The Takeover with Tim and Cindy

How to Use A.I. to Find, Qualify, and Close More B2B Leads

• Tim and Cindy Dodd

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Are you currently using A.I. in your lead-generation process? If not, lock into this episode!

We’re breaking down how to leverage AI to find, qualify, and close more deals in the competitive B2B space. We explore how AI can amplify your copywriting, streamline lead qualification, and revolutionize your sales process faster and more efficiently than ever before. Whether you’re an entrepreneur, sales leader, or marketer, this episode is packed with tips to help you stand out, even in the noisiest markets.

Lock in to learn how to add more qualified leads and close them using these simple yet effective techniques.

Key Points + Chapter Markers

  • [00:00] Why AI is a Game-Changer for B2B Sales
  • [03:10] Adding Personalization at Scale
  • [06:22] Using AI to Qualify Leads
  • [10:12] AI-Enhanced Sales Calls and Strategies
  • [13:54] AI for Personalized Follow-Ups

Listen to these episodes on B2B Lead Generation: 

B2B Lead Generation: The Ultimate Lead Generation and Appointment Setting Guide

LinkedIn Strategy to get 10x B2B Clients (It's EASY!)

The Marketing Strategy Our 8 & 9 Figure Clients Use to Scale Clients Fast



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About The Hosts:

  • Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy: Instagram

About PEMA.io:

  • PEMA.io is a Inc 5000 Outbound Marketing Agency specializing in Enterprise Sales & Appointment Setting. With over 7-years and 1,000+ clients served in the industry, PEMA is the leading agency for cold outreach appointments & systems. Learn more about PEMA.io here: www.pema.io/discover

00:00

The more information we have available about that prospect, we can customize our strategies and the way that we approach the conversation. And then of course, once we're on the call, it's really gonna allow us to get more deals through the pipeline to becoming paying customers. So identify ways that you can add qualification, utilizing AI to the leads that you're bringing in from your outreach efforts, say through LinkedIn and email, so that you're better prepared for those calls upfront.


00:28

Welcome to The Takeover with Tim and Cindy, where we show you how to dominate every area of life and business. Let's get with it. How to use AI to generate more B2B sales leads. In today's episode, we're going to show you how to find, qualify and close more B2B sales leads, utilizing AI. We're excited about this episode. We've been utilizing AI in our business.


00:54

to dominate the space specifically in the B2B lead generation. And we want to share some of those secrets and strategies with you in today's episode. So, and before we jump into the AI specifics of what we're doing, we're talking about the two behemoths for B2B lead generation, which is email and LinkedIn. So the context of today's show can be used for different platforms, but in...


01:18

our case, we're talking about LinkedIn outreach, cold email outreach, because those are the two giants when it comes to B2B lead generation period. The other point I want to make is no matter what AI tools and gimmicks and personalization and, and whatever's out there that you're going to use, they only work well if you have really good copywriting, if you have really good messaging. So we have other episodes on this. We're not going to go into it today, but you have to have


01:45

your messaging, your outreach, your marketing, your sales, using really good principle-based, human persuasion-based copywriting that actually converts. Because if I use zero AI and I have great copywriting, I can still get great results. AI should just be like adding more results to what good copywriting is. So...


02:11

Just know that AI in and of itself is not going to produce great copy. AI in and of itself is not going to be some magical, make you rich kind of thing. Absolutely not. What we're going in today is going to be based on that foundation of you're using the big platforms and you have good copywriting. What can you do with AI to get even more leads, to crank it up even higher and to get even better results? That's such a good point. And I want to make sure that we link those episodes that we've recorded around


02:40

generating leads and what kind of those the basis is the foundation of successful B2B lead generation and appointment setting. Click the link in the show notes in the description to get a hold of some of those episodes, because that's the foundation. I would say even go back and listen or watch those first before you come back to this episode on utilizing AI. We'll link those in the show notes. So Tim, let's dive into how to find how to qualify and how to close more deals utilizing AI. What is the first point?


03:10

One thing I love about AI when you're using it right is it allows you to do personalization at scale. Now there's more complex ways to do what I'm about to tell you, but you can do simple stuff like create a tool or an automation that allows you to do custom one liners. So the first line in the email I'm going to send you could be personalized for that prospect specifically. Using AI can


03:35

do what's called data enrichment. It can find information about where this person's worked, their career history, their accolades, rewards they've achieved as a company. It could be a podcast they've been on. It's going to enrich and get a lot of information about this prospect and then I can fine tune my prompt to have that first sentence basically be very personalized for them. Like, hey, Cindy, I saw that you were on the Inc. 5000 list this year and you were in Success Magazine.


