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As of this year, 50% of sellers say AI is crucial for their work, and almost 80% say AI allows them to focus on more impactful selling. But in which way does it help, more specifically?
This newest edition of Sales Leader Compass details how to integrate AI-driven technology and tooling into your team's "deep sales habits." The results? Better preparedness, higher conversion, and happier reps.
According to the article, here are the two strongest AI applications and how they are being underutilized in today's market.
Sellers report that the buying committee size has greatly inflated over the past two years. This signifies that multi-threading is crucial for efficiency, growth, and conversion. Studies say roughly 33% of sellers use AI to flag key decision-makers and others in the committee, but half of sales teams say they'll go the old-fashioned manual route for at least the next 1-2 years. Van Nuys says this leads to missed buyers and potentially missed deals.
The other critical use case for AI in sales is in meeting preparedness. Sales research can suck hours of time out of a seller's week; time the team could be using on more impactful work. Currently sellers spend roughly 2.5 hours researching each buyer and their company before each meeting.
By using AI, sellers can gather relevant data in just a few minutes. That research and preparedness reflects the commonly held belief that deep knowledge of a prospect's needs is imperative for establishing credibility with them. By siphoning this pertinent info effectively, sellers have more capacity to prospect more, take on a bigger pipeline, and ultimately generate more revenue.
Arguably the most effective way to leverage AI as a seller would be to use an AI coach. In his article Why AI might finally break Polanyi's Paradox Jeremy Kahn details how AI effectively synthesizes data to become a pseudo-thought leader in the sales motion.
"[AI] can learn effective sales techniques not from a set of rules about how to sell, but from simply looking for patterns in transcripts of calls from top-performing sales reps," Kahn says.
We already integrate these capabilities into today's tooling. Take a look around AI coach to learn more about how effective it is to have a thought leader, sales manager, and mentor rolled into one.
We're honored to be included in the list of top 100 visionaries sparking innovation in 2024. Check out the article here.
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