How to use AI in our Sales Motions?

Unleashing the Power of Automation with AI + our Human Touch

Everywhere we turn, we are surrounded by the exciting - and some may argue daunting - world of Artificial Intelligence (AI). In this newsletter, I break down how we can leverage it to enhance our sales motions.

Full transparency, this is my first-time using AI to write - I asked Chat GPT to write this article. I am using 65% of its original form. I suggest using AI as a starting point and adding the human element to further personalize, tweak and ensure it resonates, has emotion, and sounds like your perspective and voice.

As a seasoned sales trainer, I have witnessed firsthand the transformative impact AI can have on sales teams. When we embrace technology, we can improve efficiency, productivity and sales performance. Let’s review some of the advantages of incorporating AI into our sales processes.

1. Enhanced Lead Generation:

Gone are the days of manual lead-generation methods that required countless hours of research and follow-ups. With intelligent algorithms, AI can analyze vast amounts of data to identify potential leads based on specific criteria, demographics, and behaviours. Although this initial scraping of the data saves time, we must still ensure the data is accurate and that the personas are within our ICP, otherwise our net is too wide. This saves time and allows your team to focus their energy on engaging with high-quality leads.

2. Personalized Sales Interactions:

AI provides the ability to support personalized sales interactions at scale. Through advanced algorithms and machine learning, sales teams can gather and analyze customer data to gain insights into their preferences, behaviours, and pain points. This step is critical and allows for personalization in our outreach. 56% of deals are lost due to indecisiveness. Buyers can not see the difference between 2 vendors. This concentrated effort in personalization will help erode the 56%, making us memorable.

With this knowledge, sales leaders can support this learning by taking the data that AI generates and creating scenarios to put into practice. Roll playing our customer conversations. Key considerations include ensuring our delivery is personalized, ensuring that tonality and pausing are in check, and that the customer is at the center.

Bonus to record this and look for spoken and unspoken cues from both yourself as well as your prospect. Are you missing nuances? Hesitations?Being aware of these considerations allow you to get in front of them in future calls.Practicing with your team builds confidence and ensures a consistent and personalized experience throughout the sales journey. Role play and practice are critical to the success of your team.

3. Intelligent Sales Assistance:

Imagine having a virtual sales assistant available 24/7, ready to provide real-time insights and guidance. AI-powered sales assistants can analyze customer interactions, identify patterns, and offer sales professionals personalized recommendations to optimize their approach. These assistants can also provide real-time coaching. For example: Gong, Wingman etc. helping sales representatives improve their pitch delivery, objection handling, and negotiation skills.

Incorporating AI into your sales motions is no longer a luxury, but a necessity in the current competitive business landscape. The benefits of AI in sales are vast, ranging from enhanced lead generation, personalized interactions, and intelligent Sales Assistance. Once we embrace this transformative technology combined with our human touch we can lean down our processes to increase efficiencies and productivity leading to greater success.

If you are interested in leveraging AI for some of your sales motions but don’t know where to start, please reach out to us.I have been doing webinars for companies using AI with LinkedIn Sales Nav + Chat GPT + automating sequences in various CRMs. Use this same method to produce a cadence that works for you.

Reach out if you are interested in learning more!

About Karen Kelly

For 20 years Karen has been specializing in the art and science of sales and communication her passion and experience are helping technical sales professionals become more confident and to disrupt with value.

Her dedication to developing and delivering customized sales training programs provide her audience practical, relevant tools  that can be used immediately to break down the barriers in a competitive landscape and separate themselves from the noise.

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