I’m going to start this article with a bold statement: AI is the most transformative sales enablement technology you’ll ever implement.
I can see you shaking your head and thinking, “AI is just another software that will get in the way of my sales process and take my job.”
But, hear me out. I’m going to debunk some common myths about AI and show you the AI sales practices that will actually help you close more deals faster.
1. Using AI for sales forecasting
Sales forecasting is the process of predicting future sales success. It’s a critical component of any business strategy because it helps organizations make informed decisions about how to allocate resources and set goals.
In the past, sales forecasting was a time-consuming and error-prone process. Sales teams would manually collect and analyze data, and then make predictions based on their own intuition and experience. This approach often led to inaccurate forecasts, which could have serious consequences for a business.
Today, AI has revolutionized the sales forecasting process. By using AI algorithms to analyze large amounts of data, sales teams can make more accurate predictions about future sales success. This helps businesses make more informed decisions and set more realistic goals.
2. Using AI to identify the best prospects
Identifying the best prospects is critical to sales success. After all, if you’re not talking to the right people, you’re not going to close many deals. In the past, salespeople had to rely on their gut instincts and experience to identify the best prospects. But now, they can use AI to get a much more accurate picture of who their best prospects are.
AI can analyze huge amounts of data to identify patterns and trends that would be impossible for a human to spot. This can help salespeople identify the characteristics of their best prospects and use that information to find more people like them.
3. Using AI to analyze sales calls
There are two main ways to use AI to analyze your sales calls: call recording analysis and real-time call analysis.
Call recording analysis is when you record your sales calls and then use AI to analyze the recordings. The AI can listen to the calls and then provide you with insights on how the call went, what the customer’s pain points were, and what objections the customer had.
Real-time call analysis is when you use AI to analyze your sales calls while they are happening. The AI can listen to the calls and then provide you with insights on what to say next, what questions to ask, and how to handle objections.
Using AI to analyze your sales calls can help you to identify areas where you need to improve, as well as areas where you are doing well. Pairing AI insights with professional Public Speaking Coaching can dramatically improve tone, confidence, and clarity — helping salespeople communicate more persuasively and close more deals. This can help you to become a more effective salesperson and to close more deals.
4. Using AI to personalize outreach
Personalization is one of the most important factors in your outreach emails. In fact, 74% of marketers say targeted personalization increases customer engagement.
However, personalizing your sales emails can be time-consuming, especially if you’re reaching out to a large list of prospects. That’s where AI comes in.
AI can help you personalize your outreach emails at scale by using data from your CRM to identify the best prospects and tailor your message to their needs.
For example, you can use AI to analyze a prospect’s website and social media profiles to learn more about their business and what they care about. Then, you can use that information to craft a personalized email that speaks to their specific needs.
The more personalized your sales emails, the more likely you are to connect with your prospects and close deals.
5. Using AI to send emails at the right time
Email is still one of the most effective ways to reach out to prospects. But, if you’re not careful, you could end up in the spam folder.
One of the best ways to make sure your emails get opened is to send them at the right time. But, how do you know when the right time is?
AI can help with that. There are tools available that can analyze your prospect’s email habits and tell you the best time to send an email.
By using AI to send your emails at the right time, you can increase the chances of getting a response and closing the deal.
6. Using AI to write better emails
Email is a salesperson’s best friend. It’s the most direct way to get in touch with a prospect, and it’s the most common way to follow up with someone after an initial meeting or phone call.
But writing good sales emails is hard. You have to be engaging, informative, and persuasive, all in just a few short paragraphs. And you have to do it over and over again, for every prospect you want to reach.
That’s where AI comes in. AI email writing prompts or even dedicated AI tools like Crystal and Conversica can help you write better sales emails by analyzing your prospects’ personalities and communication styles, and then generating personalized email copy that’s tailored to each individual.
This can help you save time, improve your response rates, and build stronger relationships with your prospects.
7. Using AI to qualify leads
Lead qualification is the process of determining how likely a lead is to become a customer. This is one of the most important aspects of the sales process, and it’s also one of the most time-consuming.
AI can help sales reps quickly and accurately qualify leads by analyzing data from a variety of sources. This can include everything from a lead’s past interactions with your company to their social media activity.
By using AI to qualify leads, sales reps can focus their time and energy on the leads that are most likely to convert, increasing their chances of success.
8. Using AI to predict customer behavior
One of the most common ways sales teams use AI is to predict customer behavior. AI can analyze customer data to help sales teams understand which leads are most likely to convert.
This can help sales teams prioritize their time, and focus on the leads that are most likely to close, rather than wasting time on leads that are unlikely to convert.
9. Using AI to set sales goals
Artificial intelligence can help sales teams set realistic sales goals. AI can analyze sales data to help sales managers set quotas for their teams.
The data can also help sales managers see what is possible, so they can set stretch goals for their teams. Using AI to set sales goals can help sales teams stay motivated and focused on what is possible.
10. Using AI to uncover buyer objections
The AI tools of today are not only capable of forecasting which prospects are more likely to buy, but they can also predict which objections they are more likely to have.
By analyzing data from past interactions, AI can uncover the most common objections that come up during the sales process and predict which ones are most likely to surface with your prospects.
From there, you can use that information to prepare your responses ahead of time and proactively address their concerns, rather than being caught off guard and scrambling to come up with a response on the spot.
Conclusion
AI sales tools can help you close more deals and take your business to the next level. Use the practices and tools above to boost your sales team’s productivity and performance.
