Artificial intelligence changes B2B sales work practices, and provides new solutions in the early stages of the sales process.
Just like many other professions, sales is expected to change in the near future. We live in a digital world with artificial intelligence on the rise, which in turn provides new approaches to traditional work methods. In the sales field, AI can already be used to enhance tasks in the early stages of the sales process. By automating technical tasks, salespeople can spend more time on other things, like building meaningful customer relations.
But how does AI support the salesperson in practice? Doesn’t sales require human-to-human interaction, emotional intelligence, and other skills that machines are lacking? This is true, but a typical sales process also includes parts that could definitely be automated. In this blog post, we will go through the early stages of a sales process, and show how Zefram’s artificial intelligence achieves better results.
How Zefram’s artificial intelligence improves sales processes
As mentioned, the sales process comprises different stages. Salespeople always want to close deals and to make it happen, some preparation is usually needed. Let’s take a look at what happens before the call, and what Zefram’s role in this equation is.
#1 Background work in terms of prospecting
On a normal day, the salesperson contacts new potential customers. The list may include 5-10 new companies, selected in advance based on some kind of criteria. During this prospecting stage, the salesperson tries to find the most suitable customers for his product or service. Thoughtful preparation results in a better understanding of the customer’s situation. However, prospecting is often time-consuming, as working hours are limited, so is the time allocated for this task.
→ Zefram’s artificial intelligence handles prospecting and finds the best targets
Zefram handles prospecting by suggesting the best items in a matter of seconds. Through its AI model and pre-defined criteria, Zefram compiles a list that ranks the most potential customers. Through this function, prospecting becomes significantly faster, while maintaining high-quality suggestions and leads.
Zefram finds best prospects through the “AI-ranking” and manual filters.
#2 Sales conversation and opener
Next up, the salesperson grabs the phone – it’s time for the first contact and the start of the sales conversation. More often than not, the sales rep’s opening line consists of a compliment, combined with an observation of something related to the company. Generally speaking, the first contact is very important, as there is only one chance to build a good first impression. Even though most people are aware of this fact, it’s not always easy to come up with a good opener. It can feel hard to truly relate to the situation of the customer. Unnatural openers usually complicate building a meaningful connection, leading to an undesirable outcome in the sales conversation.
→ Zefram’s artificial intelligence builds the foundation for conversation starters
Zefram’s artificial intelligence builds a functional opening for the sales conversation. In this example, Zefram has created an opener which is based on relevant observations. For example, Zefram has spotted strong annual revenue growth in Company X, and as a result, they hired 5 new employees. The system assumes that the client is ready to move to a new bigger office space. Zefram suggests a nearby address that could perfectly fit the company’s needs.
Zefram crafts working openers for the users sales conversations.
(This automated message can be fully customised by the user)
#3 Time Usage → AI generally saves time in the sales process
As we already touched upon, a sales team using Zefram can save a lot of hassle in the early stages of the sales process. The benefit of AI is that it can do many repetitive tasks that would otherwise consume much time and energy. Freeing up space from these tasks allows the salesperson to focus on other important aspects of the sales process, those tasks that provide the most value. Leveraging Zefram’s artificial intelligence, salespeople have more opportunities to work on their interaction skills and to create and maintain better customer relations. In addition, artificial intelligence is tireless, and its success does not depend on an individual.
The future is already here. Welcome to join!
Today, many sales professionals still assume that AI does not have a practical purpose in everyday work life. However, as we have seen in this blog post, the future is already waiting around the corner. Our product is not here to replace personal contact, but to improve sales procedures like prospecting and generating conversation starters. Companies that implement the use of these new techniques have a competitive advantage in their respective markets, not only today, but also in the future.
Zefram helps your company take the first steps into the world of AI. Book a free demo today, and we will show you how to boost your sales processes.