Don’t think, just answer: What’s standing between you and President’s Club?
It’s probably not skill.
It’s definitely not the amount of effort you’re putting in.
What’s standing between you and President’s Club — or a sales accelerator, or even just hitting your number — is wasted time inputting data into Salesforce.
Instead, you could be talking to that customer who’s close to signing off on a deal. Or chatting up the prospect who’s so obviously looking to buy they might as well be wearing a T-shirt with “INTENT” written on it.
This is why you need to better understand the true value that artificial intelligence (AI) can bring to the day-to-day life of selling. It’s not a “someday” innovation. It’s a ready-for-prime-time tool. This includes:
1. Activity Capture
Do you want to be sending customers emails and scheduling meetings, or spending hours linking emails, meetings and contact data to accounts and opportunities?
That was a rhetorical question. If anything, you should be looking at an AI-powered dashboard that not only does all the matching for you, but more accurately than you.
2. Contact Role Creation
Hands up if you’ve ever had a manager who wanted to “check in” on who you’ve been talking to lately! The truth is, it’s not always easy to tell them, in part because there can be so many details about each prospect.
This gets worse when you’re expected to help the marketing team do the grunt work of entering and updating contact roles and associating them with opportunities so they can be used in a campaign. For you, it’s about closing the deal, but your coworkers want (and, to be fair, need) to know everyone who was involved in that deal.
AI is better suited to that task because it can run all day, every day. It literally has nothing better to do than the tasks you hate.
3. Contract Enrichment
AI is also like a private investigator that can gather data from hundreds of sources to build upon what’s already in the CRM.
That same AI tool can also clean the data. It can unify the data. It can update the data, even if it’s just making sure you have a contact’s new cell phone number. That means you can start to not only learn more about each contact, but what kind of behaviors they make when they purchase.
The more repeatable these processes become, the more closing you’ll do.
4. Relationship Mapping
You start selling by figuring out who’s who within an account. But then you need to learn who talks to who. Who needs to be consulted, and will give final approval. Of course, this can be a lot different from one company to another.
Instead of trying to draw an org chart that shows the chain of command, AI focuses on the links within the chain — how you need to move the conversation forward so that you get progressively closer to the ultimate “yes.”
Reaching out to someone when the laws say otherwise won’t just cost you a sale. It can mean heavy fines for your employer and a hit on your firm’s reputation.
GDPR was just the beginning. It’s only going to get harder to keep on top of the changing regulatory environment, which is why you should delegate the double-checking to an AI platform that will warn you before mistakes happen.
AI can do a lot, in other words, but you should only care about it because it will allow you to do more of what you’re best at.
Say goodbye to manual. Get your time back. And get on with reaching whatever goals you’ve set for 2020 and beyond.
To learn more about how sales engagement data helps sales teams evolve with the changing tides of B2B sales, download our ebook: Out of the Office but Still in the Game.