Lessons on the intersection of sales and AI (Issue 3)

"One AI suggested the next step 'Christine to hang out with her cat'"

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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Welcome to the third installment of my TL;DR on the intersection of Sales and AI!

Every week we interview Sales Leaders, Individual Contributors (ICs), and SalesOps experts about Sales and AI. Since the field is emerging rapidly, I wanted to share my learnings with you.

Top things we heard from Sales Leaders

  • Sales Leaders want AI to change how they coach their teams. They want signals on how to replicate their top performers and make their B-players better.
  • Again and again, Sales Leaders highlighted the sometimes unspoken importance of time-to-lead in getting a deal. Can AI help inspect or prompt reps to act with urgency?

Top things we heard from Individual Contributors

  • IC's shared that locking down initial meetings through email has become increasingly difficult post the COVID19 pandemic. They are hoping that AI can accelerate lead generation through tailored and thoughtful messaging. AI can pull in social media and news to create content. The risk is obviously that AI ends up flooding email marketing so it becomes even less useful.
  • On the deal prospecting theme, we spoke with several ICs who see AI potentially monitoring the job status of contacts at prospective and existing customers.

ChatGPT prompts we hear sales teams are trying today:

  • We see lots of ICs using ChatGPT for drafting follow-up messages: "This is the person I just connected with. These are they highlights from the meeting. Here are the items I want to reinforce. Compose a follow-up message for me and weave this detail into the conversation."
  • "Here are my notes on [NAME] account to date. Formulate an account strategy for this client."
  • On a more personal note, one prospect mentioned prompting ChatGPT to "Draft a vacation itinerary for my trip to Italy."

AI missteps:

  • AI isn't infallible: A prospect showcased Gong's AI suggesting the humorous next step "Christine to hang out with her cat" based on a call transcript. 😂

Biggest questions we are thinking on right now:

  • When in the evolution of a business does the CFO become an influential stakeholder in making sales tech decisions to ensure good numbers?

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