Usually, for these types of questions, “Google is your friend”, but googling “AI for Sales” will return a long list of promises from technology Vendors: More Leads, Stronger Relationships, More time with Customers, Closing Deals Faster, Lowering Cost, Optimized Prices. You name it, they claim it. But apart from a lack of substance and proof for most of these claims, it is focused on the generated value and does not clarify where AI can help sales.
I like simple, and in that context, I have created a simple classification. Once understood, it is easy to identify new applications where AI can help Sales.
All AI for Sales Solutions I have seen so far take one of the three roles below:
1. Sales Assistants
These typically address repetitive or labor-intensive tasks that can easily be ‘handed-over’ to an assistant. Think of gathering background data on Leads and Prospects or doing a first qualification on incoming leads.
2. Sales Coaches
The role of sales coach is more powerful and a step up from the assistant role. It will ‘coach’ sales on what to do next or which activities require special attention, e.g. an Opportunity, a Customer, an Order et cetera.
3. Sales Experts
This type of AI will outsmart any human Sales Rep by combining internal and external historical big data sets with intelligence. For example: directly identify new Sales Opportunities by combining market databases that readily available in the market.
Getting Started: your first AI Project
So you want to get started with a first project? Start with a simple* Sales Assistant AI, as the complexity of a Coach or Expert might be a stretch for a first project. Which practical application do you see in your Sales organization? Qualifying Leads? Or generating smart preparations for Customer Visits?
If you need help developing practical ideas to get started, feel free to ping me for an inspiring brainstorm!
*How do you keep it simple? I will illustrate a simple AI maturity model in a next blogpost to provide further guidance; keep an eye on our blog!