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May 20, 2024
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168极速赛车平台:Sales & Marketing Technology 168极速赛车平台:Artificial Intelligence 168极速赛车平台:Endless Customers PodcastShare:
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This transcript was generated by AI and has not been checked for accuracy.
Chris
0:00:00
AI is here and quite frankly, it's here to help. So today, we're going to talk through🐭 some of the ways
that I've seen AI help, some of the ways that I think ca🐲n help you. Let's dive in.
Alex
0:00:11
Welcome back to Endless Customers.
Alex
0:00:22
My name is Alex Winter. I'm here today with Chris Duprey, our Head Coach, Chief Customer 🔯Officer.
Chris, welcome back to the show.
Chris
0:00:28
Thanks, man.
Alex
0:00:30
Thanks for being here. I☂ love chatting with you. We goꦇt a really cool topic today. We're talking about
saleꦅs. You're a sales e൲xpert. You coach and train a lot of companies on sales
Alex
0:00:37
and how to integrate sales and marketing, but I really wanna focus on artificial intelligence,ᩚᩚᩚᩚᩚᩚᩚᩚᩚ𒀱ᩚᩚᩚ and I
know we talk about it a lဣot here at Impact an𓆉d a lot as a company, but specifically I wanna get into
how AI can help sales folks.
Alex
0:00:50
So like what tools they can be using and what menta🐬lity shift 🔯they need to make so that they can do theﷺir job better, faster, stronger, all those things.
Chris
0:00:59
Yeah, yeah.
Chris
0:01:01
So it's, I mean, as we talk 💦about AI and as I go around and speak 🥀to CEOs around North America
about artifici💛al intelligence, the sales side is definitely one of the sides where AI is at a point where it
can be really, really helpful if sales folks are p🅠roactive
Chris
0:01:24
in their approach to trying to figure things out.
Chris
0:01:27
Right?
Chris
0:01:27
Yeah. So, this goes from anything from call recordings and getting all of the important data from a call transcribed, summarized, action items called out so that you just have all that stuff in one spot.
So there's tools like that that are just great. And then there's tools🧔 that you caꦓn have inside of a virtual meeting that are going to tell you things like,
0:02:07
you𒁏're using too many filler words, you're speaking too fast, you're using your hands way too much.
All of those things are ag♔ain like tool🌼s that are trained with AI that work through it that can be in-call
and post-call, giving us just areas where we can train on and grow it.
Chris
0:02:28
Right?
Alex
0:02:28
That's really cool.
Chris
0:02:29
Yeah.
Chris
0:02:29
A🌜nd then there's the next wave of like, what can we do with AI? So it's funny, Ale✅x, you were actually
with me, Alex, and we were with a company who responds ♈to a ton of requests for proposal🃏, right?
And the typical process this organizat♎ion goes through is they get an RFP, bunch of people read
through it, they then go produce a response, and if they get selected, they then ha🌠ve to go and
interview, and it's maybe a 40-minute presentation on their end and
Chris
0:03:12
20 minutes of qu🃏estions or something like that. I'm sure that there are many of you that are listening that go through some version of that. As w🍎e talked through, how can you leverage AI? Well, why couldn't we have AI review the RFP? Pull out 𒅌the key things, ask it for what, after reviewing it, what are the key drivers? Then we go answe🍌r it. Then we put our
answer into that same conversation and say, how well did we address the RFP?
Chris
0:03:49
Right?
Chris
0:03:50
See how that went. And that's great. And if you do just that, you're⛦ probably gonna be really good. But let's go to🌃 the next level. We've done all of that, and now we ask our AI, if you were on the selection committe♕e con𒁃ducting the interviews based on this RFP, and based onꦆ the response, what questions would you have for ABC Corp? Because that th🐓en allows you the opportunity to role play how you're♕ going to present.
Chris
0:04:29
And it might 🌃ask you questions that you were planning on based on the way in which you
respond🧔ed. Right? It's fascinating. Yeah. And listen, I'd love to say that like, I just thought, but it's
ওlike anything else with the AI, Like, you know, if you're in that situation, well, reviewing RFP by
yourself is painful and you miss stuff.
