At first glance, it may seem like Artificial Intelligence (AI) has nothing to do with sales. However, reality shows that it can give us a better understanding of our potential customers, strengthening that human connection.
Below, we share insights from some of the top sales leaders to chinese overseas canada database learn how to use AI to better understand your prospects, lead more effective conversations, and drive more results.
►1. AI can measure buyer intent and motivation
Not all leads are created equal. Knowing which ones to nurture comes down to gut instinct, but that alone isn’t enough. This is where AI comes in.
“Buyer intent looks at a constellation of activities, including website interactions, content engagement, and email activity,” explains Victor Antonio , author, speaker, and host of the Sales Influence Podcast .
These objective actions, such as a potential customer signing up for a content offer, can indicate positive intent. But AI goes one step further with sentiment analysis.
“It is now possible to incorporate sentiment analysis of all text, email, and voice exchanges to get an emotional temperature of the buyer. Buyer intent is a left-brain function through which the customer makes a rational assessment. Sentiment analysis, on the other hand, measures the level of right-brain motivation,” Antonio adds.
Victor Antonio: how to use AI to understand your prospects
►2. With a better understanding of buyer motivation, sales reps can hone their approach
“By analyzing text and voice patterns, AI can detect the tone, mood, and emotions of prospects,” says Rosemary Salem , AI expert, speaker, author, and founder of COE to CEO Agency. “This allows sales professionals to tailor their approach and build deeper connections with prospects.”
Rosemary Salem: how to use AI to understand your prospects
In practice, this could mean changes to the tone of an email, the timing of a call, or the type of product or feature highlighted in a proposal. Ultimately, this type of information can help sales reps relate more deeply to prospects, improve trust, and consequently increase sales potential.
To take it a step further, sales reps can even role-play with AI-powered tools to hone their pitch. Salem says, “AI tools can provide real-time feedback to sales professionals on their communication skills, pointing out areas for improvement. This gives them the opportunity to hone their approach and skills.”
Consider using a tool like PitchMonster . With this tool, sales reps can role-play over 40 common sales scenarios. The tool then uses AI to analyze their performance, giving reps instant, detailed insight into their vocabulary and methodology.
