{"id":16316,"date":"2022-12-01T19:59:41","date_gmt":"2022-12-01T19:59:41","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16316"},"modified":"2024-06-20T19:09:39","modified_gmt":"2024-06-20T19:09:39","slug":"leading-uncertain-times-ai-advantage","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/","title":{"rendered":"Leading in Uncertain Times: An AI Advantage"},"content":{"rendered":"<p>In 2019, we conducted our first AI-for-Sales Research Study into if\/how sales organizations were leveraging advances in AI technology to enhance their technology stack in ways that further increased sales efficiency and effectiveness. While in its embryonic stage back then in\u00a0 terms of adoption, AI innovations were already starting to show promise in introducing new ways of dealing with a variety of the age-old sales challenges.<\/p>\n<p>As part of the SPS study, we integrated many of the questions asked in the previous AI-for-Sales studies. This year we found that 16% of the firms surveyed reported they have implemented\/are implementing some AI capabilities into their sales tech stack. A contributor to this growth in adoption is that CRM vendors are now adding AI-powered capabilities into their standard offerings versus having them be additional priced add-ons, and we expect that trend to continue.<\/p>\n<p>To provide an overview of what role AI is playing within those firms we asked the study participants to share the specific functionality they implemented. A summary of the responses to this question is seen in the chart to the right.<\/p>\n<p>Let\u2019s review each of these functionally areas in more detail.<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Sales_ActivityCall_Analysis\" >Sales Activity\/Call Analysis<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Sales_Intelligence_Analysis\" >Sales Intelligence Analysis<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Forecast_Management_Analysis\" >Forecast Management Analysis<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Content_Management\" >Content Management<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Demand_Generation_Management\" >Demand Generation Management<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Lead_QualifyingAppointment_Setting\" >Lead Qualifying\/Appointment Setting<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Prospect_EngagementMessaging\" >Prospect Engagement\/Messaging<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#Sales_Coaching\" >Sales Coaching<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/#SalespersonManager_Training\" >Salesperson\/Manager Training<\/a><\/li><\/ul><\/nav><\/div>\n<h3><span class=\"ez-toc-section\" id=\"Sales_ActivityCall_Analysis\"><\/span><strong>Sales Activity\/Call Analysis<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Provide sales teams with metrics on various types of sellers and buyer engagement<\/p>\n<p>AI-enabled Functionality: Gathers sales activity metrics via analyzing seller and buyer interactions (e.g., emails, appointments, phone calls, web meetings, etc.), assesses seller\/buyer alignment, automates CRM record creation\/updating, provides actionable insights for sales professionals and managers, shares the voice-of-the-customer across the enterprise, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Sales_Intelligence_Analysis\"><\/span><strong>Sales Intelligence Analysis<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Optimize territory and key stakeholder analysis<\/p>\n<p>AI-enabled Functionality: Comprehensively asses a company\u2019s total addressable market, provides insights into prospect organizations, prioritizes the best accounts to pursue, identifies buying event triggers, targets the right stakeholders to connect with, delivers insights into how to engage with them, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Forecast_Management_Analysis\"><\/span><strong>Forecast Management Analysis<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Provide sales teams with metrics and insights to optimize forecast accuracy<\/p>\n<p>AI-enabled Functionality: Analyzes data from key sales activities, provides sales management with the metrics needed to continuously assess the status of each forecast deal, proactively identifies deals that are at risk and why, provides insights into how to get deals back on track, determines what deals to stop pursuing, identifies unforecasted deals that can be accelerated, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Content_Management\"><\/span><strong>Content Management<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Provide sales teams with the right insights, news, and content to share with prospects<\/p>\n<p>AI-enabled Functionality: Identifies for sellers which sales tools to leverage, with what type of stakeholder, at which stage in the sell cycle; helps enhance buyer understanding of solutions and its competitive differentiation, analyzes buyer interest and their intent, provides sales with best practices recommendations, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Demand_Generation_Management\"><\/span><strong>Demand Generation Management<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Help sellers generate and convert more leads<\/p>\n<p>AI-enabled Functionality: Supports sellers in conducting prospecting campaigns including sequencing, enhancing, and managing emails and calls, provides persona-based insights for effective prospect engagement, supports social outreach to establish a seller\u2019s