Podcast Funnel Automation and Guest Connection with Chad Burmeister of The AI for Sales Podcast

TBF 63 | Podcast Funnel Automation


In this day and age, automation has become a business asset, helping owners and their teams alike streamline their processes and be more efficient. Yet, many are still on the fence around AI, believing that it takes humanity out of the process. However, this episode’s guest, Chad Burmeister, has proved that using AI does not have to be that way. As the host of AI for Sales Podcast, he has brought the humanity and human outcome focus, having set up a sales automation process to do guest booking for his show. He joins Tracy Hazzard to share with us how he is using a podcast funnel automation for guest connection and how he is setting his podcast up to sell the services in his business. What is more, Chad talks about ScaleX.ai and how it provides sales professionals with the toolkit to crush their quotas and more.

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Podcast Funnel Automation and Guest Connection with Chad Burmeister of The AI for Sales Podcast

We’re talking AI For Sales podcasting. AI For Sales Podcast host, Chad Burmeister, reached out to me, sent me a great request, and convinced me that he should be on the show here, and I realized he’s a client so I’m disclosing that upfront. He also does a ton of other things around it that is going to be valuable. I didn’t invite him on the show to talk about Podetize or our company. I invited him on the show because he’s doing so much on the front end to get his guests and other things. He’s using an AI sales process that I thought you’d want to know about. Chad Burmeister is a believer, a husband, a father of two teenagers, and a lifelong rebel and rule-breaker. He empowers sales professionals to become the best version of themselves by focusing on their mindset, skillset and toolset.

His fundamental belief is that it takes a village to train the greatest sales professionals in the world. That’s why he launched ScaleX.ai to provide sales professionals with the toolkit to crush their quotas. He has SalesClass.ai to provide sales professionals with the mindset and skillset to go along with the toolkit. There are some cool things. He’s going to talk about both those things during the interview here. Many of us are seeing this bot stuff out there. We use AI and bot interchangeably. We’re disgusted by it. We don’t understand it. We don’t get it. We’re like, “How is this working for people?” You hear people who are crushing it with it. There’s this bit of humanity in there. That’s exactly what we’re going to talk about with Chad. Let’s get to know what Chad has to say.

About AI for Sales Podcast Host Chad Burmeister

About Chad Burmeister

TBF 63 | Podcast Funnel AutomationSince my early twenties, I have served as sales and inside sales leader and disruptor to usher in an outbound strategy for pipeline generation and growth at companies including Cisco-WebEx, RingCentral, ON24, ConnectAndSell, and RingCentral. Today, I teach Founders, CEOs, and CROs how to leverage artificial intelligence to dominate their markets. I have helped hundreds of entrepreneurs generate thousands of meetings and millions in pipeline and bookings.

My passion: Helping Regular People Become The Greatest Sales Professionals In the World

How I do this: I take years of best practices from advising high-growth companies to deploy a highly effective pipeline generation machine.

LinkedIn | Blog | Website

Chad, I’m glad to talk podcast scaling. I’m glad to have you on the show. I want to talk about this interaction between how you’ve set up and are using your podcasting to sell the services in your business. How did you get the idea to start a podcast and put that into your sales process?  

I figured getting out to an audience of that size wouldn’t be a bad idea and collaborating with other potential speakers. I’ve always wanted to run a podcast. Finally, in December of 2019, I was able to do it. What I’m doing that’s unique from most people or at least it feels unique to me, and you could tell me otherwise, is that we run our own podcast, but we also reach out to other podcasters at scale using artificial intelligence to ask to be on their podcasts.

You’re using sales automation to do guest booking for yourself. There are a lot of people out there who are doing some of the similar things through LinkedIn and other places, but you have a full system for that. How’s the conversion rate? If I sent personal emails, it’s easy for me to get a 100% return. I’ve been on a lot of podcasts. I have a different platform, but for most people, that’s not the case. When they send out some automation, the return doesn’t always come back. How do you see that on your end?  

