October 25, 2025 | Read online

AI is supposed to make us more efficient and in some ways, it has.

But it might be making us (at least me) too efficient.

Since I’ve been using it more and finding new use cases, I’ve been adding more to my plate than ever before. It’s like I’m a kid in a candy store with a credit card that has no limit.

In the past month, I’ve become a:

• Mixologist (liquor cabinet + ChatGPT = awesome espresso martini)
• DJ (creating playlists and mixing 90’s Hip Hope with EDM)
• Automator (Zapier flows everywhere)
• Developer (building random apps just for fun)
• A Gastrointestinal expert (diagnosing my daughters stomach issues before any doctor could)

That sounds productive, but it’s not. I’m doing everything except focusing on what matters.

So I’m pulling it back. Getting back to systems, routines, and discipline.

This week’s newsletter is all about creating efficiencies through structure so you don’t burn out chasing shiny objects.

Let’s get into it.

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SALES TACTICS/TIPS: Creating Your Prospeting Routine

SALES TOOLS/RESOURCES: ChatGPT Sales Prompts

SALESFROMTHESTREETS: 2%

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SALES TACTICS/TIPS:

Creating Your Prospeting Routine

One of the biggest blockers in prospecting is getting started.

Tell me if you’ve done this before. You know you need to prospect so you block off 2 hours on Thursday afternoon to focus on it. The week goes by and it gets to Thursday afternoon and what are you looking at? A nice 2-hour chunk of time with no meetings and no one bothering you. So you either:

1. Get distracted and do anything other than prospect because it’s no one’s favorite thing to do or
2. You start prospecting but because you don’t have a process, you end up spending the majority of the time “researching” and you end up sending out 2 or three emails that read more like War and Peace than a prospecting email.

Here’s a better way:

1. Build your Tier 1 list
   • Take your top 10 customers
   • Ask ChatGPT: “What do these accounts have in common?”
   • Use that to define your Ideal Customer Profile
2. Find more accounts that fit that profile
   • Use manual search or free firmographic tools
3. Track those accounts for trigger events
   • Set up Google Alerts, Crunchbase notifications, or sign up for their newsletters
4. Build a morning routine (30 minutes)
   • Check alerts
   • Scan for changes
   • Prioritize outreach based on relevance

This entire system costs $0. And it works if you stay consistent with it.

If you want to operationalize all of it so you can automate the research and tracking, you can invest a few dollars in tools and different platforms. The one I’ve reconnected with and see a ton of value in is Zoominfo (#Sponsor). They have a new Copilot Workspace that can automate almost all of this, including:

• Pulls accounts + contact info that match your ICP
• Tracks buyer intent, job changes, and funding events
• Helps you write outreach emails with AI
• Brings all this into one place

If you haven’t checked out Zoominfo recently, you should at least pay attention to what their evolving to.

TAKE A PEEK

(by the way, when there’s a relevant tie in to the topic I’m writting about for one of my sponsors I’ve been trying to include them into the context of the post instead of just calling them out in a sponsor section. Let me know if you guys don’t mind the approach. I don’t want to distract from the content but I do want to give sponsors the right kind of exposure when it fits. If you’d rather keep them separate let me know. Do me a favor though and click on the sponsor links every once in a while, it allows me to give away more content for “free” to everyone else)

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SALES TOOLS/RESOURCES:

ChatGPT Sales Prompts

I’ve been coaching a few teams lately, and one of the biggest values I seem to be bringing is waking them up to all the possibilities of AI, specifically ChatGPT.

So many people ask me how to get started with it and I tell them - “that’s a great question to ask ChatGPT.” I also recommend turning the microphone on and just start talking to it. It’s really that easy. You just need to be curious enough to go deeper than the surface level usage that most people are stuck in.

However, it is true that the better you get at explaining and prompting (inputs) the better outputs you’ll get.

That’s why this new prompt library from OpenAI is gold: https://academy.openai.com/public/clubs/work-users-ynjqu/resources/use-cases-sales

It gives you clear, usable prompts for:

• Prospecting
• Objection handling
• Discovery
• Follow-up
• And more

Bookmark it. Steal from it. Use it to teach your team.

I also found this PromptGPT that will write detailed prompts for you based on what you want to create, learn or automate.

The faster you get comfortable using AI to think with you, not for you, the more powerful you become.

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SALES FROM THE STREETS:

2%

I had my good friend Roderick Jefferson back on the Make it Happen Monday podcast this week. The podcast won’t be released until next week but I wanted to write about it here because it gave me the perspective i needed and hopefully will for some of you reading this too.

We’ve known each other since the early days of Salesforce.com and quickly became friends more than colleagues and now consider each other family. We are the definition of brothers from another mother.

4 years ago (October 28th, 2021) Roderick was traveling for work, doing his thing and went back to his hotel room one evening feeling more tired than usual. He woke up and knew something was wrong, called him wife who told him to fly home immediately, went to the hospital and found out he had a stoke in his sleep.

Do you know what percentage of people wake up from sleep strokes? 2%.

Yeah, you heard that right. 98% of people who that happens to never wake up.

Through a ton of hard work (mentally and physically) he is now almost fully recovered and exceeded any expectations set by the doctors.

He wrote a book about it called Stroke of Success to share his story in the hopes that people can learn from his experience and see the signs earlier than he did.

When we walked through his story, I felt like I was hearing my own life flash before my eyes. The flights. The hotel rooms. The back-to-back weeks on the road. The birthdays missed. The “providing for the family” excuse we both used.

We both fully admit that our drive wasn’t about family at the time, it was about ego.

Life ended up making a decision for him and forced him to stop.

I thank the universe every day for Covid forcing me to stop the insanity with travel and being a weekend dad. (btw, I know how horrible Covid was for some people and don’t want to diminish that in any way, I’m just giving my personal perspective for what it did for me and am truly sorry for any harm it might have done to you and the people you love.)

However, as I was explaining in the first section of this newsletter, I’ve been going flat out recently and find myself working harder than I have in a long time and getting back to those late nights and weekends.

Don’t get me wrong, I’m actually enjoying the work and am very intelectually stimulated and motivated by what’s going on right now but I feel myself heading for a burnout (again) and need to force myself to slow down and refocus on what really matters: Family. Health. Presence.

That’s where I’m refocusing and wanted to share this perspective in case you needed a reminder too.

The market will always ask for more. But you don’t always have to say yes.

Sometimes the strongest move is to slow down.

#MakeItHappen

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How did I do with this edition? Amazing - can't wait till next week It was okay Needs work