more time to leverage your human advantage—creativity, empathy, and authenticity—to build deeper relationships and winning solutions that give you a leg up over the competition. Inside you'll find:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eExpert Guidance: Benefit from the combined wisdom of Blount and Iannarino, two giants in the sales realm, as they lay out the roadmap to plugging into an AI-augmented sales strategy\u003c\/li\u003e \u003cli\u003eStreamlined Processes \u0026amp; Empowered Engagement: Discover AI's role in automating repetitive tasks, freeing you to fully lean into the uniquely human side of sales: cultivating relationships, unleashing creativity, and offering unparalleled authenticity\u003c\/li\u003e \u003cli\u003eSales Prompt Engineering: Get hands-on with tailored prompts that allow you to tap into generative AI and get better results in less time\u003c\/li\u003e \u003cli\u003ePowerful Messaging: Learn how AI, used effectively, can help you develop and go to market with powerful messaging and presentations that connect with stakeholder needs and separate you from the crowded field\u003c\/li\u003e \u003cli\u003eIntelligent Insights: Grasp how AI can be leveraged to surface insights that give you instant authority, grab stakeholder attention, and lead to richer, more productive sales conversations\u003c\/li\u003e \u003cli\u003eResearch: Leverage the power of AI to build target prospecting lists that open pipeline opportunities while reducing cold calling and rejection\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cbr\u003eNavigating the world of AI might seem daunting, but with Iannarino and Blount at the helm, it's a journey of empowerment, innovation, and profound human connection. Embrace a future where technology and humanity come together and carve out your own AI Edge in sales.\u003c\/p\u003e \u003cp\u003ePreface: the First Generation ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1: Plugging into AI\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 The Beginning of Everything 3\u003c\/p\u003e \u003cp\u003e2 AI Everywhere, All the Time 7\u003c\/p\u003e \u003cp\u003e3 The Next Level: Is the Singularity Near? 12\u003c\/p\u003e \u003cp\u003e4 The Six Million Dollar Man 14\u003c\/p\u003e \u003cp\u003e5 The Four Elements of Sales Intelligence 20\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2: Robot Rules\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e6 Liar, Liar, Pants on Fire 29\u003c\/p\u003e \u003cp\u003e7 Robots Have Goals, Not Souls 31\u003c\/p\u003e \u003cp\u003e8 Beware of the Authority Bias 34\u003c\/p\u003e \u003cp\u003e9 Harnessing Generative AI 37\u003c\/p\u003e \u003cp\u003e10 Robot Rules 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3: More Time to Sell More\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11 Time Discipline 47\u003c\/p\u003e \u003cp\u003e12 Fundamentals of Me Management 51\u003c\/p\u003e \u003cp\u003e13 Attention Control and Time Blocking 56\u003c\/p\u003e \u003cp\u003e14 Sales Day Planning, CRM, and Calendar Management 60\u003c\/p\u003e \u003cp\u003e15 The First Seven Steps on Your AI Edge Journey 67\u003c\/p\u003e \u003cp\u003e16 Time Investment Audit 70\u003c\/p\u003e \u003cp\u003e17 Brainstorming and Prioritizing AI Possibilities 76\u003c\/p\u003e \u003cp\u003e18 Practice and Prompts 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4: Writing, Grammar, and Communication\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e19 If It Quacks Like a Duck 103\u003c\/p\u003e \u003cp\u003e20 Write and Edit Better 109\u003c\/p\u003e \u003cp\u003e21 The Power of Editing 113\u003c\/p\u003e \u003cp\u003e22 AI Is a Faster Writer; You Are a Better Human 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5: Prospecting\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e23 The Asynchronous Seller 133\u003c\/p\u003e \u003cp\u003e24 Synchronous versus Asynchronous Prospecting 138\u003c\/p\u003e \u003cp\u003e25 A Powerful Prospecting Partner 142\u003c\/p\u003e \u003cp\u003e26 Prospecting Sequences 144\u003c\/p\u003e \u003cp\u003e27 Targeted Lists 153\u003c\/p\u003e \u003cp\u003e28 Message Matters 159\u003c\/p\u003e \u003cp\u003e29 Slow Prospecting 