When I started selling applied AI training on my own, I got into the habit of jotting down a few lines after every call with a prospect. It was mostly so I would remember who wanted a proposal and who wanted me to call back in the spring. I would than add these notes to the AI summary of the call.

A few months in, I reviewed the files and noticed something I had missed during each call. The same three concerns kept coming up where leaders wanted to know:

None of my materials (sales documents, outlines, website) covered these areas. I guess I have some work to do!

I bet your sales teams have a file like mine, only much bigger, spread across CRM notes, call summaries, and emails. Reps hear about competitor pricing, new needs, budget freezes, and the reasons a deal is moving faster or slower than expected. That information usually stays inside individual records, and nobody reads across them.

AI is good at reading across them. Give it a month of call notes with customer names removed, and it can group what prospects said into themes such as needs, concerns, competitors mentioned, and buying triggers. It can count how often each theme appeared, pull a few representative quotes, and flag anything that showed up for the first time.

You still decide what the patterns mean because you have the nuances of context about your customers. Notes reflect what each rep chose to write down, so a theme that shows up often might come from one very thorough rep rather than the whole market. Before you change a message or a price, take the top findings back to your sales team and ask whether they match what they are hearing.

Today's brief turns a pile of call notes into a one-page market intelligence summary. Now that is how you move from "using” AI to directing it with confidence!

Let's go raise your AIQ.

Every Master Prompt in AIQ with Paul is written as an AIQ Brief. Each section answers a question AI needs answered before it can do good work for you.

Context tells AI what the situation is and who the work is for. Intent says what the result must accomplish, and Constraints list what cannot change or is off limits. Output describes what good looks like, and Check names what AI should show you and what you will verify before you use the result.

Fill in the brackets, run the brief, and treat the Check section as your to-do list once AI responds.

Take your skills beyond the brief. In my AIQ Advantage™ program, I teach working professionals how to build briefs into reusable workflows, check AI output before it goes out under their name, and decide where AI fits in their work. Learn more at AIQAdvantage.com

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