Get in the Right River: AI, Agentic Flows, and the Future of Marketing

Jeffro (00:03.215)
If you’ve ever felt like your business has a solid offer, a strong team, but you’re still struggling to get traction, then this episode will be for you. Today, we’re diving into why being in the right river matters even more than having the best boat or crew and how AI powered tools like agentic flows are really changing lead generation and outbound sales. My guest is Jim Weldon. He’s the co-founder of Prospect Desk, which is a company that helps B2B platforms supercharge their top of funnel with intent targeting and cutting edge AI agents. He’s got over 25 years of entrepreneurial experience and he’s seen what makes sales systems work along with what sinks them. So Jim, welcome to Digital Dominance.

Jim (00:45.394)
Hey Jeff, thanks for having me. Appreciate it.

Jeffro (00:47.921)
Yeah, I’m excited to talk about this because AI stuff is everywhere. We’re hearing about agentic AI. But first, I want to start with this idea of being in the right river. So can you explain what you mean by that?

Jim (01:00.31)
Yeah, you know, I wish I could take credit for it. My son picked it up when he was going to undergrad and he was sitting there listening to his professor and they talked about, you have to have the right team. The venture community bets on the right team. Well, okay, so it’s a smart team, but what if they put the boat, the opportunity to company in the wrong river? Well, you know, of course you want them to put it in the right river. So they’re making all these assumptions versus, well, if you really looked at the river and the river represents the market opportunity and it’s the boat pointing in the right direction.

Are you going upstream and burning lots of resources? Or you want a fast moving river pointed in the right direction and you have some momentum. I’m amazed at how many people can’t describe the momentum and velocity of the market they’re in. I don’t care what it is. If you’re generating leads for a roofing company, if you’re a plumber, you know, if you’re a tech company, it doesn’t matter. It’s whether it’s a solopreneur or a professionally backed team. I think it’s the same fundamentals.

Jeffro (01:58.448)
Why do you think so many good businesses or good teams even end up in the wrong river?

Jim (02:04.078)
I know this is right. We’re going to do it based on experience confirmation bias. And what I’ve learned is, and I can share from my own experience is we shortcut. That’s what a heuristic is, right? It gives us a short way to think about the markets. I know this market. I’ve been in it a long time. That’s why entrepreneurs cause large companies to fumble and stumble is because they see the market different. They see the value prop different. They see the revenue model different.

They see the customer value prop different. It’s amazing how one little pivot can unlock and now create a monster competitor to a well-established company. So I confirmation bias is their number one reason.

Jeffro (02:45.403)
Got it. So that, to me, it seems like one end of the spectrum. Cause like I’m in this river, I’m going to stay here and see it through. But on the other side, you’ve got the people with shiny object syndrome who are like hopping rivers every day, switching boats, like throwing one person overboard, bringing something like constantly changing. Um, obviously that doesn’t sound good either. Uh, so is there a way, let’s say you’re on the wrong river and you want to get in the right one and you figured it out. You’re like, man, I need to fix this. Is there a way you can do that? That actually is tenable without just kind of upending everything.

Jim (03:19.854)
Good question. I don’t want to get these, you know, these puns and analogies too far along here. But a couple things. One is, you know, you can send a smaller version of your boat over to the other side, which is literally a line in the water, which to you would need to be digital testing. So we pay for a campaign, we put the keywords out, we test a new market, and very quickly we could determine if there’s enough volume of people searching and are they responding to the offer. So there’s a

Jeffro (03:23.898)
Hahaha

Jim (03:49.4)
what I would call a poor man’s way of testing the market where you don’t have to pivot the whole company. And we do that a lot. So we’ll look for the keyword volumes and search volumes to see if there’s even interest. Then we’ll test to see if we have the right offer. So yes, there is a way to do it very, very quickly with SE, with search engine marketing.

Jeffro (04:08.11)
Yeah, no, that makes sense. So rather than guessing and just going all in, test the waters first and then make the decision to transition if it makes sense.

Jim (04:14.894)
Yeah, exactly.

Jeffro (04:17.541)
So another thing that you’ve talked about is the difference between serial entrepreneurs and professional entrepreneurs. I was hoping you could talk about that distinction.

