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Key benefits of using AI sales tools
Features of effective AI sales tools
Choosing the right AI sales tool for your team
Implementing AI sales tools: best practices for success
Browse any B2B software product website today and you'll see the term AI-powered plastered on the website. Companies are integrating AI into their products because AI enhances productivity, increases operational efficiency, and makes life easier for users.
And one of the biggest beneficiaries of AI's mainstream adoption is the sales function. Most companies today use AI sales tools to improve efficiency and productivity of their sales teams.
While businesses have been automating sales processes for a while now, the proliferation of AI technology has changed how sales automation works. AI doesn’t stop with automating basic tasks, but helps businesses gain additional value and insights that help improve effectiveness of those processes. And the B2B sales tools market is now rife with AI-powered products.
AI sales tools do a lot more than just helping sales teams save time by automating manual tasks. Here are the other benefits of using AI for sales processes.
AI sales tools can help sales teams be more efficient and productive. A classic example is the use of AISDRs to scale outreach. Outbound sales is a volumes game, and using AI sales tools can help scale the number of people your sales team reaches out to, without having to invest in human resources.
Among the most common uses of AI in sales teams is for sales forecasting. AI sales tools have the ability to analyze large data sets, study patterns, and provide insight. This enables sales operations and revenue operation teams forecast revenues more accurately based on past trends and unearth insight that might help teams manage their sales better.
AI tools can never replace human salespeople, especially with customer-facing activities and engagement that require the human touch. AI sales tools can, however, help salespeople make these conversations and activities more productive. For example, AI sales tools for lead and account research can help sales people craft personalized conversation starters and ensure that each outreach message they send to a lead is tailored to the person based on deep research about the lead and the company. Since AI sales tools have the ability to analyze large amounts of data, lead and account research could be more comprehensive than if done manually.
AI sales platforms can help not just improve individual tasks but automate entire workflows. This helps streamline processes, and remove any inefficiencies or errors that may slip in. For example, automating the process of CRM enrichment and using AI sales tools to handle enrichments periodically can help ensure that a CRM is always up to date without anyone having to update it or refresh it manually.
In addition to new AI-native sales tools coming up in the market, we’re seeing several existing sales software companies retrofit and upgrade their products to use AI.
Irrespective of which kind of product you’re choosing, make sure they have these basic capabilities and features
First and foremost, AI should be the driving feature. Given the demand for AI-powered tools, nearly every product markets itself as an AI tool, but before you buy one, ensure that the tool is actually an AI-driven product. They should be able to significantly enhance your sales process such as lead acquisition, lead qualification, or personalized outreach. The right tool will strengthen your team's capabilities in these critical domains. If not, you won’t be able to see the impact and the benefits that you aim to get out of the AI sales tools.
The tool should seamlessly integrate with your existing CRM, data enrichment tools, and any other sales and marketing tools and internal communication tools such as Slack or MS Teams. The goal is to enhance efficiency, not create additional work. Look for solutions that connect with your current tech stack to ensure smooth data flow across platforms. The ability to connect with your technology ecosystem ensures that your AI tools enhance rather than disrupt your existing processes.
Seek out simple and intuitive products that your sales team can use regardless of their experience level. The point of having AI sales tools is defeated if the tools that are designed to save you time end up actually consuming more of your time and effort.
Every AI sales tool should come equipped with analytics features and should be able to offer actionable insights on sales performance, customer behavior patterns, and pipeline health. Look for tools that offer customizable dashboards, predictive analytics, and the ability to identify trends that humans might miss.
Be thorough in your financial assessment by considering the initial investment and setup costs, any ongoing charges, and the potential return on investment. Sometimes a more expensive tool that perfectly matches your needs proves more valuable than a budget option missing critical features.
Not every tool fits every organization. It is essential to not just choose a popular tool but choose the right AI sales tool for your team. But with so many options on the market, how do you select the solution that will truly elevate your team's performance? Let's explore the essential features and considerations that should guide your decision-making process.
