Implementing AI in ways that fit naturally with your business puts your sales teams at a competitive advantage.
Successful sales is and always will be about human interactions, and the building of familiarity, comfort, and trust. But getting to those moments—all the searching and compiling and preparation—can take a lot of drudgery. Ensuring that an entire team of sellers has the time and capacity to strengthen those human relationships can be an enormous feat.
Sales also is and always will be competitive. Catching a change in the tone of a customer’s voice, sensing some enthusiasm for a feature your product offers that others don’t, anticipating a pain point and solving it before it comes up—these are all small advantages that can create big wins. Your competitors know this, too.
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That’s where generative AI changes the game. For sales—and the customer relationship management (CRM) systems or platforms that drive them today—forgoing AI is not an option anymore. Implementing AI in ways that fit naturally with your business puts your sales teams at a competitive advantage. Forrester Research expects businesses that invest in enterprise AI initiatives to boost productivity and creative problem solving by 50 percent this year.1 This expectation is predicated on the involvement, commitment, and understanding of leadership. Without leadership’s involvement in the planning and implementation of AI, organisations face difficulties realising the technology’s potential and their own.
While it’s true that most sellers are deep in digital debt, struggling to sip from a fire hose of data, emails, meetings, and notifications, AI should not be seen as merely a productivity tool. Rather, it’s a driver of growth, an enablement engine that transforms enterprises and primes them for innovation and future evolution. AI accelerates problem-solving by enabling data-driven decision making in real time, with far greater visibility at any moment in time. It also creates opportunities for unprecedented levels of personalisation, creating the understanding among customers that you know them and their challenges.
By now you’ve probably heard about how AI can automate mundane tasks and allow employees to focus on higher level activities. In this blog post, we’ll show you specific use cases where AI can empower the innate skills of sellers to make CRM systems even more powerful and effective sales tools.