Leveraging AI to Unlock Unstoppable Growth and Sales Success
AI is changing sales, but most reps don’t know where to start. Samuel Adeyinka sits down with sales strategist Katie Mullen to make AI practical, safe, and profitable for everyday medical sales work.
Learn where AI saves you real hours right now: building 30-60-90 plans, market analyses, proposal summaries, email drafts, and meeting briefs. Katie walks through step-by-step prompts, how to upload docs, and when to switch tools instead of fighting the interface.
Get a clear tool map. ChatGPT and Claude for strategy and writing, Perplexity and Storm for sourced research, plus what to watch for with hallucinations and security. Katie shares simple QA checks so you can ship accurate work with confidence.
Turn AI into pipeline. Use it to mine forums and reviews, craft wedge questions that open stuck accounts, and blend economic value stories with clinical narratives for key stakeholders and supply chain.
Go beyond hype. We cover custom models, Plus vs Pro vs Enterprise, what memory really means, and why AI agents are coming. Katie explains what AI can and cannot replace, and how top reps gain an edge without losing the human connection.
If you want faster prep, sharper outreach, and smarter account strategy, this episode gives you the prompts, workflows, and guardrails to put AI to work today.
Class on September 12th:
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Class on September 25th:
https://www.eventbrite.com/e/1618595896899?aff=oddtdtcreator
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Episode Transcript:
00:05 – Samuel Adeyinka (Host)
Hello and welcome to the Medical Sales Podcast. I’m your host, samuel, founder of a revolutionary medical sales training and mentorship program called the Medical Sales Career Builder, and I’m also host of the Medical Sales Podcast. In this podcast, I interview top medical sales reps and leading medical sales executives across the entire world. It doesn’t matter what medical sales industry from medical device to pharmaceutical, to genetic testing and diagnostic lab you name it. You will learn how to either break into the industry, be a top 10% performer within your role or climb the corporate ladder. Welcome to the Medical Sales Podcast and remember, I am a medical sales expert sharing my own opinion about this amazing industry and how it can change your life. Katie, how are we doing today?
00:52 – Katie Mullen (Guest)
Doing great. How about you?
00:53 – Samuel Adeyinka (Host)
Fantastic, it’s good to see you again. So we got a lot to get into today, but we’re going to kick it off with something that’s on everyone’s mind, especially when it comes to sales, and that is AI. Catch us up. What’s been going on with you? Where are you going with AI? What’s going on there?
01:09 – Katie Mullen (Guest)
Yeah, I know. For me, you know, ai has been around for a while and so I feel like everybody’s kind of intimidated by the idea of. You know, yes, it would be great to use AI, but I don’t want to use. I don’t want to pick up the phone and have some bot calling or write some standard email that everybody can tell is AI. So I feel like everybody’s kind of been staying away from it because it’s a little bit intimidating. I feel like sometimes people will get on ChatGPT and ask it a question, but for the most part, from what I’m hearing, most sales reps are kind of intimidated and don’t even know where to start. So I decided to really dig in and see what I can figure out about how to use it and how to help sales reps learn how to use it and get started with it.
01:48
So I’ve been taking classes and doing all kinds of research and just spending time doing it, so that’s what I’m really excited about some of the things that I’ve learned that I can share with sales reps.
01:57 – Samuel Adeyinka (Host)
Okay. So when it comes to AI and the fact that you’re learning right now for the sales rep listening to this and saying you know what? I don’t really know this AI thing, I use it to do my emails, but not really beyond that what would you? What areas of sales would you say you would advise them to really consider to start using AI? Like, where should they even start?
02:17 – Katie Mullen (Guest)
Sure.
02:18
So I would say, to get started, I would use it. Start using it to do time consuming tasks that you can. If you can save yourself even a couple hours a week, then you can use that time to prospect. And of course, we all know the more time we spend prospecting, the more sales we’re going to get in our funnel, the more deals we’re going to get in our funnel, the more deals we’re going to close and, of course, the more money we’ll make.
02:36
So some of the ways that I think that sales reps can use AI to be more efficient are, let’s say, you know, sometimes what happens is your boss comes to you and says hey, I want you to create a target market analysis or an industry analysis or a 30, 60, 90 day plan, whatever it might be, and sales reps go back to their desk and they just kind of look, are looking at a blank page and they’re starting from scratch and they’re going oh boy, this is going to take me a while and it takes them five hours. That pulled them out of the field, pulled them off their calls. So use AI for that. You’re not going to be able to create a customized, exact plan for your boss on using AI, but you can probably get 85% of it done and then tweak it and maybe do it in 30 minutes. It would have taken five hours. So that’s one example.
03:23
Another example would be let’s say you have a complicated proposal where a customer wants several different scenarios and normally you would look at this complicated proposal and you would sit down and you would say well, I know they’re not going to want to read this, so I’m going to create a summary for them. I’m going to say option one is this, option two is this, option three is this? So that they can have a quick summary and they can use it to refer to internally when they’re discussing it. That would maybe take you an hour to do that, to go through and really carefully parse out exactly what each proposal is saying, what each option is saying, and use AI instead. Upload that full thing into AI and say create me a summary of this and put two sentences in each bullet or whatever you want it to say. So that would be another option.