Jim (04:26.338)
Yeah, I didn’t know the distinction until about 15 years ago. So was halfway through my career and I thought I was a serial entrepreneur. That’s the term I’d heard. And to me, what that meant is you start a company, you build it up as best you can and maybe you raise outside capital or not. And then hopefully it generates enough cash flow so we can either pay for you and all your people or it gets exciting enough and somebody wants to buy it. That’s what I thought a serial entrepreneur was. No.

A serial entrepreneur is a person who starts a lot of things, stops them and doesn’t make a lot of money during the way. That’s a serial entrepreneur. Now, if you think about the people that you know, start, we have a lot of friends probably who are in that boat. Here’s a professional entrepreneur. A professional entrepreneur gets paid the entire time they’re in the engagement and the entire time they’re running the company. And here’s how not by raising a lot of capital. It’s they figured out a way to get the market to pay them for their expertise, why they’re building the company. An example If you’re not a subject matter expert in the market you’re going to into, why go into it? So we started with a lot of professional services and consulting money, which is the antithesis of Silicon Valley. Well, you know, we don’t want to get professional services margins. I don’t care. I need cash. I don’t want to keep raising capital. And I don’t care what industry you’re in. If you’re consulting and home building, you’re consulting and replacing gutters, your insurance, whatever it is. Will somebody pay you for what you know, to help them?

And if they will, that funds the company. a professional entrepreneur figures out how to cover themselves and the company the entire time they’re in the process. Think how many of friends have done that. Most of them piss through their savings, their credit cards, their family and friends round. They go and get some seed capital. They try to raise around, they get around and they run out of money and the thing dies and they pissed away six years. That’s not a professional entrepreneur. That’s an idiot.

Jeffro (06:14.586)
Well, they’re in that river, they’re sticking to it, right?

Jim (06:20.088)
Well, they decided to row instead of get a motorboat. Cashflow is a motorboat. Rowing is hard.

Jeffro (06:22.777)
health.

Jeffro (06:26.721)
Yeah, no, but I like that distinction because when I think of serial entrepreneurs, I just think of someone who started a lot of companies, whether or not they were super successful or not is not part of that title in my mind. But you usually assume that it is like, if they’ve done all these things, they’ve probably been successful with them, right? Or they have a lot of experience, but that’s not necessarily the case.

Jim (06:44.81)
Nope. Now there’s a great stat out there and I don’t know if it still holds true. was about five years old and it talked about becoming, when you become a Deca millionaire, how many companies have you built and that have failed before you hit it? Eight is the number. Think about that eight. mean, how many marriages and lost weekends and nights and missed events does it take to go through eight start and stops or failures, however you want to categorize them. So

Being an entrepreneur, terribly not glorious.

Jeffro (07:16.181)
No, it’s not for the faint of heart and I wouldn’t recommend it to most people. It’s kind of crazy because when you first are maybe when you’re younger, you’re hearing about entrepreneurship, like you see all the glorified, you know, the successful entrepreneurs and the lives they’re living and what they have accomplished and it sounds cool and not everybody tells you it’s possible. It’s doable. Like you see all these courses and webinars pitching you. So it makes it sound really doable. But like you said, if only eight

Jim (07:18.146)
Nope.

Yeah, I don’t either.

Jeffro (07:46.185)
are, you know, it’s one or two in ten are successful. Like, okay, your numbers aren’t good. They’re not in your favor, though.

Jim (07:53.998)
No, that’s why I tell people, know, until your income and that’s the money you’re paying yourself exceeds your day job, keep your day job. When you’re a startup and an entrepreneur, have a night job or a weekend job until it starts obsessing and taking over. If it doesn’t, you don’t have the traction necessary to take the risk. And right there, if you cannot manage risk, you should not be an entrepreneur. That is the first lesson I teach everybody is manage the risk and if they don’t listen, that’s the second lesson. You got to take feedback from people with more experience. And if you can’t listen to other people’s experience, boy, it’s going to cost you a lot of time to get your own experience.

Jeffro (08:35.542)
Yeah, because you got to be honest with yourself. Otherwise, you’re going to make the mistake yourself.

