How are you using Generative AI to improve Sales enablement, especially with finding the right sales materials and answers to questions from customer facing functions on products & services?
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I have a question not an answer.... what should be our content strategy for source materials from which GenAI can facilitate Sales Enablement's effective use of this new technology? Today we're finding different content strategies across the business and I don't know what's optimal... PowerPoints, SharePoints, DAMs, Knowledge articles... And then beyond this how can we guardrail the GenAI to only consider "trusted authors" (and not the rogue PPT creators), only use latest versions (not the multitude of versions that result in the final copy) and respect regional variances in products (e.g. USA & EMEA have different technical regulations).... Any guidance is appreciated!
Andy Mc Donald an effective use is typically a multimodal approach. I have seen 100% adoption with daily use, when I have implemented this across sales and GTM teams I leverage powerpoint, live examples within the llm tool (ie copilot), custom prompts and then have the participants use the ai tool. Sometimes I will leverage content from the AI tool creator, but often use live real work examples specifically based on use cases requested or attached to department kpis.
Thank you for the insight Ryan, very useful!
Right now i am researching AI-based training tools. i want to use AI after delivering a Sales trainings for Sales to practice their learning in a sandbox.
for instance, we train them on selling to persona A to solve problem Y. then they go in an AI-powered Chat where the AI pretends to be the customer and asks them questions, sales have to use their learning to respond. then the AI scores their response and tells them how to improve it based on what we fed the AI beforehand.
there are a few companies doing it.
Few use cases are
a. Enabling the sales with all possible FAQs, Training material, Dos and Don’t while addressing the customer queries
b. Provide Info to upsell the right products to target and segment customer knowing about his usage pattern and behaviour to create consumer interest
c Equip customer facing teams to provide info for quick troubleshooting and resolution. Using insights and analysis to pro actively self care promote based tools for consumer understanding for their future concerns
Great uses cases in enablement are
1. Training and development- onboarding training, development based on problem and overall business acumen.
2. Content enablement- personalized prospect content, personal brand and customer content
3. Time arbitrage- research and other tactical tasks.
Generative AI is a game-changer for sales enablement, making it much easier for teams to find the right materials and answers. It can pull from all product docs, FAQs, and sales collateral to give reps instant, accurate responses to customer questions.
The key is keeping the AI trained on current, high-quality data so it fits seamlessly into your sales process. Have you started using anything like this yet?