Can AI Enhance Sales?

Yes – that’s basically the answer you’ll get when you ask, “Can AI….?”  

But more and more, we are starting to demand a follow-up question: should we?  

Depending on who you ask, you’ll get varying answers. But ultimately, when it comes to AI enhanced sales, it all comes down to moderation. Moreover, it also highly depends on your knowledge of the pros and cons of AI whenever you go about adopting it.  

Having spent my career as both a business leader and a sales training specialist, I’ve needed to adapt and evolve in order to keep up with trends and our ever-changing world. AI is a bigger and altogether different ball game, and it’s forced me to focus on what’s replaceable and what’s irreplaceable in the sales process.  

After some exploration and experimentation, here’s what I’ve discovered:  

AI Enhanced Sales Processes 

I found that AI enhanced sales tools can free up valuable time, allowing me more time to focus on what I do best: building and nurturing relationships with prospects. And it can make building those connections easier and more personalised. 

Here are some areas of the sales process that AI can streamline: 

• Automating administrative tasks: If you’re like me, then you know how annoying it is to have to set time for an ‘admin day’. Through AI, I can now automate time-consuming administrative tasks like data entry, lead prioritisation, and email follow-ups.  
• Enhanced lead qualification: AI algorithms can analyse vast amounts of data to identify the most promising leads. By considering factors such as demographics, behaviour patterns, and engagement levels, AI can help sales teams prioritise their efforts and focus on the prospects most likely to convert.  
• Personalised experiences: At the same time, AI can also use that same customer to provide valuable insights into individual preferences and needs. Sales teams can use this information to tailor their approach, offer relevant solutions, and build stronger connections with prospects. 

Current AI Sales Tools

The thing with the AI fad is that the amount of AI enhanced sales tools is endless. Even I found it challenging to sort through the best from the worst.  

Here are a couple of notable ones that are worth a try: 

• Salesforce Einstein: AI-powered CRM tool that helps automate tasks, prioritise leads, and gain valuable insights from customer data. 
• Conversica: An AI-powered conversational assistant that engages with leads through personalised email and SMS conversations. 
• Gong: This platform analyses sales calls, emails, and other customer interactions to provide insights and recommendations for improving sales performance. 
• People.ai: This tool uses AI to capture and analyse sales activity data from various sources, providing insights into sales rep performance, pipeline health, and forecasting. 
• Drift: A conversational marketing and sales platform that uses AI-powered chatbots to engage with website visitors in real time, qualify leads, and book meetings. 

The Dangers of Over-Reliance on AI

While AI can help you throughout various stages of the sales process – it’s essential not to lose sight of the importance of human interaction.  

Sales, at its core, is about building trust and fostering relationships. Over-reliance on AI for client-facing activities can lead to a lack of personal connection and empathy, which are crucial elements in successful sales. 

AI algorithms are also only as good as the data they are trained on, and biases can creep into the system if not carefully monitored. Additionally, AI may struggle with nuanced situations or complex decision-making that requires human judgment and emotional intelligence. 

Finding the Right Balance

AI-enhanced sales is really more than just a yes or no question. It’s about figuring out if it’s the right fit for you and your team.  

From my days juggling roles in business leadership and sales training, I’ve learned it’s not just about keeping up with the latest tech but also about keeping it real.  

Sure, AI enhanced sales is a game changer, but it’s all about finding that sweet spot where technology meets human touch. We can let AI handle the grunt work, crunch numbers, and even help us understand our customers better. But at the end of the day, it’s those real, laugh-out-loud moments and heartfelt conversations that seal the deal. 

And if you’re looking to really nail down sealing those deals, make sure to check out the Attac90 sales training programme. It’s designed to help you systemise your sales process, pinpoint the clients you’re after, get in front of them, and turn those conversations into real profit for your business.  

With the right training and tools, like Attac90, here’s to making the most of what AI has to offer without losing the essence of what it means to connect and sell with heart. 

Sharn Piper – CEO
M: +64 27 733 4333
E: sharn@weareattain.com

Having successfully led numerous sales teams, built multiple successful businesses I know what it takes to create a sales process that is robust, repeatable and produces consistent results when applied in a consistent way.