Lessons on the intersection of sales and AI (issue 2)

Each week, as I talk to customers, prospects, and leaders about sales and AI, I summarize my learnings in an email back to the folks I've interviewed.

Integrate your CRM with other tools

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How to connect your integrations to your CRM platform?

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Techbit is the next-gen CRM platform designed for modern sales teams

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Why using the right CRM can make your team close more sales?

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What other features would you like to see in our product?

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Sales and AI TL;DR - Issue 2

Happy July 4th Week! Here is my latest TL;DR on the intersection of Sales and AI.

Every week we interview Sales Leaders, Individual Contributors, and SalesOps experts about Sales and AI. Since the field is emerging rapidly, I want to share my learnings from this past week with you.

Top things we heard from Sales Leaders

  • AI should help increase pipeline hygiene by promote standardization across organizations. Instead of just simple checks if a data field is filled out, the AI can analyze the actual text and score it. The feedback would help improve how data was entered and let SalesOps go after data gaps.
  • Lead scoring processes tend to go stale as the market and sales team behaviors change. By using AI businesses could get a dynamic lead score that updates over time.
  • Many leaders want to free up expensive engineers and data analyst resources currently used to parse CRM data fields for keywords. AI provides a scalable and cost efficient alternative.

Top things we heard from Individual Contributors

  • One IC was looking for AI to help with Account Mapping: who should I be talking to and when?
  • We spoke to a few ICs who wanted to use AI to analyze public data to identify good prospects.
  • A problem ICs are seeing with AI is that while it is great at writing stuff in English, it has an American dialect and so it won't work in the UK market without a tailored prompt.

ChatGPT prompts we hear sales teams are trying today:

  • Summarize three key takeaways from 10Ks filed by my prospects this quarter.
  • Write me an excel formula that allows me to create a projection of my data.
  • Help me forecast this quarter based on the deals in the pipe.

Biggest questions we are thinking on right now:

  • How does SalesOps think about using AI?
  • When in the evolution of a business does the CFO become an influential stakeholder in making sales tech decisions to ensure good numbers?
  • What are the biggest needs of Sales Orgs in the SMB segment and can AI help?

Are you also looking to use AI to improve your sales team? I would love to hear what you are thinking and help out if we can. Grab a time on our calendar. Don't be last on the AI train.

/Rasmus

Put AI to work for your sales team today