It’s a fact: A combination of useful, reliable data and concentrated AI application provides a range of benefits for just about any organization. For starters, it helps GTM teams run faster and more efficiently, boosting not only productivity, but revenue as well.
The best applications for AI in GTM teams lie in a couple of critical areas, including:
Automating key activities increases sales capacity
By tackling tedious tasks — such as the logging of all buyer-seller interactions, for example, or updating contact lists — and quickening their completion, the net impact of AI on a sales team is immediate. Not having to sweat over all that initial data entry gives time back to reps so they can spend more of it engaging with prospects and customers, inevitably leading to more deals closed. KPIs will reveal themselves more readily, leading to enhanced cross- and up-sell motions, and a more profound sales capacity.
Improved CRM data quality creates GTM alignment
Not only does leveraging AI boost your rep’s time with customers, which increases revenue, it also enhances the value of your most expensive technology line item — your CRM. Leaning on AI to automate data capture, augmentation, and maintenance vastly improves CRM data and integrity. There’s no more relying on the team to manually input data, which lends itself to either not being entered at all or is prone to error. Ultimately, that compromises the impact a CRM can have on your organization.
With better CRM data, everyone can be on the same page, literally. As a result, teams are fully aligned, communicate seamlessly, and have leveled expectations.
With the combination of unified data as well as a finally-possible unified GTM team, businesses can confidently glean key insights to move the business forward.
Accumulating meaningful data that outlines the traits and tendencies of top-performing reps, through increased visibility of their engagement with prospects and clients, is a must. In doing so, this cultivates more time for coaching as it pinpoints precisely where managers can concentrate their feedback to maximize rep performance. Playbooks can also be built, laying out a roadmap to success.
With the enhanced productivity, performance and revenue, greater (and wiser) investments in other areas — like ABM campaigns, customer success, international growth, and more — are possible.
With AI carrying the load of data collection, augmentation, and maintenance, a more seamless workflow is in place. Teams who set AI to work for them in this manner will see the benefits immediately and watch their competitive advantage grow.
At this point, it shouldn’t be a matter of “if we offload these tasks to AI,” but “how soon can we?”