Jim (08:40.482)
And by the way, that’s hard. mean, you know, Steve Jobs talked about the famous quote of the distortion reality field. He’ll just make things happen and bend it as well. Okay, there’s Steve and five other people like him on the planet, maybe 10. The rest of us have to go with base mechanics. I sell something that Jeff wants to buy. He’ll pay me enough to cover my expenses and then some, that’s it. And I’m amazed at how people forget unit economics.

Jeffro (09:05.89)
Yeah, well, it’s not sexy, so. All right, well, you’ve been building and scaling business and sales organizations for a long time, right? So what is a mistake that you see companies still making when it comes to their top of funnel strategy?

Jim (09:07.584)
No, it’s not.

Jim (09:22.862)
still doing it myself. So the first mistake we all get into is founder led sales. We all do it because we don’t have the, as I’ve said in the earlier parts of this podcast, is we don’t have a lot of capital. So what we look for is our leverage as a CEO is can I tell a story compelling enough to get people to buy? Then what we do is we try to hire people like us, founder like we call it, kind of a hybrid. It’s that badass in the industry that like you, Jeff, you’re a founder of

Jeffro (09:30.167)
Mm-hmm.

Jim (09:51.34)
You come in from your podcast business and your consulting media business, growth business, and you came in, I wouldn’t have to teach you a lot because you’re used to being a self-starter. Whatever we worked on together, you’d probably duck the water and get going. I call that the founder light. Then you get to the go-to-market machine. Do we actually have the white papers, the pricing, the support, the top of funnel, the messaging, the unique selling proposition? Do we know how to do our competitive analysis? and fight our competition? my God, no. So when we start hiring salespeople that don’t work and we wonder what happened, then we’re like, well, shit, I need to sell more. So then the, so the mistake we all make still is founder led sales. We don’t put the discipline in to say is what I’m doing repeatable or is it one off founder charisma? I’ll call it for lack of a better term. So anyways, I don’t know if that answers your question, but to me, those are the, those are the big things. Then the mistakes that I think people make is

They can never get out of that founder led sales and actually build a proper machine.

Jeffro (10:53.313)
Yeah, no, that answers the question. But it also kind of leads into the question of prospect desk, right? Is that the same problem that you’re solving in terms of generating leads, or is it kind of adjacent to that?

Jim (11:05.735)
different. for us, we don’t need that many. So we only have a dozen partners and I applied a lot of leverage. So I went to, because of my, you I’m older, double your age, probably. So I have a lot of friends in the market, in the industry, and I’m able to pick up the phone and go, Hey, Jeff, I want you to try this out. Let me know what you think. And by the way, we’re going to give you 70 % of the revenue. We’ll take 30. And, you know, there’s no real upfront fees for this and, you can, you get it for free as long as you’re our partner.

So what we figured out was this leverage is key. our 12 partners, not 12,000, have 25,000 end customers using our technology in less than two years. That’s leverage. So what do I have to do? We just have to serve as 12 people. What are we doing now? We’re trying to get it to 40 this year. And now the goal is I’m not doing it. have using agentic smart agents. We’re using an SDR for business development, and I’m taking away 80 % of the top of funnel activities, so I don’t have to be involved and it just gets to the point where, hey, Jeff’s interested, his people have vetted this out, he’d love to talk to the founder. That’s kind of where I entered the sales process now.

Jeffro (12:13.302)
Okay, well I like that you’re using the agentic flows, so I want to talk about that. What do you like about that and what’s been hard getting that to actually work?

Jim (12:24.206)
too much speeds and feeds and tech jargon. That’s the number one thing. So what we had to do is we basically show our capabilities in an organizational chart, an org chart. So, you know, even if it’s a small business, there’s somebody in charge, a CEO or, you know, the manager, whatever you want to call yourself. Then there’s a person helping talk to somebody about the deals, sales. Then there’s somebody in operations, maybe a part-time finance, even if your org is for people.

What if you could add 10 or 12 smart agents that perform a lot of the tasks of those people and you don’t have to add more people, but you could scale the business for X. So, so that’s what we’ve done is we figured out how to take each core department, list their tasks out. And then what do we, how do we put them in a smart agent?

Jeffro (13:13.781)
Can you give us an example of one of the roles and like what some of those tasks are?

