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Improve Your Sales Process with Artificial Intelligence

Posted by Jeshua Zapata on Jun 18, 2019 11:00:00 AM

What role does artificial intelligence (AI) play within your sales process? Machine learning and artificial intelligence have been around since the 1950s. Today, all major organizations are leveraging some level of AI within their sales process to support their reps with growth and decision making. In this article, we will explore four AI tools that will help you drive exciting marketing & sales conversion rates.

1. Lead Prediction Models: Does your customer relationship management (CRM)
system provide your sales reps with important data about new leads? For example, a predicted percentage match based on an ideal client profile? What about the probability of closing based on brand engagement? Imagine the amount of time your team could save by using lead prediction models to focus solely on only the most probable leads, instead of chasing the wrong buyers. 


2. Sales Automation: Instead of relying only on your reps, what if your sales technology could automatically follow up with prospects based on buying signals and lead prediction models? Consider this scenario: a lead regularly visits your pricing page but has not reached out yet. Using sales automation technology, you could use this behavior to trigger an email or handwritten letter that shares your value proposition, answers FAQs, and provides an opportunity to schedule a conversation. 


3. Conversation Coaching:
Advances in artificial intelligence have made it possible to accurately pinpoint the different elements of an individuals personality. Tools like Crystal Knows could arm your sales team with personalized recommendations on how to adjust their communication style based on buyer preference (words to avoid, speed, etc.).


4. Missing Data: Instead of having your sales reps spend unnecessary time with data entry, what if your customer management platform allowed you to transcribe calls? Additionally, tools can help automatically enter known information about the contact from third party data sources such as website URL, annual revenue, social profile links, etc.

According to International Data Corporation (IDC), spending on AI and machine learning is forecasted to grow from $12B in 2017 to $57.6B by 2021. Are you making the necessary investments to remain competitive? To discuss AI technology as a strategic competitive advantage in your sales process, schedule a conversation. 

Topics: Sales Partner Enablement

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