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Sales AI use cases are on the rise. Have you started using AI as a part of your workflow yet? Most sellers don’t know that the capabilities reach far beyond email drafting and task syncing.
In fact, AI now makes an effective tool for every stage of the pipeline, streamlining even the most complex sales motions. With the right AI tooling, sellers can access sales forecasting, stronger enablement and coaching, deal prioritization strategies, buying committee management and more. Here’s how it works, and how quickly your team can see a worthwhile ROI.
Artificial intelligence is a term used to describe various areas of technology including computer vision, natural language processing, deep learning, machine learning, and more. These technologies aid machines in completing cognitive tasks with the goal of being as good or better than humans.
In a sales context, AI is trained by humans via machine learning, using samples from marketing, growth, product, and other departments ramp it up. After training and split testing, AI sales tools in their most sophisticated form can predict when deals are likely to close, recommend actions to take, forecast quarterly results, identify stakeholders based on historical data, and more. It’s software that progressively learns and improves the more it operates in a specific environment, thereby making it a powerful tool in any seller’s pipeline.
Conversational intelligence is when AI uses machine learning to synthesize data from conversations to identify patterns and extract insights to improve customer relationships. The AI could source this data from emails, live chats, video meetings, and phone calls.
From there, the AI could provide transcripts, measure the contact’s sentiment toward a given topic, and highlight areas to focus on or improve. It’s especially valuable when sellers are required to multithread and build various stakeholder relationships to push a deal forward.
AI can also use historical data to inform potential future results. As AI learns about your business and pipelines, it can learn to accurately predict:
The results here will vary based on the tooling you use and the quality of your data. But with a wealth of historical knowledge by which it can identify patterns, AI can be a more effective analysis tool for the future.
The buying committee, whether established or abstract, has ballooned in recent years. Even mid-market and small enterprise deals are feeling the pressure of having to multithread 7-12+ people to bring it to a close.
AI helps in a few ways here. First, it can analyze your sales methodology, identifying gaps and areas to address with your stakeholders. Second, the AI can draft automatic meeting briefs, highlighting the most important topics to be covered on your next call, so none of the important details fall through the cracks. Third, AI can recommend stakeholders to involve in your deal based on current and historical data. This way, sellers can know who exactly to target, and how.
Here’s an example of how AI can generate more effective meeting briefs.
One of the biggest blockers sellers face is simply not knowing what to tackle next. Juggling dozens of deals in the pipe is a lot to manage, and failing to prioritize the high-velocity deals means you could miss out on closed revenue.
AI helps by using deal information including which stage it’s in, how long it’s been there, the contact sentiment, upcoming meetings, and more to provide deal prioritization recommendations. The most comprehensive tools flag deals to immediately action as well as which ones are at risk of being derailed.
For many sellers, there’s a large gap in available coaching and sales enablement. Sales leaders are often too busy for one-on-one time beyond a short pipeline review, and onboarding is minimal.
To mitigate this issue, sellers use AI coaches that act as chat bots and are always available right on their desktop. They can use the AI coach for outreach tips, crafting a plan of action, drafting emails, and more. While we don’t think coaching from real leaders should go anywhere, having data-driven recommendations available for virtually anything is a handy supplement.
As the power of AI and machine learning technology advances, it’s possible for sales teams to see the value in weeks.
For quickest results, allow the AI full access to your workspace data. The quicker it can identify patterns, the quicker it can forecast, make deal prioritization recommendations, and help you manage that buying committee.
Implementation speed also increases when companies opt to buy over build. While software developer teams are becoming increasingly agile at producing in-house AI software, going with an out-of-the-box tool already made to work with and scale your business is the most efficient and effective use of your team’s labor.
The B2B sales market is becoming increasingly competitive, and companies who choose not to embrace AI to assist in their complex sales motion risk getting left behind.
Here at Pod, we offer the right tooling to help you capitalize on all the benefits AI has to offer your sales team. Whether its prioritization, conversational intelligence, or buying committee management, we’ll help you nail it every time, and close more deals faster.
Book a demo here to learn more about Pod today.
