Implementing AI into your sales process can have tremendous benefits for revenue growth.
AI sales tools and sales intelligence tools unlock insights, automate tasks, and enhance rep capabilities in ways legacy software simply cannot. Here are 10 key ways AI is moving the needle on sales outcomes:
1. Predictive lead scoring
AI analyzes extensive data like demographics, past purchases, web activity, and more across thousands of data points on contacts and accounts.
This allows the software to accurately categorize leads as hot, warm, or cold. With better lead scoring, sales teams can focus efforts on engagements most likely to convert and make the most impact on revenue.
2. Surface qualified referrals
Algorithms continuously track relationships, conversations, and interactions across the web to serve up relevant referral suggestions that sales reps may have otherwise missed.
Reps can rapidly expand networks with verified introductions to qualified prospects already vetted by the AI.
3. Automate data capture
Sales intelligence AI homes in on key details on contacts, companies, trigger events, and news events so reps don’t have to spend time manually researching and capturing data.
These automated data capture features mean reps can allocate more time to selling activities instead of searching for intel.
4. Generate content
AI content tools can create first drafts of personalized outreach messaging, relevant sales collateral, proposals, and more that reps can tweak as needed before sending.
This vastly boosts productivity as reps no longer need to start from scratch. The AI can deliver quality, personalized content at scale.
5. Predict churn
By ingesting and evaluating historical customer interactions, deal flow, conversations, and other buying signals, AI models can accurately flag accounts at a higher risk of churn.
Armed with this insight, reps can course correct – addressing concerns, providing incentives, etc. – to retain and upsell these accounts.
6. Recommend best actions
Drawing on historical playbooks, best practices, and previous deals, AI can determine and prompt the statistically optimal next-best actions for sales cadences and engagements in real time.
Guidance for reps at the point of action means they convert opportunities faster.
7. Analyze conversations
Voice and text analytics can reveal deeper insights from sales calls with customers and prospects.
The AI can assess talk track effectiveness, analyze deal risks based on concerns raised, and evaluate rep performance through sentiment analysis – to inform coaching.
8. Optimize pricing
AI algorithms can dynamically recommend pricing for deals by factoring in customer willingness-to-pay signals, market data, competitive intelligence, cost structure, and other variables impacting ideal price points.
This allows reps to quote optimized pricing tailored to each deal resulting in higher win rates and deal sizes.
9. Expedite research
With AI-powered tools like voice commands, natural language search, and account-based interfaces, accessing relevant customer intelligence becomes lightning fast.
Reps have all the necessary context for sales calls in seconds instead of wasting time digging through disparate systems.
10. Simulate scenarios
AI conversation simulation tools allow reps to practice key selling situations and conversations – whether discovery calls, addressing faqs, or presenting proposals.
The simulations mimic realistic engagement scenarios while providing real-time feedback for improvement, boosting skills and confidence
The Value of AI Sales Tools
The reach of AI-enabled software touches virtually every area of sales, development, and account management.
Combined, these AI capabilities compound to drive significant improvements in deal conversion, contract values, and ultimately revenue. AI delivers a level of intelligence and capacity that gives sales teams an exponential edge.
While adopting AI may require some adjustments, leading sales organizations are already future-proofing operations by starting today. They are locking down advanced analytics, automation, and other AI that deliver the talent multiplication needed to grow revenue now and in the years ahead.