04:08 – Samuel Adeyinka (Host)
So, okay, wait, wait, okay, just let let’s. Let’s take it piece by piece. So, for the person that’s just listed this and wants to start using this, let’s go back to that first example, the proposal that now it was an analysis, right, Analysis that your boss asked for.
04:22 – Katie Mullen (Guest)
Yep.
04:22 – Samuel Adeyinka (Host)
So what, okay? So you said upload the whole thing, walk through us. Just for that example, walk through a step-by-step.
04:29 – Katie Mullen (Guest)
Well, okay, so let’s. Obviously, every boss is going to have a different scenario, but let’s just say let’s say that you are releasing something new to the market and they want you to come up with a 30, 60, 90 day plan of how you’re going to attack this new device or new product or service, whatever you’re selling. You’re going to attack this new device or new product or service, whatever you’re selling. So you go to ChatGPT seems to be the one of choice. Now there are some others which I can get into.
04:53 – Samuel Adeyinka (Host)
I’ve really done a full analysis of which tools you can use, and what strengths and weaknesses are.
04:55 – Katie Mullen (Guest)
But let’s just say you start with ChatGPT, so you go into ChatGPT and you just tell it very specifically. I am a medical device sales rep. My boss has asked me to put together a 30, 60, 90 day plan for our new product, which is whatever it might be. Now you may have to back up a little bit and do a target market analysis of that product before it can help you do that and I can get into how to do that here in a second. But whatever you wanted to do, you’re just literally talking to it, like you have an assistant that you’re telling your assistant what to do. You just talk to it and you say I would like to. Here are my accounts and you can upload documents to it. You can say here are my hundred accounts. I probably should sort them into geographic territories. Can you put that into the analysis? You’re just literally talking to it, kind of stream of conscious.
05:44 – Samuel Adeyinka (Host)
Yeah, yeah, yeah, okay. So is there a limit? How do you effectively do it?
05:49 – Katie Mullen (Guest)
I don’t think you’re going to ever have any trouble with ChatGPT uploading it. There is a slight difference between Clod, for example, is a different one that does very similar things to ChatGPT and technically that one allows for more uploading of documents and everything, and technically that one allows for more uploading of documents and everything. But I’ve uploaded my whole book to ChatGPT so that it can analyze the way that I write and everything, and that was an almost 200-page document and it was fine. So I think ChatGPT has plenty of room for the average sales rep.
06:17 – Samuel Adeyinka (Host)
Wow, okay, now I know there’s different levels of ChatGPT. Is this the free version you’re talking about?
06:22 – Katie Mullen (Guest)
So great question, and I’ve done a real dig into this. So there is a free version and that’s really. You can do a lot of this with the free version. Now there is a. What you can make is a custom GPT. That’s $20 a month.
06:37
There’s a big catch, though, with the custom GPT, which I think a lot of people don’t realize, and that is that and this is for security purposes custom GPTs cannot fully remember what they’ve, what you’ve told it. So, to give you an example, what I did when I was researching this and playing with it and figuring it all out, I spent all this time copying and pasting, because one thing to remember about chat GPT is that it cannot go and scrape social media. So it can’t. I couldn’t tell it go to my LinkedIn account and pull every post I’ve ever done, and because it doesn’t have an account, it can do it with websites, but not with social media. So I had to painstakingly copy and paste every LinkedIn post I’d ever done and I would tell it. I would say here’s a post that did pretty well, but here’s this one did really well, did pretty well. But here’s this one did really well and it analyzed it and it was coming up with all this great content for me and all this great like. Well, this one probably did well, because this and I see that you used a great subject line here, or whatever it might be and I was really excited about it.
07:33
But then I had to restart my computer and I and I had saved it as a custom GPT. I got back on and everything was different. It had. It didn’t remember a lot of what I had come up with and I asked it. I said why didn’t you remember this? We already covered this last time. We already had a great thing going. What happened? And it said oh, I’m sorry, I can’t remember specific conversations. So what you need to do? It said I can remember the basics. I can remember. You know, this is what I remember from last time.
08:02
You’re a direct writer, you’re no fluff, you write in a friendly manner, but it was very basic of what it could remember. So here’s the workaround you have to. After you’re done, you ask your chat GPT. You say can you create a summary of what we’ve gone over today and what we’ve created so that I can download it? And then next time you get into your custom GPT, you say here’s a summary of what we did last time and you upload it and then it will be able to more quickly get started from scratch. But a custom GPT is pretty cool because you can put in all your writing. You can put in emails that maybe have done well with customers, email templates that you’ve worked on, subject lines that have worked well, whatever it might be, and then you can help it. You can say, okay, now you know what writing style has worked. Well, here’s my new product. Help me create a template for this new product.
08:53 – Samuel Adeyinka (Host)
Sure, okay, so you have free, you have $20, but isn’t there like an even higher version?