Email these days has gotten crowded. If you look at your inbox on a morning and you say, “The time I went to bed until now I have 147 emails.” Choosing the right platform and LinkedIn happens to be one of the platforms that still gets a good reply rate. I’ve set it up so that I have a virtual assistant. She doesn’t exist. She was born 1.5 months ago, although online she’s probably 25 or something. I’ve got a virtual picture of a person that I also made. She reaches out on my behalf to different podcast folks because you can go into LinkedIn and you can run advanced search on who’s running a podcast and who had podcasts in their title. There are different searches you can do. We program the intro that says, “Chad Burmeister. We’ve been doing some research. Here’s the link to Chad’s personal site, ChadBurmeister.com,” which shows all the businesses that I’m part of. It says, “Here’s his press release page, his bio and his links. It’s bait in the bucket. It says, “Would you like to have Chad on your show?” The hit rate is off the charts. It’s 30% to 40% reply rates. Alyssa, my virtual assistant, her network is growing like crazy of people who are accepting and connecting with her. Talk about a way to build your network. It’s been fabulous.

For a lot of people, they don’t understand. Pat Flynn was on the show and we had a big discussion about how guest podcasting is the new guest blogging. There’s this cross-relationship and it’s much more synergistic to have another podcast host on your show because you’re exchanging audience that may be interested in each other. It’s a lot more seamless than it is to try to sell them to come off of a show into your sales funnel or other things. You get them into the podcast funnel portion of it. Since you set up your show, how have you found that transition from what you do on the show to customers, clients or inquiries coming into your company?  

What I’m doing on the show is funny because what I’ve found out is three-quarters of the show is not about AI for sales. Heading into a new year, I’m starting to look at, should I rename the show perhaps? What I do is I spend time getting to know the individual first. What were you passionate about in college? What were you like as a kid? What were you passionate about then? I want to connect the dots between how did they go from their upbringing to now playing and dabbling in artificial intelligence? I’m giving you the long-winded answer that the first part is getting to know the members first.

Once I’ve now gotten to know them through half or three-quarters of the conversation before we get into AI for sales, they’re now interested in having a conversation. I’ve done about 50 of these this 2020. They’re so fun to do. I have a video producer that actually takes that conversation and chunks it down into 30 to 60-second video clips, and puts a header at the top, and then converts the speech to text, cuts out the ums and ahs, and then push that out to all of my social channels as well as many of my sales people’s social channels. All on an automated basis daily. We take that podcast and convert it into text, add some pictures, and create a blog out of it. Up until our website changed a number of days ago, everything was optimized and working fine. We’re in a bit of a transition. The site looks cool, keywords and all that fun stuff. Sometimes you have to grind the gears when you do an upgrade and overall like that.

It is sometimes. It’s a little setback, but then you get accelerated growth. It’s worth it. You’ve got to make those things happen.  

The more AI, the more virtual assistants people get. Share on X

For your readers, what’s important to understand is that I do a webinar first. I record it in a conversation like this. It gets pushed out to The Sales Experts Channel and the AI For Sales Show, I publish that to the SalesClass. That’s two webinars, the same piece of content. It then goes out through the podcast on the C-Suite Network, then it goes through Podetize and gets converted into text and into a blog that becomes searchable on the web. It then gets chunked down into those 60-second videos. Think of all the tentacles of one 30-minute investment, and then I don’t have to do all the work on the backend. You have to hire smart people like Podetize and Garren. It’s not millions of dollars. You can invest hundreds of dollars and have that smart person take on that piece of the process. The result to answer your original question is a double in sales in the last 100 days.

That’s fantastic results. Here are some of the interesting things about your show. First off, you’re thinking about renaming it. I’m going to do a little on-air coaching and I say yes. First things first, let’s see what your answer to, why do you think you might have a bingeable show?  

There are a lot of mindset coaches that are cheesy and don’t truly understand. I don’t even claim to be a mindset coach. It’s a bingeable show because getting to understand people, why they are, who they are and how they had that a-ha moment in life. What’s crazy is it can take 8 to 12 minutes, you can see and hear the flip of the pancake on the show. I’ve learned how to have these conversations in a way that will cause the person to go and say, “I’m writing a book as a result of the 30-minute conversation we had.” Another person said, “I’m leaving my organization because of the 30-minute conversation we had.” It’s bingeable when you can get into the architecture of someone’s brain and cause them to see things in a different way, and change as a direct result of that.

