AI will have a significant influence on your revenue funnel. What misconceptions are you seeing regarding Generative AI, and how should companies start to think about its role in the buyer journey?
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People think that AI is some sort of shortcut. It'll replace SDRs or it will create message, or marketing content.
However it's not particularly good at any of those things. It's great at aggregating data. It's good at doing research, but I don't believe it should be anything prospect/customer facing
Accuracy. Trust but verify.
GAI will eliminate certain headcount at companies based on situation, but it I'm still not sure it will eliminate entire roles/job families. I think it will require roles to use GAI as a copilot in the work they are responsible for doing.
With regard to the buyer's journey I think it will further help them synthesize information in a way that is relevant to them and they will be more informed before ever engaging with a "salesperson". As an example trying typing in a prompt that says look G2 reviews for X solution and identifying which providers score high in these areas.
Leveraging AI to provide insights and recommendations based on contract data, such as identifying cost-saving opportunities, optimizing contract terms, flagging potential issues, stock rotation, and opportunity forecasting
A misconception is that AI will replace sales, when in fact it will enhance and improve sales. Sales should be leveraging AI within their sales process to help them improve the buyer's journey.
GenAI empowers sales teams to work smarter, engage customers effectively, and drive revenue growth. Its impact will continue to evolve as organizations adopt and integrate it into their sales processes.
GenAI can and will improve the sales funnel but enhancing the efficiency of the sales process. It empowers sales teams to work smarter, engage with more customers effectively, and drive revenue growth.
As sales organizations embrace GenAI, the sales process will evolve as organizations adopt and integrate GenAI into their sales processes. Such as:
1. Automating Tasks: GenAI can be designed to free up sales teams from repetitive administrative tasks. Such as drafting tailored customer emails, managing the process of follow-ups, and in some cases handling routine interactions with clients that can be automated, such as scheduling meetings or providing responses.
2. Personalization at Scale: Sales teams can create personalized content based on an individual’s preference, including communication style. Example would be to use an AI service to analyze a LinkedIn profile to determine client preferences, behaviors, writing style, and DISC score. GenAI can create content, messaging, and offerings that are customized based on the individual customers behavior, events they attend, persona, and interests. This can be done in seconds verse days.
3. Provide Intelligent Insights: GenAI systems can analyze vast amounts of data to provide actionable insights. Such as identify patterns, trends, and opportunities within industries, territories, and operations. Sales can leverage this insight to prioritize accounts, leads, and strategies.
4. Content Creation: GenAI tools can draft compelling pitches, cold emails, and other sales content based on historical data. You can also use GenAI to analyze successful emails, proposals, and responses to generate new personalized messages. Overall saving time for sales reps and improving on consistent messaging.