08:59 – Katie Mullen (Guest)
There’s an enterprise version which does have even more security than the custom GPT that you would come up with, although the custom GPT does have some security as well. The enterprise is really locked down, but it’s like $200 a month. But it would be a great option for if somebody said a sales manager said we really want to dig into this and we want everybody using it, you could buy it for your whole enterprise if you wanted to, but as just a regular sales rep you really don’t need that enterprise.
09:28 – Samuel Adeyinka (Host)
Let’s talk about accurate data, and then we’ll talk about security. So with AI, there’s this thing that’s called hallucinations, and we’re seeing it more and more and more and more as we use AI, where you give it data, you give it instructions and, because it wants to give you an answer, it will literally pull answers out of thin air and offer it as facts, and it’s up to you to catch that, clean it up and then use it, however you need to use it. How do you manage that, and how do sales reps, who are listening to this right now and thinking about using AI, manage that?
10:03 – Katie Mullen (Guest)
Well, from the research that I’ve done, the Chad GPT is one of the worst for these hallucinations. I don’t know if that’s what you found as well, because I know you’re really into AI. There are certain products that are much better at just pulling facts and, for example, perplexity is one where, if you need to do deep research and you’re wanting to research your target market and research your customers you’re wanting to research your target market and research your customers you’re going to want to go on Perplexity because it’s going to pull stuff that is much. It’s not just its opinion. You’re not asking it to be strategic, you’re not asking it to be creative, you’re just asking it to pull facts, and so Perplexity is much better. Another really good one that I have found is called Storm, and that was created by the Harvard. Someone within Harvard.
10:44
Now I will say security wise for Storm, before you even get on it will say we’re going to send all this data so that it will be can continue to be analyzed. Is that okay with you? So that one, I would say, is a little iffy on the. I mean, I wouldn’t. It’s totally fine for just saying I want to create this analysis or whatever, but you wouldn’t want to give it stuff that you don’t want to be seen from other people. So I don’t know, that’s what I would say. Just keep a real close eye on things like that. Are any tool that’s giving you anything? As I said, that you’re asking it to think basically, as opposed to pulling facts, I think you have to really keep a close eye on the hallucination.
11:17
I don’t know what you’ve found, but I feel like it’s pretty clear that it’s doing that.
11:21 – Samuel Adeyinka (Host)
You know you can kind of Okay. So perplexity, you’re saying for facts, storm, what do you storm for?
11:29 – Katie Mullen (Guest)
Storm is another one that pulls. That also pulls facts. It’s pulling. You’re getting sources. For both of those you’re getting sources. So I think, as with all things in life, you’re really playing with these things and finding which one you like best for different purposes. So I think both of those are great for deep research and for pulling sources as well. I kind of use them both and see which one I like better.
11:52 – Samuel Adeyinka (Host)
on the Sure, sure, no, that’s really cool. And then for strategy ChatGPT, Mind the Hallucinations. And what else would you say for strategy?
12:00 – Katie Mullen (Guest)
The other one I really like is Claude, and it’s very similar to ChatGPT in as far as it can do very similar things. As I said earlier, it can allow for even more uploading of documents and that kind of thing, and supposedly and I have found this to be true Claude does a little more human language. So when you’re asking it to create emails or create content, the stuff that it comes up with might be a little more of a human speak. Although I’ve had really good luck with ChatGPT, it’s almost like ChatGPT. You have to like keep a close eye on it because there, for example, I was having it help me create content for my LinkedIn to see what it would come up with. It had established already that my best content is 150 to 300 words, has a storyline to it, has an arc to it to drive home the message. So we’d already established that.
12:52
So then I gave it. I said, okay, can you create three different topics for me with the content? And when it did it, it created all these emojis, like I’m talking like 30 emojis per post and no story. And I talked to it again like you would talk to an assistant and I said well, wait a minute, I don’t use as many emojis. Is this why you’re using so many emojis and it literally said you got me, you caught me, I need to redo this and it redid it for me. But then when it redid it, it again made it like pretty short and I said well, wait a minute, these are pretty short. I thought you said my better content is long.
13:26
And it said, oh, you got me again. I was kind of going for some generic stuff. I need to dig deeper. And it was almost like it was being lazy or something, but so it is, it’s there. There are times when you think to yourself is this even really worth it?
13:38 – Samuel Adeyinka (Host)
I’m having to like babysit it so much to get out of it? Is that exclusive to ChatGPT, or you’ve experienced that on quad as well?
13:46 – Katie Mullen (Guest)
That’s what I was going to say. I feel like quad was better. You do still have to upload it again, similar to with ChatGPT, but I feel like it learned it more quickly and it didn’t. I just still had to do it with quad. I said, wait, this seems too short for my posts, and it said, yeah, you’re right, but it didn’t do all the emoji stuff and it didn’t. I didn’t have to remind it so many times. So I think for me, I do kind of prefer Claude for that reason, but I have found ChatGPT to be very useful and very strategic for for other things. But yeah, I, I, I feel like ChatGPT, as I said, is almost lazy.