04:03

Sounds like you guys are doing incredibly great. The reason why I was reaching out was blank You see so that is a simple way now if my message through the rest of my email copy is bad It's not gonna help But if I have really good copy and I'm doing good deliverability on my email my LinkedIn Creating that one level of personalization is going to get a better open rate You're gonna have less people marking you as span So it's gonna keep your email health up really high and it's gonna get them to actually read and be interested in your message now there's


04:33

more advanced ways to do that. But if you can even start with those simple personalizations in that first one liner, you're gonna see a big increase in reply rates, you're gonna see a big increase in lead rates, you're gonna get marked as spam way less, so you're gonna have very, very healthy inboxes, you're not gonna go to spam folders because your domain gets hit and all that. So good. We're noticing that adding personalization to our campaigns is actually allowing us to get more leads, generate more leads, actually get better responses as well. So...


05:02

as you're mentioning, it isn't the foundation by which you're gonna get the most amount of leads, it's that added extra. So if you don't have really good copy to start off with, if you are not hitting on the pain points, the challenges or the desires of your ideal prospect, no matter how much personalization you do, utilizing some of these AI tools, your message is still going to fall flat and you are not gonna be able to cut through the noise. So.


05:27

part of this, which is why we added the caveats right at the start. It's utilizing these AI tools to add on to what's already working to kind of do better, to boost response rates, to get more leads out of a certain number of contacts. But that personalization is truly gonna help you stand out. And one of the trends that we're talking about is how your customers and clients are gonna want more personalization, right? They're gonna be looking at companies that are speaking directly to them.


05:53

And with the market just getting noisier and noisier, the way that you generate effective B2B sales leads is by adding personalization to your process. And this can be embedded in that first touch point that you have with a prospect, but it can also be embedded throughout your conversation with a B2B sales lead to the point of moving them through the pipeline and getting them to close. Yeah, when we're thinking about using AI to get the sales lead, to warm up the sales lead, to...


06:22

convert the sales lead. Absolutely. So a simple way is you do that personalization and when you first reach out. So what is the second way to utilize AI for B2B sales leads? Really simple is qualification. You know, it used to be super expensive. You have to pay a bunch of money to the behemoths like ZoomInfo just to get information on people. And it's that stuff so overpriced. Now there's so many of those arc like


06:48

the bigger, older data houses where they would charge you all this money for data enrichment and information about companies. That is becoming so cheap and accessible right now that you don't need to spend this big money and on these big companies to get information. You can get really, really good data about companies, the revenue, the size, the players in the company, using simple tools that are very, very affordable. You can use things like Perplexity, which has a free version, which is essentially a chat GPT.


07:17

that uses live web search so it can find up-to-date information about people. You can use a tool like AOMNI, A-O-M-N-I dot com, which is pretty cheap in it, which will help you prep for calls and do stuff like that. So one thing that's going to be really important about qualifying the leads is find some of these really good tools out there that allow you to do data enrichment and get company information easily and at scale, 100%.


07:45

B2B sales, right, in the finding, qualifying, closing prospects is the more that you can qualify upfront, making sure that you're getting on the call with the right people. Through doing some of this research upfront, it allows your sales team to be better prepared for the calls. So you're coming in with more information, which can also lead to, of course, boosting those call to close rates, right, or boosting your overall close rates as a team. The more information we have available about that prospect, we can customize.


08:15

our strategies and the way that we approach the conversation. And then of course, once we're on the call, it's really gonna allow us to get more deals through the pipeline to becoming paying customers. So identify ways that you can add qualification, utilizing AI to the leads that you're actually bringing in from your outreach efforts, say through LinkedIn and email, so that you're better prepared for those calls upfront. Yeah, and cut the ones that are like, oh, this person is clearly not a fit for our company.


08:43

If you have a packed calendar, if you don't have a packed calendar, just take whatever call you can get. Too many people that don't have packed calendars are turning people away. Even with the best tools and most expensive data enrichment tools out there, some of this stuff is just not going to be up to date. There's definitely going to be some stuff that if a company's launched a brand new division and that brand new division is growing super fast, or it's a company that's...


09:07

this hyper fast growing smaller business where they're maybe at 10 million, but last year they were only at 1 million. That data might not be as up to date. So, unless you have a full calendar, definitely still take the call. Yeah, it's so good. Don't cut them out. Because we've had that on our team where we've had companies that came through that ended up being great fits for our company. But the ultimate data that it was telling us was a little bit behind what their company was actually doing. Because a private company...


09:35

you can only get so much information about a private company. That's so good. So that's actually a very good point is take all this information with a grain of salt as well, right? Because it could be outdated or just not up to date just yet. So also keep that in mind as you're utilizing some of these tools. That takes us into the third point of utilizing AI for B2B sales leads.