Jim (13:18.638)
Sir, Lin. So we did them as three letter acronyms. And so Lin is our LinkedIn navigator smart agent. And we don’t even call them agentic flows because that’s another vocabulary term. But a smart agent, they can get their head around it. And it’s always Lin. Here’s what Lin does. Lin is able to scrape off of LinkedIn legally, who you are, your company, what you do in your title, and then turn around and craft an email that goes to you.

and also a post back within a direct message in LinkedIn.

Jeffro (13:52.18)
Okay, nice.

Jim (13:52.91)
It’s all it does. Super simple.

Jeffro (13:55.636)
So then when someone responds to that email, does it go to a different smart agent or to a real person? Yeah, okay.

Jim (14:00.66)
Yes. So that would go to Pat. So Pat, our prospecting activation tag. So either you went to the website and it fired a tag or you went to a form. It fires that same process or it comes in an email and it starts at the beginning flow and it goes through and starts scoring who you are. we resolve who Jeff is, his company, excuse me, revenue size, number of employees, industry. We have five or six factors based on the ideal customer profile. If you’re in our funnel, that goes through another process says, hey, Jeff, like to schedule some time with you and Vinny, our head of business development, or maybe since you’re a founder, would you like to talk to our founder? All automated, nobody gets involved.

Jeffro (14:45.716)
Yeah, so you’ve got the research prospecting, outreach, and appointment setting all done. And then only then do you have a person when they meet with you, right?

Jim (14:53.656)
Yeah, yeah, so you figure about it’s for the activities before a meeting. So every meeting generates four things before it that have to happen that we don’t have to have a persona.

Jeffro (15:06.643)
Yeah, well obviously that’s huge in terms of the resources spent because if you were hiring full-time people to do all that, that could get real expensive real fast.

Jim (15:16.238)
Yeah, I mean the average SDR is $60,000 a year, plus plus plus.

Jeffro (15:20.38)
Right, benefits and everything else, right? And what do you do? Like, a lot of people are worried that using AI for your marketing is going to make it less personal or too robotic or something. I mean, the more I use it, like the more you can train it to sound like a certain voice and things. So I don’t really see that as much of a problem anymore, except by people who don’t take the time to train their AI well. Do you agree with that?

Jim (15:45.87)
Uh, I agree. Most AI driven content is dog shit. Cause the prompting is bad. They just let it run. So what we’ve been doing is we uploaded, I’ll get it wrong, but be close. 250 decks we’ve done on our company and white papers and articles and posts. And then what we did is we uploaded, I don’t know, thousand emails of me communicating and about 500 hours of recordings.

Jeffro (15:50.673)
Yes.

Jeffro (16:03.496)
Mm-hmm.

Jeffro (16:14.012)
Nice.

Jim (16:15.562)
And I was just doing it before I got on the call with you. I had something where I uploaded 25 memo notes of about six minutes each. And I said, do me a favor, create a mastered thematic overview of what this is. Tell me what the lessons learned were. What would be the follow-up action items and what gaps do you spot in what is in these voice memos? my God, was it frighteningly good. So it’s, think the prompting, I think having the right in memory documents, which is the corpus, the knowledge base you own in your company, which is your tone of voice. Then the other thing too, is we’ve gotten some really great guidance on how to do this. So like we do Ogilvy, the big digital marketing firm. So Ogilvy as a person was probably one of the most prolific generators of content. So we create a marketing plan that’s for a big company and we’re working with them. said, Hey, listen, use the tone of voice from Ogilvy’s perspective and partnered with Bain and company for the financial metrics on how they’d run this.

So you get the viewpoint of two big consulting firms and that drives the creation of the go-to-market plan. It’s insane how good it is. So I think it’s to your point, you got to train it, but you have to have the content. And this is where small businesses are going to lose. They don’t have the 250 pieces of content to upload. mean, these are, it’s thousands of pages, not tens of, but it’s thousands of pages of content we uploaded and 500 hours. Think about how many that’s team calls.

Jeffro (17:14.547)
guys.

Jim (17:43.19)
It listens to how I chat. I’ve given my prompt inside of chat GBT, which is, know, that little thing you can do where it’s, the settings where it says I’m a bottom line CEO, multi-company founder, no BS. when it gives me a response, it puts it like my tonality and intensity right out of the gate.