credibility, objectively scores leads and opportunities, provides lead nurturing support, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Lead_QualifyingAppointment_Setting\"><\/span><strong>Lead Qualifying\/Appointment Setting<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Provide sellers with a virtual assistant to help engage more customers<\/p>\n<p>AI-enabled Functionality: Integrates with CRM and marketing systems, optimizes lead follow-up via email or SMS, coordinates meeting scheduling for sellers, facilitates lead nurturing, supports existing account communication, provides insights into unique messaging to use with prospects, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Prospect_EngagementMessaging\"><\/span><strong>Prospect Engagement\/Messaging<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Deliver to sellers the insights needed to have meaningful and impactful interactions with prospects\/clients<\/p>\n<p>AI-enabled Functionality: Provides sellers with support for effective and value-added face-to-face, phone, and email interactions with prospects and customers via individualized persona analysis, shares targeted conversation insights, conducts emotional feedback analysis, generates impactful visualizations, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Sales_Coaching\"><\/span><strong>Sales Coaching<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Increase the efficiency and effectiveness of the people leading sales teams<\/p>\n<p>AI-enabled Functionality: Provides support services for sales managers including assessing which sellers need help on specific opportunities, assesses sales skills that need improvement and evaluates the coachability of sellers, provides virtual coaching support to augment manager coaching, surfaces and shares best practices across the salesforce, suggests individualized coaching plans and monitors progress, etc.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"SalespersonManager_Training\"><\/span><strong>Salesperson\/Manager Training<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Purpose: Sales process and sales skills training reinforcement<\/p>\n<p>AI-enabled Functionality: Provides individualized sales training, practice, and virtual coaching reinforcement on sales process and sales skills; ensures sales professionals fully comprehend and can effectively integrate training concepts into their daily workflow, provides feedback on other areas of improvement, tracks progress to achieve those recommendations, etc.<\/p>\n<p>Diving deeper into the experiences of existing users of AI-for-Sales solutions, we asked the study participants to share the specific improvements in sales performance they saw from having their salespeople leverage these advanced capabilities.<\/p>\n<p>With the looming uncertainty of what 2023 will be like from an economic and political perspective, finding more ways to optimize sales performance needs to be top-of-mind for sales management. Seeing AI-for-Sales users report increases in both win rates and revenues per salesperson tied at the top of the list of benefits being achieved creates a case for exploring how these solutions might benefit any sales organization.<\/p>\n<p>One last item to consider\u2026What is the longer-term impact AI will have on sales? To gain insights into this, we asked the study participants to give their views on the importance that AI-for- Sales will have three years from now. We then segmented those responses based on whether a company had implemented AI, was evaluating it, or had no interest. The chart to the right shows a marked difference in responses.<\/p>\n<p>As the \u201cno interest in AI\u201d group represented nearly half of the firms participating in the 2022 SPS study, they would be wise to investigate exactly what the \u201cimplemented AI\u201d group knows that they may not.<\/p>\n<p>Read the full report for a look at the other eight critical challenges facing today\u2019s industry leaders, identified in the <strong><a href=\"\/our-research\/sandler-research-report-2022-sales-performance-scorecard-study\/\">Sales Mastery 2022 Sales Performance Scorecard Study Analysis.<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In 2019, we conducted our first AI-for-Sales Research Study into if\/how sales organizations were leveraging advances in AI technology to enhance their technology stack in ways that further increased sales efficiency and effectiveness. While in its embryonic stage back then in\u00a0 terms of adoption, AI innovations were already starting to show promise in introducing new&#8230;<\/p>\n","protected":false},"author":114,"featured_media":16317,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1521,1407,1127],"class_list":["post-16316","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-leading-in-uncertain-times","tag-sales-technology","tag-technology-tools"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Leading in Uncertain Times: An AI Advantage - Sandler<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/leading-uncertain-times-ai-advantage\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Leading in Uncertain Times: An AI Advantage - Sandler\" \/>\n<meta property=\"og:description\" content=\"In 2019, we conducted our first AI-for-Sales Research Study into if\/how sales organizations were leveraging advances in AI technology to enhance their technology stack in ways that further increased sales efficiency and effectiveness. 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