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8 Benefits of AI in Sales

  • Hrithik Saini
  • Nov 30, 2021
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Artificial intelligence (AI) is everywhere, including our homes and mobiles (Alexa & Siri). AI has transformed practically every industry, including sales. AI is rapidly being used by enterprises to achieve a competitive advantage. 


When you open YouTube, you'll notice AI suggestions as to what to watch. If you are looking for a product and it appears unexpectedly on your social media page, that's also AI. 


(Speaking of YouTube, learn how YouTube uses AI?)


Every day, AI influences our purchasing decisions, from the movies we watch to the route our drivers travel to the next thing we shop online.


Businesses that prepare for and welcome the changes coming on by AI will flourish. Those who do not will not. That's all there is to it. But what about those that utilize AI in sales? That's an excellent question! 


Sales have always been a people-to-people activity, but technology such as AI is pushing professional salespeople to reconsider the mix of the customer, marketing, and machine. 


Indeed, automation is already having an impact on commerce, and its influence will only rise in the future. Leaders seeking methods to improve their profit margins could look to AI for help. 


The best part is that you can start planning for such adjustments right now. So, how is AI impacting sales and what are its roles in it? Let’s find out.


AI in Sales

AI is a broad phrase that encompasses a variety of technologies such as machine learning, object tracking, natural language processing, supervised learning, and others. At its foundation, however, all of these innovations assist robots in doing certain complex processes on a level with or better than mankind. 


For example, AI-powered object detection algorithms in self-driving vehicles can detect barriers in the same way that humans do, enabling the machine to seize the wheel. Using AI, your favourite voice assistant, such as Alexa or Siri, hears your speech and answers in like.


While there are several complexities to various forms of AI, all you'll need to know right now is that the term "artificial intelligence" refers to a wide range of advanced technology. Several of these techniques can have a significant influence on your sales career and productivity. 


This is because AI is more than just automation, however, it may incorporate components of automation technologies. Artificial intelligence (AI) tools take things a step further. Large datasets are analysed using these tools.


These discoveries may then be utilised to produce forecasts, suggestions, and judgments. This sort of AI, known as "machine learning," is at the heart of the most outstanding sales skills.


Benefits of AI in Sales and Marketing


Sales are facilitated by AI without the need for a human salesman to be replaced. It improves the sales team's overall effectiveness by delivering curated data and mechanisation tools. It also aids sales representatives in better decision making and prospecting. 

The image is titled "Role of AI technology in boosting sales" and has the following points - 1. Potential Lead Generation2. Error-Free Sales Forecast3. Personalised Customer Care4. Targetted Marketing5. Develop Right Product

Role of AI technology in boosting sales

AI provides unique information and insight, allowing salespeople to focus on what is important most: solving client issues. AI improves lead volume, closure rate, and entire shopping experiences by using various sales processes. Here's an in-depth glimpse at how AI may boost a company's overall sales:


  1. Increases Leads


It takes the opportunity to meet with every bit of information. It also takes time to evaluate leads and follow up with them to create and maintain a commercial connection. When you use AI for sales, the algorithms take over those responsibilities and give quick results. As a result, leads grow because AI enables them to approach particular and targeted leads. 


According to a McKinsey study published in the Harvard Business Review, the sales force that has implemented AI have boosted leads and engagements by around 50%. 


According to the study, AI has taken over the time-consuming responsibilities of connecting with leads, certifying, following up, and maintaining the connection in those firms.



  1. Improves Forecasting Accuracy


Sales managers are frequently faced with the issue of estimating quarterly sales figures. And why shouldn't they? It affects all aspects of performance, payroll, and hiring. 


Furthermore, a single false projection may cause a company's credibility to suffer. AI assists sales managers in more accurately forecasting revenue for the following quarter. This enables the sales team to better plan for forthcoming issues.