Before investing in any AI sales solution, take the time to thoroughly analyze your team's specific requirements. Consider your sales cycle length, target industries, and current pain points. Are you struggling with lead qualification? Do you need better insights into buying signals? Does your forecasting accuracy need improvement? Identifying these specific challenges will help narrow down which AI capabilities will deliver the most value for your organization.
Create a prioritized list of must-have versus nice-to-have features based on your team's workflow and objectives. This assessment should also consider team size, technical expertise, and growth projections to ensure the solution can scale alongside your organization.
Even the best AI sales tool will be disappointing if your team finds it difficult to use. Choose products that are intuitive and easy to use, so you can maximize adoption. Be sure to try the product out for yourself using a free trial or a demo account so you and your team can experience the product and possible results.
As important as usability is the ability to integrate seamlessly with the CRM and other sales and marketing tools in your techstack.
Most AI sales tools can seem impressive and fancy but it is important for you to ensure that the tool you buy doesn’t stretch your budget and financial restrictions. Take the time to understand the pricing model and hidden costs before you make a commitment. For example, there are many tools that don't just come with monthly or annual subscription fees but require you to buy add-on credits to make the most of the tool.
Using AI sales tools requires training to use the tool and a change in mindset. Take the time required for onboarding, implementation, and training. A few weeks after the team starts using the product, check in with the users on how useful and effective the product is. This will help you make the final decision on whether or not to invest in a tool.
Even the most intuitive tools require support. Prioritize vendors offering dedicated onboarding and implementation programs, accessible customer support teams and account managers, and can help you make the most out of the product.
Deciding which AI sales tool to buy is only half the battle won. Implementing it and plugging it into your workflow is more important than buying the tool in itself. Here are a few things to consider:
Effective change management is critical when it comes to integrating AI tools in your sales process. Sales teams already use multiple tools, so adding another tool to the tech stack has to be done thoughtfully and carefully to ensure that processes aren’t disrupted.
Take the time to train every member of your team to use the tool effectively and help them make the best use of all the features and functionalities available.
Introducing a new software in the sales workflow might mean there’s a change in the way the sales process works. And there are bound to be teething troubles once a team starts using a new AI sales tool.
Monitor how well teams use the new tool, and how effective the product is. Iterate as and when necessary to ensure that the new software enhances the sales process rather than disrupting existing workflows.
AI sales tools typically involve collecting a lot of personal information about companies and contacts. A lot of the LLMs (large language models) that these AI sales tools use scrape data from the internet and this could include personally identifiable information (PII). So, when using AI sales tools, ensure that the tools are built in a way that ensures data security, privacy, and comply with regulatory requirements.
AI has completely changed how businesses operate. The sales function is among the processes that have seen the biggest impact of AI sales tools. Naturally, there are many concerns and even misconceptions about AI sales tools among the sales fraternity. Here are some things we’ve heard most often:
Absolutely not. AI sales tools help human sales development representatives (SDRs) and account executives (AEs) be more efficient and productive. AI sales tools assist with automating repetitive tasks and work such as data entry or research and help sales teams save time. Relationships and human connection are at the heart of sales so there is no way AI sales tools can replace the human touch that comes in the sales process, with activities like pitching and positioning, negotiation, and onboarding, among other things.
AI sales tools cannot work autonomously, and can only work when human sales professionals provide them relevant AI prompts and instructions. And while AI sales tools can provide actionable insight based on data, even the best AI tools cannot take strategic decisions.
Highperformr is an AI sales tool designed to help drive sales effectiveness. Highperformr automates sales workflows, uses AI deep research to provide SDRs with insight about prospects, and also helps craft personalized conversation starters based on real-time intent signals and insight.
To learn more about how Highperformr can help your sales team improve efficiency, schedule a demo with our AI engineer today!
