Watch Out These Three Ways in which AI is Upending B2B Sales Experience

By Marketing Tech Outlook | Friday, November 30, 2018

Technological advancements are aiding businesses by creating new opportunities, and one of the most prominent examples of this is Artificial Intelligence (AI) which has created hype in the market; enterprises are becoming artificially intelligent. One of the most crucial AI investments is sales. Customer analytics is one of the primary sources for data collection for enterprises. Enterprises are opting for AI assistants who are designed to help sales teams to uncover insights that will help close deals and identify upsell opportunities.

How will AI upend sales? Let’s have a look.

1. Process Optimization: The sales of many enterprises go down because of lack of efficiency and organized sales process. AI can solve this issue by optimizing sales process, starting with the onboarding of new representatives, which for now takes approximately six to ten months to reach full productivity.

Based on the performance of these representatives, AI will provide a blueprint to them, thereby offering guidance stating how to reach out to a prospect and what collateral to be delivered to close the deal. The process of writing content and scheduling meeting can also be done by AI, through NLP. NLP will further improve how sales representatives prepare for meetings. AI can leverage data from the past meetings, sales reps will be able to figure out what piece of information is crucial and in which order the slides should be placed and what will work best for the particular combination of buyers.

2. Personalization: B2B sales enterprises have witnessed that personalized interactions are most effective with their buyers. AI opens new doors for customization in sales conversations. Lead scoring is a significant step in any organization; it is a methodology which is used to rank prospects against a scale that represents the perceived value of each lead has in an organization. While AI processes this data, the lead scoring method will become more granular, where sales reps will be provided with a blueprint on how to approach each lead as an individual.

3. Elimination of mundane sales tasks: Formerly organizations had to schedule meetings, and for each session, they had to send calendar invites, which were time-consuming. However, with the introduction of AI, the process of scheduling meeting has further simplified, and it automates the email back and forth for the sales representatives.  Another manually intensive area is note taking which will also be solved by AI through NLP.

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