How AI Sales Enablement Streamlines Business Growth in 2021
The marketing team can always generate leads. The challenge is not providing names, it is in qualifying leads. While sales and marketing functions overlap in many areas, the most critical is the lead cycle how to understand, qualify, and track leads. It has been an almost intractable problem.
AI (Artificial Intelligence) can provide insight to help the speed and improve the accuracy of analytics that provide organizations the ability to improve sales by improving analysis of all customer contact points to both identify leads and weigh lead quality. That includes ingesting information from web pages, email campaigns, phone calls, and much more.
What AI sales enablement software providers seek is to use the technology to make life as easy as possible for sales and marketing representatives.
Buyer and sales interaction data are extracted from each engagement and then coupled with insights that inform how content is performing against revenue and business goals, with key insights that then allow marketers, sellers, and enablement to improve seller behavior and content strategy.
By the end of this article, you’ll have a better idea of AI’s sales applications, and where those applications might fit in your own organization.
What is AI Sales Enablement?
Artificial intelligence is an umbrella term that covers several different technologies, like machine learning, computer vision, natural language processing, deep learning, and more. All of these technologies help machines perform specific cognitive tasks as well as or better than humans.
Therefore, Al Sales Enablement is an Al-powered machine learning system applied to marketing or sales that uses data. It can analyze customer and prospect data, predict which prospects are most likely to close, recommend the most important sales actions to take, forecast results, optimize pricing, and much, much more. AI can actually make everything, from ads to analytics to content, more intelligent.
Huge datasets are analyzed using these technologies as they use advanced computer science techniques and superior computational firepower to extract insights from data. These insights can then be used to make predictions, recommendations, and decisions.
Benefits of Al Sales Enablement
AI-Enhanced Enablement drives more successful sales outcomes by scaling coaching, ensuring sales and marketing reps use the most effective content during the sales cycle, and bolstering continuous learning and skills development.
AI ensures sales enablement teams are empowered to equip their sales forces with the latest technologies to stay ahead of the competition and win more deals.
The benefits of using Al sales enablement include:
There are artificial intelligence systems that can predict or forecast future outcomes based on historical data. AI Sales Enablement systems can make the following predictions:
- Deals or prospects with the best chance of closing.
- Deals or prospects to target next.
- New customers who may be interested in your products.
The accuracy of those forecasts now depends on the system in use as well as the data quality. However, AI will show you who is most likely to buy in the future if you give it the right inputs in the past and present.
Internally, predictive forecasting will add value to sales teams as many companies use AI for sales forecasting and email marketing.
AI can help sales managers predict their team’s results for the quarter using the same forms of data analysis, so they can take proactive steps based on the figures.
How AI Streamlines Sales Prospecting
AI streamlines sales prospecting by intimately tracking prospects to predict a customer’s intent to buy. AI will generate comprehensive customer profiles or buyer personas based on the parameters you set in your AI-powered sales enablement tool by evaluating a sample of your existing customers, and then help you find other people that fit those personas. An AI platform can analyze more complex qualifiers like personal values, sentiments, ethics, in-groups, and out-groups, in addition to simple data like the prospect’s demographic, location, behavior, habits, and peak activity times.
These signals allow sales reps to follow up and engage more actively with leads that are most likely to convert and drive revenue.
How AI Sales Enablement Technology Recommends Marketing & Sales Activities
Aside from prediction and prioritization, some AI systems deploy marketing automation processes to recommend sales or marketing activities. It can even tell sales teams which actions the system believes make the most sense based on the priorities and data insights or trigger a specific email campaign based on prior brand engagement.
These recommendations may include things like how to market a deal, who to target next, and which customers to upsell or cross-sell to first.
As a result, salespeople will focus on closing transactions rather than debating what to do next, thanks to targeted advice on what steps to take.
How AI Empowers Prioritization and Personalization Across The Customer’s Buying Journey
Artificial intelligence will look at vast datasets from a variety of sources objectively and tell you which leads you can prioritize based on the AI’s scores.
AI empowers sales leaders with insights that they can use to have a more meaningful conversation with their customers thereby, delivering Engaging Content.
Top AI sales enablement solutions, therefore, will give sales professionals more time to be effective in the field, making more of the right calls and having face-to-face conversations, while spending less time on rote tasks that machines do better or faster.
Sales software will enable us to analyze equally large data reams and uncover buying patterns that may help salespeople out in the field.
The sales enablement platform offers an intuitive UI that can be fully personalized to your brand.
How AI Sales Enablement Enhances Sales & Marketing Team Productivity
Sales enablement technology will help your sales company keep track of sales performance and optimize the prices of products and deals according to market trends.
AI can assist you with everything from controlling your schedule to arranging meetings to evaluating a sales pipeline by either automating these tasks for you or making them significantly simpler by making decisions based on your previous historic results.
This use case is very similar to how some consumer calendar and productivity apps work, recommending recurring events or to-dos dynamically, thanks to AI sales solutions.
AI-enhanced sales enablement enables sales teams to easily generate personalized communications at scale and accelerate sales productivity by prioritizing high-impact actions and improving overall customer engagement. The more insight a sales representative has, the more empowered he or she will be to judge taste and timing.
Sales Technologies Sales teams that adopt AI stand to gain many benefits, just keep a few dos and don’ts in mind when you’re implementing high-tech solutions.
How Will AI Sales Enablement Enhance the Future of Sales and Marketing?
This game-changing technology will provide Sales managers with a real-time view of success as well as actionable AI recommendations to help them build pipelines and close deals. According to InsideSales.com CEO Dave Elkington, “We’re constantly raising the bar on what the future of sales success looks like as we want artificial intelligence teams to be able to see how they’re performing in real-time relative to other businesses in their industry and how AI is enhancing their sales efforts.”
Sales Enablement in the Experience Economy: Seismic is the industry leader in sales and marketing enablement, providing global sales teams with the expertise, messaging, and automatically personalized content proven to be the most powerful for any buyer interaction.
How AI Sales Enablement Can Assist With Future Business Growth
The challenge for any business looking to drive ROI through an enhanced sales tech stack will lie in identifying the true disruptors from companies who may be simply moving the sales workflow from one CRM to another.
As your sales organization continues its digital evolution, it’s important to build on a customer relationship management platform that can support this growth, meeting you where you are and accelerating the path forward.
Sales jobs that only require basic functional knowledge of the product, basic problem-solving skills, or basic written or verbal communication will likely be replaced by AI in the next decade or so.
The result will be cutting the cost of running these activities since AI tools for sales are doing a challenging job for you.
Our point is if we are to truly unlock AI sales enablement we must drastically improve the user experience by eliminating access barriers to information.
Leverage AI to advance your sales and marketing capabilities to streamline your abilities to more effectively attract new prospects while converting them more effectively to clients. Reach out to Prime Marketing Experts for help to use these technologies and strategies to better unify your sales and marketing processes.