The Future Of B2B Sales Is Artificial Intelligence
While Artificial intelligence isn’t just a future concept or the latest industry buzzword, one of the most exciting applications of AI is in sales training – targeting, delivering and simulating real-world buyer experiences.
AI could be the answer a new era of “smart” sales training. By collecting and rapidly analyzing vast quantities of data related to pipeline velocity and sales rep performance, AI can deliver insights into the areas where reps are struggling to close deals, and then inform and influence the sales training.
The same intelligence could be used to make sales forecasts more precise and insightful. The ability to analyze variables around any potential deal can become part of the AI forecasting methodology. Organizations can then assign more precise likelihood-to-close values, while gathering the data required to create bespoke and targeted training sessions for every salesperson.
Face-to-face role plays are nothing new when it comes to preparing sales reps for buyer interactions. While role play exercises provide some value, their effectiveness is limited, because it just isn’t possible to truthfully impersonate a real-world interaction. Ultimately, reps typically don’t encounter a realistic buyer interaction until there’s an actual buyer interaction. Augmented reality (AR) and virtual reality (VR) hold great potential at improving sales preparation and, when used in conjunction with AI, are one of the most exciting innovations in sales training.
Jürgen Heyman, CEO at Sales Performance International, joined us as a guest on our latest AI for B2B Sales and Marketing podcast and offered some powerful insights into the new developments of AI and its impact on global sales. With modern advancements in AI and machine learning, Jürgen and his team at Sales Performance International are using technology-driven tools to analyze sales performance and diagnose inefficiencies. They empower global sales initiatives by uncovering root problems and enabling B2B businesses to double-down on those processes delivering the greatest impact.
The goal for any sales team is to spend more time selling and less time trying to find the next prospect. AI-assisted technologies will no doubt have a huge impact on sales training, however the big question is when? As companies like Sales Performance International continue to adopt AI-driven training methods, the adoption of AI sales training could be sooner than you think!