Chris
0:04:50
Writing the response, you ജlikely use some language that is internal to the company a𒐪nd not, everybody's going to understand. Yo꧒🤡u probably didn't fully answer the thing. And what's really cool is
that AI tool, i🉐t💛's like we like to say it impact that assistant that provides insights can give us an unbia𝐆sed view of wha♔t we submitted. And that's the key.
0:05:25
Right.
Chris
0:05:25
And this isn't, and yo💜u don't have to have some advanced AI knowledge to do what we just talked about. This is so doable in chat, GBT four.
Alex
0:05:33
Right.
Chris
0:05:33
20 bucks a month.
Alex
0:05:37
Right.
Chris
0:05:38
Yeah. Yeah.
Chris
0:05:38
So true.
Alex
0:05:39
And that's ju🌱st the jump 🎉in here. The fascinating part was so I'm watching you give this presentation
to this company. 🥃It was really cool to be in the room because what happened in the room, it was
almost like you had to be there. Butജ I was watching these people havꦿing these light bulb moments.
You're presenting these different A.I. tools and organically out of seeing💞 some of these 🍃tools, they
were gettin🏅g these ideas and they were like, well, this would really help with our fees🍸.
Alex
0:06:00
And it led us down this road. That's really, really interesting. And I think there's so m🌞any
opportunities with AI that can help in this way that we just haven't even discovered yet.♚ And we still
𓂃are uncovering as we're starting to use it more and more.
Chris
0:06:15
Yeah. So it's like this, you know, this idea that once you become aware of something, you t🃏hen have
a choice to either do someth𝓰inꦡg with that awareness or to knowingly not
Alex
0:06:30
Right once you know right yeah once you know if you don't do anythi𓃲ng with it then you're choosing not to do something with it rig𒅌ht correct ♔correct correct and you know if we use that organization as an example or some of these vistage group🎃s that♌ I go to Most people come in uneducated or undereducated on what's out there for AI, right? ♏They automatically think chat GPT, or they th🔯ink AI is cheat🃏ing or gonna harm them, right?
0:07:04
Very true, yeah.
0:07:05
And the key is just, they just need to see it. And they just need to play with 🥂iꦑt.
0:07:17
And they♌ need to have it. That waꦿs the shift that happened in the room. I watched that happen. You
went into starting that conversation and that presentatio𒆙n with a few people bei❀ng afraid. And almost
kind of giving you a hard time of like,
0:07:29
hey, we're concerned about this an🐠d we're worried about s💜afety with this and about cheating or
copying or whatever you want to call it. And I feel like🦩 within 20 minutes, it wasn't even 20 minutes.
You already had themꩵ intrigued and 🍬their fear had turned more
0:07:42
into intrigue and more into like, oh, we, we had a misconception of what✅ this really was ไor what this
really is.
0:07:48
Yeah.
0:07:48
Because it's change brother. Like everything else �🌃�changed. Right.
Chris
0:07:51
And s🐽o sales professionals today, you know, most of them think they're doing 🌠really well. I don't want
to c🌳hange the thing that they're doing. And then there's the top 5% that are the ones making all the
money that are on top of everything
Chris
0:08:12
and they're doing all these things.
Alex
0:08:13
Right? 🦄And they're fully embracing the change, yeah.
Chris
0:08:15
Fully⛄ e🌳mbracing the change, they want more training, they want more tools to use, ways to go. And
so the thing is, is like that RFP example is an example. But let's say you jus💛t want to learn
something about an organization you haven't done any real re🐻search yet.
Chris
0:08:36
There are t🎉ools 🥂out there that can create a video about anything by putting in the web address and
asking💞 it a couple of questions to show you in a vღideo form. We did that in that workshop too.
Alex
0:08:49
Yeah, you did a rea🎶lly cool demo. 🐽What was the name of that tool? I forget. Do you remember it?
0:08:54
InVideo.
Alex
0:08:55
InVideo, okay.
Chris
0:08:57
Yeah, listen, I have a free subscription to it, but I haven't paid for it. So you get stock imagery, bꩵut it
liꦡterally, you use it just like ChatGPT. Type in the ✨URL and say, make me a video about this
organization, highlighting things that they care about. And granted, it's just looking at what the company saiꦕd
publicly, right?
Alex
0:09:22
On their websi♏te. On their website, exactly, yeah.
