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Mike Lieberman, CEO and Chief Revenue ScientistMon, Aug 28, 2017 4 min read

How Artificial Intelligence (AI) Will Help You Sell Smarter

{}Are you thinking about using artificial intelligence at your business? Forty percent of companies plan to start using it within the next two years, and for good reasons. The technology can boost the performance of employees in some fields, including sales.

By adopting artificial intelligence, you can help your sales team sell smarter and become more productive. This is important because the success of your business depends on sales enablement. Here’s how artificial intelligence will help you sell smarter.

Spend Less Time on Busy Work

The average office worker wastes a lot of time on busy work. They spend more than 2,000 hours a year doing things like answering emails, searching for information, and sitting in meetings. While these tasks can sometimes be productive, that’s often not the case. For example, your sales team could send emails that are confusing or don’t drive sales forward. Spending so much time on tasks that don’t drive sales isn’t a good use of your sales employees’ time.

Artificial intelligence can help your team say goodbye to some of this busy work. AI can do things like schedule meetings or take notes during meetings. It can also help salespeople find the right content for each of their customers. While AI can’t write full emails yet, it can help your sales team write better emails. It can analyze emails and let your team know if the messages seem rude or unclear. This ensures the time spent writing emails isn’t wasted.

When your sales reps spend less time on busy work, they’ll have more time to sell. With a talented sales team, more time selling should translate to higher sales for the company.

Run Personalized Marketing Campaigns

Do you send mass emails to all your customers at once? If you don’t know much about your customers, it’s hard to do anything else. The problem with mass emails is that they don’t get great results. Many of your customers won’t be interested in the message, and others might prefer to get the message at a different time of day.

With AI, your company can run personalized marketing campaigns. The AI can learn information about your customers’ past behaviour. For example, it could learn what types of emails each customer likes to receive, and what time of day they usually read emails. With this information, you can run personalized marketing campaigns and drive sales.

For example, customers who are known to be early birds could receive a sales email at 6 a.m. Customers who the AI has learned are night owls could receive the same email at 10 p.m. Other customers, who the AI determined won’t be interested in the message, won’t receive the email at all. This kind of targeting can help improve your sales.

Discover Your Best Leads

Traditional lead scoring is a slow process. Sales teams identify the criteria they’ll use to evaluate lead quality, like company size or blog subscriptions. Then, they manually go through their leads and give each lead a score. Finally, your sales team can start reaching out to the quality leads.

With artificial intelligence, this process is taken out of your sales team’s hands. The algorithm analyzes factors your current customers have in common. Then, it compares all the leads in your database to those factors. It automatically determines which leads are qualified, and which ones aren’t.

This process, known as predictive lead scoring, is a huge time saver for your sales team. It also takes the guesswork out of the process. Your sales people don’t need to use their judgment to guess which leads are worth contacting. The algorithm does it for them, and then they just need to worry about closing the sales.


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.