Friendly handshakes, lively chats, and the spark of human connection probably come to mind when you think of sales. After all, sales are driven by people. They are based on intuition, persuasion and building human relationships.
At first glance, Artificial Intelligence may seem out of place here. However, it can give you a better understanding of your perspectives, strengthening that human connection.
Next, we see how to use Artificial Intelligence to know your potential customers better, lead more effective conversations and generate more results.
Artificial Intelligence can measure buyer intention and motivation
Not all potential clients are the same. Knowing which ones to care for depends on instinct, but that alone is insufficient. This is where Artificial Intelligence comes into play.
Buyer intent analyzes web page interactions, content engagement, and email activity.
These objective actions, such as a prospect signing up for a content offer, can indicate positive intent. But Artificial Intelligence goes one step further with sentiment analysis.
Now, you can incorporate sentiment analysis of all text, email, and voice exchanges to get the buyer’s emotional temperature.
With a better understanding of buyer motivation, sales reps can refine their approach
By analyzing text and speech patterns, Artificial Intelligence can detect potential customers’ tones, moods and emotions. This allows sales professionals to adapt their strategy and connect deeper with potential customers.
In practice, this could mean changing the tone of an email, the timing of a call, or the type of product or feature highlighted in a proposal. Ultimately, this information can help sales reps empathize more deeply with potential customers, improve trust, and increase sales potential.
Artificial Intelligence tools can provide real-time feedback to sales professionals on their communication skills, pointing out areas for improvement. This provides an opportunity for them to hone their focus and skills.
Artificial Intelligence can drive more personalized outreach
As we leverage Artificial Intelligence to better understand the behavior of our potential customers, we move closer to a future where sales become a conversation tailored to the individual rather than a one-size-fits-all proposition.
Nowadays, customization is everywhere. When we open Netflix, we see a list of movie recommendations inspired by our viewing history. When we open an email, we are often greeted by name. It stands to reason that sales outreach would do the same.
Of course, personalization at scale isn’t easy, but Artificial Intelligence can help.
Artificial Intelligence algorithms can collect historical data about a potential customer, including their purchase history, online interactions, etc. This provides sales professionals with useful information to drive more effective conversations.
Artificial Intelligence can anticipate customer needs and help drive deals
Artificial Intelligence is enabling B2B sales and marketing organizations to access and leverage data about their buyers that was previously unavailable. Companies can better anticipate and exceed their customers’ needs with this data.
With this information, AI-powered technology can provide a series of options, offers and communications to help guide potential customers to the next step in the buyer’s journey.
For this strategy to work, it is necessary to have personalized content, another area in which Artificial Intelligence can help.
The ability to generate personalized content with Artificial Intelligence, showing exactly what they need at any given phase of their journey, is like having a sales agent for every potential buyer.
Time is important here. Approaching a prospect too early can seem pushy or irrelevant. Coming too late could mean losing it to a competitor. Artificial Intelligence helps sales representatives act at the right time.
With Artificial Intelligence, understanding your potential customers means predicting who will buy and when they will be most prepared to make a purchase.