Chris
0:09:24
But you still get a sense of that organization witho🌞ut having to spend all t𒈔hat time reading through
everything.
Chris
0:09:31
Yeah.
Chris
0:09:32
Right? So it's not, you use it to not prepare. It's lik🌊e, no, it's part of your preparation.
Alex
0:09:37
Mm-hmm.
Alex
0:09:38
It was also fascinating because you ran this d💞emo in real time in front of this group and they
watched the video that they spit out. So you used their website as the example.✨ It scrubbed their
whole copy on their website.
Alex
0:09:49
It created this video. I think we did like a 60 second video ✃and we watched it. And they weren't just
imp𝓡ressed. They also organically started to go like, wow, we really need to update the copy on our
site. And that doesn't actually ♑represent who w🐲e are and it started all these convღeไrsations where like maybe they're too close to it so they to get that
unbiased perspective.
Chris
0:10:12
I mean so I know we're talking about sales but I did the exact same thing with a cli🍃ent that thinks that they💝 need to change
some of their messaging. Okay. The video ඣshowed them that they talk a ton about the things they
wa𒀰nted to change their message to. So it was like, so do you need to, or are you already, the world
already sees you as this.
Chris
0:10:35
Right?
Chris
0:10:36
That 🌊was a good, that was a gꦑood one to go through.
Alex
0:10:39
Yeah. 𝔍Cause that happens too, where sometimes people think they need to make 𒊎a change
because that's what they perceive to be the reality. And in reality, i🌺t's🐭 not always the case.
Chris
0:10:48
Right. Which, so again, which g▨oes back to something that Bob had sort of, you know, noted, which
was like, yes, we know AI stands for artificial intelligence. But he said, but it alꦕso stands for
assistance and insights. And I think a lot of people understand it as the assistant. I🀅t can help you
write an email. It can help you write this.
Chris
0:11:04
It can help you with an image. It can blah, blah, blah❀, blah, blah. But the thing that I find the most
valuable for sales folks are the insights it can provide🏅 because it's✱ coming from an un... So let me
rephrase this. AI has 💖its own biases built into it that were trained into it. What it doesn't have is the
biases that you as a seller or mar🍌keter or owner of your organization has. So each one of u൩s,
when we're selling our product, look at it with a len💧s. AI doesn't have that same leꦕns, so it can give
you better 𝓰ques🌃tions to ask. It can help set you up better. It can do all these different things.
Chris
0:11:55
So as we think about it, we can sit here and go through too☂l after tool, but that's not the real
important thing. The real important th🌳ing for sales pros to go is, are you using AI a♋t all in your
day-to-dꦇay? There's going to be a whole group of people that are n🥃ot.
Chris
0:12:17
So I would cha🐟llenge you to just start doing that.
0:12:19
Just try it. J🌼ust give i♐t a try. Try experimenting. There's nothing wrong with that.
Chris
0:12:25
Right.෴ It could be as simple as using it to record calls꧙ and get your notes. It could be looking at a call
transcript, asking it questions to have a little role play. It could be using it to ꦇdo research before a
meeting. It could be helping you write emails.
Chris
0:12:45
But if you're not engaging with it, you're likely going to get left behind because the peopꦦle that are
engaging with it are going to b♊e able to do more in the same amount of time. Yeah, and so Chris,
this is a great segue too because I want to also bring us back to the sales folks and how th🌼ey can use these tool𓆉s to improve
their professional selves, but also how they can improve the client 💦experience overall. So can෴ we
talk a little bit about that?
Chris
0:13:13
Yeah.
Chris
0:13:13
Yeah. So, sales folks, you might hate me for this for a second, but sales people are n♓ot the best
listeners in a sales c♔all, right? Like it's a skill that everybody needs, but a lot of us just struggle with it.
Chris
0:13:30
Yeah.
