By applying artificial intelligence to any piece of marketing or sales technology that uses data, AI may output nearly everything, from ads to analytics to content, more ‘intelligent’ or perform better across KPI metrics.
What I find intriguing - sophisticated AI output:
analyze customer and prospect data
predict which prospects are most likely to close
recommend the most important sales actions to take
forecast results
optimize pricing
and more (however, we’ll return to that another time).
How I harness this power potential: Generative AI tools produce a greater quantity of valuable outputs that you typically have to create manually in your sales work. This is the part where I raise my arm and shout - I have the power! Yours, Marky
Use Cases: AI in sales
Harnessing the potential power of AI help you sell more?
Sales Forecasting (proposals or prospects most likely to close, which to target next, others that may be interested, and predictive assessment of quarterly performance before the start of a quarterly calendar period)
Summarize and list Action Items from meetings and calls
Analyze Sales Calls
Recommend Next Actions for Sales Reps
Automate generation of Sales Emails and Subject Lines
Identify In-Market Leads
Predict likelihood of proposals in pipeline to Close
Predict when Ready to Buy (purchase intent behavior)
Amplification of sales staff efforts - automatically
Prioritize Leads
Score Leads
Monitor Competitors
Sure, in my B2B approach I filter for the ideal customer profile criteria, along with triggers for several types of announcements and signals that I find valuable, then filter accordingly to output my targeted ICP list into a lead generation system, crafting the pipeline of leads, obtaining their contact information, considering ways to approach by introduction or directly, then the outreach process begins. I have a system of approach for multiple communication channels, which creates several touchpoints offering some value along the way, with optional paid platform retargeting. That’s how I’ve implemented sales calls as a process. A manual process, sure, there’s labor, as we don’t have robots or simulated agents performing the outreach and updating the CRM database. Yours, Marky
AI tools for Sales
Gong - (I was a fan when they released an analysis of one million sales conversations. -M)
AI to capture and analyze interactions with prospects and customers, then recommends an approach to close more deals. Includes surfacing key topics and questions discussed with prospects and customers, as well as the relationship dynamics that matter to closing the sale. Gong’s AI is also used to coach reps on what works best, leading subsequent customer engagement to more likely be received well and pair with successful outcomes.
Drift - conversational AI chatbots to qualify incoming leads
6sense - sales platform to predict and identify accounts that are in-market (third-party buying signals to predict when to engage with those prospects)
Trender.ai - AI tool for B2B contact intelligence, automate the process of finding leads across the social web
