What Sales Teams Need to Know About Using AI

Ever noticed that Amazon and Netflix seem to know exactly what you're in the mood to buy or watch? 

Using Artificial intelligence, companies are getting intuitive insights into what their customers want. 

The sales industry isn’t left out either. Over half of high-performing sales organizations are already using AI, even though only 37% of all sales organizations use it.

But let's be real - using AI for sales isn't as simple as it sounds. You may have questions popping up like will AI replace me? Can AI really power my sales process and help me cut down time?  

Whatever the case may be, I’ll cover what you need to know about using AI for sales and how the technology can keep you ahead of the competition. 

AI and Sales

AI for sales is a tech-driven approach that leverages artificial intelligence (AI) to optimize sales processes and achieve better outcomes. 

To make this happen, sophisticated software tools, equipped with machine learning algorithms and powerful data processing capabilities come into play. 

You can use AI for multiple roles, including generating leads and managing customer relationships to forecast and automate your sales process. But as tech gradually gains traction among sales teams, there’s the question on everyone’s lips —will AI-driven systems replace humans?

Will AI Replace Salespeople?

If someone had told you about the massive adoption of AI years back, you may have waved it off as a sci-fiction. 2022 came and it took the world by surprise. 

Back to the question, when it comes to salespeople, it’s unlikely that AI will replace them.

One reason for this is that AI lacks emotional intelligence, empathy, and the human connection people need. According to Accenture, 83% of US customers prefer human interaction in sales. Undoubtedly, it could help with automating some tasks, but nobody wants to speak to a robot before making an important buying decision. 

Moreover, sales processes sometimes are complex. You to understand customer preferences and behaviors. While AI can analyze data and identify patterns, it does fully understand human psychology to make accurate decisions. 

Nevertheless, AI is still a valuable tool. By giving data-driven insights, you can find potential leads, tailor pitches, and improve your sales performance. This allows you to free up time to focus on important aspects like relationship-building with customers.

Why Should You Embrace AI?

Sales!!! That’s the big picture. Here are a couple of ways AI can help you smash your goals: 

1. Personalization

As a rule, people buy from those they like and trust. In fact, 80% of customers are more likely to buy from a brand that gives personalized experiences.

By leveraging the power of customer data, AI can help you create targeted messages and product recommendations that resonate with your audience. 

Imagine being able to personalize your approach without spending hours researching each prospect. With AI you get to save time and leave an impression that may translate into profit. 

2. Predictive Analysis

Why reinvent the wheel when you can learn from experience and replicate it? 

This is another area AI is killing it. It helps analyze historical data and find patterns to make accurate predictions about future sales opportunities. 

Companies using predictive analytics are already seeing a 6% increase in sales productivity and higher close rates. Ultimately, it can help your sales process become more efficient. 

3. Lead scoring and qualification

AI can be a game-changer in recognizing the most promising leads more quickly and accurately.  

By analyzing data from website activity, social media interactions, email responses, etc.  AI can help you build a full profile of each lead and assign a score that shows their engagement and potential interest in your product or service.

This means you get to know the leads that are more likely to convert and save time both time and resources by focusing on quality needs to drive conversions.

4. Customer Service

How many websites have you visited recently?

Chatbots and virtual assistants are becoming quite popular in sales. Genesys survey shows that 57% of customers would rather chat with a chatbot than call customer service. 

By using AI-powered chatbots, you can automate routine tasks like answering common customer questions and scheduling appointments. This would help you free up valuable time to focus on high-priority asks.  

5. Automation 

I’m a sucker for automation because it’s a smarter way to achieve better results. If you’re like me, you’ll understand that in this day and age, you don’t have to fuss with tasks like lead nurturing, data entry, and follow-ups.

Important tasks are ahead, and it only makes sense to allow AI help. Companies embracing sales automation are already seeing an increase in sales productivity and a reduction in marketing overhead costs. You don’t want to be left out. 

Challenges with using AI

Like everything else in life, AI is not perfect and has its flaws. Knowing these flaws now can help you anticipate potential problems and prepare to handle them effectively.

Here are some common ones:

1. Data privacy and security

When businesses collect data on their customers, it is their responsibility to keep it safe and secure. But with the rise of AI in sales, there's a tendency that this data could be compromised. People are concerned for their safety. In fact, research by International Association of Privacy Professionals found that consumers are concerned about the privacy of their data when interacting with AI.

2. Integration with existing systems

I have observed that some businesses find it hard to adapt to new technologies, especially when its older systems that aren't compatible with the latest AI tech. I've this seen this play out in legacy systems and it's definitely not a walk in the park. 

3. Cost and implementation

Since AI still needs human control, it can be an extra expense. Moreover, some AI tools are expensive and you have to consider the ROI before investing. If you have the financial resources and it works for you, fine. But if not, you may want to rethink the cost of implementation. 

4. User Adoption and Acceptance

Old friends who are used to the traditional sales method may not find it easy. And if you work with a team, you may face some resistance from teammates. However, the case may be, you need to exercise. With time everyone will get on board. 

How to get started with AI for sales

Still rethinking twice about why you should use AI for sales, here are some mind-bugging stats to feed your eyes:

• Salesforce reports that High-performing sales reps are 1.9x times more likely to use AI in their sales process.
• By 2026, AI will drive one in ten customer interactions—Gartner.
• 76% of sales reps believe AI is important to their success in the coming years —Accenture.

It's pretty obvious that sleeping on AI isn't a smart move. And if you’re going to get started with AI, here’s how to get moving: 

1. Identify your goals

What do you want to achieve with AI? 

Do you want to automate tasks, improve forecasting, or personalize your messaging? Knowing your goals is the number step to choosing the right tools and solutions.

2. Gather and organize your data 

AI relies on data, so make sure you have a clean, and organized dataset to work with. This may involve integrating data from multiple sources or cleaning up existing data.

3. Choose your tools 

There are many AI tools and solutions available for sales, including chatbots, predictive analytics, and natural language processing. Research various options and go for one that aligns with your sales goals.

4. Implement and test 

Once you've chosen your tools, it's time to implement and test for effectiveness. This would involve some trial and error, which is fine. After all nobody is perfect. Track your results and adjust your approach as go on.

Remember, AI is not a magic pill that will solve all your sales problems. It's a tool that can help you work smarter and more efficiently with the right approach.

Take your sales game to the next level

In today’s world, AI is a great helper. Think about it, you enjoy more efficiency, personalized customer experiences, and better data analytics which equals more sales.

But don't get it twisted, AI is not here to replace humans. It's here to make our lives easier and better. At the end of the day, the key is to find the perfect balance between AI and human interaction. With the right mindset and tools, the sky's your limit for sales growth and customer satisfaction.