14:20 – Samuel Adeyinka (Host)
It’s like having a lazy assistant. Okay, so before we talk about safety, I want to know from you then how you you specifically use what you use. So you’ve already told us you use storm complexity for factual stuff. When do you use chat GPT versus when you use cloud? I hope you’re enjoying today’s episode and I want to let you know.
14:49
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15:42 – Katie Mullen (Guest)
I mean, I’ve been using ChatGPT for everything and it’s been so great. My kids are referring to it as my new best friend. I’ll say can you ask your new best friend? You know blah, blah, blah, but it makes my life so much easier. Like, I have this drawer that keeps pulling, it keeps floating out and it’s bothering me and I run into it. I even asked it. I said I have a desk drawer that keeps floating out. What should I do?
16:02
And it will tell me to give me, like, some very specific ideas, or you know.
16:05 – Samuel Adeyinka (Host)
Right right.
16:06 – Katie Mullen (Guest)
How do I change my refrigerator?
16:07 – Samuel Adeyinka (Host)
I can’t remember, I know.
16:08 – Katie Mullen (Guest)
I lost the manual. I can’t remember. So Chat TVT is great for all those kinds of things and I use it a lot. So, for the moment, though, what I’m doing is I’m having it create, help me with my content, making sure I. You know my goal.
16:23
Obviously, as a creator now, I’m different than a sales rep, so I’ve been really trying to look at this from a sales rep angle, since my job is to teach sales reps how to be more efficient, but for me personally for Katie my job is to create content that goes viral, so I’ve been using it to. I’ve been using both Cloud and ChatGPT to help me create content and analyze what I’m doing, and then I pick which one I like better, because I think there’s strengths to both. If I were a sales rep, I would be using it. As I said to number one, save time, because it can be a huge time saver. I would use it to create. One of the main reasons I think it’s really going to be beneficial to sales reps is to do competitive analysis, and one of the main reasons I think it’s really going to be beneficial to sales reps is to do competitive analysis Right, and one of the things that I teach in my regular class is to create something called a wedge question.
17:10
So a great example of that would be, let’s say, you are one. Back in the day, when I had little kids, I wanted a minivan, and one of the main reasons I wanted a minivan was because every time I opened the door and it was windy, it would try to smash into the car next to me and I was trying to, you know, lug this car seat and it was a big pain. So if I were selling minivans, I would know that. If I saw a young mom come in with a baby, my question to her would have been do you ever have a hard time when it’s windy and the doors keep blowing open or closed? And it would have been a great prime question to ask me to figure out why I wanted a minivan and help me talk me into it, and I would have said, yes, that’s actually one of the main reasons I’m here. I hate it, and I would have gone on and on about. You know, yes, I door dinged someone and it was really aggravating, or whatever it might be.
17:56
So as a sales rep, your job is to understand what headaches your customers are facing and create wedge questions around those headaches. And using AI is such a great way to do that because you can go to AI and say, look at online forums and find out what people are complaining about when they are using X CT scanners. Or you know you’ll have to do it for all your competitors. You make a list of your competitors and for each one you can find out what people are complaining about online and use that to create amazing wedge questions. So let’s say you call someone and they say, oh, I’m using X, I’m using company ABC, and you say, oh great, are things going pretty well?
18:39
Yep, they’re going great. And then a lot of times, sales reps are stuck. Oh, they’re like okay, well, if you ever want a quote or anything, let me know. But if you have a great wedge question, you can say, oh great, I’m glad you’re happy. Have you ever had issues with blah, blah, blah? And then they might say, well, yeah, actually we did have that last week. And then it creates a kind of wedges yourself in there and creates a discussion that might not have otherwise happened.
19:05 – Samuel Adeyinka (Host)
Okay now. I’ve used ChatGPT quite a bit. I’ve used a lot of them, just like you, and I’ve noticed that when you put enough data onto any of these platforms, it starts to slow down. Have you seen that?
19:17 – Katie Mullen (Guest)
I really haven’t Is that are you using a custom GPT for when you’re doing that?
19:22 – Samuel Adeyinka (Host)
All of the above. You know chat, gpt that’s my AI of choice. And yeah, you know, when I really pack a lot of data into a thread, it will start to slow down over time and I have to get creative in how to continue the conversation in a separate thread but still retain everything that I’ve been developing. But you’re saying that you haven’t seen that yet.
19:44 – Katie Mullen (Guest)
Well, the one thing I will say that I’ve been developing, but you’re saying that you haven’t seen that yet. Well, the one thing I will say that I’ve seen is probably related to it is sometimes it glitches really bad and again, I think it probably has to do with the fact that it’s still fairly new in its development. But it will say okay, I’m gonna do. You want me to create a one-page summary of this? So another great example that I did is this is a book that I really like. I was just working on this this morning for a keynote that I have coming up. This is a great book. I don’t know if you’ve read that.
20:11 – Samuel Adeyinka (Host)
And so I asked Chachi Wait, let me see the book again. Say the name.
20:13 – Katie Mullen (Guest)
It says Now Discover your Strengths.
