While AI was the stuff of science fiction not so long ago, it is becoming a tangible reality today. From self-driving cars to virtual assistants, advances in AI are having a very real impact on our lives. AI is being put to use in a range of industries such as banking, manufacturing, and insurance, but it also has great potential in sales.
Lead Qualification
AI-based tools such as chatbots and automated email can help boost demand creation and provide an enjoyable and engaging customer experience. They can be used to largely automate lead follow-up and qualification. They can significantly improve the accuracy of lead scoring and notice buying motivators that could be missed. When implemented as response systems, they can lead to enhanced customer experience in a more efficient fashion. AI tools can also substantially improve response time and levels of engagement.
Coach Sales Reps
AI-powered tools can be used to help sales reps improve by providing real-time or nearly real-time feedback to each rep, sort of like a personal coach. The Natural Language Processing (NLP) capabilities of AI software enable interaction in a natural conversational format that is more effective and enjoyable.
Predict Customer Behavior & Needs
The predictive abilities of AI can support sales by anticipating customers’ needs and purchase intent ahead of time. They can also help make relevant personalized recommendations based on customer history. AI can sort through the treasure trove of data that today’s digital world generates. Data is sales best friend. Making sense of this data is where AI comes in. Customer segmentation based on AI analysis can improve the qualification of leads and the types of offers that will appeal to specific demographics and individuals.
Integrated AI
Companies are starting to recognize the potential of AI and it is being built into CRMs and marketing automation systems. AI software can help personalize interactions and offers, and personalization is at the heart of a successful sale. It can make predictions about which prospect is most likely to buy a certain product, and what kind of message will elicit a response.
Self-Improving
Another advantageous aspect of AI systems is that they continuously improve. What more could you ask for? You don’t have to push it to get better, it is always looking for ways to improve. AI-based tools and systems will continuously streamline processes and help your sales team reach its peak. While AI analytics can help make sense of the constant flow of data, it still takes a human mind to make a decision based on that data. AI will support sales teams to make strategic decisions based on quality data and inferences.
Sales processes will undoubtedly change when AI enters the arena. For instance, AI software could identify which sales rep is closest and best suited to a particular lead. It might decide that a member of the technical team is the best choice to help, as they can clarify a technical doubt that the lead wants to ask.
Another possibility is for sales decisions of the future to be made by voice assistants like Alexa or Siri. Imagine a customer asking Siri for the best budget sofa or dog walking service, and the first result is your product or service.
Today you can hardly think of marketing without thinking digital. In the not-so-distant future, the same will be true of sales and AI. AI can help sales teams to be more productive and profitable, but we must be open to implementing AI and there is still some resistance to the notion. Why don’t you get a head start by adopting an AI solution?
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