The Future of AI in Sales

What is Artificial Intelligence (AI)?

AI is a subfield of computer science that aims to develop machines that mimic human thought, decision-making, and behavior. The machines are trained on huge data sets, at which point they are capable of making insights, predictions, and recommendations as a result of this learning. This technology has gradually made its way into other aspects of our lives, including internet chatbots, facial recognition software, and self-driving automobiles.

AI’s potential in sales is enormous, but it has yet to be fully unleashed. It might be utilized by firms to increase lead volume, closing rate, and revenue success by automating much of the procedure. Salesforce also found that high-performing teams are 4.9X more likely to be using AI than under performing ones.

What is Artificial Intelligence and how does it help sales teams?

One of the most significant advantages of AI in sales is how it aids prospect identification. Many businesses struggle to find good prospects because they lack access to enough data from various sources. It entails looking for connections between each data point, determining any possible relationships between them, and then evaluating the prospects. They can only properly evaluate a prospect after this procedure.

AI is well positioned to handle the amount and intricacy of this work due to the tremendous volumes of data required to qualify a prospect. Firmographic and technographic data, for example, may one day help you identify several high-revenue, mid-market businesses in your region that would be interested in your product or service. Alternatively, AI might aid you in determining which leads are the finest fit for your company. While attempting to find leads for bigger firms, you could discover that smaller companies with comparable technologies are a better indication of lead quality.

The best solutions available for those who want to quickly find and qualify prospects are sales intelligence tools. At scale, AI tools will help B2B sales & marketing experts generate highly targeted lead lists that include contact information for key decision-makers.

AI may be used in a other variety of ways in sales:

• Predictive forecasting – Artificial intelligence systems may already comprehend or predetermined outcomes based on past data in order to assist influence future outcomes. Sales AI technologies can forecast, for example, whether or not a transaction will be completed based on prior customer patterns. Another key advantage is having a better idea of what your company’s future demand is going to be and how you can best utilize resources where they are most needed. Furthermore, having the capacity to fully comprehend your consumers – why they do what they do – is a major advantage. Customer retention will improve significantly if you use this information. Jedox and Salesforce are two examples of such tools.
• Content personalization – Knowing your most essential leads may assist you in producing personalized content that will appeal to them. Webinars, white papers, and blogs are examples of sorts of material. Trendemon and Personyze are two such platforms that can help with this.
• Automation – AI can help your sales team finish basic tasks. This entails inputting data into your CRM, arranging meetings, and responding to simple questions through a chatbot. PersistIQ is one such tool.
• Analytics – Customer insights gained from AI may help your sales team to make more informed decisions. You might employ AI to credit each sale correctly and analyze customers, your tool, and pricing in ways that were not previously possible. Chorus is an example of such a program. 

The key benefits of AI for your team include a reduction in time to close, more tailored leads, reducing costs, up-selling and better forecasting for future demand. 

Sales processes that are highly optimized by artificial intelligence and machine learning technology aren’t the stuff of science fiction; they already exist. Using AI-infused sales technologies will increase the amount of your sales, putting you ahead of the pack.

About the Author

Thomas Rielly, Founder of Triggr. Triggr is a sales intelligence platform that enables B2B organizations to close more deals by leveraging real-time public intent data to develop a sophisticated prospecting engine.

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