Enhancing Sales Performance: The AI Advantage
There are so many ways that AI can help with sales that companies simply aren’t using. Let’s talk about a few.
AI for List Building
AI excels in list building. Sales programs like Apollo use AI to enhance their lists and improve sales outcomes. There are also companies that look for intent to help you build lists. 6sense is amazing, but there are now smaller companies like Salesbot and ZoomInfo.
AI Research Tools
Clients and prospects expect you to understand their needs. Showing up without doing your homework isn’t acceptable anymore, especially when you have so much information at your fingertips. Utilize AI to research your client and their industry. You can use Gemini or ChatGPT, or other programs like Crystal, which provide immediate assessments based on role and content, helping you understand how to communicate effectively with them.
Client Interaction and Chatbots
AI can also help you share information with your clients. Chatbots used to just provide structured answers to expected questions. Now, with sufficient data, your chatbots can assist clients and prospects in finding the information they need. Many companies aren’t leveraging this effectively.
CRM with AI Features
Some CRMs, such as Salesforce, HubSpot, and Membrain, are integrating AI capabilities directly into their tools. This can remind you to plan your next action before you save your notes. It can identify red flags (vulnerabilities) that could cost you a deal. It can give suggestions for next actions or conversation starters. It can also help you figure out who else to talk to and provide information about that person. Your CRM might even help you draft your email.
If your CRM isn’t helping you with all those things, you can work outside the CRM in large language models like ChatGPT to do that research and get help writing. I often use ASK SSL, a program created by my colleague Brynne Tillman to assist salespeople.
Analyzing Sales Conversations
There are also programs like Gong and Chorus.ai that gather data from phone calls and emails to determine what language or actions are derailing the sales process and which are helping to move the sale forward. This is great for larger companies with tons of data, but there are other tools for companies that don’t have that data like Leadfeeder.
Integrating Data for Insights
One of the most frustrating areas for many companies is gathering information from multiple sources to understand what works and what doesn’t. Tools like Power BI can take information from your accounting software, ERP, CRM, and other platforms to create reports that are more accurate and up to date.
As leaders in your industry, it’s crucial to stay ahead of the curve. Consider exploring how AI can enhance your sales processes. Whether it’s improving list building, streamlining client research, or analyzing conversation data, the right tools can make a significant impact on your business. Don’t miss out on the opportunities that AI offers. Take the first step, evaluate your current sales processes and explore AI solutions that can drive your success.