Gen is AI is here, and it's not slowing down! The real question is how do you make AI your trusty virtual assistant that boosts productivity, decreases sales admin and increases time selling!
AI tools like ChatGPT, CRM systems with AI capabilities like Salesforce Einstein, and cutting-edge Gen AI-powered sales solutions like LinkedIn Sales Navigator are leading the charge.
Let's cut the hype and see how you can leverage AI as a sales superpower!
The three most popular user cases for AI in sales are:
Whilst some are still figuring out how to use AI, other sellers are well off the mark and reaping the rewards!
1. ChatGPT
Okay, let's start with ChatGPT; you can use it for countless sales activities, from polishing your emails, sharpening your meeting notes, refining your tender copy, whipping up a LinkedIn post or summarising research on a client.
Our top tip is to pay for GPT4; it's worth it!
We also recommend taking some time to learn the right prompts; otherwise, you can expect very generic and underwhelming answers!
ChatGPT will not give you a 100% ready-to-go copy, but it will shortcut 70% of the process in our experience. The best answers are when you put in a detailed and structured brief and learn the right prompts. I'd love to put it more elegantly, but crap in, crap out!
Examples:
Write this in UK English spelling – this will avoid USA spelling
Here is an example of the previous copy – share the previous copy to help with tone.
Be clear on the outcome you would like, e.g. "review this company research and summarise the key points and provide five questions I should ask this client regarding their strategy."
Refine your answers by going back to ChatGPT, e.g. add more humour or make it shorter.
Note: Do not put company-sensitive data in ChatGPT and ensure it fits within your company policy to use it.
2. CRM Systems with AI
Leading CRM platforms, like Salesforce Einstein, use AI to elevate your sales game. AI-driven insights help you make data-informed decisions, identify new opportunities, and forecast customer behaviour accurately. This not only streamlines the sales process but also drives revenue growth. Expect to see more prompts with suggestions and recommendations. The shift towards data-driven sales is coming fast to guide us where we can maximise our opportunity!
3. LinkedIn Sales Navigator
LinkedIn this week has announced new Gen AI features for Sales Navigator, including Account IQ and Relationship Map.
Account IQ will give you a snapshot of the organisation you are prospecting, including a business summary and key challenges. This saves hours of research!
71% of top-performing sellers are more likely to research "all the time" before reaching out to a prospect. The highest performers reach out less than underperformers, but research and personalise. Account IQ gives us sellers instant insights, business overviews, summaries and key challenges, which we can turn into actionable strategies and personalised outreach.
77% of buyers feel sales professionals need to understand their issues, and 78% believe sellers need relevant case studies to share. Using Account IQ will enable us sellers to walk in better prepared and stand out from the crowd! There is a competitive advantage here!
Relationship Map will show you all the stakeholders you need to be aware of and navigate that will influence your decision, and even better, with Team link, you can see who in your organisation is already connected to them!
An average of 11 individual stakeholders are involved in a B2B purchase. The new relationship map features will again save hours of research to ensure that we have the right stakeholder engagement and don't get blindsided.
What's coming?
Buyers and consumers demand more personalised experiences, so expect to see Gen AI help us provide more tailored demos, presentations, content and experiences!
Looking for a speaker for your next conference or sales kick-off to get a head start into the future of sales! Let's grab a virtual coffee here
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