How A.I. Can Ensure You Never Lose a Sale to "I Don't Know"

Posted by Alyssa Verzino on Oct 2, 2018 10:00:00 AM

sales knowledge

Accurate and complete sales documentation is critical to closing deals, but capturing all the data that sales teams need is a complex, time-consuming job that is too-often neglected. Artificial intelligence is ready to step in to ensure that a sales representative never has to jeopardize a sale by saying, "I don't know."

The job of your marketing department is to develop warm or hot leads for your sales team to close. To do this, they initiate marketing campaigns that capture some level of intelligence about a prospect before adding the prospect to a contact list for a sales representative. Unfortunately, that prospect intel doesn't always get delivered to the sales rep, which can slow down or impede the progress of a sales call.

The job of a sales enablement team is to ensure that, once a rep is contact with a prospect, the sales representative has all the information they need to answer the prospect's questions, overcome the prospect's objections, and satisfy the prospect's concerns about your products and services.

Too often, the sales support documentation that a rep relies on is incomplete, inaccurate, or out of date, which can lead to the dreaded "I don't know" that bogs down or ends a sales call. These inaccuracies often occur because product changes happen too fast for sales enablement to keep pace, or because customers ask novel questions that aren't added to a sales fact sheet or objection-handling list after their first occurrence.

Both before and during a sales call, the sales representative is left without the information they need to close a deal. And in both cases, that information deficit is often due to a lack of resources available to keep sales documentation up to date.

Modern products and services -- especially Software-as-a-Service (SaaS) solutions -- evolve so fast, apply to so many use cases, and serve so many diverse customer personas that it is almost impossible for even the most devoted and skilled sales enablement teams to keep pace.

Artificial intelligence, however, can act as a "force multiplier" for your sales enablement staff, simplifying and streamlining their documentation efforts to a manageable level. By deploying an A.I. virtual assistant that can audit your knowledge base and interact with customer relationship management (CRM) solution, you can ensure that knowledge gaps are identified and addressed as soon as they are discovered.

If a price list or product specification sheet falls out of date, an A.I. agent can flag the item for an update. If a prospect completes a lead-capture form on a marketing landing page, an A.I. agent can ensure that the data makes it into your CRM system before a sales call. And that same A.I. virtual assistant can tie those two data sets together, serving up just the right sales tools to match the prospect profile -- and ensuring all of it is up-to-date and accurate -- before a sales call begins.

A sales representative will never have to say, "I don't know, let me get back to you" because your A.I. agent will make sure they have the answers they need before a prospect even asks the question.

Talla is building this A.I. sales enablement assistant. If you'd like to learn how artificial intelligence can improve your sales enablement process, contact Talla today.


Topics: AI, sales enablement, Sales