11 AI Predictions in Sales for the Next Year Data + Expert Tips

Additionally, sales reps can use AI lead scoring tools like HubSpot’s Predictive Lead Scoring to identify the highest quality leads in their pipelines. These tools take thousands of data points and custom scoring criteria set by sales teams as input. Clari helps users perform 3 core functions – forecasting, pipeline management, and revenue intelligence. For sales teams specifically, the platform pulls data from multiple sources to help salespeople build real-time, accurate pipelines and set sales goals. Hubspot’s Sales Hub is a robust customer relationship management (CRM) tool for salespeople and sales teams.

This enables sales teams to allocate their time and resources more effectively, focusing on leads with the highest potential for conversion. 53% of sales professionals that ai in sales implemented AI use it for sales forecasting specifically, according to HubSpot research. With predictive analytics, sales teams can assess future revenue with 96% accuracy.

AI in Sales: Boost Revenue and Close More Deals

This tool surfaces relevant information when necessary, and even automatically pulls data from these libraries into proposals. Artificial intelligence, specifically, provides several opportunities for streamlining and optimization. In this post, you’ll learn everything you need to know to get started with AI in sales — what it means, why you need to leverage it, and 5 powerful applications for your sales process. The Denver-based software and analysis company said it expects adjusted income from operations of $834 million to $850 million for this year.

• E-commerce platforms selling thousands of items, for instance, simply can’t be supported by human-powered dynamic pricing.
• Or bringing in an executive to close a deal — wouldn’t it be nice to be able to hand them a 250-word brief to get them up to speed?
• With predictive lead scoring, AI helps sales teams prioritize prospects with a higher likelihood of conversion, thus optimizing their efforts for better results.
• Yet, when we look at how sales professionals use AI, it mainly operates as a productivity assistant.

Companies are using AI in all kinds of innovative ways to advance their businesses. Sales managers face the daunting challenge of trying to predict where their team’s total sales numbers will fall each quarter. Today, an AI algorithm could tell you what the ideal discount rate should be for a proposal to ensure that you’re most likely to win the deal.

Ways Sales Teams Can Use AI to Sell Into New Industries, According to Eternal Works’ CEO

It operates solely on data, reducing guesswork and increasing your chances of closing deals successfully. What’s remarkable about AI is its ability to identify hidden patterns and opportunities within data. It doesn’t just provide outputs; it tailors its approach based on the unique preferences of your customers, the messaging platform you use, and the product you’re selling. As businesses integrate AI into their sales processes, they must ensure these tools are used responsibly. The team conducted an online search to identify leading AI-driven voice analytics tools.

Map out areas where you might have inefficiencies and spend some time evaluating suitable options. Most AI vendors offer free trials, which help you get acquainted and decide the best course of action to address any gaps in your sales process. Like most business functions, AI has also gained prominence in the world of sales. According to Mckinsey’s State of AI surveys from 2020 and 2021, Sales and Marketing is one of the three business functions where AI adoption is most common.

Popular Insights:

This suggests that sales and marketing teams are investing excessive time in irrelevant leads since a large portion of generated leads ends up at the top of the funnel. Over-reliance on AI risks diminishing the personal touch that is vital in sales. Sales professionals should focus on honing their interpersonal skills, actively engaging and listening to their customers, and fostering deep, meaningful relationships. This approach ensures that even in a tech-driven landscape, the human touch remains at the core of sales interactions. A key concern in an AI-dominated sales environment is the potential erosion of personalized interaction.

What’s special about our AI Content Assistant is that you can integrate it with your favorite HubSpot features, making content creation feel like a breeze. On the other hand, other AI-powered tools like ChatGPT require an awkward copy/paste process. That said, let’s go through our hand-picked list of AI sales tools to help you make the right pick.

Prioritization and lead scoring

This revolutionary approach is transforming the landscape of marketing and sales, driving greater effectiveness and customer engagement from the very start of the customer journey. Sales reps normally leverage their experience from the last 5-10 years to decide which prospect to focus on. However, AI systems can leverage data from hundreds of sales reps to understand the factors that increase a prospect’s likelihood to buy and help your sales reps focus on the right prospects. We have identified 15 artificial intelligence use cases and structured these use cases around 4 key activities of today’s sales leaders. We are currently focused on inside sales, for example, a retail sales function has different main activities and therefore different AI use cases.

And you can discover all of the latest AI-powered sales assistant software on the market and see how you can bring artificial intelligence into your work environment to make it more efficient and innovative. Sales leaders need to make calls, meet them in person, answer their concerns and continue to guide their customers after sales to ensure that you build a healthy relationship with them. New data and insights from 600+ sales pros across B2B and B2C teams on how they’re using AI. Rocketdocs is a platform that initially started as a sales proposal software but later evolved into a response management and sales enablement solution. However, crafting and submitting effective responses can be extremely time-consuming, considering that these proposals require a lot of data.

Reduce sales cycles and improve customer engagement with AI in sales

Manually crafting highly personalized messages for each customer segment at scale is almost always a huge challenge, as it requires tons of manual effort. Specialized AI-powered tools like Dynamic Pricing AI or Imprice, in turn, can monitor dozens of competitors and hundreds of thousands of parameters and react immediately. Dynamic real-time pricing is highly demanding yet heavily labor-intensive and risky in terms of setting the wrong price accidentally.

AI sales tools gather and analyze purchasing behavior, browsing behavior, and support interactions to detect patterns and trends. Next, AI tools prompt relevant product listings, like for ecommerce, or give recommendations for personalizing content at different sales pipeline stages to increase the chances of a sale. Though AI is still evolving and becoming more accurate over time, 57% of the top-performing sales teams have already reported a boost in their efficiency. Contrarily, only 20% of underperformers use AI to automate internal processes and improve customer experience. It streamlines operations, uncovers deep insights, and enables the delivery of tailored customer experiences. For instance, AI-driven chatbots can handle routine inquiries, providing instant responses and allowing sales professionals to dedicate their time to more nuanced, strategy-focused tasks.

What are the challenges sales teams face with AI?

Our framework is by no means comprehensive but it is ever improving so please let us know if you have any comments and suggestions. The top use case for AI in sales is to help representatives understand customer needs, according to Salesforce’s State of Sales report. Your knowledge of a customer’s needs informs every decision you make in customer interactions — from your pitch to your sales content and overall outreach approach.

This is the result of shifts in consumer sentiment alongside rapid technological change. If you believe you can benefit from AI in your business, you can view our data-driven lists of Data Science / ML / AI Platform, and AI Consultant. Also, don’t forget to check out our sortable/filterable list of sales intelligence software vendors. Now that you know about AI applications in sales, you can read more about these applications in our section on AI in sales.