How AI and Automation Are the Future of B2B Sales

We keep hearing about how artificial intelligence has transformed the B2B sales scenario using data driven decision-making, automation, and personalised customer experience to ensure long-term success. B2B sales have seen a whole new revolution with digital transformation and by adopting new technologies like CRM systems, marketing automation tools and e-commerce platforms. We have decided to take you on a trip to get to the bottom of these ‘big terminologies’ and make them look more accessible and applicable in your businesses. If you or your partner has any apprehensions regarding adopting any of these new technologies, let us convince you that change is the new spice of life and progress can only be made through evolution.

What is Artificial Intelligence?

Artificial Intelligence or AI is nothing but intelligence exhibited by machines. AI is a field of research that develops methods and software programs that empower these machines to perceive their environment and to take actions using learning and intelligence in order to maximise reaching the set goals.

What is Meant by Automation?

Automation refers to a technique that makes a process or a system operate automatically. In B2B sales, automation can be described as the creation and application of a technology to monitor and control the production and delivery of products and services seamlessly.

What is B2B Sales?

B2B sales is the process of selling products and services to another business organisation, instead of selling them to individual consumers. B2B sales requires a more strategic approach that focuses on building relationships, prioritises problem-solving and provides an excellent value proposition and customer service.

How does AI Help in B2B Sales?

The B2B sales industry is a fiercely competitive industry. AI provides the sales teams with actionable insights and tools to sort, identify, assess, verify and engage potential customers efficiently. There are B2B sales intelligence platforms that assist them in doing so and help them optimise their efforts and drive revenue growth to boost their business.

How does Automation Help in Optimising Workflows in B2B Sales?

An AI sales intelligence platform streamlines workflows by automating tasks like predictive, behavioural and demographic lead scoring, account research, benchmarking, which give sales reps more time to engage with prospects.

How AI & Automation Work in B2B Sales?

An AI & automation sales intelligence platform basically helps an organization's sales team to clearly identify the high quality leads and streamline their entire sales processes and thereby help in driving revenue growth. An AI sales intelligence platform further personalises the entire funnel creation approach, updating the sales teams with the latest consumer trends and also equipping them to close the deals more effectively. Some of the main advantages of using AI & automation in B2B sales are listed as below-

1. Data Collection - AI & automation tools are fundamentally programmed to fetch a very wide range of data like the information about companies, contact details, the sales trends, and even social media trends and website analytics on digital platforms.
2. Data Filtration - This is an important step in B2B sales wherein the data collected through the AI & automation is first filtered, then standardised, corrected, formatted, and finally prepared for analytics.
3. Lead Generation Refinement - AI sales intelligence tools identify leads based on specific set criteria. This saves time by directing all their efforts in the right actionable channel where there will be a high likelihood of conversion.
4. Predictive Analytics - AI & automation are the future of B2B lead generation. They use highly sophisticated algorithms for data analysis. They then furnish accurate insights on actually recognising the decision makers at the client end, track their buying behaviour and even spot relevant opportunities.
5. Generation of Insights - Post the data analysis is done, the AI & automation generate the next actionable insights like the lead score, sales forecast, personalised recommendations, and the customer segmentation.
6. CRM Integration and Delivery - The collected insights are then integrated with CRM systems and other linked sales tools for the sales teams to access it. This is typically done via the dashboards, alerts and notifications. 

AI Sales Intelligence - Future of B2B Lead Gen

AI sales intelligence helps in collecting data about potential customers, competitors and market trends, followed by analysis and interpretation of the amassed data. AI and automation tools go beyond the customary CRM systems, offering a more comprehensive perspective of the sales business. AI sales intelligence tools gather data from various sources like social media, public records, various databases from various companies and gather valuable insights on the buying behaviour, needs, popularity and pain points of the targeted customers in B2B lead gen.

Significance of AI & B2B Lead Generation

AI & B2B lead gen have become a fundamental part of B2B Sales and Marketing and involves identifying potential customers that are interested in your products and services. B2B lead gen also nurtures these potential customers and retains them for your businesses. It can help businesses in the following way -

Increase Sales - AI & B2B lead gen makes sure there is a steady flow of qualified leads, using which businesses can increase their sales and close deals quicker.

Heightened Efficiency - Another advantage of AI & B2B Lead Gen is that it streamlines the entire sales process, saves time and optimises efforts and resources needed for prospecting.

Better Customer Relationships - AI & B2B lead gen involves studying your potential customers well, tailoring your efforts to get them on board by building better relationships and customer services.

Fetching Market Insights - Analysis of data, studying market trends, customer patterns and behaviour is also a part of AI & B2B lead gen and gives you an idea about competitors’ activities and helps you thrive in the market.

Breaking the Myth about Artificial Intelligence

First of all, it is important to understand that AI is only augmenting B2B sales efforts and not replacing the human brain completely. With the right platform, it is simple to incorporate sales intelligence tools in your businesses. Visit us at Nexizo and get help in data structuring, data enrichment, and boosting your sales with the most relevant and the best businesses in the industry. Nexizo is a sales intelligence platform that offers customised recommendations with in-depth analysis and provides personalised services to increase your win ratios. 

Why choose Nexizo?

1. Nexizo monitors KPIs or key performance indicators like lead conversion rates and customer acquisition costs.
2. Regular ROI analyses ensure that the amount you are spending on AI & automation is yielding the desired results.
3. We adopt the best practices to ensure that your business is benefitting from AI & automation.
4. You can get access to continuous and comprehensive monitoring of how the AI sales intelligence tools are performing and modify efforts when required to gain better results.
5. We keep evolving as per the latest advancements and provide you with up-to-date technologies and services.
6. We ensure customer satisfaction by offering personalised services.

The Verdict

The future of B2B sales is undergoing a rapid shift towards technology. B2B sales is advancing towards personalised and a data-driven approach. The future of B2B sales is characterised by AI & automation with data-driven decision-making, personalised customer experiences, stronger customer relationships, enhanced efficiency and long-term success. B2B sales have seen a revolution with digital transformation. By adopting new technologies like CRM systems, marketing automation tools and e-commerce platforms, you can stay competitive.