Using AI as a Salesperson

In a recent masterclass, 10-time Microsoft Dynamics 365 MVP Rick McCutcheon hosted Microsoft sales veteran Chuck Ingram and AI specialist William Hawkins. Together, they guided attendees through the best ways to uncover and qualify new opportunities for Microsoft Copilot and other AI solutions - and, of course, how to sell the AI systems.

You can watch the full masterclass on-demand on MSDynamicsWorld's website HERE .

One of the many topics Rick, Chuck and William covered was leveraging AI as a salesperson. Here's a preview of some of the insights the experts provided:

Using AI for Sales

Integrating AI into our processes has become a game-changer as we navigate the evolving sales landscape. We can significantly boost our sales effectiveness and conversion efficiency by:

• Recording and analyzing sales conversations
• Leveraging AI models for relationship building
• Enhancing sales strategies with AI insights
• Taking practical steps to implement AI in sales

Recording and Analyzing Sales Conversations

One of the most impactful ways to use AI in sales processes is to record and analyze our sales conversations.

AI-driven tools can transcribe and analyze our conversations to identify key themes, sentiments, and areas for improvement. We can use the tools' analyses to understand what works, what doesn't, and uncover valuable insights into customer needs and preferences.

For example, we can automatically capture and analyze every sales call using tools like Gong or Chorus . These platforms use natural language processing (NLP) to highlight important moments, such as objections or buying signals, and provide actionable feedback. This allows sales teams to refine their approach and tailor their messaging to better resonate with prospects.

IMPORTANT: In some jurisdictions, recording conversations without all parties' consent is illegal. Always ask for permission before recording someone's voice or visual likeness.

Leveraging AI Models for Relationship Building

Of course, building solid relationships with clients is at the heart of successful sales.

AI models can help us connect with actual humans by providing personalized recommendations and insights. By analyzing data from various touchpoints, AI can suggest the best times to reach out, the most relevant content to share, and the optimal communication channels.

For instance, AI-powered CRM systems like Salesforce Einstein can analyze past interactions and predict the likelihood of a deal closing. They can also recommend next steps, such as sending a follow-up email or scheduling a meeting. This personalization level helps build trust and rapport with clients, ultimately leading to stronger relationships and higher conversion rates.

Enhancing Sales Strategies with AI Insights

AI can enhance our sales strategies by providing deep insights into market trends, customer behaviour, and the competitive landscape. We can make data-driven decisions and optimize our sales approach by leveraging these insights.

For example, AI tools like InsideSales.com can analyze vast amounts of data to identify patterns and trends. This can help us understand which sales tactics are most effective, which customer segments are most profitable, and where growth opportunities exist. By incorporating these insights into our sales strategies, we can stay ahead of the competition and drive better results.

Practical Steps to Implement AI in Sales

Implementing AI in sales may seem daunting, but by following a few practical steps, we can seamlessly integrate AI into our processes and start reaping the benefits.

• Identify Key Areas for AI Integration: Start by identifying the areas where AI can have the most impact, such as lead scoring, customer segmentation, or sales forecasting.
• Choose the Right Tools: Select AI tools that align with your sales goals and integrate well with your existing technology stack.
• Train Your Team: Ensure that your sales team is well-versed in using AI tools and understands how to leverage AI insights to enhance their performance.
• Monitor and Iterate: Continuously monitor AI tools' performance and gather feedback from your team. Use this feedback to make necessary adjustments and improvements.

By following these steps, we can effectively integrate AI into our sales processes and unlock new levels of efficiency and effectiveness.

Watch the Full Masterclass

To learn more about how to sell AI, how to use AI to sell and how to navigate the evolving B2B sales landscape, watch our free "Secrets to Selling Microsoft Dynamics: Microsoft Copilot and AI Solutions " masterclass on MSDynamicsWorld.