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B2B sales workflows

Leverage AI to Drive Smarter Sales Strategies and Transform Opportunities into Success Stories

AI fast-tracks sales by unlocking opportunities, providing insights into buyer intent, engagement patterns, and historical purchase trends. 

In an information-driven ecosystem, leveraging AI and appropriate data models offers a competitive edge. The benefits include: 

  1. Speed and efficiency in analyzing volumes of data faster and give instant insights compared to a team of analysts who can do the same for months. 
  2. Accuracy and precision in identifying patterns and insights that analysts may overlook with manual research. 
  3. Scalability and cost-effectiveness without proportional increase in the size of the analysis team, leading to cost-savings. 

AI leverages the power of machine learning and data analysis to identify patterns, automate tasks, and provide actionable insights. The insights enable enterprise sales teams to efficiently predict customer behavior and optimize their sales strategies. 

For enterprise sellers, AI drives – 

  • 50% increase in leads and appointments. 
  • 40-60% reduction in cost. 
  • 60-70% reduction in call times. 
  • More bandwidth for sales teams to focus on closing strategic deals. 
The most practical method for global enterprises is to incorporate AI into B2B sales workflows.

B2B sales workflows

Accelerate your B2B sales workflows with AI 

69% of sales professionals agree that in 2024, most enterprises will use AI to make their job easy. 

Indeed, AI offers a range of benefits that streamline B2B sales workflows and enhance performance. 

  1. Handle prospect queries: AI-powered chatbots are an advancement in handling prospect queries. They provide instant, accurate responses to common queries and facilitate a smoother knowledge transfer.

This automation enables enterprise sales and marketing teams to optimize their focus and productivity and dedicate their time and efforts to resolving complex sales challenges. 

  1. Enhance decision-making: AI equips Sales and Demand Generation teams with advanced data-driven insights. They help sales teams to forecast trends and consumer behaviors, enabling teams to make informed, strategic decisions that align with business objectives.
  2. Discover opportunities in target accounts: AI analyzes buyer intent signals, engagement patterns, and historical data and presents sales teams with opportunities within target accounts by enabling them to recognize patterns.
  3. Minimize enterprise sales cycles: AI offers innovative methods to significantly reduce enterprise sales cycles and drive growth. AI-based Sales Intelligence platforms leverage AI to analyze data to identify potential leads and understand customer needs.

The instant insights AI provides allows sales teams to personalize messaging and engagement with buyers within target account, shortening sales cycles, improving conversion rates, and sustaining growth. 

The role of AI in enterprise growth 

We are noticing that AI has become a cornerstone of enterprise growth strategies, significantly impacting both top-line revenue and bottom-line optimization. 

  1. AI boosts top-line revenue: AI’s personalization capability is at the forefront of enhancing consumer engagement and satisfaction.

AI can potentially drive 50% more sales leads and directly influence revenue growth. 

Also, AI scans through data and helps sales teams personalize prospect messaging, recommend account-specific solutions, and even foresee future purchases, thereby increasing the likelihood of upsell and cross-sell deals. 

Also, enterprises remain competitive by utilizing AI to study prospect’s intentions and pitch relevant new features and services, expand their reach and penetrate new segments. 

  1. AI optimizes company bottom-line: In B2B sales workflows, AI fast-tracks complex data analysis processes, and generates deep account-specific insight that empowers sales teams to close deals faster, at scale.

A 30% automation of the sales process positively affects the bottom-line when it takes sales teams away from data analysis and repetitive sales operations tasks. 

AI identifies prospects and customers with immediate needs and spending power. It provides insights into their financial reports including technology budgets, allowing sales teams to prioritize target accounts and allocate resources more effectively. 

AI aids in reducing cost overruns associated with human error in analysis, thereby bolstering the company’s financial stability and positively affecting bottom-line. 