Jeffro (18:02.781)
Yeah. Yeah. So I think the takeaway here is guys, if you’re using AI, take a little bit of time to understand how to use it effectively, give it the context, prompt it more intelligently. Don’t just like do the quickest thing you can and copy paste. Like you’ve got to put a little effort into it upfront, but it’s going to work for you a lot down the road.

Jim (18:20.526)
I think it’s an hour to two hours a day if you’re going to get serious about digital marketing as a small company to invest. So even if you did a hundred hours this year, it probably will give you 20 extra time back. Charlie Munger, before he passed from Berkshire Hathaway and Warren Buffett talks about this, Warren Buffett reads six to seven hours every single day to learn. And it’s like, well, he has the luxury of that. No, he’s been doing that his entire career. That was the advantage.

Jeffro (18:40.562)
Crazy.

Jim (18:48.974)
So we do the same thing like Sabrina Romanoff, who I love and I know her on Instagram. She built her own tech companies. She’s very good at simplifying and synthesizing the complexity of AI and how to approach it. She’s the real deal. There’s a lot of folks that I would call AI whitewashers and agentic whitewashers and they’re selling a scam, but they don’t actually ever built anything. She builds real stuff. So when Sabrina recommends something, I go spend an hour and go through every link. I, put it in a master library and the knowledge base. We figure out, can we use it at our company? And we get two or three more opinions across Slack on what people think about the tool. I don’t do anything as a edict from the CEO level. Nothing. Well, one thing. Bursar. I said, yeah, we’re going to use cursor and that we started there and we use other two other tool sets now, but it was just like when we went on snowflake. I’m like, no, we’re going to be a snowflake shop. That’s the advantages are incredible.

Jeffro (19:33.085)
Yeah, and.

Jeffro (19:47.42)
Yeah, but regardless of what you do, you got to pick something and go with it. You can’t just sit back and watch and like, what else are we going to have and wait? Like you’re just falling farther and farther behind at this point and it’s just going to keep accelerating.

Jim (19:52.461)
Great point.

Jim (19:59.885)
I agree.

Jeffro (20:01.552)
So if someone doesn’t have a bigger team, what can they do? They don’t have all the documents to train their AI. How can they still make it better given what they have available to them?

Jim (20:15.936)
Well, so let’s keep it to your area of expertise, right? Which is on digital marketing growth, top of funnel and mine as well. So you partner with folks like yourself that I would call you a really good hands-on managed service and the way you work. If people can’t afford that, then is there more of a low cost do it yourself that they can do with like a PearlDiver and folks like that or a voice media group or even instantly. mean, they’re all partners of ours. And the reason I’m plugging them is

Jeffro (20:22.363)
Mm-hmm.

Jim (20:44.512)
We know they’re trying to simplify on behalf of small business. It’s the long tail or their business. This exact problem. Nobody’s technical enough to run this stuff, but they want all the benefits of it.

Jeffro (20:50.875)
Mm-hmm.

Jeffro (20:56.249)
Yeah, so you got to pay for it as a service. I mean, I think

Jim (21:00.428)
a very small amount, but then the risk is, is it enough to make it valuable? There’s the rub.

Jeffro (21:05.411)
Right, right, because if you’re only at that bottom tier, it’s going to be more generic and you’re not going be able to tailor it as much to you. And so you’re going to end up sounding like everybody else once again.

Jim (21:16.782)
Well, they’re good at the generative AI stuff. That’s one of the things they’re working with us is we figured out how to make sure at scale. I mean, to give you an idea of those 25,000 websites, we generated an extra 2 billion top of funnel prospects from our customers’ existing traffic. We didn’t bring them a single lead. We just gave them a way to figure out who the people are coming. And then they looked at what brought them there. Was it organic? Was it paid campaigns? What’s the UTM tracking data? Then from there, it’s like, is it who we wanted?

Then if it is, okay, what was the messaging that got him there? What actions they take on the site. That stuff right there for a small business is mind bending stuff. They still can’t do it. And so what we looked at was, is okay, if we work with our partners, they kind of baby step them through it. Cause what people want is somebody they can either call or calls them. That’s all the small business wants. They don’t want the rest of this jibber jabber stuff you and I’ve been talking about.