That’s why you should rename the show. As always on the show, I like to give people what I believe their binge factor is after listening to thousands of shows. The real binge factor for you, Chad, is that AI For Sales and the way that you host the show is you’re bringing humanity and human outcome focus into what is a cold and controversial subject based on your title, AI and a negative connotation to something like sales. We have that. We don’t love AI and sales. We don’t love those two terms together, but you’re bringing this humanity and outcome focus to it that makes me want to go, “Maybe this isn’t bad. Now I want to learn more. I want to see what other people are going to do. I want to see where this could take me.” That’s a journey. You’re shifting a belief in that process. You’re doing that through humanity, not through technology.  

I’m trying to remember what the front of the shirt says. This is funny because we didn’t end up going with it, but we probably should have.

It says, “ScaleX.ai, delightfully human.” It’s on the front of their shirt. That is honestly what your show has in it. It is delightfully human for a show that’s about AI itself. That being said, maybe the AI In Sales title is working for you because of that, but they’re getting something else than they expected. The other thing is that maybe you want to take it and tweak it a little by adding a more activating word on it like The Human Side Of AI For Sales or something like that. Bring in something else to it. That could work as well where you’re still tying the two things. It may simply be working because I’m interested in that term, AI sales, even though I don’t think I already have this like, “Do I want to do it?” I already have a negative mindset and then I come into your show and I go, “That’s interesting. I got a lot out of it.”

There’s this gal, Anita Nielsen, she wrote a book called, Beat the Bots. It came out right about the same time as my book, AI for Sales. We talked. We met at a conference in 2019 in Vegas and I was introduced to her at the table. We decided, “If we write the next book, we should do the cover of one and the cover the other on the back because the two things go hand-in-hand.” The more AI, the more virtual assistants people get. Think about when you send an email, it’s got the emojis at the bottom, it tells you what to say and how to say it. It’s only going to get better or worse how we look at it. Imagine if I’m sending a note to Tracy versus to somebody else, it might look at your personality. It might look at the time of day. It gives you all of these concepts and ideas of, “Use bullets if you’re sending it to Tracy, but if you’re sending it to Chad, maybe you want to use a paragraph.” It all becomes automated but it also puts more stress on the human interaction and more importance on the human interaction. It’s going to be interesting in the next years. Having deeper human-to-human conversations will become more important.

You told us a little bit about how you set up and get these guests on. You’re already getting the right type of people into the model of who you want to have conversations with. Are you interacting into that automated system and doing checks and balances or feedback loop, and reinforming the AI a bit?

My marketing person said, “You’ve got to pick the topics.” Before, I was letting the audience direct me and his advice was, “Go out on Google and search your terms if it’s lead generation or demand gen. Figure out what people are talking about and then have guests specifically talk about that topic.” That was good advice.

That is good advice for those of you reading out there.  

You need to figure out what people are searching for and then go do that. Don’t try to think that because you sell a pen that’s inkless or something that all of a sudden you can be searched.

TBF 63 | Podcast Funnel Automation
AI for Sales: How Artificial Intelligence Is Changing Sales

People are going to find it. The interesting part is that you have a focus where you’re deep in the industry and tech. You use it. You’re not just selling it. You’re not in the tech weeds though. Your goal and outcome-driven in how it is coming across. When you ask the questions of people, that’s the focus of where you’re going with it. You’re addressing a topic not from an overly technical standpoint either.  

That’s where you’re right with the title because originally I thought I would be getting into it with data scientists and CEOs that built the tech stack. I’ve done that. I did one a couple of days ago. I think my audience is going to be, “Stop.”

 “My brain’s blown. I don’t know if I want that.” You never know. You could find it your most popular episode too.

That’s true because these guys are talking about AR, VR, spatial, and I was lost.

Let’s talk a little bit about our best things and our best ways. I want to make sure we get these in here. You’ve been doing this and you’ve done about 50 episodes. What are some of the best ways and keys you found to booking or attract the great guests out of that model that you’re using?  

First, know your audience. A lot of people go to Facebook, “Book me,” then you never know what fish you’re going to get in the boat versus going out and finding exactly the right people. You can download a list from a tool like ZoomInfo or SalesIntel of the best people. They have a 98% hit rate. The emails don’t bounce because they’re legit. You can even get their mobile phone number. I’ll download the list. Let’s say it’s 500 people that have a podcast or it’s 500 CEOs of companies that I want to have on my podcast. I’ll leave a voicemail and they have voicemail drop software these days. We’re using that for our customers. Five hundred voicemails can be left for 30 seconds each, “This is Chad. I’m the CEO of ScaleX. I also run SalesClass.ai. I want to have you on the podcast. Here’s my number.” I then have my virtual assistant send emails and connect on social. It’s finding the right list, sending the right message to the right people, and then giving them an easy way to schedule. I use Calendly. When they book the podcast, it’s got the Zoom link. It’s got everything that I’m going to ask. It used to be seven questions. I did that for six months. Now it’s down to four.

