AI Sales Tools

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Krishna Vepakomma | 27th April 2024

In the past, AI was only an idea for most people. Today, a large and growing percentage of consumers use this technology every day. They use it at home and at work.

Sales professionals are no exception.

Most revenue organizations recognize this. They see that AI can boost productivity and change how they do business. The report is from our Chief Revenue Officer and Sales Leader Outlook. It says 24% of revenue organizations do not use AI tools. So, 76% expect AI to impact their day-to-day jobs in the next year.

Gartner research also found that over a third (35%) of Chief Revenue Officers plan to make an AI ops team. They will do this in their go-to-market organization by the end of next year.

If your team isn't using AI tools, you risk falling behind. Your competitors already use AI to optimize their processes. They work more and give their reps more info before any sales. So why aren’t you?

In this post, we’ll look closer at how winning companies use AI sales tools. They do this to boost the tools' effectiveness and efficiency. We’ll also explore some of the top AI sales tools teams use to make their jobs easier.

How are revenue organizations using AI sales tools?

These days, people are using AI tools to streamline and simplify many aspects of their lives. They're using AI for everything. It goes from drafting business communications to writing code. It includes finding recipes and more.

But how are revenue teams using sales tools?

Sales teams use AI tools in many different ways. The most obvious use case for AI is to complete mundane tasks that take up a lot of a seller’s time. One example is call summarization.

Traditionally, sellers had to take notes on sales calls. This task is tedious and makes it hard to focus on the call. Increasingly, revenue teams are leveraging AI to analyze call recordings and compile summaries. These summaries help sales reps. They don't have to worry about forgetting something from a call. Sales managers can also use these AI-generated call summaries. They can use them to see how the call went and where the sales rep might need more coaching to improve.

The Chief Revenue Officer + Sales Leader Outlook Report says this. Revenue teams use AI sales tools in these ways:

• Serving up recommendations for training

• Suggesting content reps should use

• Helping reps get answers to customer questions in the flow of work

• Gaining insight on seller performance

Starting with simple AI use cases is easy. For example, call summarization is. But, the most innovative revenue organizations are looking beyond these basic uses. They are seeking more strategic and complex applications.

How can organizations measure the ROI of AI sales tools?

In the best of times, ensuring your technology investments deliver value is important. This is true today because budgets are tight. New spending is often met with scrutiny.

AI sales tools are no exception to this rule. Investing in AI for the sake of investing in AI doesn’t make sense. Instead, you must measure often. This way, you can be sure you're getting value from your investment in AI sales tools.

Measuring ROI requires tracking many metrics. Some key metrics to track include:

Revenue growth How much revenue you make in a particular period and how it stacks up against a prior period. For instance, you might track revenue in a time after you add an AI sales tool. Then, compare it with the period before you added the tool.

Quota attainment The percentage of sellers who are meeting quota. AI sales tools should improve seller effectiveness. As such, investing in AI sales tools should increase quota attainment.

Conversion rate This measures how many prospects go on to make a sale. This metric should increase with the investment in AI sales tools.

Sales cycle length The sales cycle is the stages a sales rep goes through when closing a deal. It goes from the initial contract to the contract signing. AI tools can boost efficiency by streamlining time-consuming tasks. As a result, the sales cycle should be shorter after using AI sales tools.

Customer satisfaction Automating boring tasks frees sales reps. They can spend more time talking to buyers and adding value. Customer satisfaction will grow, increasing their likelihood of sticking around long-term. As a result, retention rates will increase, as well as customer lifetime value.

Inleads, Stop Wasting Time. Close More Deals with AI. Sales cycles can feel slow, right Inleads? AI sales tools can change that. They use smarts to find the best leads, predict who's likely to buy, and craft messages that hit the mark. This frees up your team to focus on closing deals. They won't waste time on unproductive prospecting. It's like having a sales superpower –– close more deals, faster.