Chris
So let's use an assistan𒊎t to help us guide us throug📖h it. But with several tools, whether it's, you
know, 🐠Papa's got us in a way. But with several tools, whether it's, you know, Gong, Horus, Fellow,
Otter, Fathom, all these fireflies, al🐽l these AI bots thaཧt pop up and sit in our virtual meeting, we can then go ask them, hey, what werꦬe the three major concerns
that the buyer talked about? What was the biggest thing that the buyer spent time talk🧸ing to us
about? And we can get those types of answers, and then we can craft our next email, our next c🔴ommunication with them in a way 🍨to show them, A,
that we were listening, B, that we know that this thing'🌸s important, and so we want to continue to
🐈educate them with it, rig🧜ht? So, enter assignment selling, but instead of just sending the normal thing you send at this🔴 point, you're also bringing the conversation that you had to life by continuing that out.
Chris
0:14:46
Yeah.
Chris
0:14:47
ꦦRight? Yeah. it is a re♕ally good use of those tools to be able to go find out what that, what was that,
what was that𝓰 overall summary? What was that big thing that you feel like they needed more
answers on, right? These🥀 are things that three yeಌars ago we couldn't really get, right?
Chris
0:15:10
We might have had the vide💦o recording, we might have had a transcript, buജt we're either watching
the call to like put it all together or read the transcript try to put it all together. Now the AI🔴 can do that
for us and it really supercharges us to know all the different elements, pain points, 🐎hesitations,
potential objections, all this s𒈔tuff that helps us formulate next communication, and get ready for the
next call.
Alex
0:15:40
Right, and that's key. You wanna come correct to the nextಌ call, and yoꦚu wanna be able to get ahead
of those fears, worries, doubts, concerns, and all the things tha𒈔t we talk about when 👍it comes to
assignment selling. But on ꧋the professiona🌳l side, right, ther𝕴e'sജ a couple tools that I was fascinated with during this presentation that you gave that were like,
it reviews your calls not just for summaries, but it reviews your cal💫ls to like, for filler words, or for
different things that yoဣu may, like, and to me thaဣt was crazy. I would love to watc🔜h myself back and seﷺe how many times like I say, I'm in a video or
ways that I canꦬ improve so that I, I continually look more professional and more buttonꩲed up when
I'm in front of these types of people.
Alex
0:16:16
Yeah.
Chris
0:16:17
A bunch of tools, but 🍸there's two that I really, really recommend. c🍎alled Virtual Sapiens. And it sits in your meeting and will tell you, get closer, your head framingꦡ's not ri൩ght, you're saying I'm too much, and it'll give you a report on🍰 body language and on some of that stuff, like how to hel🍰p you communicate. T🎃hat's amazing, wow. There's anot𓂃her tool called Udly.
Alex
0:16:43
Yeah.
Chris
0:16:44
And I'm messing around with, I'm working with a tea♔m at Udely right now on this, but they do the
same thing,ཧ sit in the meeting, or youꦉ can upload recordings. And it does, it looks for certain things.
Filler words, pacing, do you repeat things? It'll even rephrase, so it 🦂looks for c✃onciseness.
Chris
0:17:05
And then they have added features for role-playing it for conciseness. And then they have 🍌added
features for role-playing and s🦂ome of these other piecesꦅ involved in all of them. But if your
organization isn't doing that, or l꧂et's say that you're recording your calls but nothing's really
happening with them, these are the types of tools that really c♎an ta🍌ke it to the next level so that you can either coac⭕h your team or take it on yourself and just coach
yourself by looking at what somebody else is seei💜ng.
Alex
0:17:43
Yeah, totally.
Chris
0:17:44
As they watch your call.
Alex
0:17:45
I think it removes the excuse to𓆉o of like, I don't have time to watch game tape. I don't have time to
watch 🦂all this recording. Because it does take time to do that. So to have some of these tools 💖to
summa﷽rize it or to gi🧸ve you the TLDR that you need, it takes that excuse out ♒that's like, I don't have time for it. And it gives you the key things that can
help you improve and can help you ♔be better and come correct on your next calls.
Chris
0:18:05
And listen, there's a thousand different use🧸 cases and a thousand different tools. I think the big thing
that🐻 the sal🅰es profession has to get it passed is we've got to experiment with AI. And I think actually,
I think the sales profession is pretty good at experimen𝔍ting from time to time, but it's got to start
looking at howꦓ can I optimize m𝄹y day so I can sell? Like, because you want to be selling more and doing less
administrative or mun🔯dane tasks. Yes, that's the dream right there.