We always get shorter on those. This is a key that you’ll find over time. You’ll get shorter on your intake forms.  

The intake form matters. It’s funny because sometimes the person will interact with the virtual assistant, “What does Chad want to talk about?” There’s quite a lot of interaction. Sometimes I feel like I can’t be bothered with that part of the dialogue, just book me and you’ll see what we talked about.

What are some ways that you do to increase listeners? Your listeners are as important as your guests.

I will be transparent with you. That’s still an area of opportunity for me.

The messages that get the highest returns, open rates, reply rates, and clicks are ones that look personal. Share on X

You’re not alone on this show. That’s everybody’s weak point right there.

I’ve been focused on the content and the good news is I don’t have any ulterior motives other than providing value for listeners and guests. It hasn’t been a number one focus area. It’s certainly an area that I should probably start to look at adding into a new year.

You produce it in a professional way. Let’s talk more about the recording side of things and the production side for what you’re doing on your end, what you’re in control of, and not the other team members that you have. What are some ways that you approach it producing it professionally? Do you research your guests? What do you do?  

Let me give you one app that’s amazing. Danish is the CEO of Orai, it’s a subscription for $10 a month or something that’s nominal. It teaches you through an AI app that if you invest 3 to 5 minutes a day, it helps you become a better speaker. I did a podcast and the person said, “I meet with many people and do many podcasts. The post-editing is horrendous.” He said, “Chad, I think you said uhm one time. How is it that you did that?” I said because I did the Orai app and it’s been over a year. My dad was a doctor. He would read X-rays and ums and ahs are every other word. Breaking that habit was extremely hard in my selling career because my brother and my dad does it. I had to break that habit and Orai helps me do that.

That’s a fantastic tip and original, Chad. I don’t think I’ve heard that one before. This is a way you can help improve yourself as the host. That makes a more professional show and it makes your production team have a lot easier time.  

He’s frustrated with the people he interviews that he said he’s going to send them the Orai app a month in advance and say, “If you want to come on my show, you have to go take this first.”

I went to the Adobe Conference when it was still wide open because this is a giant conference. There are tens of thousands of people there. They were premiering this thing where it would be easy to isolate the uhm off of the software that we use here to edit out. You would be able to isolate and automatically remove it for you. I was like, “I can’t wait for that to come out. Our team will go nuts. They will love this. When is it coming out?” I’m sure he’s not the only one out there doing post-production and hating life because of what he has to do.  

I will be honest with you. I do not prep to understand who the guest is going to be because I want it to be an authentic conversation. Tell me about what were you passionate about in college, what did you study? I then go back to when you’re six. I learned from this intensive four-day event that I went to, and I saw it happen 100 times over four days. He’d get someone to stand up for 8 to 12 minutes. He’d ask about college. He’d ask about age six. The amount of information that people don’t understand why they have blockers, that opens up the blocker. Usually, it’s like, “I was telling myself a story from the time I was six and it’s been in the way of everything that I’ve done forever.” It becomes your superpower, and that’s what’s fun.

I did an interview for a company called Moonshot House. It’s an app and organization that interacts between investors. They are a startup and accelerating growth community of investments. They connect together and I interviewed Amilya Antonetti. She’s the Founder of Genius Key. They ask the questions in that same way. They make you go back and say, “Answer these questions or check off these statements as if you were six, as if you were twelve, and as if it was last week.” You’re answering these questions in a way because it determines your future success and outcome based on what you’ve been genius at from the beginning and you’ve refined over time. Often people aren’t working in their genius and that’s maybe why your one guest wants to write a book about it. He realized, “That is where I am. That is my expertise.” Encouraging engagement is also one of those tough things that I hear again and again from podcasters. You have a community. You have social media. You’re doing a lot on LinkedIn. How is the engagement going there? What are you doing to encourage that?  

