I attended the AI Summit in New Zealand last Wednesday, and I realised that the impact of AI on B2B sales is profound and multifaceted. It’s not just about ChatGPT or our fear of the bots taking our jobs away.
This week, let’s explore two key areas where AI is reshaping B2B sales and outline essential actions for sales professionals to thrive, stay competitive, and remain relevant in this new landscape.
Re-skilling, changing mindset and adapting to new ways of working is crucial.
We cannot deny that using AI tools not only increases our productivity but also improve the quality of our work. Microsoft report here.
I create monthly and quarterly business reports for my clients. By using AI and automation, I now generate these reports from 4 hours down to 30 minutes.
Our data are on Notion, from CRM, weekly reports, sales strategy, weekly sales performance, etc. I use Notion AI to summarise all our sales activities and upload them to Gamma.App to generate slides. I would double-check and clean it up before final presentation.Massive game changer!
I now have a QBR slide deck that captured my content, brand, and voice and, more importantly, generated valuable data that are easy to understand and present to my stakeholders. I have additional time to prepare for the presentation and have the headspace to add more value to our meeting.
With AI handling routine tasks like data entry, lead scoring, and initial customer interactions, sales professionals can dedicate more time on high-value activities.
As B2B sales professionals, we must adapt to a changing workplace and workforce by:
Developing proficiency in AI-powered tools and platforms
Enhancing data analysis and interpretation skills
Leverage and practising emotional intelligence and relationship-building abilities
Action steps for sales professionals:
Invest in continuous learning and professional development
Seek training in AI-related technologies and data analytics
Cultivate soft skills that complement AI capabilities
Resources:
AI will replace traditional sales roles, but there will be many opportunities for evolving B2B sales roles.
While AI will replace some traditional sales roles, new opportunities are emerging.
AI has already replaced 700 inside sales and customer sales reps at Klarna. It’s estimated to drive a USD 40 million in profit improvement to Klarna in 2024, with an NPS score at par and more accurate in errand resolution, leading to a 25% drop in repeat inquiries.
Check out this video on me testing out HeyGen for customer service during our visit at AcademyX.
Ai excels in handling routine tasks and generating insights from structured data. However, AI will struggle with complex sales solutions that evolve relationship mapping, relationship-based outreach, and navigating complex enterprise sales processes that require emotional intelligence, adaptability and unstructured decision-making.
The B2B sales landscape is shifting towards more strategic, consultative roles that leverage AI insights to provide customer value. Salespeople who are highly skilled in managing and closing strategic, high-value sales deals and emerging roles like AI Sales Strategists and Data-Driven Sales Consultants.
Action steps for sales professionals:
Stay informed about emerging roles in AI-driven sales
Position yourself as a strategic advisor who can interpret and apply AI insights
Attend AI conferences or events where you can connect and learn new developments.
If you are looking to upskill in being a strategic advisor, check out my upcoming cohort in November, Elite Sales Athletes: How to Win High-Value Complex Deals. We will also have a free webinar coming up, more details next week.
Like any other technology, AI will be integrated seamlessly and be another tech like the internet, mobile networks, and cloud computing. However, the challenge is leveraging AI and creating more businesses and jobs for humans.
That’s it for now. See you next week.
Take care from the Gold Coast!💜
Ren
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