(Since we mentioned revenue, check out Revenue Deficit)


In a word, management positions are becoming less analytical while remaining critical. There are several situations in which AI does not fit. Some of the essential areas on which leaders should concentrate their efforts are as follows:


  • Create a positive and thriving workplace culture.


  • Hire salespeople.


  • Develop connections with customers, colleagues, and businesses.


  • Establish values and ethics to assist sales representatives in their responsibilities.



  1. Builds Customer Involvement


A strong business is built on the loyalty and commitment of its consumers. These two characteristics are the bedrock of client relationships. It is difficult for sales representatives to keep consumers interested in the absence of backup information. 


One squandered opportunity increases the economic cost. Additionally, AI in sales can rank and highlight the most probable prospects for the company. It can also offer the information needed to follow up with them. 


According to a study, sales professionals may save up to 40% of their time spent gathering data. As a result, salespeople may focus on prospects with a better possibility of closing and increasing income. 


Chatbots are one example of artificial intelligence in sales. You should be familiar with chatbots that may be found on a company's website. That's AI in action: directing a prospective buyer to the marketing funnel.



  1. Expert Recommendation


Alongside prediction and prioritising, some AI technologies may actively advocate sales activities, even telling sales staff which actions the machine believes make the most impact based on your targets and data analysis


These suggestions might include how to price a sale, who to approach next, or which consumers to target first with upsells or cross-sells. As a consequence, salespeople may free up bandwidth to complete transactions rather than ruminating about what to do next, thanks to focused advice on what activities to take.



  1. Makes Pricing less difficult to optimise.


The salespeople can be steered by AI algorithms to the optimal price discount rate for each proposition, allowing them to win the transaction without losing money. 


AI examines particular aspects of previously won and lost sales, such as deal size, alignment with product requirements, number of rivals, client's capacity to spend, region, timing, and influencers. The AI can then provide information on appropriate pricing.



  1. Improves Best practices


AI assists sales firms in delving into the methodologies, techniques, and time management methods of their best salespeople as well as their lower-performing sellers for comparability. 


Then, sales managers may share their thoughts and best practices with the rest of the team. This expertise also assists managers in selecting new team members with similar talents to quota performers.



  1. Simplifies upselling and cross-selling


Marketing to your current client base boosts your sales rate and product sales. Cross-selling and up-selling are effective because they are cost-effective strategies to increase top-line income. 


The problem is determining who to sell to. You may either spend a lot of money marketing to people who don't purchase or use AI in B2B sales to classify clients who will accept an upgrade (upsell) or are likely to purchase a certain product from you (cross-sell). 


(Speaking of B2B, you can also take a look at our blog on B2B Marketing)


You will gain vital insights on clients who are willing to sign up for more or superior services/products this way. Finally, you will see a decrease in marketing expenditures and an increase in sales income.



  1. Management is less analytical yet continues to be vital


As artificial intelligence becomes more capable of gathering and analysing performance data, recommending solutions, and making daily data-driven choices, sales managers' jobs will evolve. But the point to admit is that the sales leaders will always play essential functions that AI cannot. Leaders will continue to:


  • Develop a work environment
  • Cultivate ties with coworkers and customers
  • Hire salespeople who are a good match, and serve as morality and ethics guideposts for salespeople and the marketing program.


Future of AI in Sales


AI in sales refers to the application of current technology to assist robots in doing cognitive tasks in the same way as people do, if not more effectively. There are several clever AI for sales techniques that have a direct influence on your sales profession.


When you use AI for sales effectively, your performance rises significantly. The approaches used by AI for sales anticipate which leads are also most inclined to buy from you. AI will assist your sales firm in tracking sales success and optimising products and deals depending on market trends.


All of these AI-assisted sales professionals will be able to return to what they do best: selling, which they presently expend just 34% of their energy on, according to Salesforce. 


With so many advantages to AI applications, salespeople should consider how to utilise innovation rather than whether or not to use it. Innovative companies will begin to embrace AI now.

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