After we get the Podetize breakdown and blog, then we’ll send it out to the person who was on the show. Since we’re doing the video breakdown in 30, 60-second clips and we’re doing the Podetize conversion over to the blog. We’re able to provide them with 2 or 3 different clips from the show as a teaser and the link to the blog. You’d be amazed if you give somebody a clip where they expose their brilliance. They want it out there. It’s just how it works. I had people over to the fire pit and I had a high-end video producer. I had twelve people over and everybody knew it was going to be filmed. We’ve been doing this for fun without filming, but now we had the filmers come over. They all wanted to get in the 30-second clip because they know we’re going to parse it down and push it out. We haven’t produced it yet. The raw recording was done weeks ago.

You’re seeing them share it, which is helping the engagement process. Are you saying their community then engaged back with you?

TBF 63 | Podcast Funnel Automation
Podcast Funnel Automation: Whether you have 50 visitors or 500 listeners, it doesn’t matter. There’s so much additional value in doing the podcast other than having millions of listeners.

Yes. You get the boomerang effect.

Utilizing video in this platform is working for you as well.

Adding video adds so much to the experience for sure.

Many of our clients are doing video because of that model. I normally ask everyone the best way to monetize it. You have ads on your show. This is lead generation into your business. How’s the monetization working? What’s the best way out of that?  

If you look at the lead source, you’ll see for the last few months or the whole year that I’ve been doing this. Chad’s network is one of our lead sources. Every single one of my deals that I’ve personally signed except for one is through Chad’s network because we spend money on paid ads and other lead sources. Those all go to the sales team. When someone comes in through my personal network, I give them the white glove treatment. That word gets out, “You want to work with Chad personally.” Here’s the other piece of it, when someone comes into the sales call and they’ve already been exposed to the information and they’ve seen me, my level of trust in that conversation is off the charts. It’s mine to blow versus mine to gain.

If I hear you right, you’re saying that the monetization side of the trust factor that you’re building and the connection to the guest, and their process because they’re experiencing you in the process, and your attention. They want more of you. That’s monetizing much better for you than the ads are.

Think of a sales cycle, discovery call, demonstration, close, terms and conditions. Emotionally, I’ve already bought. Now it’s, “Let’s come in. Tell me about your business.” We connect. We send the proposal the same day.

That’s what I suspect too. To some respects, the ads are maybe hurting you because the ad runs at the beginning of your show before your show even started. It makes your show sound like it’s your promotion for your show even though it’s not.

I think twice too to not put it at the beginning, and maybe put an anchor in the middle and at the end.

That’s the only thing is sometimes when you start with those ads, whether they’re for our company or for some other company, it sets a tone for the show that it doesn’t come across because that’s impersonal. Your show is personal and human. There is also a resonant disconnect in there. If it’s not doing the return on investment, then wipe them out and do something different. There are a lot of people out there with their businesses thinking that automation and AI is going to be impersonal and it’s not going to work for them. What’s the key to making it work for specifically what you’re doing here in podcasting, but for businesses in general? Are there some keys that you’ve developed over time that helps make this work for people?  

If you're a digital marketer, you're going to have a hard time breaking through that habit of being perfect. You need to be perfectly imperfect. Share on X

The messages that get the highest returns, open rates, reply rates, and clicks are ones that look personal. The marketing person I’ve mentioned before, his name is Nick Caputo. He’s brilliant. He grew a church from 0 to 10,000 people because he was their digital marketing guy. He went over to a big paycheck and help them grow millions and millions of views. His hacks put a typo in from time to time. If you’re going to say “I’m,” you don’t say I’m. If you’re a digital marketer, you’re going to have a hard time probably breaking through that habit of being perfect, but you need to be perfectly imperfect. He’ll put in emojis, the clapping sign right at the beginning, “Thanks for connecting.” He’ll put in three dots with space and another dot. Normally it might say dot, dot, dot. He’ll put in dot, dot, dot, space, dot. I’m with no apostrophe and lowercase I. It’s like, “I’m excited, I can’t wait to get to meet you at some point.” It’s short and sweet. Be human and don’t be a robot. If you make it a robot, you’re going to get responses like a robot. It’s just zeroes and ones.

The difference is what you’re saying also is it has to be personal. I get many messages on LinkedIn that I can’t even believe that they think it’s going to work. They think I’ll even click connect after seeing the start of the message. It’s all about you and what you want from me. That’s not a way to start a relationship.