20:15 – Samuel Adeyinka (Host)
It’s like the Gallup Finder one. I have that book, yes.
20:19 – Katie Mullen (Guest)
So I’ve read it. It’s been a long time. So I asked chat GBT. I said can you create a summary of this chapter by chapter, with a brief summary, you know, just kind of refresh my memory. And so it did. And then it said do you want me to put this in a PowerPoint deck for you? And I was like, yes, that’d be great. So it did, but then I was only getting coding and I was like I’m only seeing coding here. Where’s the summary? And it said, oh yeah, my bad, I need to blah, blah, blah. And so then it created this. You could see it. But when I clicked on it it said trouble downloading. So then you know, really, your options are you just keep doing it? If you just keep saying it is still in download, it’s still in download, it won’t fix it. So you almost have to like exit out and try the whole thing over. But, as you said, then you’re losing everything and starting over. So I feel like it’s a little glitchy, but I haven’t noticed any specific slowness.
21:08 – Samuel Adeyinka (Host)
Gotcha, Gotcha. Okay. So before AI we had Google. Right, Google, what is the best computer I can buy in 2025? And then it gives us like a list of someone’s article or top 10, or it pulls a bunch of top 10. Now we have AI, and what’s cool with AI is you can say you know, I am trying to, I’m a student, I’m trying to finish this program. I need a computer to do A, B and C. What is the best computer in this price range that I can buy for 2025?
21:37
And then it gives you really specific options Now, based on your research, Kate, and your experience, do you readily trust those options or do you think there needs to be a layer of due diligence? Or can there even be a layer of due diligence to whatever chat GPT, for example, tells you?
21:55 – Katie Mullen (Guest)
I think definitely so. One of the classes that I took when I was learning this, the lady said chat GPT is a liar. So just keep that in mind. Now, I don’t think that’s always true. Obviously I think it does great stuff, but I think for that purpose you might want to go to something like perplexity, because perplexity is going to pull and it’s going to source it for you. So it’s going to pull very specific sources that you can then click on and say and go back and look at it for yourself.
22:21 – Samuel Adeyinka (Host)
So you’re seeing what there is it’s not going to give you an answer. It’s just going to say I’m not giving you an answer. But here are some sources where you can find the answer.
22:29 – Katie Mullen (Guest)
Well, sort of so. Like, for example, you can go out in perplexity and say I want to study the top five competitors of the people who sell CT scanners in the hospital market, and then it will tell you you know Toshiba, siemens, you know GE, philips, and it will still do that same kind of thing. So I’ve never done what you’re proposing. But I would bet you that you could say give me a list of the top 10 computers, give me a list of the top 10 computers for engineers in 2025 in the price range of X, and it will probably pull it for you. But then it will also source it and so that then you can then click on it and see okay, is this really the? Is this really available still? And is it, you know, is it?
23:12 – Samuel Adeyinka (Host)
really in the price range that it’s saying it is Gotcha, do you have? Uh? So when you want accurate answers and you’re using chat GPT, what do you do?
23:21 – Katie Mullen (Guest)
I would say I would probably then get out of chat GPT and get into, you know Google, and then Google each one individually and just verify that You’re on it.
23:30 – Samuel Adeyinka (Host)
Okay, okay, very cool, okay. So this is all exciting stuff. I’d like to believe that someone listening to this right now is a sales professional. It’s saying you know what? I’m going to try some of this stuff today. Are there some daily things a sales rep can start to implement to slowly get more comfortable with this AI as part of their business effort?
23:50 – Katie Mullen (Guest)
I would say, when I first got started, what I did is as you did probably also is just really rely, start relying very heavily on chat, gpt. So if there was and then I feel like it’ll really start getting your juices flowing to figure out how can I make this easier. So, for example, I was working on a proposal and I was like ugh, I don’t have time to sit down and do these, this summary of all of these. And then I thought to myself hey, I’ll see if ChatGPT can do this. And then I put it in there and sure enough, it did.
24:17
Or you know, another one that I think is great is for checking your work for mistakes and stuff. So, instead of me having to read carefully or rely on my own brain, because our brains kind of trick us sometimes that’s why people make typos and that’s why there’s editors when you write a book, so think to yourself okay, I want to make sure that I don’t have someone else’s name in here, or I want to make sure that I did this correctly, put it in there and say can you look this over and make sure that the only company name listed in here is, you know, abc company? So anytime you are thinking to yourself I don’t want to do this task. Think to yourself can chat GPT do this for me? And I think that will be a great way to get started and really realize the power of it Once you go. Oh wow, it did that task for me. I wonder if it could do that task for me.
25:01 – Samuel Adeyinka (Host)
Right, I love it. I love it. What do you think about AI agents?
25:06 – Katie Mullen (Guest)
Well, tell me more what you think about that, because I know you’ve done a lot of research on it.