Alex
0:18:41
Right, and the thing is, is that now, things that used to take a long time, you likely can have AI help you. You still have to learn the ꦦstuff,
you still have to uꦬnderstand it, read it, watch it, do whatever. But the idea is that you might not need to spend as much tim🦩e trying to find all this stuff.
Alex
0:19:03
Yeah, aꦿnd for sales folks that are based on, you know, metrics about numbers and that's their
perfo🥀rmance, the more efficiencies you can create to get more stuff done,𒉰 I don't see why you
wouldn't wanna do that and why you woul🎀dn't wanna bring that into your da𒅌y to day.
Chris
0:19:17
Yeah, yeah, and we're in this era of whatever you think you'd want an AI to do,
it likely🍨 is being thought about or can't do it already. Like this is a mindset that I've got. And it's just,
okay, well, what are the things that I need help with as a seller? I take very loose notes, so I 🧸need a
noteﷺ taker. I need summarizations. I need it to💞 pull out my takeaways and my action items.
Chris
0:19:42
I need to be able to go back to review it or summarize it. I need help drafting s🐼ome emails
sometimes. You know, I have had to use A🐭I to help translate stuff because I talked to a French-first
organization and I wanted to meet them where they were at. So, you know, vi🍰deo avatar of me
speaking F⛄rench, I don't speak French, but I spoke French in this video, right? And now totally told
me it was an avatar, but I was able to meet them where 🌄th🅰ey were at three years ago. If I had tried to say all the things I
said in French, ꦫI mean, I would have been reading some translated, something was sounded
horrible. Right. And your accent wouldn't have been at maybe as good as the AI had doᩚᩚᩚᩚᩚᩚᩚᩚᩚ𒀱ᩚᩚᩚne.
Alex
0:20:44
And I, yeah. And I s☂aw this video and I know you and it was hard to tell that it wasn't you♛. I was
was just in French and i✨t was really good French and I speak French
Alex
0:21:03
so it was cr🍬azy to see that. But I also think it was fascinating, you told the clients ahead of time, like
hey I use thiꦗs AI tool to do this to meet you where they are but what was the reaction 🌌when they got
a video from you
Alex
0:21:15
that was in fluent French?
Chris
0:21:17
Oh, they all thought I spoke French.
Chris
0:21:18
Yeah.
Chris
0:21:19
Like, they all thought I spoke French, right? And so it's a funny story fo♏r us to te🐎ll about an
experie♚nce that I used. But some of you sell in many languages.
Chris
0:21:30
Right.
Chris
0:21:31
Right, or you have empl🍰oyees in many different countries.
Alex
0:21:33
Countries all over the world.
Chris
0:21:35
AI now removes these barriers to speech.
Alex
0:21:39
Yeah, which is really amazing.
Chris
0:21:41
So there's all these things. But again, everything comes down to we have to be educated, or it🅰's not
going to 💧do anything. We've got to get educated. We have to ꦿexperiment. And experiment is
different than just going all in on this and thinkin𝔉g it's the only way to do it. Like, you have to loo🌱k at what you do and say, what could be
optimized if I had some assistance? What could help♎ me do my job better? Create a hypothesis and
go test it. Did it in fact help me sell better?
Chris
0:22:16
So take that RFP exam🌳ple. Don't do it with every RFP for the next three months without saying,
what is our close rate? What's our close rate on RFPs? Let's say it's 20 percent🔴. Well, we think if we
prep this way, it can increase to 30 percent. G🔴ജo test it and see if it did. Test how long did it document. How long
does it take to normally respond? Ho﷽w long did it take when we use this new thing?ꦦ Did we save
time?
Chris
0:22:55
Again, it's all about how do we create more efficienc🧸ies, more capacity, and at the end of the day, be
more successful in whatever metrics succe🎶ss is for our organizations. That's the key to leveraging AI
correctly. Yeah, I couldn't agree more.
Alex
0:23:11
And the testing thing is a huge piece, and that's a ke♋y takeaway for evꦰeryone watching and listening.
