The Satur-AI-ted market

It's been an exciting May for the ScaleUpSales team. Myself and my co-founder, Daniel Schwartz were just featured on an Overpass webinar, sharing our insights on the sales strategies we've been seeing work best in 2023 to close cold B2B prospects.

It's a constant privilege to know that even amidst accidents, business shenanigans, and onboarding new clients, we can still deliver our work.

If you want to hear about what ScaleUpSales does on the Overpass webinar, then...

You can check it out here!

We’re also in the process of launching our new website, and we’ll be sure to share a post on how we’re revamping the SUS homepage in the coming days.

But there was something pretty specific I wanted to talk about today, in light of the recent onboarding of some new clients - and that’s the challenges of selling an AI-powered solution in 2023.

The Technicalities of AI

We've recently onboarded some? fantastic new clients, working closely with them to create the infrastructure they need to sell their unique solutions... and we've noticed some pretty interesting trends.

While we work with a broad range of different businesses, from events companies to niche hardware suppliers, the surge in demand for outbound sales and marketing from SaaS and Tech businesses has surged.

It might just be that our branding speaks to those kinds of businesses, but I think not, especially considering how many of them are creating AI-driven or machine-learning based solutions.

AI is not an easy sell. It's a buzzword, it's vague, and, in certain cases, it even seems like witchcraft.

Yet every business is using it, or doing it, or marketing it - and it seems to create a satur-AI-ted market with the average prospect left scratching their head.

Unless you’re a developer, AI specialist, or fan of a sci-fi series that happened to make some very accurate predictions about the state of affairs today, you won’t really know what AI is, which means you won’t understand when someone says their solution is “AI-powered”.

Maybe there was a time when AI was novel enough to gain someone’s interest out of the gate, but the harsh reality is that isn’t the case anymore.

No matter how awesome your AI solution, it's already at the point where that's not a differentiator anymore - if anything, it makes selling your solution even harder.

"Why, Michael? AI is the future!" I hear you say.

Well, AI is complex, and complexity doesn't play well in the sales game, especially since (for the moment) you're outreaching to people - who are busy, who aren’t technically-minded, who only care about how you're helping them.

And in those instances, complexity doesn't fly.

Now sure, features can be complex, but there's no such thing as a "complex" benefit, and if there is, it ain't a benefit.

And, understandably, a lot of businesses can have blinders on about how easy their solution is to understand. Your own words make sense to you when you're reading them, after all.

But this doesn't work when you're outreaching at scale to 1,000+ potential customers.

Bridging the Artificial Gap with Humanity

The fact is, humans are pretty simple. They want to work less, work better, excel in their roles, grow their businesses, buy a poodle... you get the idea.

Now while there may be any number of AI-driven solutions that help them with this. It still boils down to what their needs are, not the complexities of how your solution solves them.

And this isn't to dumb down any AI-driven solution, either, they're here to stay and they're the future, but they're built for humans and need to speak to them as such.

In short, I think that's why so many of these technical solutions are struggling - and why they still need guidance on how to pitch their own offering, while still sounding unique, standing out in an inbox, and getting a positive response.

Frankly, this advice goes for anyone, too. Even fellow sales agencies. But there are tried and true tactics for consolidating your messaging in a way that is truly relevant, understandable, and unique for your prospects.

And I'd be happy to share it with anyone who asks (just DM me!).

But that's all for now. The team and I will be back with more updates and insights in the next couple of weeks. So, if you want to hear some more SUS-related expertise on scaling your own sales, stay tuned!