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Mike Lieberman, CEO and Chief Revenue ScientistThu, Oct 19, 2017 5 min read

How AI Will Streamline Your Sales and Marketing

{}Whether you realize it or not, artificial intelligence (AI) is already impacting your daily life. AI is being used by companies large and small as sales assistants, helping them filter and find the strongest leads.

Large companies generate leads in the hundreds per month, and AI assistants are able to answer simple questions, email, chat, and comb through leads. AI assistants can email all day every day and interpret a person’s interest based on the response. From there, they can pass on the lead to the right sales person who can take it from there. Prospects get prompt responses and sales people save time by only dealing with leads that are most likely to convert.

Sales and marketing departments can sometimes be at odds. Each might have their own criteria for what qualifies a strong lead. AI can help put these two departments on the same page. It is able to quantify leads based on hard data, making sure it is only passing on leads with high potential. AI can not only streamline your sales and marketing process, but it can give your sales people time to do what they do best—close the deal.

Prospect Mining

AI can help validate your prospects, gather data, and make accurate decisions on qualified leads. Using big data, AI is able to comb through the web and social media to find prospects who may already be looking for your product or service. AI sources leads from many channels and collects accurate data in the first stage of prospecting, which increases future success.

The more sales reps know about the prospect, the better chances they have of converting. AI gives sales teams confidence that the prospects they receive have been vetted and the information is accurate. Often, a chatbot will have already had communication with the prospect, so sales people can hit the ground running.

Boosting Productivity

AI doesn’t take time off. It never calls in sick, and it doesn’t need lunch breaks. A bot can send messages 24 hours a day to thousands of leads!

Although AI will never replace true relationship building, it can help generate and verify leads while your sales and marketing teams are focused elsewhere. This improves the overall productivity of your office. Only qualified leads are passed on, with enough extra information to help sales reps convert. The marketing department is spared from answering simple questions and filtering through leads. The sales department gets to focus and not waste time emailing from old lists or chasing down unsuitable prospects.

Human-Like Automated Responses

Automated marketing is nothing new, but AI provides a more human touch than a typical automated email or chat response. AI sends marketing messaging that is specific to a prospect’s needs and tailors messages to increase conversion.

Based on data, AI can determine the products and services a lead is most likely to respond to and will only send messaging that matches. Setting different responses based on interest means AI bots can sound more human than strict automated messages. Currently, sales people have to generate personalized emails based on very little insight or send automated, generic emails. AI uses data to create customized messaging but with the efficiency of automation.

No More Missed Opportunities

It can take between six to eight touches to generate a qualified sales lead, and responding quickly with the right information is key to conversion. Sales people are busy. They may not be able to get back to a prospect multiple times or may lose confidence and motivation as things drag on.

AI will never lose motivation or have to hunt for info. AI can follow up instantly, answering simple questions and gathering new information before passing the lead off to a sales rep, helping your team make more sales. This streamlines the process so leads are never left hanging and don’t fall through the cracks. Leads are also not always working on your schedule. So, instead of waiting for a sales rep to check his email, AI can answer immediately, capturing the interest of the prospect right away.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.