The testing is the most important and A-B testing, even in the room when you were pre🅠sentiꦰng, they
were like, we should submit an RFP exactly the ᩚᩚᩚᩚᩚᩚᩚᩚᩚ𒀱ᩚᩚᩚway you talked about using all these AI tools and
seeing how that works and let's juꦜst do one how we've always done it and se🥀e w🦹hich one is better received. So you just want to get more traction and you need to start think𓄧ing
almost like with your lab coat on and✅ putting the scientist hat on that's like, hey, we need to compare
and contrast and see how these tools work together so we can have actual data t🍷o back up the
experiments we're conducting. Very important.
Chris
0:23:48
100%.
Alex
0:23:49
Very cool. Chris, any closing thou🅠ghts before we wrap here on sales folks with artificꩵial intelligence?
Chris
0:23:54
Yeah, just be curious, investigate, figure oꦑut what you think you could use some help with. A✃nd I can
span that gamut from role play assistance to note taking to email generating, whatever it is. But it𝔍's
don't be afraid to test. It's noᩚᩚᩚᩚᩚᩚᩚᩚᩚ𒀱ᩚᩚᩚt cheating. It's the same.
Chris
0:24:21
So if you pull out your phone to do math on the spot, th𓆉at's the same level of support that AI can
provide, right? Like obviously AI is going to give you 𓃲more than just the answer, but if you're willing
to pull this out to get m💎ultiplied, to figure out some quote, to do some math do the same t♊hing with
the AI to help you move the needle forward.
Alex
0:24:51
Well said,🐭 Chris, well𒁃 said. For people who have follow-up questions, Chris is an expert in this. He
can definitely school you on a lot of tools, on a lot of ways that your company, whatever indu𒊎stry
you're in, can help implement and use AI to your advantage.♚ How can they get in touch with you, Chris?
Chris
0:25:06
Yeah, I mean, you just go right th♏rough Impacts, talk to a coach. Say you want to talk about AꦅI and
🔯th♐at you saw me talk, or you can find me on LinkedIn.
Alex
0:25:15
Thanks brother, it's great to see you. And for ever🦹ybody listening and watching, tꦦhis is Endless
Customers. this is Endless Customers.🐼 We'll see you on the next episode.
About This Episode
Artificial Intelligence (AI) is transforming the sales industry in profound ways. In this episode, Chris Duprey, IMPACT's Head Coach and Chief Customer Officer, explains how sales professionals can leverage AI tools to level-up their p♛erformance and drive better results.
“AI is at a point where it can be really, really helpful if sales folks are proactive in their appro🍬ach,” Chris says. But only if salespeople are willing to get into the sandbox and start experimenting.
Imagine having an AI assistant in your virtual meetings that provides real-time feedback. Chris mentions tools that can tell you, “you’re using too many filler words, you're speaking too fast, 𝓡o🥀r you're using your hands way too much.” This immediate feedback helps salespeople refine their presentation skills and enhance their communication effectiveness.
Tools like and can also help personalize follow-up communications based on previous interactions. By analyzing call transcripts, AI identifies major conc💫erns and areas of interest, enabling salespeople to tailor their responses more effectively
Chris understands the 168极速赛车平台:concerns many have about AI, but he says this often comes from people who’ve never꧙ re🎃ally seen what it can do.
At a 168极速赛车平台:recent presentation, Chris saw initial skepticism about AI turn into excitement as attendees began to understand its potential. “Most people come in uneducated or undereducated on what's out there for AI,” he notes. However, once people see the practical applications and benefits, their mindset changes. “It’s about becoming aware and then choosing to leverage that awareness.”
AI can be a powerful ally for sales professionals. It’s not about replacing human interaction but enhancing it with data-driven insights and efficiencies. As Chris puts it, “The more efficiencies you can create, the more succ𒊎essful you will be.”
Connect with Chris Duprey
Chris Duprey is a sought-after speaker and business coach with over two decades of lea♉dership experience.
Get to know Chris through his 168极速赛车平台:IMPACT bio page
Connect with Chris on
Keep Learning
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Watch: Geneꦫrative Search: How AꦉI Will Transform Marketing ft. Mike Kaput
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Read: The Sales Problem Everyone Ignores: Anꦦ ♋Untrained Sales Force
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Watch: AI Safety for Teams: Es💎sential Practices for a Secure Workplace
Other Tools Chris Mentioned
Order Your Copy of Marcus Sherida💝n's New Book — Endless Customers!
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