In a world where AI is leveling the playing field, the biggest differentiator is no longer your product, your company, or even the quality of your POV.

It is you.

This week’s newsletter centers on several foundational truths that every top seller in must embrace in the age of AI:

Truth #1: You Are the Differentiator

AI has made it incredibly easy for anyone to produce a sharp, well-researched POV that ties your product to the top goals and priorities of an executive team.

But here is the problem.
Executives are buried in messages that all look and sound exactly the same.

Even a brilliant POV will not matter if it never gets opened.

The new sales game is simple: Stand out to get in.

Since Executives are hard to reach and their inbox is crowded, you must find new, creative ways to get in the door

Truth #2: Creativity Is the Key to Executive Access

People don’t care how much you know, until they know how much you care. One of the best ways to show you care is to use creative strategies to gain executive access and show execs you are willing to go above and beyond to help them. 

Two of my clients used creative strategies last week to break into the C-suite of massive companies where their deals were stalled. 

Story #1: The Cutting Board That Opened a CTO’s Door
One of my clients had a deal stalled at the VP level with one of the largest banks in the world.
He researched the CTO’s background, nonprofits, graduate school, and interests, then had a custom cutting board engraved with those details and a message: “Can we carve out time to discuss the project that I’m working on with your team?”

The CTO replied the same day:
“I can meet with you for an hour tomorrow.”

Creativity opened a door that no email ever would.

Story 2: Greg Cummings and the Custom Newspaper
Greg had a stalled deal and decided he would print out his proposal and leave it on the desk of all the key executives. He jokingly shared, “I’ll be a paperboy.” 

This sparked an even better idea. Instead of printing out the proposals, he printed a full newspaper filled with headlines about the strategic partnership and all the exciting outcomes that they would realize if they moved forward. The newspaper was all about them! 

He hand delivered it to the entire C-suite.
They paid attention and he won the deal.
He is already over plan with all of Q4 still ahead.

Truth #3: Customer Do Business with the Rep Who Understands Them Best

For years we were told that people buy from those they like and trust. That is not enough anymore.Executives partner with the seller they believe understands their business, their goals, and their priorities better than anyone else. 

They don’t choose the best product – they choose the company who they feel understands their needs the best, can solve the problem they are facing, and will deliver their desired outcomes. 

AI can now give every seller the insights they need to develop a highly tailored POV. In fact, I just ran a masterclass on the Top 4 use cases for ChatGPT in Tech Sales which you can access here along with my entire ChatGPT prompt library. It shows you exactly how to research an account and tailor your POV to what executives actually care about in 15 minutes or less. 

But having the best POV in the world is not enough – your creativity is what will get it in front of them.If you want to learn how to get in the door when everyone else is getting ignored, watch this week’s training here: https://youtu.be/9oUNQxVKMFE