AI in sales: best practices

Scott Anschuetz emphasizes that while AI can lead to generic insights if overused, it can be highly effective when applied correctly in sales. Here are two actionable ways to leverage AI:

1. Research & outreach: Use AI to gather insights on industry trends and specific company challenges. By integrating details from the target company's website and the prospect's LinkedIn profile, you can tailor your messages to be more relevant and stand out, increasing the likelihood of a response.

   For example, Vikram Ekambaram's LinkedIn article on account planning with AI demonstrates how to effectively incorporate AI into your strategy.

2. Customer success & renewals: Track changes in a customer’s situation over time using AI. By analyzing company websites and key players’ LinkedIn profiles, AI can help identify new problems to solve or upsell opportunities. This proactive approach strengthens relationships and drives additional revenue.

Simplify your pitch to top executives

Mark Kosoglow highlights common mistakes sales professionals make when engaging with C-level executives. He emphasizes the importance of keeping communications concise and relevant and share specific ChatGPT prompts.

Here are his tips:

• Executives prefer concise information: Avoid paragraphs and bullet points in emails. Executives don't read lengthy emails, so keep it brief and to the point.

• Avoid unnecessary education: Don't explain what executives already know about their industry or job. This can turn them off and lead to your message being ignored.

• Summarize lengthy content: Instead of sending long case studies or articles, provide a concise summary that provokes action.

• Eliminate fluff: Remove casual language and unnecessary pleasantries from your communications. Be direct and professional.

• Focus on key content: If you must send a presentation, highlight specific slides rather than attaching the entire deck.

• Summarize call recordings: Instead of sending full call recordings, provide a brief summary of key points discussed.

How AI can boost your sales game

Angela Strange from Andreessen Horowitz, discusses how AI is reshaping sales in her article "The AI Future Is Already Here, It’s Just Not Productized Yet.":

How AI can boost your sales game

• AI agents: These tools automate repetitive tasks like lead qualification and data entry. This allows you to focus on building relationships and closing deals instead of getting bogged down by routine work.

• Vertical AI solutions: These are industry-specific tools that streamline processes such as CRM management. They enhance efficiency, enabling you to concentrate on strategic selling and making informed decisions.

• Horizontal AI tools: These tools handle administrative tasks like drafting emails and taking meeting notes. They free up time for you to engage more with clients and focus on developing sales strategies.

What to expect

• Increased efficiency: AI significantly boosts productivity, allowing you to do more with less effort. This means more time for face-to-face interactions and strategic planning.

• Scalability: AI helps scale sales operations efficiently, adapting to changes in demand without needing to hire more staff. This is crucial for responding to market dynamics and seasonal variations.

• Competitive edge: By using AI tools, you can stay ahead of competitors who rely on traditional methods. AI offers smarter and faster ways to manage sales processes and improve customer interactions.

In summary, AI automates mundane tasks and enhances productivity, letting you focus on what you do best: selling.