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Artificial Intelligence in Sales: How AI is Changing the Future of Sales

The most effective guided selling tools constantly measure past performance and iterate based on hard data to provide the optimal path to success. Our platform helps sales teams uncover better leads by nurturing them using advanced AI models, natural language processing, and deep learning. With automated outreach and persistent follow-up, Aktify keeps prospects engaged until they are ready to buy. Embedded within existing systems, these AI applications are often less visible than stand-alone ones to the customers, marketers, and salespeople who use them. For example, machine learning that makes split-second decisions about which digital ads to offer users is built into platforms that handle the entire process of buying and placing ads. Netflix’s integrated machine learning has offered customers video recommendations for more than a decade; its selections simply appear in the menu of offerings viewers see when they go to the site.

But AI can help them predict with a higher degree of accuracy, Antonio says. That also gives organizations a leg up on operations – knowing better how to plan for production, inventory and resources. AI looks at specific details of past deals that were won and lost – such as size of deal, alignment with product specifications, number of competitors, client’s ability to spend, territory, timing and influencers.

How to Sell More by “Selling” Less

There are 3 main tasks that you can improve with AI in customer-facing sales right now. With insight from Appier, you will not need to hire data scientists to analyze the market for you. Appier uses AI to analyze buyers’ databases to segment them and predict how likely they are to react to sales campaigns. The assistants in this tool will engage with the leads landing on your website.

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By using our own AI for account selection, we noticed that the companies’ go-to-market complexity formed a better indicator of their lead quality for us. Most sales groups rely on guesswork, buoyed by rudimentary data-clustering, to map out their strongest prospects. AI technology designed specifically for research can turn that job into a largely automated process. The benefit of using Exceed is that it will engage with the leads entering your pipeline by using a human touch in communication.

Encourage a data-driven mindset

Thanks to AI, sales managers can now use dashboards to see which salespeople are likely to meet their quotas and which outstanding deals have a good chance of being closed. The more fragmented the data, the more difficult it will be to train ML algorithms effectively. The possibilities for micro-segmentation and personalization in sales interactions are practically endless. For example, is there a contact who never buys without some type of discount? AI could flag this for a rep, who could either increase their opening price offer as a hedge or proactively offer a small discount at an optimal time to close the deal. AI is most likely to be conflated with robotic process automation when considering the potential for productivity gains.

Is AI really worth the hype?

Share: In a 2020 survey on artificial intelligence (AI), McKinsey concluded the following: 50% of respondents say that their companies have already adopted AI successfully in at least one business function.

Experience the power of artificial intelligence by watching a demo today. Sales reps don’t have a second to spare if they are going to meet their monthly quota. Sometimes they just need a warm introduction to a key contact within an account, but those introductions can be hard to come by — and take time. AI eliminates much of the guesswork and manual data analysis that historically went hand-in-hand with enterprise sales while preventing revenue leakage at scale.

How to Increase Sales with Artificial Intelligence

On the sales side, AI is all about speeding up the sales cycle and sales tracking and making room for more productive interactions. Contrary to what some people think, Artificial Intelligence isn’t replacing human salespeople anytime soon. Many sales processes still require a human element to seal the deal—and that human element will perform much better when it’s freed from the repetitive administrative tasks that AI can take on. AI software doesn’t replace the human element of sales coaching; instead, it helps augment the experience with artificial intelligence to promote better results. Overall, it allows sales reps to build confidence by practising in a safe space, away from any unconscious bias the coaches may have.

How To Use AI In Sales

If the recommendation engine were stand-alone, they would need to go to a dedicated app and request suggestions. AI can streamline the sales process by using extremely detailed data on individuals, including real-time geolocation data, to create highly personalized product or service offers. Later in the journey, AI assists in upselling and cross-selling and can reduce the likelihood that customers will abandon their digital shopping carts. For example, after a customer fills a cart, AI bots can provide a motivating testimonial to help close the sale—such as “Great purchase!


Sales reps know what they don’t know and they can easily recognize which type of info would help them boost their sales. Stats are even more indicative when it comes to customers’ propensity to buy, suggested next How To Use AI In Sales steps and other valuable customer intent data. When sales managers have visibility into pipeline health, they no longer have to spend a chunk of their precious time haranguing sales reps about the status of deals.

Figuring out the best prospects requires aggregating and coordinating data across multiple sources, looking for connections between each, and then qualifying the prospects. Technology can’t take all the sting out of paperwork and data entry, but it can help. When faced with winning or losing a commission check, they’re going to push forward and work directly with their accounts, not spend time entering data into a CRM system. Let’s get into the nitty-gritty of how you can stay on top of the game by using AI for sales to improve your efficiency, speed, and communication. Distrust is something we need to get over if we’re going to effectively use AI in sales. Just because we don’t know how the AI solved a problem doesn’t mean we can’t trust it.

Artificial intelligence for sales leads

The bot might also generate a visualization to show how various new leads are connected . In a sales setting, NLP could be used, for example, to automatically digest, process, and route customer queries received via web forms. A virtual assistant is a software agent that performs tasks for a person based on commands or questions. Meanwhile, a chatbot is a software application used to conduct conversations in natural language via text or text-to-speech through messaging applications, email, websites, mobile apps, or telephone.

How To Use AI In Sales

When he is not running the company with German precision, Brian writes expert articles about marketing and manufacturing. When not doing these, you will find him rescuing dogs or mowing competition down at a jiu jitsu studio. Organizations must set the infrastructure to enable artificial intelligence to reap the most significant benefit. A lack of leadership buy-in and an insufficient budget can be critical roadblocks to successful AI/ML adoption. As a result, it’s crucial to develop concrete use cases that can persuade skeptics within the organization. Salespeople will need to focus more on managing expectations, clarifying the unclear, making judgment decisions, and eventually picking the tactics, AI advises as AI becomes more widely utilized.

While salespeople can usually figure out which leads to pursue, knowing which leads to seeking first isn’t always straightforward. Currently, employing AI to reduce each revenue cycle is difficult for sales managers. AI in sales can help you estimate and predict revenue more accurately, eliminating operational issues and allowing you to manage your inventories and resources better.

How To Use AI In Sales

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. By handing the more data-driven tasks over to AI components, human salespeople have more time and energy to develop and reap the rewards of their individual selling skills and techniques. AI lead generation instantly sifts through key data points about potential leads, including industry, job titles, demographics, networks, and market trends.

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As AI is increasingly adopted, salespeople and managers will need to focus more on managing expectations, clarifying the ambiguous, making judgment calls and ultimately choosing the strategies that AI suggests. Imagine how great it would be to get a notification every time your client is running out of a specific product. Even better, how about getting accurate suggestions on what product you should try to cross-sell to which customer? When you’re just guessing, the chances of you knowing what the customer needs may be slim. When customers shop online, they add items to their carts and immediately get recommendations on related products. The customers never knew they needed those products, but before they realize it, they’re already adding additional items to their carts.

  • This saves time and makes it possible for them to provide the personalized interactions customers value.
  • Armed with this insight, a sales leader can easily keep an eye on tens of active calls and quickly see which ones have negative sentiment.
  • With aggregated data, AI can help you make essential predictions on response rates, prices, and client lifetime value.
  • In some cases AI assists human reps by analyzing customers’ tone and suggesting differential responses, coaching agents about how best to satisfy customers’ needs, or suggesting intervention by a supervisor.
  • Given the ever-expanding place this kind of technology has in sales, it’s becoming commonplace and sensible for any business to consider where these platforms can fit into their sales efforts.
  • Naturally, AI for sales and marketing is changing the way we sell things.
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