Damian, the SVP of Professional Services at BairesDev, is responsible for overseeing customer relations and ensuring the smooth operations of the company. As a software development company, BairesDev has witnessed the increasing use of AI by companies to boost productivity in various ways, such as summarizing legal transcripts, tracking biodata, and running chatbots. AI has been particularly beneficial in enhancing lead generation and conversions for clients, showcasing the potential of AI in sales.
According to research by HubSpot, 68% of sales professionals anticipate that most of their software will have AI capabilities by 2024. While salespeople are incorporating AI tools even without comprehensive training, the establishment of best practices is expected to make AI-powered tools standard in the industry. Instead of fearing that AI might replace sales jobs, the key to profiting from AI lies in providing the necessary training to maximize its potential in sales.
AI offers solutions to common turnoffs for prospects, such as receiving irrelevant service offers, generic pitches, and impersonal interactions with sales representatives. By employing AI tools, companies can boost conversion rates throughout their sales funnel. Some examples of AI tools that can help improve lead generation, personalize sales pitches, and optimize client discovery calls are discussed to showcase their benefits in enhancing sales processes.
One effective use of AI in sales is to find qualifying leads by leveraging the team’s LinkedIn network or implementing an AI-driven referral program that scans LinkedIn for connections from relevant companies. Additionally, chatbots can be used to enhance lead generation by suggesting tailored content based on queries, improving the overall user experience and saving time for both clients and sales teams.
It is important to strike a balance when using AI in sales processes to avoid over-automation. Chatbots should be discreet, optional, and seamlessly integrated to provide value to users without becoming intrusive. Sales pitches should be tailored, specific, and backed by evidence, utilizing generative AI to search through internal documentation for relevant success stories and value propositions.
Finally, optimizing discovery calls with prospective clients is crucial for converting leads into customers. AI tools can analyze video calls to provide insights on factors like speaking time, small talk percentage, questions asked, and next steps, helping sales reps guide more effective discussions. Ultimately, AI can be a valuable tool in improving sales processes and client acquisition, provided that it is used strategically and in conjunction with human expertise and communication skills.