Jeffro (22:11.983)
Yeah, because I think what a lot of people ended up doing is they finally find something that seems affordable, they buy it and they’re like, this is just another course I’m supposed to, or a community, right? A cohort. Now I have to become the expert and that’s not what I wanted. Like I wanted someone else to do it for me. So.

Jim (22:24.618)
No. Yep. They want to pay for the result and somebody deals to the work and they can’t write a big check. So that’s the rub right there.

Jeffro (22:32.763)
Yeah. All right. Is there any other… Actually, I’m also curious how long it took you to set up your AI agent. So you mentioned you’ve got four. What’s the process? Okay. That’s a lot.

Jim (22:43.722)
We have 13 in motion, 13. We have four that Vinnie works with, but there’s 13 in our org chart that can do things, whether it’s Pat, Mac, Lynn, Pam. She’s our MCP, the master controller over all of our agents. She reports up to the director and the digital side. Vinnie has his team of people that report to him. It’s really quite funny. They’re all on the org chart and they all have names and pictures.

Jeffro (23:00.208)
Mm-hmm.

Jeffro (23:09.732)
Hey

Jim (23:13.848)
So go back and ask your question again. I’m sorry, I missed. we went through three iterations. We believed all the BS and the press. this is easy. No code. Let’s use n8n.com. Super simple. We got the front end with the resolutions coming in. We pumped it in the HubSpot. Fantastic. Yeah, that’s great. If only we were going to use it for ourselves. That took two days. Everything to work. We call it rolling the marble through the pipe. It got the process to work.

Jeffro (23:15.472)
How long did it take to set up an agent?

Jeffro (23:26.714)
Yeah.

Jim (23:42.68)
Then we want to start doing some clever stuff for like, shoot, we need to get somebody who can actually do some SQL SQL coding inside of N8n. So that was a Upwork project and we hired somebody for 40 bucks an hour and then, you know, back to Stan. Seriously, I’m not kidding. Eastern European. And then we had to deal with security systems access, you know, all that stuff. We could isolate them in a separate instance of N8n and we export their libraries and pull them into our system. So you learn.

So that takes to take it from alpha to beta, usually about five days from there. And that’s only for us to use it, to make it so it’s scalable. So think about you as an agency and your clients to go from one to many, that’s a challenge. That takes weeks and weeks of internal development to get it to where you can do external beta. So there’s internal alpha, works super simple. There’s internal beta.

Jeffro (24:29.273)
Yeah.

Jim (24:40.59)
which we can continue to use. does everything we want. It’s lot more reliable than the last one is external beta, which is that, you know, so it’s a couple of days, five days a month. That’s kind of the, but it took us four months to really understand how these things work together. So do we want our own LLMs? Do we want to do a rag approach? Do we want to, what’s the security we’re going to deal with the one too many? What are the system logins we’re going to, how are we going to manage all this? There’s, this is not for the faint of heart.

Jeffro (25:11.448)
Yeah, well, and I think it’s a good reminder because there are lot of off the shelf AI tools that can be helpful to a business that are, you know, some fixed monthly costs. Great. Now you integrate it in, but this is like hiring a person and training them. It does take a couple of months to get them up to speed and actually being productive within the company. So if you think of it from that perspective, okay, it’s not that much different. Only your ongoing costs aren’t going to be as high. Right.

Jim (25:18.146)
Mm-hmm.

Jim (25:36.862)
negligible, they’re negligible. There’s small maintenance costs, you spend four to six hours tuning it, tweaking it, you don’t have the same type of it’s a great way to look at it. It’s a sunk cost upfront, which is fairly minimal. But we did when we got going, we did the 13 over a 90 day period to give me an idea.

Jeffro (25:54.319)
That’s unbelievable. Think of hiring 13 new people into your business and how crazy that would be if you did it all at once trying to train them and to find their separate roles and getting them to be productive. Yeah, that’s impressive.

Jim (26:06.478)
Now imagine, now imagine you could take the 13 and combine them in different ways to get different playbooks based on what somebody wants to do. And you don’t have to retrain the team to do it. You just reconnect them.

Jeffro (26:16.193)
And they don’t have to sleep.

