AI That Sells: The Real Playbook for Small Teams | Episode 1
In this episode of Voices Beyond Borders with Emma Woelk, we explore the real, practical side of artificial intelligence in business — far beyond the hype. How can a six-person team outperform a global corporation using the right mix of automation, AI-driven sales systems, and process intelligence? My guest, Kelwin Fernandes, founder of NILG.AI and one of Europe’s most respected AI practitioners, explains how small and mid-sized companies can use AI to automate lead generation, follow-ups, PR, and content visibility inside ChatGPT and Perplexity.
We also discuss the future of AI-driven marketing, the coming energy bottleneck, and the risk of model collapse when machines start learning from synthetic data.
00:00 Intro – Emma in Porto and why sales comes first
02:40 Kelwin Fernandes on early AI work and the shift since ChatGPT
08:10 Automating lead generation and follow-ups
13:45 How AI rewrites PR and outreach strategies
18:20 ChatGPT SEO and Perplexity visibility
25:05 Agent buyers and CAC/LTV re-alignment
32:30 Model collapse explained
38:40 Energy and infrastructure challenges
44:10 Fine-tuning vs using proprietary models
50:00 Future of work – training juniors in an AI world
57:30 Final takeaways and automation playbook
What You’ll Learn
-How AI transforms sales and marketing before any other department
- Building a predictable lead pipeline with CRM automation (HubSpot, Salesforce, Pipedrive)
- Turning ChatGPT & Perplexity into the new SEO channels
- Using automation as a service without developing your own model
- Why “agent buyers” could change customer acquisition forever
- How to manage energy use and efficiency in the AI era
- Understanding model collapse and the value of human data
- The rise of micro-agencies and how individuals can scale like companies
- What every CMO and sales leader should learn right now to stay relevant
Key Discussion Topics
1 — AI in Sales & CRM Automation
Why sales is the perfect starting point for AI adoption. Learn how to automate outreach, follow-ups, and research using real-world CRM data — and how to connect those systems to LLM-based agents for measurable ROI.
2 — ChatGPT SEO and AI Search Optimization
Search is shifting away from Google. We break down how ChatGPT and Perplexity decide which websites and voices to cite — and how to position your company so your content appears inside those answers.
3 — Marketing Automation & PR at Scale
Kelwin shares how NILG.AI automates event pitching, press releases, and media outreach. The process runs 24/7 without agencies — showing what’s now possible for small teams.
4 — The Energy Problem of AI
Training AI models consumes massive energy. We unpack the real numbers, potential solutions (micro nuclear reactors, space-based energy), and how businesses can prepare.
5 — Model Collapse & Data Shortages
What happens when AIs start training on their own synthetic output? We discuss the risks and why companies like Reddit and The Washington Post are being acquired for high-quality human data.
6 — The Future of Work
As AI automates junior tasks, senior roles become strategic orchestrators of intelligent systems. We discuss how marketers and founders can evolve into decision architects, not just content producers.
Actionable Insights
- Map your CRM flow and identify 3 decisions you can automate this week
- Add AI triggers for follow-ups and newsletter engagement
- Run PR automation using AI search and event detection APIs
- Treat yourself as a micro-agency with AI agents as your team
- Track energy efficiency + data quality as new success KPIs
