Artificial intelligence (AI) is no longer a futuristic concept - it's here, it's evolving rapidly, and it's reshaping the way businesses operate in real-time. In a conversation between Doug C. Brown and AI expert John Long, the duo explored the transformative potential of AI, particularly in lead generation, sales optimization, and operational efficiency. By demystifying AI and sharing actionable strategies, this discussion provides business professionals with a roadmap to harness AI's power effectively.
If you're in marketing, sales, or management and want to stay competitive, understanding how to use AI the right way is no longer optional - it’s essential. Here’s a breakdown of their insights and how you can apply them.
What Is AI and Why Should Businesses Care?
John Long, founder of Think AI, emphasizes that AI is a broad term encompassing many different types of technologies, such as machine learning, generative AI, and agentic AI. While most people equate AI with tools like ChatGPT or Google Bard, AI is much more versatile, with the capability to revolutionize workflows, automate mundane tasks, and even make decisions.
However, it’s critical to understand that AI isn’t a magical fix. Businesses need to approach AI thoughtfully, ensuring that it complements their strategy rather than exposing existing inefficiencies. As Long succinctly puts it, "AI doesn’t solve for bad strategy."
The Two Types of AI Businesses Should Know
John Long laid out two distinct types of AI for business use: generative AI and agentic AI (AI agents). Understanding their functions is key to leveraging AI effectively.
1. Generative AI: The "Rough Draft Partner"
Generative AI tools like ChatGPT, Jasper AI, and others are designed to create content, whether that’s marketing copy, reports, or even ideas for business strategies. Long explains this process using the "10-80-10 principle":
- 10% Human Input: The user provides the initial idea or instructions.
- 80% AI Work: The AI generates the bulk of the work.
- 10% Final Human Edit: You step in to refine and polish the output.
For example, if you're writing a business proposal or crafting a marketing campaign, generative AI can save hours of time by producing a strong draft that you can tweak. However, Long reminds us that AI output often requires human oversight to ensure accuracy and alignment with brand voice.
2. Agentic AI: The Decision-Maker
Agentic AI goes beyond content creation to act as a decision-making system. Think of it as a quarterback that not only executes plays but also adjusts strategies in real time based on changing circumstances. Agentic AI can handle dynamic workflows like customer inquiries, lead follow-ups, and sales processes.
This form of AI analyzes input, adapts to changing conditions, and makes decisions to move tasks forward. For example:
- Customer Support: AI agents can answer common questions or escalate complex issues to human agents.
- Lead Nurturing: AI can interact with leads via calls or emails, ensuring no opportunity slips through the cracks.
Key to using agentic AI effectively is setting clear "guardrails", or guidelines, for how it operates. This ensures the AI aligns with your business goals and adheres to your standards.
Why AI Is a Game-Changer for Lead Generation and Sales
The Problem: Missed Opportunities
A recurring challenge businesses face is the inability to follow up on all leads due to time constraints or operational inefficiencies. Long shared examples of companies losing revenue because 30-50% of generated leads weren’t being followed up on.
Imagine investing significant resources into marketing campaigns, only to leave nearly half of the potential opportunities untapped. This is where AI steps in to fill the gaps.
The Solution: AI as a Sales Accelerator
Here’s how AI can revolutionize your sales pipeline:
- Immediate Lead Response: Unlike human sales teams, AI agents are always available to engage with leads as soon as they enter the pipeline.
- Persistent Follow-Ups: AI ensures no lead is forgotten, following up through multiple touchpoints like emails, calls, or texts.
- Reviving Dead Leads: AI can revisit old or inactive leads, re-engaging potential customers in ways that humans might not have time for.
In one example Long shared, an AI agent tasked with following up on "dead" leads yielded 30 sales in its first week, demonstrating the tangible ROI businesses can achieve with AI-driven processes.
Overcoming Resistance to AI
Despite its benefits, many businesses approach AI with hesitation. John Long identifies two primary reasons:
- Fear of the Unknown: AI is a rapidly evolving field, and many feel overwhelmed by its complexity.
- Exposing Inefficiencies: AI highlights flaws in existing systems, forcing companies to confront weaknesses they may have been ignoring.
For those reluctant to adopt AI, it’s important to reframe it as an opportunity rather than a threat. AI won’t replace your team - it will enhance their capabilities, allowing them to focus on high-value tasks like closing deals and building relationships.
Practical Examples of AI in Action
AI isn’t just theoretical - many companies are already using it to transform their operations. Here are two real-world examples:
1. Sirius XM’s AI Customer Service
Sirius XM uses agentic AI to handle customer inquiries, including cancellations. Their AI system mimics human conversation, engaging with customers and attempting to resolve issues. If needed, it seamlessly transfers the call to a human agent, providing full context to ensure continuity.
2. Rita at the Rio Hotel
The Rio Hotel in Las Vegas employs an AI assistant named Rita to handle guest requests, from ordering towels to answering questions about billing. This streamlined approach reduces the need for human involvement in repetitive tasks, enhancing efficiency while maintaining a positive customer experience.
The Future of AI in Business
AI is advancing exponentially, meaning its capabilities are growing at an accelerating rate. What’s cutting-edge today will be standard tomorrow. Long warns that businesses delaying AI adoption risk falling irreparably behind their competition.
Think of AI as the "Iron Man suit" for your employees. It doesn’t replace them - it amplifies their abilities, enabling them to perform tasks faster, smarter, and more effectively. As Sam Altman of OpenAI famously said, "You’re not going to lose your job to AI, but to someone who knows how to use AI."
Key Takeaways
- Generative AI (e.g., ChatGPT) is ideal for content creation but requires human oversight for final polishing.
- Agentic AI can handle dynamic workflows, adapting to changing conditions and automating decision-making.
- AI ensures no lead slips through the cracks, boosting both efficiency and revenue.
- Businesses hesitant to adopt AI risk falling behind competitors as AI adoption accelerates.
- AI is most effective when paired with clear processes and strategies - it magnifies strengths but exposes weaknesses.
- Prevent missed opportunities by using AI to follow up on dormant or low-priority leads.
- AI works best when used to handle repetitive tasks, allowing employees to focus on higher-value activities.
- The adoption of AI should be viewed as putting on an "Iron Man suit" for your team, empowering them to succeed.
Final Thoughts
AI isn’t the future - it’s the present. For businesses in sales, marketing, and management, embracing AI is no longer optional. Whether it's streamlining workflows, improving customer experience, or turbocharging lead generation, AI offers a competitive edge that no business can afford to ignore.
The time to act is now. Start small, experiment, and refine your approach to make AI a cornerstone of your strategy. As the pace of change accelerates, those who embrace AI today will be the industry leaders of tomorrow.
Source: "How to Use AI for Lead Generation and Fill Your Sales Pipeline Faster [Episode 200]" - Doug C. Brown, YouTube, Aug 26, 2025 - https://www.youtube.com/watch?v=zXz1i6CheQw
Use: Embedded for reference. Brief quotes used for commentary/review.