Jim (26:19.438)
That’s what I was telling the team. These are the best. So we named ChatGPT when it first came out. We named it Chip. And we didn’t have a three-letter acronym. Because a couple of things we wanted to do is one is we wanted to humanize the technology. And then the IT team named Hersher Chad. So Chip and Chad were our first two people we hired, and we misnamed them. They mean nothing. So our joke was, hey, what did Chip say? Hey, did anybody check with Chip? Hey, did we use the deep research function with Chip?

Jeffro (26:27.182)
Uh-huh.

Jim (26:47.032)
And then what happens is, hey, did Chip go talk to Gem over to Gemini or Cloud? No. Claude? No. Hey, we need Chip to verify with Claude and we need to use some of the third party service that runs it through open LLMs. then anyways, so OSHA was that one. So it’s like, now all of we get them to coordinate in the background. my God, it’s crazy.

Jeffro (27:10.456)
This is kind of like a glimpse into the sci-fi future where there’s no distinction between the humans and the LMDs and we’re just all doing stuff together. It’s kind of funny.

Jim (27:20.014)
I think what’s going to, you know, we were, we were talking about that. Somebody asked me what the future is going to look like in this in five years. like, I couldn’t tell you in five years, but I thought if Benioff is half right or Satya from Microsoft or Sanjay from, Google, Benioff projects his 15, 20 million Salesforce users are going to deploy over the next 24 months, 1 billion smart agents. What if he’s half right? A 10th right, a hundred million smart agents. Holy crap.

What’s that gonna do to the bottom rung? So what we’re working on is we’re teaching Vinny how to run a digital twin organization. So what are the things he can do that they can’t do? And then where does it get to the point where he moves on to the next part of his job? So that’s what we’re, so one of the things that we asked, chat or Chip was, Hey, what’s the career path for Vinny with his background relative to the work he’s doing? It’s not bad.

Now, if he gets nefarious, might pitch and hole him into a career he has no growth, but pretty funny.

Jeffro (28:26.177)
Yeah, no, this is really cool. in all seriousness, it is practical and affordable and a way to help you get more through your existing resources if you just invest that time upfront to get it set up and figured out.

Jim (28:41.196)
Yeah, I would, would, I would, you we started with, there was this funny thing called email when it first came out and everybody’s like, who’s going to use this? The AI is, I think we’re now so technically adept that everybody with a brain is trying to go, Hey, is it even more important for me as a small company to take advantage of their partner or people who take advantage of it? Is that the only way I’m going to be able to compete? I think that’ll happen over the next 12 to 18 months is small business won’t be left at the curb. They’ll actually figure out how to get picked up and leverage it.

Jeffro (29:10.306)
is good. All right, well, thanks for chatting with me today, Jim. I am hopeful that, you know, people take this and actually use it. Don’t just get scared of AI, figure out how you can make it work for you. Remember that river analogy to get yourself on the right river, test the other ones if you need to. But if you guys are listening and you want to learn more about how Prospect Desk can help, I believe you guys have a two week free trial, right? So we’ll put the links in the notes.

Jim (29:26.262)
Exactly.

Jeffro (29:37.919)
Awesome. And I have one last question for you, Jim, before we end. How do you see, I guess we kind of answered this. I was going to ask you, how do you see the future of outbound sales specifically evolving as more companies are adopting these tools?

Jim (29:45.198)
I think the outbound voice technology is going to get crazy. We’ve already done it with our phone number, which is Alex, Alex, our audio listening exchange. He’s the person who answers our phones. It’s scary how good it is on inbound. I think on outbound, it’s going to get just as amazing where if you look at deep fakes, the deep fakes and outbound are going to be incredible. I E a robot can have a conversation.

with a prospect and qualify them. So I think it’s gonna put lots of pressure on any phone-based, telephony-based job, any email-based job, any social posting job, those are gonna be toasted in the next 18 months.

Jeffro (30:27.543)
Yeah, which on the one hand, I’m looking forward to that, like as a business owner, like having that available to me. But it does mean if you’re one of the people who have been making those phone calls, like you got to up skill and be ready to help people with this, whether that’s setting it up or something else. Yeah. All right. Well, thanks again, Jim. Thanks all you guys for listening. Remember, these episodes have lots of good nuggets in them, but it only helps if you take action. So make sure you go implement at least one thing you learned today. And that’s it for now. We’ll take care and we’ll see in the next episode.

Jim (30:42.797)
Great.