AI: The key to unlocking your sales potential

Radically change traditional sales models to maximize customer profitability

It’s no secret that we’re in the throes of a revolution. There’s been more change in the last 10 years than over the last 100 and for many, it’s a struggle to keep up. Nowhere is this more evident than in the realm of B2B sales, where traditional sales models have failed to keep pace with the modern markets in which we all operate.

The way people buy today is radically different compared to just a few years ago. Customers are better informed than ever before, often several steps along the buying process before they even engage with a sales professional. A typical buying journey today, if there even is such a thing, often involves multiple touchpoints, disparate locations, and a combination of physical and digital experience. Traditional one-size-fits-all, one-to-one sales models are a thing of the past. So radical and disruptive is this change that businesses need to revisit how they sell and adjust existing sales processes to align with a new customer buying journey.

Why AI?

This radical new model means that many businesses are turning to technology for help, particularly AI solutions, to drive successful sales performance. Contrary to common perception, AI empowers teams, rather than replacing them, providing the necessary levels of insight to ensure efforts are focused on the right customers and prospects.

In this context, AI works by taking the vast amounts of data held by businesses, whether that is from CRM systems, financial records, social media, marketing campaigns, or invoices and analyzes the data to reveal patterns and trends on which to base real actionable recommendations for the sales team. This might represent the right organizations to target; key decision-makers; the best time to engage; or the right channel. The more data, the better, with greater volumes of information enabling a deeper analysis which in turn, helps to build and refine predictions of behavior and focus the sales teams on the best opportunities out there.

Current estimates claim that sales people only actually spend 1/3 of their time actively selling, with the rest of their time devoted to researching and qualifying prospects along with other administrative tasks. Bringing AI into the sales mix can increase the time the team can dedicate to active sales by automating lead prospecting and even automating initial engagements, meaning the sales person spends less time composing emails and more time with qualified prospects to close profitable deals.

3 Impacts of AI on Sales Organizations

  1. Unlock the potential from data
    AI relies on a wealth of data to identify patterns and make relevant recommendations.
  2. This is a revolution
    Businesses need to pursue a strategy of digital sales transformation, not a gradual evolution.
  3. Remove the guesswork
    By identifying the best prospect profile and which decision makers are most likely to engage, sales teams can reduce prospecting the time and spend more time with the right prospective customers.

For more information read our « Why are Sales and Marketing using AI » brochure here.