How Machine Learning and Artificial Intelligence Influence Sales Enablement Tools

John Cook Director of Demand Gen | Consensus
John Cook

How do machine learning and artificial intelligence influence sales enablement tools?

  1. The implementation of AI-based salesbots
  2. Working as more naturally interactive chatbots
  3. Cultivating better relationship management



Artificial intelligence and machine learning are broad terms; but when it comes to sales enablement tools and customer service, it can offer you benefits that will give you an undeniable edge over your competitors. Machine learning and AI are trends that businesses should expect to last for years to come. The good news is you don’t need to invest a significant amount of resources into it. You can start with something like AI chatbots and use them to automate your sales enablement process and then scale up from there.

Your company needs to create a strategic and comprehensive plan on how to significantly use AI to improve the sales processes and customer service operations in your business if you want to stay on top of the game. Using sales enablement tools in tandem with AI and machine learning arms you with the exact technology that Fortune 500 companies utilized to develop brands even in the midst of economic downturns and intense competition.

Take action today and implement these methods; here’s how machine learning and artificial intelligence influence sales enablement tools:



Implement AI-based Salesbots

Implement AI-based Salesbots

Artificial intelligence is no longer bound in the realm of science fiction. Today, businesses are no longer fighting their battles in a conventional way. Newer digital ways to manage businesses are being introduced; AI is one of them and is widely considered as the next game-changer in sales empowerment.

Because of this, more companies are deciding to choose the option that makes use of the abilities of artificial intelligence. Approximately 38% of businesses are now using AI and this number is only expected to increase up to 62% by the end of the year. This means that AI is not simply a fad; it is here to last.

Essentially, AI can be of great help to you if your business’ top priority is to convert leads into customers. AI can help your business in many ways, especially if you are using sales enablement tools. Here’s how:

  1. Curating Email Content

Most businesses spend many hours crafting weekly emails to customers. However, it is almost impossible to provide a personalized email to every single one of them. This is where artificial intelligence and machine learning comes in:

The algorithms of an AI can track down the email browsing data of a subscriber in order to analyze how this individual reacts to your content. This, then, allows the AI to detect hyper-contextual content and create personalized emails based on the data analyzed.

  1. Enhanced Customer Experience

Artificial intelligence has significantly improved the customer experience through the use of chatbots. Let’s take a look at a few ways how AI is making better bots for a better sales experience:

Personalized Presentations

In general, customers seek personalization. Having a personalized theme whenever they would visit your website entices them to use it more. Human sales representatives would try to cater to the needs of the customers individually in the past. Obviously, this was met with great difficulty which is why with an AI-enabled salesbot, a personalized presentation is implemented with seamless efficiency.

Streamline Sales

It is still important to guide a customer throughout the entire purchasing process even after getting them to take action. Live chat representatives tend to complicate things, but a salesbot, on the other hand, can streamline the entire process and ultimately improve the customer experience.

Fix Other Problems

Salesbots can fix many problems before your customers realize that they even exist. This is because the bots are designed to proactively design a smarter experience for the user while also addressing the path of sales.



More Humanized Chatbots

A lot of companies are now using artificial intelligence to handle customer management and perhaps even improve their sales enablement tools. A study has revealed that most companies are now using AI much more frequently to aid them in B2B related activities and much less frequently to automate human activities.

In fact, the customer service representative you might have chatted with recently may not even be an actual person. You might not have realized it but chances are, you had a conversation with a bot. Smarter chatbots are so intelligent that the average customer can have a hard time recognizing one from a human representative.



Better Relationship Management

Better Relationship Management

Most customers look at the quality of a product or service to take action, but a good number of them still go for a particular brand simply because of their relationship management.

Purchase decisions can be quite unpredictable because they are affected by a wide variety of factors. This is why AI-driven sales enablement tools are now being used to also handle the needs of the customers.

Your sales representatives can then focus on more complex tasks and handle much deeper customer service issues by using AI-driven sales enablement tools.



Key Takeaway

The future of artificial intelligence and machine learning in relation to sales enablement tools continue to evolve as people gain a better understanding of how to apply it to various businesses. Some of these AI predictions include everything from running more accurate investments to reducing customer service time.

Regardless of how your business uses AI, the decision-makers in your organization should be able to see it as crucial to their future and success. The question that remains now is how your sales team is going to work in tandem with enablement tools as well as AI to help shape their success.