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Leveraging AI to Boost Sales Operations

Although sales teams are concerned that AI might become the status quo within the industry – leading to a reduction in the human workforce – Gartner reports show that 75% of B2B sales teams are projected to use AI-based selling by 2025. To move away from this concern, sellers should frame AI as a sidekick rather than competition. AI in sales presents an opportunity to address the overabundance of data sales teams have to sift through from multiple channels to efficiently hold the attention of prospects. With the right tools and knowledge, sales teams can utilize AI to pique customers’ interest and turn data into quality leads. Here are the various ways sellers can leverage AI:

Sales Prospecting

Using AI, sales leaders can make predictions that align with their quotas and sales objectives and improve their sales operations. Through AI-supported prospecting, sales teams can find customers, create opportunities to up-sell and cross-sell, proactively target deals, and identify the sales approach for high-value prospects. Prospecting with AI strengthens credibility and preparedness across sales teams with data-driven intelligence.

Predictions Series bannerStreamlining tasks

One of the more tedious parts of selling is churning through data and consolidating it into a sales strategy. To boost productivity, sales teams can streamline time-consuming tasks using AI. Be it reviewing social media accounts for timely news, or tailoring customer interactions and touch-points. AI can help automate the sales process into a seamless journey for both sellers and customers.

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Lead scoring and prioritization

Prioritization helps sales teams build efficiency. When companies map the interests and behaviors that motivate their prospects, they cultivate and nurture leads through the sales journey. AI-backed mechanics allow sellers to close deals faster by knowing what’s on their customers’ minds and which customers should be top-of-mind.

Embracing digital technology doesn’t mean the end of human interaction in sales. It’s actually quite the opposite, AI allows for more streamlined operations so you have more time to build and foster connections with your clients.  AI doesn’t act as a replacement for legacy industry skills that yield success, but as an enhancement. Although AI can consolidate data, offer predictions and reduce time investments, salespeople bring innate qualities that are necessary for building customer relationships such as empathy, critical thinking and complex problem-solving skills.

In today’s landscape, AI in sales presents an opportunity for businesses to transform their operations and retain customer value. According to McKinsey, artificial intelligence will significantly impact marketing and sales enablement across world businesses – potentially generating $1.4 to $2.6 trillion in value. When businesses incorporate AI into their sales workflows, they not only strengthen prospect relationships, but also accelerate growth.

[To share your insights with us, please write to sghosh@martechseries.com]

 

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