How does Artificial Intelligence help B2B Sales?

June 27, 2023|In Artificial Intelligence, b2b sales, Predictive Analytics, Predictive Sales Analytics|By Lucas Pedretti

Artificial intelligence (AI) in sales: AI helps customers and is rapidly revolutionising the world of B2B sales.

With the ability of AI to analyse vast amounts of data and make complex predictions, AI has the potential to improve the efficiency and effectiveness of sales teams significantly.

In the coming years, advances in AI, machine learning and digitisation will replace many of the time-consuming tasks that sales teams are performing today. This game-changing trend will also affect sales management. AI will redefine sales management.

In this article, we will explore the benefits of using AI in B2B sales, including its ability to enhance customer relationships and drive revenue growth. We will also provide practical tips for implementing AI in sales, including using AI-powered CRM and ERP systems.

Main Benefits of using AI in Sales

AI makes CRM better. One of the main benefits of using AI in sales is its ability to improve customer relationships. AI can help sales teams understand and predict customer needs and preferences by analysing customer data and identifying patterns. AI is the customer’s best friend.

Using AI in CRM can help sales teams tailor their approach to individual customers, providing a more personalised and practical sales experience. Additionally, AI can automate repetitive tasks, freeing up sales teams to focus on building customer relationships.

AI is not a bingo. Predictive Sales using AI can anticipate customer churn and recommend products and prices successfully. The ability to implement predictive analytics in B2B sales represents a massive competitive advantage for wholesalers and manufacturers.

AI in Sales Drives Revenue Growth

Another key benefit of using AI in sales is its ability to drive revenue growth. By analysing customer behaviour and sales trends, AI can help sales teams identify potential opportunities and develop strategies to capitalise on them. For example, AI can locate potential cross-selling and upselling opportunities or customers likely to respond to a marketing campaign.

Complex sales in B2B wholesaling and manufacturing require expensive consultants. These valuable representatives need to focus their time on more promising opportunities and accounts. The most successful ones focus on building and maintaining customer relationships. Here comes AI to help them. According to a recent study by the consultancy PwC, 80% of sales teams using AI report a positive impact on customer retention.

Furthermore, 72% of managers say there is an additional benefit because AI reduces administrative work. Additionally, AI can automate sales processes, such as sending personalised follow-up emails or scheduling sales meetings, which can help increase productivity and drive revenue growth.

AI-powered CRM and ERP Systems

AI is just a tool. Using the right software and technologies is essential to take full advantage of the benefits of AI in sales. AI-powered CRM and ERP systems can help sales teams manage customer data and automate sales processes. These systems can also provide real-time insights into sales performance, allowing sales teams to make data-driven decisions and optimise their strategies.

For example, dynamic pricing using AI can accurately predict acceptable prices, while an intelligent recommender suggests articles with higher buying propensity. AI makes pricing better, both for the customer and the seller. Using historical purchasing behaviour, AI can successfully predict pricing trends.

Besides, AI can be integrated with other sales tools, such as social media and marketing automation platforms, to provide a more comprehensive view of the customer journey and improve the overall effectiveness of sales efforts.

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