Is AI really a sales thing? - 5 Key ways AI can be used in sales today
The rise in the use of artificial intelligence over the last few years has certainly changed the landscape in the marketing world. Who actually wrote that copy for a new advert or social media post? Does it really matter who if it hits the mark?
You could be forgiven, however, for assuming that AI does not have a place in sales. This is the land of PEOPLE talking to PEOPLE is it not?
Artificial intelligence (AI) is truly revolutionising the sales industry, helping companies boost lead volume, improve close rates, and supercharge overall sales performance. AI can assist with a number of sales functions, including adapting quickly to buyer needs, personalisation, and sales forecasting.
Here are 5 key ways that AI is being used in sales:
Help frame objection handling and sharpen techniques: AI can analyse customer interactions and provide insights on how to handle objections and improve sales techniques
Automate repetitive tasks: AI can automate routine tasks such as data entry and report generation, freeing up time for sales professionals to focus on more strategic activities
Improve forecasting accuracy: AI-powered forecasting models can analyse vast amounts of data and identify patterns that humans may miss, leading to more accurate predictions
Identify cross-selling and upselling opportunities: AI can analyse customer behaviour and identify opportunities for cross-selling and upselling
Personalise sales pitches: AI tools can collect and glean insights from hundreds of data points, allowing sales teams to target different personas more successfully
Where to start
This seismic change in the way things are can be alarming to those who are resistant to change. Adopting uses for AI in sales needs both leaders and salespeople to be open to the concept, to embrace the change, and see the possibilities.
If you're interested in incorporating AI into your sales process, here are some tips to get started:
Determine what you want to achieve with AI in your sales process.
Research and choose the right AI solution for your organisation.
Train your team on how to use the new tools effectively.
Monitor the performance of your AI tools and adjust as needed.
Stay up-to-date on the latest developments in AI for sales to ensure you're using the most effective tools available
Some important considerations
We must not forget the ethical considerations of using AI in sales however, it is important to ensure that the technology is used safely and effectively. Here are some ethical considerations to keep in mind:
Bias: AI algorithms can be biased if they are trained on biased data. This can lead to unfair treatment of certain groups of people. It is important to ensure that the data used to train AI models is diverse and representative of the population.
Privacy: AI tools can collect and analyse large amounts of data about customers, which raises concerns about privacy. Companies must be transparent about how they collect and use customer data and ensure that it is protected.
Accuracy: AI tools are only as accurate as the data they are trained on. It is important to ensure that the data used to train AI models is accurate and up-to-date.
Transparency: Companies must be transparent about their use of AI in sales and ensure that customers understand how it is being used.
Human oversight: While AI can automate many tasks, it is important to have human oversight to ensure that decisions made by AI are ethical and fair.
In conclusion
AI is transforming the way that sales teams operate by automating repetitive tasks, providing valuable insights, and helping teams make more informed decisions about their pipeline. It requires all parties to at least be open to the concept, to at least see where AI could have a positive impact. By incorporating AI into their sales process (whilst keeping an eye on those ethical considerations) companies can save time, increase efficiency, and ultimately boost their bottom line.