Sales AI is the highly talked about digital tools that offer several types of solutions to help at every stage of the sales process—here's what to know in this year of AI. As your business considers adopting AI for sales, remember that intelligent market monitors that create dynamic digital sales playbooks can be the missing link to fuel efficient growth.
What's inside this article:
- Sales AI Are the Digital Tools That Help
- Know the Different Types of Sales AI Tools
- AI for Sales Helps at Every Stage of the Sales Process
- Answering Top AI Questions
- Intelligent Market Monitors Are 2020's Tool
Sales AI Are the Digital Tools That Help
Much has been written about artificial intelligence being both a thing of science fiction and a 21st-century reality. Research papers, opinion pieces, and apocalyptic short stories have shaped what we think about AI. Specifically looking at its implications in sales, what's fact and what's fiction? We know this much is true—AI for sales is the digital tools powered by artificial intelligence that have the potential to transform the sales process.
AI Has an Immense Value
The hype for AI has been around for years and it doesn't seem to be slowing down. McKinsey sees up to $2.6 trillion in potential value unlocked by AI applications in marketing and sales. Research like this is only encouraging more AI adoption in all sectors.
Look Out for Sales Process Mining
A new and promising software category called Sales Process Mining is taking advantage of AI technology to assist the sales process. Intelligent market monitors created in this category are alerting salespeople of hidden revenue opportunities that would otherwise be missed. This new kind of software combines the powers of CRM sales applications and intelligent automation. It's developments like this that show the current and future potential of AI for sales.
Process Mining Delivers Data-Driven Results
Process mining is a less-discussed concept compared to AI, but it is still worth mentioning while on the topic. It is a process analysis method that captures relevant information and delivers detailed performance indicators so that organizations get data-driven suggestions for improvement. Applications of process mining have the power to reconstruct the sales process so that sales teams are optimized in their work and given all the tools needed to make well-informed decisions.
Use Evidence-Based Applications
Just as with AI, the beginning of process mining is rooted in academic exploration. Before any real-life applications were possible, researchers like Wil van der Alst have been formulating what it means to realize process mining's potential. Research papers have explored process mining as it applies to sales and now sales process mining software is becoming popular solutions for businesses looking to maximize their CRM investment.
Know the Different Types of Sales AI Tools
Of everything to know about AI for sales in 2020, it helps to be up to date on the types of tools currently available. Broadly, these tools can be divided into two categories—tools for task management and tools for data processing. Each of these tools offer different benefits at key stages of the sales process. Most sales AI tools easily integrate into CRMs so learning about what they are is the first step to adopting them into the sales process.
Manage Time-Consuming Tasks With Ease
The first type of sales AI tool that any business should consider is task management tools that can save hours a week for sales teams. Automated scheduling and document management are examples of this type of basic AI for sales. These sales AI tools take over time-consuming duties that steal energy from salespeople who could otherwise be meaningfully interacting with clients. Realize the full potential of this type of sales AI and your business is a step closer to total optimization of the sales process.
Don't Forget About Sales Automation
As we mention sales automation, it's worth exploring a bit more. In terms of sales AI, think of automation as the basic version that can accomplish the tasks that are significant enough that they have to be done, but ultimately are time-consuming. Tasks like scheduling meetings or data input are essential for a running business, but don't necessarily contribute to salespeople creating positive client relationships. For more information on this kind of automation, check out The Ultimate Guide to Sales Automation.