Looking at things from a new perspective for me it is always like spreading wings and discovering uncharted territories.
Although we’re well-acquainted with the concepts of sales automation and AI, let’s embark on a journey to explore a fresh vision together—a vision that delves deeper into the capabilities of AI for sales, that will reveal new uncharted territories of what can be achieved with AI and sales automation.
What are Sales AI and Sales automation?
Sales Automation:
Sales automation, in its simplest way, is the use of technology to independently execute tasks, freeing up the sales team to focus on more critical matters.
Now, let’s reimagine sales automation as an infinite active force of execution.
AI Sales:
AI grants computers the ability to be smart.
AI in sales analyzes data to unveil valuable insights, acting as a savvy assistant to streamline and enhance the sales process.
In our new vision, AI becomes a thinking force that navigates data, drawing conclusions for optimal results.
The Role of AI in Sales Automation
AI serves as the thinking power behind the scenes, enabling us to harness its strength to understand from the data what is the best course of action for optimal results.
Benefits of Sales Automation
It’s the power to perform countless tasks without fatigue or frustration.
Let’s face it, AI doesn’t need a day off and we really don’t want to do those tasks 🙂
Benefits of AI in Sales Automation
This is like Pinky and the Brain, achieves what humans alone could never accomplish—efficiently navigating vast amounts of data to provide valuable insights.
Sending automation to act upon it 🙂 brain and action !
AI in Sales Automation: The New Vision
When AI and automation unite as a cohesive force, new possibilities emerge.
It’s not just about automating tasks we dislike but could be introducing a multitude of new tasks where automation seamlessly takes the lead.
It’s seen beyond what exists today and thinking how it could be done in a more efficient productive way.
It’s coming up with the help of AI for new ways of doing things.
Our Role as Humans to Support This Vision
In our quest to unleash the full potential of AI in sales automation, envision a partnership where human ingenuity meets the unparalleled analytical capabilities of AI.
Picture harnessing an unlimited force capable of tirelessly analyzing data and taking meaningful actions—this is the extraordinary power of AI in sales automation.
Our role in this dynamic partnership is pivotal. To amplify the capabilities of AI, we must provide it with more than just data; we must offer strategic and practical information.
How do we achieve this?
By enhancing customer engagements through moving away from structured conversations, allowing customers the freedom to shape the dialogue based on their preferences..
In essence, our responsibility is to create an environment where customers can freely express themselves, unbound by pre-structured conversations.
This approach not only elevates customer interactions but also provides AI with a higher viewpoint on customer needs. It’s a symbiotic relationship where human intuition and technology converge to create a transformative force in the realm of sales automation, contributing to an outstanding customer experience.
Higher Viewpoint of Customer Engagement
Transitioning from specific questions to focusing on asking about “customer value”, buying criteria, pain point and so on… unlocks the golden ticket. Understanding and acknowledging the evolving preferences of each customer allows for genuine and lasting partnerships.
Limitations of AI in Sales Automation Today
The true limitation lies in our vision when implementing AI.
Designing implementation based on a broader vision ensures we utilize AI’s capabilities to their full potential.
Simply seeing it beyond productivity and efficncy.
Challenge of AI in Sales Automation Today:
The challenge lies in defining the wider vision. It’s about exploring new territories, embracing innovation, and collaborating to redefine the boundaries of what’s achievable.
I know there is a gap there and the challenge is getting information and help to see beyond it.
Lets device to a few examples on how do we evaluate the level of information feeding some of the most popular tools used today:
Gong
Gong positions itself as the Gong Reality Platform™, unlocking insights from customer conversations for revenue teams. Elevating the information level coming to Gong is about engaging customers in higher levels of conversation.
In Gong, we achieve this by using terms like pain points, customer value, and buying criteria.
The key is to grant our customers the freedom to express themselves without interference, allowing them to lead the conversation on how these terms relate to our product or services. This approach empowers users to derive conversations and share what’s essential to them.
Gong’s strength lies in its ability to easily make sense of this data and take actionable steps based on the insights gained.
6sense
As a leading provider of account-based marketing (ABM) solutions, 6sense excels in leveraging predictive analytics and intent data for B2B marketing.
The platform captures intent data from various sources, enabling personalized engagement and timely action.
Elevating the data from 6sense involves tying online behavior and intent data to a higher value message. This ensures a unique and customer-centric brand voice, using marketing and sales efforts to engage targeted accounts based on their specific needs.
Drift
Drift positions itself as an AI-powered buyer engagement platform that listens, understands, and learns from buyers to create personalized experiences.
Elevating the data in Drift involves the ability to create a higher level of engagement using the tool.
In alignment with what I recommended for Gong implementation, it’s crucial in Drift to use terms like pain points, customer value, and buying criteria but without imposing predefined guidelines. Instead, allow customers the freedom to express what is important to them.
By employing Drift in this manner, we can act on information gathered in previous conversations, initiate the design of a personalized experience, and verify it using AI, our non-human team member, while continuously collecting valuable insights from these interactions.
CRM Implementation – Salesforce to Zoho CRM
When evaluating CRM, the central hub for customer databases, enhancing stored data extends beyond traditional measures.
It involves incorporating personalized information for each customer, aligning with the high-level terms infused into customer engagement through other tools.
The key to elevating the data stored in CRM is to capture the higher intent of customers. This approach goes beyond mere data storage; it helps shape a unique customer journey based on preferences and individual requirements, providing a more tailored and meaningful experience.
My thoughts on Sales Automation and AI
Ever wondered what really defines a job title? It’s not just a label; it’s the story told by the job description.
And here’s the catch—it’s a unique tale for every organization, influencing why we choose one workplace over another.
Now, AI and Automation might not get to choose their workplace, but they do have a parallel.
It’s in how we craft their “job description,” outlining more than just the usual productivity and efficiency.
It’s about envisioning the unique impact an organization can make with these tools.
So, beyond the tech specs, it’s about the possibilities. And to catch those, you need information.
Keep an eye on our blog for insights that go beyond the ordinary, shaping a bigger vision. Stay curious!
Need to clarify things on sales automation and AI? Let’s talk!