10:02

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10:12

So using AI B2B cell leads, I'm just walk you through how I think about the process. So before the call, our cells admins are prepping all the information using AI for the cell's reps to be. So when they get on that call, they know who the decision makers are, what the revenue is, like all that stuff. Then you have the actual call where we're going to be using an AI tool. You can do like Fathom is free. I'm not promoting them or whatever. That's something that is just a really easy and cheap tool to use. That can be recording your call and giving you transcripts of your call.


10:41

which is very important, so stay with me here. So, and Zoom does transcripts now, by the way, so you could even just use regular Zoom. So now I'm not worrying about taking notes on the call. This is very important, because now I can focus 100% on the prospect I'm trusting the transcript is going to be able to give me all the information I need. Then I can use simple tools like where, you know, like Fathom as an option, where I can just ask Fathom, hey, tell me this about the call, tell me this information about the call. I can type it in and get that information. So now,


11:10

I have my call, I'm not taking notes on my call anymore because my note taker is doing that. Then to prepare a strategy, having the team prepare a strategy, I can have a framework of questions that I ask the AI to generate a strategy request. We send that strategy request to you on the operations team. Oh, and by the way, I've asked the ChatGPT or the Fathom or whatever to give me common language that they use, then passes all that information to the team on the strategy to build the strategy, and then...


11:39

You can even use AI to automate a lot of the strategy piece to then send back to us. Then I can, when I create my final proposal for the prospect, I can say, hey, ChatGPT, is there language that I should use in this to make sure that it aligns with the language that this prospect or this company uses so that now when I'm presenting them a proposal, it's using their language, which is very important. If they're seeing their kind of language,


12:04

their terminology using this proposal is gonna feel much more custom to them. So that's what I think about about all, there's a lot, but like I just think about like, even just adding one piece of AI to your sales process and then adding another one and then adding another one, you will become so effective and so efficient with your B2B sales leads and turning them into actual prospects that pay, that there's absolutely no going back. Once you start using a tool at any point in your sales process.


12:30

to make your sales process better with AI, there's absolutely no going back. That's so good. So that third point specifically I wanna highlight and make sure that everybody is aware is that we're taking the transcript, essentially what we're utilizing is how can we embed more of the prospects language that they've used throughout the calls that we've had with them into our strategy or proposals or demos and things like that. So an easy way to do that as Tim was mentioning is taking transcripts.


12:56

or downloads from a call and uploading it to things like chat GPT and asking it questions so that it's pulling out the most important information and allowing you to utilize kind of the prospect language in how you pitch. And that's gonna allow you to close more deals. And I think that specific point of how do we utilize the prospect language throughout our sales process can allow us to close these B2B leads a lot faster. And AI makes that so easy, right? Where before we had to


13:25

sit through a recorded call and have to watch it from beginning to end to take down notes. Now AI makes it so easy to connect the dots for us where we can play it back, we can ask it questions, we can extract the most important information from the sales process to be able to embed and actually close deals faster. Sean O'Toole 100%. And you can combine this with your email threads, right? I know there's all-in-one tools that do this all-in-one. I'm not a fan of all-in-one tools that do your recording and do your email.


13:54

What I'm telling you is something that we do and is very effective. So say I have a pipeline of prospects and some of them kind of went cold, there hasn't been much that has happened and it's been a month, they're kind of not responding to me at all. I might have a list of those. I can create just a simple prompt in like a chat GPT or perplexity or something like that, where I say, hey, I'm gonna be doing some follow up emails. I'm gonna provide you with the transcripts of the phone calls and my email threads with this prospect.


14:23

I need you to create me a follow-up email that's kind of like this framework. I always give it the framework, because I don't want ChatGBT or any of these tools to create my own emails, because they're horrible, terrible. So I always give it a framework of what would be a good email for me, and then I go, let me know when you're ready, and then it'll go, cool, ready, give me your transcripts, and then I can upload all my email threads to this person, I can upload all the calls that I've done with them in transcript, and it will create me a very simple, very clean email.


14:51

as long as I gave it the right example type emails that I wanted to do. And now I can have all of my pipeline. I can create these hyper-personalized, like, hey, are you still needing more meetings with the CXOs of the blank, blank, blank companies because you're trying to do XYZ? It's very personalized follow-up and allows me to hit up my entire pipeline incredibly efficiently. But from their perspective, it's like, oh, wow, they remember everything that we talked about.


15:20

From the beginning of personalization in your outreach to qualifying to make sure they're the right people, to prepping for your calls, to running your sales process, think about every piece in the funnel and just start one by one. Start going from the very first outreach, adding personalization, to every point in the funnel. Start getting comfortable with adding AI to make those pieces either more efficient for your time or more personalized for the prospect.


15:48

So that is quite simply how you utilize AI for B2B sales leads, finding, qualifying and closing more deals. If you love this episode, make sure you give it a thumbs up and ensure that you are subscribed to The Takeover wherever you are listening. Domination is not a destination. It's a way of life. Stay winning.