Something I learned several years ago. It’s called you-phrasing versus I-phrasing. The company who did this is called Corporate Visions. They wrote a blog once that said, “Stop we, we, we all over your customer or your prospect.” Most people are like, “Tracy, ScaleX is the best company ever. We can help you grow your sales. We can help you double this, triple that, and quadruple that,” versus, “Tracy, you’re probably having these challenges based on the information that I was able to access.” It’s you, you, you. When someone sends an email to me, I’ll look at it and I’ll highlight the word you in green, and I’ll highlight the word I and we in red. The first sentence should be 100% green, no I’s or we’s. It’s almost always not the case. You want to have the entire email 75% you and less than 25% we. That will change everything.

That is a big tip right there. Chad, that’s fascinating and I’m glad you shared that because this is something that I keep harping on all the time. It was like, “Stop being I or we.” Most of our clients are single solopreneurs so there’s a lot of I in there. Any big challenges to podcasting or wishes that you did something different from the beginning? What would you fix?  

It’s 50 in, I didn’t have that much advice when I launched. I had a kickoff call with somebody for maybe an hour that helped me with a few pointers, but it was drinking from the fire hose.

That’s too much to take in when you were trying to start.   

All the information was there. Don’t do the recording at the beginning and make sure your title is congruent with what the actual message is, and those kinds of things. Going back, I would probably want to do a checking, “We’ve done 5. We’ve done 15. We’ve done 25,” rather than waiting until you’ve done 50. Looking back, I got to meet 50 cool people. At the end of the day, that was my main objective. Could I have done it better? Sure. Am I happy with the outcomes? Absolutely.

The thing about podcasts that I love is that the media and the audience is forgiving, and they grow with you. If your sound was horrible at the beginning, but you improved over time, they’re thrilled you improved. It wasn’t a problem for them to keep going with you and they reward you for that. That’s the beautiful thing about an audience.  

Let me give you another big idea. This one will play nicely. SalesClass.ai takes 2,500 hours of content from some of the best sales speakers in the world. It’s all available via Netflix for sales content. There’s an algorithm. You put in what you’re interested in. It serves up the videos. The feedback that we’ve gotten out of the gate for the last few months is, “That’s awesome that it tells me to watch this class on negotiations, but it’s an hour long. Can you help?” Imagine taking all of that content and shrinking it down to the CliffNotes version of 3 to 5 minutes. The punch points. The big idea points. That’s where we’re taking it next. The podcast library, to your point, I’ve done 50 half-hour segments for the last several months. It’s not too late to go in there and make it five minutes.

Also, because we recommend multiple feeds. I’m in the process of retooling our Feed Your Brand Podcast, which is our sister podcast. It’s how The Binge Factor became The Binge Factor. It was a spinoff from that because of the episodes we had done because people wanted them separate. They wanted the interviews. They wanted to hear from the success stories of the podcasters. They didn’t need those startup tips anymore. We’re spinning it off into little pieces and to shorter shows, but to accomplish that same goal. Why not do it yourself? Why not take a teaser, CliffNotes version as you put it? Why not do that, so that you have one that’s available for all of those? The longer ones for the ones that we know we’re interested in, I want to hear more about that. I want to deep dive in it. We can have some more time.

I’m on my Peloton for an hour and a half.

If you were on your Peloton, we’ve got a podcast for you. There’s a bunch out there but The Clip Out is the number one podcast for Peloton users. I love the way they orchestrate their show. It’s super cool. A little call out to another podcaster out there. Any advice for someone who’s on the fence about using podcasting in their business?  

TBF 63 | Podcast Funnel Automation
Podcast Funnel Automation: Go with a company that knows what they’re doing when it comes to deployment. AI For Sales can help you connect with people at scale.


Someone told me a decade ago. “I wanted to write a book and I’d been thinking about it for a decade and I didn’t do it.” She said to me, “Chad, just blog.” This was a prelude to podcasting, “Write blogs.” I started writing and then sure enough, I had enough to build a book and I built my first book called Sales Hack. I get a similar feeling to podcasting that you have to click the go button. Whether you have 50 visitors, 500 listeners, it doesn’t matter. There’s so much additional value in doing the podcast other than having millions of listeners. That shouldn’t necessarily be your objective, just go because a lot of good things will come from it. I would say you might want to think about having video as well because then at least you have the optionality. Don’t just record for audio, but do video and audio so you have both.