Develop AI-powered sales platforms: Understanding the nuances 

35% of sales professionals report AI has automated manual tasks, helping them save about 2 hours 15 minutes on an average, leaving them with time to close deals or take notes. 

AI can help customers meet customer needs, their business goals, and keep up with market dynamics if they evaluate use cases, select the right data, test rigorously, and integrate a working model into the B2B sales workflows. Let us understand how. 

AI-powered sales platforms

  1. Explore practical applications and outline crucial use cases.

For instance, AI can forecast and reduce churn by identifying at-risk clients with insights into their behavior patterns and engagement levels. 

Also, AI enables sales teams through accurate customer segmentation and content personalization to boost conversion rates. 

  1. Select quality data for integrity and design appropriate models that reflect the diversity of the customer base and the complexity of the sales processes.

The choice of models must correspond to the specific patterns and predictions required by the business. This is one of the foundational steps. 

  1. Train the model by feeding the model with data and refining it until it is accurate, and test by evaluating the model’s performance in real-world or simulated scenarios.

SMEs with knowledge of nuances of the data and business context must test and train the AI model ensuring that the AI models are optimized to produce relevant and accurate insights. 

  1. AI solutions must integrate old and new systems seamlessly without disrupting the existing processes while adding value.

Stakeholders must establish a feedback loop to gather inputs that will enhance the AI models, adjust to shifting consumer preferences, and satisfy changing business requirements. 

Assess the effectiveness of AI implementation 

After integrating AI into the process, stakeholders must learn how automation has changed the B2B sales workflows. Let us look at important angles from which to measure success: 

  1. Operational and customer impact: The impact on team efficiency is a primary measure of AI’s success, especially in streamlining operations, reducing staff workloads, and improving overall productivity.

Simultaneously, sales teams must gauge AI’s effect on customer satisfaction levels by monitoring customer service metrics – response times, resolution rates, and feedback. 

  1. Customer experience: It is critical to evaluate AI’s impact on customer experience and happiness with assessment of the improvement of the customer journey and customer pain points solved.

Stakeholders must look at indicators like customer engagement levels, net promoter ratings (NPS), and retention rates to determine the improvement in customer experience via AI. 

  1. Technical performance: Stakeholders must examine precision, speed, and dependability of AI systems to assess the technological efficacy of AI:
  • Are the forecasts made by AI consistent and accurate? 
  • Is AI causing errors or downtimes in the workflow? 

Evaluating these variables ensures the technical reliability of sales AI for sales operations. 

  1. Financial outcomes: Finally, RoI is what determines success. The assessment must focus on tangible financial results, such as increased revenue, reduced operation costs, etc.

Stakeholders must compare these financial results against the costs of implementing AI, which include technology, training, and maintenance expenditures to learn of its value. 

For most enterprises with an extensive AI capability to improve sales process, leveraging AI Sales Intelligence platform offers reliable and cost-effective way to augment their B2B sales workflows.
Optimizing the impact of AI in B2B sales workflows – in retrospect 

It is projected that 70% of the B2B buyers in the U.S. will use AI to assist them in their purchasing process by 2028. 

This shift tells sales teams how companies are discovering, evaluating, and choosing products and services. Sales teams must leverage AI to meet these B2B buyers where they are in their buying journey and meet their needs. 

The full spectrum of benefits can only be realized through diligent monitoring and refinement of these systems. 

For example, an American management consulting firm found it challenging to gather credible intelligence on accounts, stalling interactions. They also wanted to identify new opportunities and accelerate growth in their larger accounts. 

The company leveraged AI-based Sales Intelligence platform Draup to: 

  • Assess pain points of target accounts, and 
  • Identify potential opportunities mapped to target accounts’ digital initiatives. 

They built a sales pipeline soon and obtained the below results: 

  • Shorter sales cycle, 
  • Increased deal size, and 
  • 50% reduction in time to impact (identification of opportunities) 

By measuring, sales teams can optimize the sales process to drive a smarter process and turn opportunities into successes.