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The Disintermediation of Sales - Episode 128 - YouTube
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hey it's Anthony in Reno and this is a
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new camera rig it is the Sony rx100 Mark
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5 it's a small camera and I've got it on
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a nice little rig that I can carry with
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me so I can get out of this just Talking
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Heads format carry you with me on the
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road I've got a nice microphone and I've
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also got a thing called a zoom here
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that's recording this so that I'll get a
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good recording so up good audio good
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video but the downfall on this camera is
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that 4k burns this camera up really fast
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which means I've got about five minutes
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to talk what I want to talk about in
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just a couple minutes is the
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disintermediation of salespeople and the
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coming onslaught of AI and I want to put
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this in context for you because it's not
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what you're hearing and what I want to
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explain to you is that we have an
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hourglass economy we got a big top
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skinny middle large bottom and what's
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happening is the Internet is
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disintermediating anything that it can
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which means if your borders and Barnes
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and Noble Amazon can get a book without
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the friction of having to drive to a
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book store going and finding the book
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walking up to the cashier buying the
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book getting back in your car and
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driving home
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amazon.com with a Kindle will let you
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for $9.99 have the book right now
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wherever you are you don't have to do
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anything or they'll ship it to you
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overnight if you're a Prime member you
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know this and if you have the Prime now
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app you may have figured out that you
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can have things delivered to you in a
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major city within a couple hours and
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there disintermediating retailers and
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you're looking at the collapse of retail
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right now I'm getting ready for about a
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year from now when we have the
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Renaissance of retail because retail is
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not sitting by not dealing with the
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digital age that we live in they're
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adapting to this and they're going to
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have bricks and clicks and people are
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figuring it out so don't buy all the
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hype and pay attention and just pay
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close attention to how people figure
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this out but what I want to tell you is
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that if you're a salesperson and the
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only value that you create is the same
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value that the web creates by talking
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about features and benefits about trying
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to find a lower price and about trying
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to remove friction from the buying
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process then you are going to have
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artificial intelligence and
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disintermediation as you get shoved down
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into the bottom part of that hourglass
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if on the other hand you move into the
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top part where there's more money and
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where people want high trust high value
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high caring where they want someone with
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deep insight to act as counsel because
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you're not going to make a two million
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dollar or a five million dollar purchase
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over the internet when you don't have
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enough information and enough certainty
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that you're going to be able to get what
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you want
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and where relationships are important
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and you're a business partner and where
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what you do is so tightly integrated
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with your client that they have to know
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like and trust you and you also have to
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have the right advice and the next
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initiative that's a different
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salesperson and there's already a lack
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of people at that top of that hourglass
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right now there's already not enough
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salespeople who have the business acumen
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who have the ability to manage change
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who have the ability to be strategic in
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to act as counsel so what you're hearing
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right now is that all of salespeople are
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going to disappear into AI and that
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there's going to be the gray goo of the
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matrix that just totally obliviate all
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of sales people not true from time
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immemorial decision makers and leaders
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have counted on counsel and they will
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have counsel that interprets even the
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information they get from computers and
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from artificial intelligence the
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question is though are you being
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disintermediated because you don't
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create enough value for it to be
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otherwise if you're a salesperson that
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carries a catalog and opens a catalog in
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front of your potential buyer the
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internet can do that better and faster
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with less friction than you can and
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they're probably easier to deal with but
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on the other hand if your high business
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acumen a high situational knowledge deep
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insight business person you're going to
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have a much easier time moving into the
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top because from that area you're going
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to be able to act as a trusted adviser
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in as counsel so you need to decide now
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where you want to play and what's going
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to happen to you when the hourglass gets
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even more narrow here in the middle as
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you're going to get pulled one way or
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the other I'm Anthony an arena look for
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new vlog format soon we're working on it
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this show is every day
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