A blog works too. You can do the whole gamut. You can do that, but you’re right, getting started. That’s such good advice. I’m going to make sure everybody can connect with you, but is there anything that we should know about how to use AI in our business that you haven’t shared with us so far that we should be thinking about as coaches, entrepreneurs or business owners?

LinkedIn automation is a big movement and you can do it extremely wrong. Be careful if you’re dabbling into LinkedIn automation. Make sure that you work with a company that knows all the rules and regulations. You don’t want several opt-outs. I’ve learned by doing over the years. I did one email or one LinkedIn blast that had a picture that ended up blowing up to the whole page. People opened it and I didn’t test it before I click the go button. People said, “No.” I was trying to help. I was trying to hire people and say, “If you know anybody interested in this kind of work,” but the thing blew up their site so they decided not to. Go with a company that knows what they’re doing when it comes to deployment. AI For Sales can help you connect with people at scale.

Thank you for sharing that. I’m glad you came on the show. I’m glad we’ve met and finally gotten to get to know each other here. Thanks, Chad. AI For Sales, don’t miss it.  

Don’t miss out.

TBF 63 | Podcast Funnel Automation
The AI For Sales Podcast


I told you that was going to be different. We’re talking a lot of humanity and we’re also talking about how we’re interjecting that with tech. We talked about this on the show often. Podcasting is this in your ear building trust model. Chad was talking about that as well. It makes that sales automation process complementary to it. If it’s helping to bring people in so that then you can nurture them through your process, then why not do it? Why not give it a try? Why not take a look at what you can do in combining the two things together? The mistakes we all fall into is when we make everything too programmatic. You read Chad talk about how we utilize this, my company’s program, and all this other stuff that he’s put together. He’s put it together and broken all the rules because he knows what the rules are to begin with. He wants to make sure to customize them and get them to fit with what he’s doing. Is he doing perfect with every single one? No, this is an experiment along the way.

He’s only 50 episodes in. The way that he says it is what I want you to hear. He’s going to keep going. He’s going to keep refining. Maybe he’ll change the show’s name. Maybe there are other things that he’ll try and do a little tweak and remodel until he gets it refined along the way. If you think that you’re going to start your show day one and it’s going to work perfectly, and there’s going to be hundreds of thousands of listeners who are going to show up, Chad’s the perfect example that doesn’t follow the model for anyone I know. Yet it works for Chad. It works for his business. It’s helping ScaleX.ai, which I want you to go check out.

It’s helping it grow. That’s his core outcome. That’s the goal that he’s trying to achieve. He’s trying to achieve this understanding of how can I build trust in my sales model? How can I also give people an example of what I can do and will do with them? How can I have these wonderful human conversations with people to help them shift, move and become better sales professionals? I hope that I’m shifting and moving you to become better podcasts professionals. I’m always out there looking for interesting stories. I’m always welcome to having new podcasters suggested up to me. My requirement is 25 episodes or more because I want to know that you’ve been in it long enough to have a good sense of how some things work. You must continue to be consistent about that posting weekly. Minimal requirements, not too hard for most of you to meet, but I’d love to have that conversation.

You can go to TheBingeFactor.com and apply for that right there on the Apply to Be a Guest page. Let me know about your show and about why you would make a great guest on my show. I look forward to hearing from you and hearing all about it, and bringing you greater podcasters like Chad Burmeister from the AI for Sales Podcast. Make sure you check him out. Thank you for reading. I’ll be back next time with another bingeable podcaster.

Don’t miss Tracy Hazzard’s Authority Magazine article about Chad Burmeister too!

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Tracy Hazzard

Tracy Hazzard is a former Authority Magazine and Inc. Magazine Columnist on disruptive innovation, and host of 5 top-ranked podcasts including: The Binge Factor and Feed Your Brand–one of CIO’s Top 26 Entrepreneur Podcasts. She is the co-founder of Podetize, the largest podcast post-production company in the U.S. As a content, product, and influence strategist for networks, corporations, marketing agencies, entrepreneurs, publications, speakers, authors & experts, Tracy influences and casts branded content with $2 Billion worth of innovation around the world. Her marketing methods and AI-integrated platform, provides businesses of all sizes a system to spread their authentic voices from video to podcast to blog, growing an engaged audience and growing valuable digital authority.
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