25:09 – Samuel Adeyinka (Host)
Okay, okay, okay. So it excites me that an AI agent is going to be an AI. I’ll just for making it easy an AI person that works for you, that can have you do tasks autonomously, meaning, instead of right now you have your report that your manager’s asked you to do and you go and say, okay, help me make these pages. Here’s some data from my boss. Help me come up with a competitive analysis. 30, 60, 90. An AI agent. You just say you know what I need. I always do. 30, 60, 90s. Here’s all the data. Figure it out. Give me a report at the end. Have you played with anything around AI agents yet? Talk to us.
25:52 – Katie Mullen (Guest)
You know I actually haven’t. Because and here’s a question for you how does it remember it? Because if it doesn’t remember in between sessions, are you having to leave that open the whole time?
26:01 – Samuel Adeyinka (Host)
So the cool thing about AI agents is it does remember, it doesn’t erase your data and it just it stores your data with the agent and it’s just waiting for you to give it instructions on how to go out and do whatever it is you want it to do.
26:16 – Katie Mullen (Guest)
And that’s with ChatGPT.
26:19 – Samuel Adeyinka (Host)
ChatGPT. Yeah, you can make AI agents with ChatGPT and you can customize that agent based on whatever you’re trying to have it do. Now I’ve played with it. I am not at the level where I am literally having my agent do a whole task for me, and I’m not even there, but I do know what’s coming. So I was wondering if you had any insight into what’s coming.
26:39 – Katie Mullen (Guest)
You know I don’t, but I am going to now put that on my research list to-do list, so I can, because that so. Is it different than a custom GPT? Is it a whole different category?
26:52 – Samuel Adeyinka (Host)
It’s just more advanced. It’s literally giving your AI more autonomy to make decisions. Right now, you give your AI prompts to help you make a decision. Ai is making the decisions for you. Okay, well, and that’s the difference.
27:11 – Katie Mullen (Guest)
I love it. You’re teaching me a lot and I’m going to research it, so our next conversation can be about AI agents.
27:17 – Samuel Adeyinka (Host)
You know what? No, we’ll probably have. We’ll probably both have AI agents.
27:21 – Katie Mullen (Guest)
That’s right, they’ll be discussing it.
27:25 – Samuel Adeyinka (Host)
So I had a question for you about the content You’ve had AI make, content that you’ve put into the real world and seen results from, or you have not yet.
27:34 – Katie Mullen (Guest)
I have. I have done it once. So I’ve, as as of now, it’s been more of a research thing that I’ve been doing and trying to really figure it out and and evaluate so that I could then teach people. But I did have it create one piece of content for me and it did great. I mean it was really like one of one of my biggest ones. Now another one. I kind of used some of what it did and that one didn’t do as well.
27:56
I feel like it’s still going to be a little hit or miss, but yeah, I think I really think it. Now I will say another thing that I’ve experimented with is I’ll say, okay, I’m a sales keynote speaker, create a LinkedIn profile for me, and it’ll create one that’s all jazzy LinkedIn profile for me, and it’ll create one that’s all jazzy. It’ll say stuff like she’s an outstanding speaker who is dynamic on the stage All these big words, whereas the one that I created is more of a story and so it really can’t. I feel like there are limitations, because it can create real jazzy marketing language that’s exciting, but it can’t tell your story for you. Now it can take your story and tweak it a little bit, of course, so I feel like there are some real limitations, but I do think it can create great content.
28:41 – Samuel Adeyinka (Host)
So have you customized your settings in any of your AI platforms?
28:51 – Katie Mullen (Guest)
So sometimes I comment on other people’s stuff because it’s good for the algorithm, so I create. I spent again some time one day where I I said, okay, help me create some a response to this, and I would copy and paste the post from someone else and it would come up with something and I would say use my language and I but this was the one that I had put all these posts into. So it was creating these great replies. That wasn’t just like spot on. I love this, you know which is the standard ones.
29:14
It was creating great ones that I would have said, and I was like, yes, and I would add to it a little bit, but it was really saving me time. So again then, when I left and I came back in, I said create responses for me. And they were so generic. Not only were they generic, but they were written in a way that I would have totally not written in, where it would give like one sentence and then do a return and then do another sentence and another one. And I’m like I never write like that. I write, you know, three sentences with a lot of, you know, exclamation points.
29:41
And I said what are you doing? This is totally different than the way we were doing comments yesterday. And that’s when it said, oh, I’ve forgotten everything you needed to save that. So it said I can still remember that you want friendly language and that you’re contrarian. Like, a lot of the stuff that I come up with as a sales trainer is stuff. I mean really that I’ve learned through research that like, for example, I always say customers don’t want to hear how you can save them money and I explain why. And so a lot of the stuff that I come up with is contrarian, but in a friendly voice, and so it was still doing that, but it had lost so much of my voice when I exited out of that. So what I should have done, and what I’ve done since then, is then I will copy and paste basically all of the examples that I gave it and then re-upload it every time. So I don’t know if you’ve found that as well, that you’ve had to do that with yours.
30:32 – Samuel Adeyinka (Host)
So you know, I think I’ve used the enterprise version. I think it’s a little different because the challenges that I’ve had with AI it’s less about erasing the sessions and it’s more about it does actually capture everything, captures everything.