172\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 6: Qualifying, Pre-call Planning, Discovery\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e30 Everything in Sales Begins with a Qualified Opportunity 183\u003c\/p\u003e \u003cp\u003e31 The Art of Discovery 187\u003c\/p\u003e \u003cp\u003e32 Eight Big Discovery Mistakes You Need to Avoid 192\u003c\/p\u003e \u003cp\u003e33 Pre-Discovery-Call Research 199\u003c\/p\u003e \u003cp\u003e34 Discovery Questions: What You Want to Learn 211\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 7: Close the Deal\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e35 Competitive Analysis and Objection Prevention 227\u003c\/p\u003e \u003cp\u003e36 AI-Powered Proposals 232\u003c\/p\u003e \u003cp\u003e37 Closing the Sale 237\u003c\/p\u003e \u003cp\u003e38 Case Studies and Social Proof 244\u003c\/p\u003e \u003cp\u003e39 Contracts and Lawyers and Terms and Conditions, Oh My! 248\u003c\/p\u003e \u003cp\u003e40 AI Turns Your CRM into a Strategic Partner 252\u003c\/p\u003e \u003cp\u003eEpilogue: The Future of Sales 259\u003c\/p\u003e \u003cp\u003eAbout the Authors 267\u003c\/p\u003e \u003cp\u003eIndex 269\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJEB BLOUNT\u003c\/b\u003e is the CEO and founder of Sales Gravy. He advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, and customer experience. Jeb helps individuals, teams, and companies across the globe sell more through keynotes, workshops, and digital learning. He was recently recognized as one of the Top 50 Most Influential Leaders in Sales and Marketing by \u003ci\u003eTop Sales Magazine \u003c\/i\u003eand one of the World’s Top 30 Social Selling Influencers by \u003ci\u003eForbes\u003c\/i\u003e. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eANTHONY IANNARINO\u003c\/b\u003e spent twenty years selling and leading a sales force in the highly commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com. During his time in sales, he recognized the strongest differentiation for a salesperson is their ability to create value for their prospective client within the sales conversation. Anthony spends much of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eLeverage AI to develop a razor-sharp competitive edge in the world of sales\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eDrawing from cutting-edge research and real-world applications, \u003ci\u003eThe AI Edge\u003c\/i\u003e lays out a step-by-step roadmap to sell more with an AI-powered sales strategy. Written by Jeb Blount and Anthony Iannarino—two of the world’s most prolific sales trainers and authors—this book demystifies AI and demonstrates its potential to give you more time to leverage your human advantage and build deeper relationships and winning solutions that give you a leg up over the competition. \u003c\/p\u003e\u003cp\u003eFrom start to finish, this book covers all the practical, real-world use cases of AI that sales professionals need to get more time to sell more. Readers will learn how to automate boring, repetitive tasks, perform extensive analytics and research, build pipeline, craft powerful and unique messaging to stand out from the crowd, and shorten the sales cycle. Prompt engineering tips and tricks are also included to help you get the best possible results from generative AI right out of the gate. \u003c\/p\u003e\u003cp\u003eNavigating the new world of AI might seem daunting, but with Blount and Iannarino at the helm, \u003ci\u003eThe AI Edge\u003c\/i\u003e is a journey of empowerment, innovation, and profound human connection—an essential read for all sales professionals looking to reap the benefits of taking a proactive approach to groundbreaking new technology.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003csmall\u003ePRAISE FOR\u003c\/small\u003e THE AI EDGE\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“What I love most about this book is that, Jeb and Anthony not only demystify artificial intelligence but guide you, step-by-step, through practical, easy-to-understand tactics for putting it to work to enhance your human-to-human relationships.”