More effective but less human?

According to Gartner, artificial intelligence (AI) should be completed 60 % of sales tasks by 2028.. However, sales forces are still fighting to recognize how AI will improve their decisions and practices. At the moment, sellers have various digital applications based on answers to AI for specific applications. For example, there are AI tools to collect information about potential customers. Others allow you to create a list of contacts that can then be used in the context of the E -Mail Consciousness Campaign. Tools such as Lavender lend a hand write e -mile, and when related to software such as crystal can even adapt the ton E -Mail to the type of personality of a targeted perspective.

However, their daily utilize with sales forces remains narrow. This is especially due to the difficulties in choosing Good complementary tools for the company’s sales process.

In our latest article published in a reference university review, sales dedicated to sales, Journal of Personal Sale and Sales ManagementWe conducted interviews with 18 managers and sales specialists through qualitative interviews and studied reflections of experts from around the world about the utilize of artificial intelligence in sales. Then we developed a practical guide to understand how you can utilize AI with everyone Stepper step. This allowed us to identify the possibilities and challenges that AI represents for sellers, sales managers, commercial organization and even the customer.

Returning to the basic business?

Is in the phase Commercial research and information research In clients whose artificial intelligence is most often used. AI optimizes the generation of “potential customers” by building customer profiles to personalized and based on various data. After identifying AI profiles Cooperation with sellers. A concrete example is the GONG service, which notes and evaluates perspectives. This application of AI contributes to the limitation of the seller’s subjectivity by focusing on actual data.

After qualifying potential clients, generative artificial intelligence can produce a personalized E -Mail to meet the needs of customers as close as possible and raise the chances of a commercial meeting. This has a direct impact on commercial functions. This pre -sale stage is regularly performed by less experienced sellers. Some companies have even decided Restructure your sales forces In the forces of land sales and sedentary sales forces, the latter are often intended for searching for perspectives. With the appearance of artificial intelligence, these activities in the field of information research will take less and less time in the seller’s program.

Facilitated data collection

There are strategies for this Digital marketing AND social networks Who play an significant role in purchasing novel customers in the contexts of the inter -wing (BTOB). Generative artificial intelligence allows you to write articles or publications on blogs on social networks, thus providing a enduring presence for their purposes.

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AI not only enables the collection of customer data above, but also helping sellers during negotiations. Some tools based on artificial intelligence play the role of an assistant, analyzing the words of real time – this is the promise of designers – his feelings and emotions. For example, the promise of the tools such as showpad is to provide real -time information on verbal and no sellers. These tools for conversational analysis can then be used to improve the skills of sellers themselves and lend a hand a manager who does not always have time Coach sellers.

Thanks to the better understanding of the perspective and his needs, AI offers sellers

• Real advice, how to answer reservations;

• Proposals for additional products to offer;

• suggestions regarding the added value to be offered to the client;

• Optimization of the price offer through lively prices.

Better utilize of CRM

With the need to maintain long -term relationships, customer relationship management software (CRM) grow rapidly in France and the world. In 2010, a enormous part of the rejection of these software by sales employees was caused by additional work resulting from manual entering information. However, Ai annoys this difficulty. For example, the MODJO tool proposes a summary and automatically sending information about sales conversation in software for managing relationships with clients.

After commercial exchange, AI may prescribe a conversation and automate the sending of a commercial E -Mail monitoring on the basis of a conversation with the client. This allows sellers to self -esteem and improve their future results.

Ethical challenges

If AI allows both automation Ethical questions. AI is accompanied by data transparency, both for sellers and customers. Commercial, better informed, optimizes the identification and needs of the client and adapts the solution, which is beneficial to the client. On the other hand, the customer has access to more detailed information about the offer, but also in the competition. However, generative AI increases data confidentiality problems and can generate a sense of sensitivity among customers who do not know how this data is used.

AI, by handling repetitive tasks, forces sellers to focus on more complicated tasks. This requires novel commercial skills, such as the ability to analyze data, but also emphasizes the importance of skills specific to people, such as empathy or emotional intelligence. In addition, the amount of information distributed by artificial intelligence for advertising must be narrow to a strict necessity to avoid creating an overload of information that would be the opposite effect of the seller.

Finally, the seller’s perception by the Customer will determine its utilize by the Seller. AI is already powerful enough to present a commercial offer, develop a personalized solution and answer customer questions. However, the relationship of the buyer-salesman remains necessary. The human approach is perceived as more authentic And it allows you to generate greater confidence.