30:48
The enterprise version captures everything, maintains and remembers everything, but then it does just give these one-off hallucinations. And the reason why it’s frustrating is because you do get to a place where you trust what you’re getting, because for the most part it’s right and it’s giving you insights you’ve never thought about and it’s giving you avenues to go down. You’ve never considered going down. But because there’s just these one-off hallucinations, you still have to question every little piece of data it gives you.
31:17 – Katie Mullen (Guest)
Oh, I was just going to say do you find that it’s pretty clear? When it is hallucinating, You’re like what the heck is going on, or is it like kind of tricky?
31:25 – Samuel Adeyinka (Host)
Well, both right. Sometimes it’s obvious, sometimes it’s tricky. So what it’s become is I never fully trust anything AI gives me. It doesn’t matter if it’s Claude Grok, chatgpt, perplexity, storm Gemini, it doesn’t matter. I’ve come to the conclusion that the safest thing you can do, especially when it’s important stuff, you have to evaluate everything it gives you. Now it is time consuming and it doesn’t allow you to take the benefit of just get it done with AI and be quick, but it still cuts off time right. So it kind of cutting a project down to a third of the time. You’re cutting the project down by maybe only 25%, but you’re getting much more accurate stuff. You’re getting stuff you would not have come up with on your own and it’s still probably better than your original product. But you have to still go through everything. And we’re still there because hallucinations are real and I don’t know when we’re going to figure that out.
32:20 – Katie Mullen (Guest)
I was going to say hopefully they’ll fix this, because it really would be great if you could just trust it more.
32:24 – Samuel Adeyinka (Host)
Well, yeah, and that’s why, with the AI agents, I’m so curious to see what’s going to happen. Because, with the agents, if you’re, if you’re, if you’re saying you know what, I don’t even want to do LinkedIn content, I just want my agent to do LinkedIn content for me and I want you to focus on making the most viral content. Most of the time, do your thing. I still think you have to review what it wants to do, which kind of purpose of an agent, and so we’ll see where that goes. Okay, so what do you think about the future then? You know what? About the fears of AI, the doom and gloom of these AI agents coming together and wanting to take over the world and seeing no place for humans anymore? Do you think AI will ever replace the sales rep?
33:07 – Katie Mullen (Guest)
I don’t. I definitely don’t, because I mean unless they can put a robot I mean when you go out and see customers you need a person. So I think what it’s going to do more of is it’s going to enhance the sales reps and make them more effective. I could see it eventually getting maybe, you know, eliminating some of the jobs that are more admin related just because they can do it more, so quickly. But I feel like they honestly eliminate those jobs and there aren’t that many admin jobs left in the sales world because as soon as they need to cut costs, they are eliminating those jobs anyway.
33:39 – Samuel Adeyinka (Host)
Right.
33:41 – Katie Mullen (Guest)
So I think what it’s going to hopefully do more of is just making us more efficient and effective, rather than replacing us. What do you think?
33:50 – Samuel Adeyinka (Host)
No, I don’t think it’s possible. I think the human element in business when a human engages with another human, you can’t replicate that. For AI to take over that, like you say, it would have to be an actual robot and an AI robot that’s as dynamic and lifelike as a sales rep we’re still. I don’t think that’s going to happen in our lifetime, and if it is going to happen in our lifetime, it’s going to be at the very end stage of our lifetime, or maybe the end stage of our kids’ lifetime. So that will come, but I don’t think we’re anywhere near that yet.
34:22
I think we’re fine as far as a rep, and I think you’re right. It’s going to enhance a rep. I am curious to see, though is it going to be standardized, or is it going to be? Every rep is on their own and some reps are going to lean into it and have the edge, and some reps are just not going to pay attention and not have the edge, or is it going to become an industry standard? I know a lot of med tech companies are starting to implement AI support for their sales teams, but I haven’t heard of any standardization yet.
34:49 – Katie Mullen (Guest)
Yeah, I agree. I think it’s going to be very similar to you. Know, in my classes, some of the things that I teach I do a whole thing on LinkedIn and how to use it, how to understand the algorithm, how to have a good profile.
34:59 – Samuel Adeyinka (Host)
Sure.
34:59 – Katie Mullen (Guest)
Some sales reps really embrace that and others don’t. And I think video messaging is another one that I feel like. You know, some sales reps have used that to great great effect. Where they will be able to, you know, when a customer ghosts them, they use a video message to pull them back in. But I would say from what I’ve seen, you know, maybe less than 10% of sales reps are using that tool because, again, it seems scary and it seems time consuming to learn and all those things. And I think AI is going to be similar, other than I have heard many sales managers now saying they’re using AI for the very specific purposes, like maybe for role-playing They’ll use it to they’ll force the sales rep to do a role-play and then the AI agent that’s coaching them or something specific like that.
35:37 – Samuel Adeyinka (Host)
This is exciting, katie, this was fantastic. Is there anything else you want our audience to know about AI, about what you’re doing, or anything else you want to share?