\u003cbr\u003e \u003cb\u003e—JON GORDON,\u003c\/b\u003e 17x Bestselling author of \u003ci\u003eThe Energy Bus\u003c\/i\u003e and \u003ci\u003eThe Power of a Positive Team\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“Brimming with expert advice and real-world examples that will help sales professionals thrive in an era remade by artificial intelligence.”\u003cbr\u003e \u003cb\u003e—DANIEL H. PINK,\u003c\/b\u003e #1 \u003ci\u003eNew York Times\u003c\/i\u003e bestselling author of \u003ci\u003eTo Sell Is Human\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“A game-changer for sales professionals... this thought-provoking book is an essential read for anyone looking to stay ahead in the competitive world of B2B sales.”\u003cbr\u003e \u003cb\u003e—BERNIE WEISS,\u003c\/b\u003e Division President, iHeartMedia \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe AI Edge\u003c\/i\u003e shares perspective from actual sales leaders running the best sales teams in the world. Above all else, you will learn how to impact your sales pipeline velocity in the very early innings of AI innovation and get ahead of your competition.”\u003cbr\u003e \u003cb\u003e—WILL FRATTINI,\u003c\/b\u003e Principal, Head of Enterprise Growth Strategy, ZoomInfo \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe AI Edge\u003c\/i\u003e takes a complex and often misunderstood topic and boils it down in simple terms so it’s understandable and applicable across every step of the sales process.”\u003cbr\u003e \u003cb\u003e—JIM LAGER,\u003c\/b\u003e Executive Vice President, Penske Truck Leasing  \u003c\/p\u003e\u003cp\u003e“AI can be a total game changer for sales professionals if you know how to use it to enhance your human advantage. What I love most about this book is that, Jeb and Anthony not only demystify artificial intelligence but guide you, step-by-step, through practical, easy to understand tactics for putting it to work to enhance your human to human relationships.”\u003cbr\u003e—\u003cb\u003eJon Gordon\u003c\/b\u003e, 17x Bestselling author of \u003ci\u003eThe Energy Bus\u003c\/i\u003e and \u003ci\u003eThe Power of a Positive Team\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e“\u003ci\u003eThe AI Edge\u003c\/i\u003e is a game-changer for sales professionals, offering practical insights into leveraging AI to enhance their sales game. This thought-provoking book is an essential read for anyone looking to stay ahead in the competitive world of B2B sales.” \u003cbr\u003e\u003cb\u003e—Bernie Weiss\u003c\/b\u003e, Division President, iHeartMedia\u003c\/p\u003e \u003cp\u003e“\u003ci\u003eThe AI Edge\u003c\/i\u003e shares perspective from actual sales leaders running the best sales teams in the world. Above all else, you will learn how to impact your sales pipeline velocity in the very early innings of AI innovation and get ahead of your competition.” \u003cbr\u003e\u003cb\u003e—Will Frattini\u003c\/b\u003e, Principal, Head of Enterprise Growth Strategy, ZoomInfo\u003c\/p\u003e \u003cp\u003e“\u003ci\u003eThe AI Edge\u003c\/i\u003e takes a complex and often misunderstood topic and boils it down in simple terms so it’s understandable and applicable across every step of the sales process. AI is a tool, and with any tool the person holding it has the biggest impact on what happens next. This book shows you exactly how to use this incredible new sales tool to gain a powerful competitive advantage.” \u003cbr\u003e\u003cb\u003e—Jim Lager, \u003c\/b\u003eExecutive Vice President, Penske Truck Leasing\u003c\/p\u003e \u003cp\u003e\"Iannarino and Blount have delivered a timely and useful guide to navigating the intersection of AI and sales. \u003ci\u003eThe AI Edge\u003c\/i\u003e is brimming with expert advice and real-world examples that will help sales professionals thrive in an era remade by artificial intelligence.”\u003cbr\u003e—\u003cb\u003eDaniel H. Pink\u003c\/b\u003e, #1 New York Times bestselling author of \u003ci\u003eTo Sell Is Human\u003c\/i\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990154395877,"sku":"NP9781394244478","price":28.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394244478.jpg?v=1761786709","url":"https:\/\/k12savings.com\/products\/the-ai-edge-isbn-9781394244478","provider":"K12savings","version":"1.0","type":"link"}