"With more leads than people can handle, his team has started using AI to analyze the information they have about potential customers including page views, email open rates, and the amount of time they have spent using different products included in a proposal, as well as their time zone, to figure out what to say to potential clients and the best time to message them."
"Conduct more research ahead of client meetings Haley Gault, a strategic account executive at Salesforce, says she she uses Salesforce's own AI tools as well as external ones like ChatGPT and Google's Notebook LM to conduct research ahead of client calls, a process that saves her "so much time," compared to sifting through financial statements, Google, Reddit, and YouTube to learn about a new industry."
AI streamlines sales workflows by prioritizing and qualifying large volumes of inbound leads using behavioral signals such as page views, email opens, product usage and time zone to determine outreach timing and personalized messaging. AI tools aggregate and summarize industry and client information to accelerate pre-meeting research, reducing hours spent on manual searches. Automation handles routine busywork, freeing sales reps to focus on relationship-building and closing. AI identifies high-opportunity prospects and suggests value-driven messaging, while human sellers remain essential to finalize conversations and convert prospects into customers.
Read at Inc
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