35:47 – Katie Mullen (Guest)
I actually am not sure when this is airing. I forgot to ask you, but I am doing two webinars in September just to kind of the basics, and I’m going to show all this stuff that I’ve talked about today, along with some other things. So if anybody wants to join me, I would love to have you.
36:01 – Samuel Adeyinka (Host)
All right, all right, we’ll make sure that’s in the show notes.
36:03 – Katie Mullen (Guest)
And I did want to correct one thing that I said earlier. So the different. I want to clarify that the different levels of ChatGPT are free, of course. And then there’s Plus, which is the $20 a month that I’m sure most sales reps if they’re going to pay for it is what they’re going to pay for and that’s the one that does allow you to create the custom GPTs with limited memory. And then there’s Pro, for $200 a month, and I think that’s the one that you were referring to, that saves. That is much better at saving memories.
36:29
When you, if you create a custom GPT, it’s going to do a much better job of not forcing you to upload everything into it another time. And then there’s enterprise, which is basically on top of that and allows you to have multiple people involved. So I think I was getting that wording confused. But from my experience, when you tell a sales rep, here’s a wonderful tool, but it’s an extra $50 a month, a lot of times they don’t want to spend that money unless the company is going to pay for it, which my suspicion is probably that most companies are not going to let you expense any kind of chat, gpt or AI, but I know you and I were talking about this. I really do think it’s worth it, certainly for the $20 model and if you are willing to really do it, $200, the $200 a month one is really going to be probably fantastic.
37:09 – Samuel Adeyinka (Host)
Katie, this is awesome. We have to do it again. You are a wealth of information and there’s so much you have to offer, and today we got to dive deep into the world of AI. So thank you for your time.
37:18 – Katie Mullen (Guest)
Absolutely you too. Thank you so much.
37:20 – Samuel Adeyinka (Host)
I hope you enjoyed today’s episode and remember I have a customized and personalized program that gets you into the medical technology industry as a sales professional or any type of role for that matter. Become a top performer in your position and masterfully navigate your career to executive level leadership. Check out these programs and learn more at EvolvingAssesscom by visiting our site, filling out an application, scheduling some time with one of our account executives and allowing us to get you where you need to be. Stay tuned for more awesome content with amazing interviews on the Medical Sales Podcast.
Medical Territory Manager!
I was a Regional Sales Representative for Long-Term Care pharmacy services. I had dreamed of getting into the med sales industry when I went into my career as a nurse, but the pharmacy sales job came to me, and I had just settled. Fortunately, I had a job shakeup that allowed me to determine that now was the time to pursue my original vision.
I absolutely would not have this position without Samuel and the Evolve Your Success community. A lot of people my age would just stop trying, but EYS believed in me.
EYS allowed me to break into the industry in 90-Days after I had been trying on my own for over two years! I had lots of recruiter screenings, and a few interviews with hiring managers, but I was never offered a position.
Before EYS, I didn’t realize I was doing the bare minimum to get hired. I was applying everywhere, hoping to get noticed and waiting. It just wasn’t working! I didn’t know that that was not enough to compete in an industry this sought after, and against people who knew what I didn’t know about the process.
Of course, I had to think hard before making a financial investment that’s reasonably substantial. But when I read the testimonials of real med sales reps on the site and learned that I wasn’t the only one taking a chance on my success, that EYS was sharing that risk also, I knew I had to do it. Though you might be able to cobble together some of the steps of getting a role in med sales from online research on your own, you just can’t know what you don’t know!
The process of going through EYS presents this insider knowledge to the student, as well as giving you a progression of difficulty as you obtain the information, and you begin to master it. Not only that, but they give you access to amazing mentors and instructors, allow you to practice your interview skills, and teach you how to market yourself through social media and your own website! I cannot stress enough that EYS was the factor that made the difference in my successfully landing my dream job! The support, structure, and knowledge gained was invaluable!
I would recommend this course to ANYONE looking to break into medical sales
Thank you so much, EYS! This journey has been life changing and has resulted in the successful culmination of my 18-Year ambition! 
Sports Medicine in Phoenix! I extend so much gratitude to the Evolve Your Success group as I land this role and get ready to pursue my dream job. I am a Physical Therapist who became a little stuck in the profession due to issues with reimbursement and the difficulty for continued growth upwards. I turned to EYS to assist me in learning about the medical sales industry and gain knowledgable mentors who were able to help coach me in this process. I am a strong believer in surrounding yourself with the best and good things will happen. I did work hard, but with the support of my mentors and other colleagues going through a career change, I felt a sense of community and it confirmed my drive to get into this industry. I have already learned so much through the interview process, and feel very blessed to have had the resources this group provided. I have made lifelong friends and I cannot wait to continue to follow others’ journeys to pursue this incredible field. I urge you to give Evolve Your Success a try to gain mentorship, guidance, and support through any career transition.
and am excited to make a difference in patients’ lives as a Pharmaceutical Sales Specialist.
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. I owe this opportunity to Samuel, the program, and the incredible mentors at EYS.
