"It's Like a Wingman": The Sales Intelligence Tool Closing the Gap Between Your Worst and Best Reps | Jay Ku, Founder of HeyGreenlight
Description
What if your newest salesperson could perform like your best one every single time?
That's not a hypothetical. That's what Jay Ku, founder and CEO of Hey Greenlight, is actually building. And after sitting down with him at NADA, I have to be honest with you, this one stuck with me.
Jay spent years at TrueCar meeting with people representing thousands of dealerships, and he kept running into the same two problems. Salespeople had no idea who their leads actually were beyond a name and a phone number. And turnover was burning through training budgets faster than anyone could keep up. So instead of complaining about it, he built something.
In this episode we get into how Hey Greenlight pulls 25 plus data points on incoming leads income, credit, garage data — and uses that to build a personalized sales strategy for each one. We're talking about what to text, what to say on the phone, when to call, and even something as specific as which side of the lot to park the car on so the paint catches the afternoon sun just right when the customer shows up.
We also get into the AI conversation and I'll be straight with you, I pushed on this because I didn't want to just nod along and confirm my own bias. Jay's take on where AI is genuinely useful versus where it becomes a crutch is one of the more grounded perspectives I've heard on the show. He makes the case that booking appointments and answering questions is table stakes, and the real opportunity is in helping people connect.
That's the thread that runs through the whole conversation. Tech enabled, human delivered. And Jay makes a compelling argument for why that's not just a feel good idea but actually a smarter business decision.
If you've ever watched a great salesperson work a room and thought "how do I bottle that" — hit play.
Timestamps
00:00 Intro
00:48 Why Hey Greenlight
01:28 Two Dealership Problems
02:51 Data Enriched Leads
03:30 Wingman Sales Coaching
06:03 Personalized Prep Examples
07:31 Question Based Selling
09:55 AI Debate Human First
13:45 Connection Still Matters
17:52 Scoring and Accountability
18:44 Operational Efficiency Wins
20:28 How to Connect and Wrap
21:05 Podcast Outro
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