AI + Sales Teams: Tips to book 2X meetings
Our last webinar was packed with actionable insights and strategies designed for sales leaders aiming to enhance their team's productivity and effectiveness through AI.
Hey, Welcome to this week’s edition of “Future of Prospecting” Newsletter by “Evabot”.
We have been researching Generative AI Technology for the last 18 months and have been astounded by the use cases it brings in Prospecting through Hyper Targeting and Personalization. For Sales leaders and Revenue leaders, the main challenge with AI-led Prospecting is “How and What not?”
We have recently launched our whitepaper on “How to evaluate a Sales AI Tool?”. Check it out…
Subscribe to get access to our weekly posts on Prospecting, Automation, AI, Revenue Growth and Lead Generation.
Last week, we hosted an exclusive Sales Leader’s webinar on the topic “AI + Sales teams: Tips to book 2X meetings”. We had over 42 dynamic sales leaders, including our guest speakers Alexine Mudawar and Christina Brady.
About our Guest Experts:
Alexine Mudawar - Founder of Women in Sales and Strategic Advisor at Sendoso, Chilipiper, and other prominent companies.
Christina Brady - Founder of Luster, Host of Taking The Lead, and a 2x Demandbase Top 100 Revenue Leader.
Here are the topics that were discussed:
AI in Sales
Grunt work used to give meetings but not NOW !
Depleting Conversion Rates with time
Challenges / Time wasters
Grunt work for SDR/AEs
AI handling grunt works
SDR / AE doing creative work and building relations
Book 2x meetings
"AI shouldn’t replace people; it should remove monotony and amplify human strengths." - Alexine
Listen to the entire webinar recording.
AI in Sales
The sales landscape has dramatically shifted from the traditional "spray and pray" method of outreach to a more targeted, strategic approach.
Today’s sales environment demands precision and creativity. This transition has been largely driven by AI technologies that enable sales teams to work smarter, not just harder.
"If you're only good at tasks that AI can handle, like drafting standard emails, it’s time to uplevel your skills." - Christina Brady
Important Points
→ Use AI to quickly gather insights about prospects, reducing the hours spent manually researching accounts.
→ Implement AI-driven tools that adapt your messaging based on real-time data, ensuring relevance and engagement.
→ Utilize AI systems for timely and personalized follow-up communications, increasing the chances of converting prospects into customers.
→ Sales professionals should audit how they spend their time—identifying what is administrative versus revenue-generating—and consider tools that can automate non-essential tasks.
How can you integrate AI into your daily sales activities without losing the personal touch that is critical in building customer relationships?
What new roles may emerge for sales professionals who know how to use AI technologies effectively?
Listen to “AI in Sales” conversation.
Grunt work used to give meetings but not NOW !
There was a time when sales was predominantly about volume—send out as many emails as possible and hope for the best.
Fast forward to today, buyers are more sophisticated and selective about engaging with salespeople, making the old methods less effective.
"Today buyer’s involve sales reps only 11 percent of the entire sales process. Now, split that time with 6-7 executives from different companies.All it takes is one AE who understands human psychology better, and then you're done; it's over." — Christina
Buyers are now weary of generic outreach and can sense when they're being treated as just another number in a sales quota.
Important Points
Focus on crafting well-researched, personalized messages that resonate with specific pain points and interests of each prospect.
Utilize data analytics to understand the best times and methods for reaching out to prospects, ensuring higher engagement rates.
Provide value through your interactions by educating prospects about solutions that genuinely address their needs.
Use tools to track how prospects engage with your communications and adjust strategies accordingly to maintain their interest.
What specific changes can you implement in your daily routines to replace outdated high-volume tactics with more effective, targeted approaches?
Depleting Conversion Rates with time
Earlier, flooding inboxes with emails might have worked, but as buyers become overwhelmed with options, generic messages get lost in the noise.
"What people have started doing is misusing the technology...instead of thinking that I can actually write a more thoughtful message." — Christina
Many sales teams have adopted AI not to enhance their messaging but to increase the quantity of messages sent, neglecting the quality and personalization needed to engage modern buyers effectively.
"It's not just conversion from lead to close; it's conversion rates from stage to stage in the sales process because we've gotten less prescriptive about how we are selling to people." — Christina
Important Points
→ Use AI to gain insights into buyer personas, understanding their motivations and communication styles, which can guide more personalized outreach.
→ Focus on sending fewer, but highly targeted messages that address specific buyer needs and pain points rather than blasting large volumes of generic communications.
→ Regularly assess the effectiveness of your messaging. If AI-generated content doesn’t learn and adapt based on feedback, it’s not being utilized to its full potential.
→ Always review AI-generated content before it goes out. Ensure it aligns with your strategy and maintains the human touch essential for building relationships.
How can your team better integrate AI tools to enhance rather than replace the human elements of your sales process?
Challenges / Time wasters
Alexine shared a poignant example from her own experiences, highlighting how traditional sales methods and the misuse of AI have led to significant time wastage.
Alexine was involved in a two-year-long sales cycle with a large enterprise client. During this extended period, most members of the buying committee left the organization, which is not uncommon in lengthy sales cycles. This turnover meant that she had to continually reintroduce herself and reestablish relationships within the company—a massive time sink and a considerable challenge.
Each time a new member joined the buying committee, Alexine had to spend considerable effort bringing them up to speed on the negotiations' history and details. This constant resetting not only slowed down the process but also diverted her attention from other potential deals.
- "We have pushed our buyers away... We have not been a trusted resource." — Alexine
- "It's really tough and there is no one size fits all. But you have to have some type of system of reciprocity." — Alexine
Important Points
Instead of using AI for mass messaging, employ it to analyze data and provide insights that can lead to more personalized and effective communication strategies.
Shift focus from quantity to quality. Invest time in building genuine connections with prospects through thoughtful interaction rather than overwhelming them with impersonal content.
Regularly assess your sales processes and tools. Be willing to adjust or discard strategies that no longer serve their purpose or fail to deliver results.
Ensure that your sales team understands the best practices for using AI tools effectively, focusing on enhancement of their skills rather than outright automation.
How can your team better identify time wasters within your current sales processes?
AI handling grunt works
"You can build a car that goes 400 miles an hour, but there's nowhere you can drive that. So don't go for the cool technology if it's not going to help you make money or retain customers." — Alexine
Szymon shared his experience as an account executive at EvaBot, where AI tools have significantly reduced the time he spends on account prioritization and research. This shift has enabled him to concentrate on creative engagement strategies and building stronger relationships.
Interestingly, AI can automate time-consuming tasks such as data gathering, lead prioritization, and initial customer outreach. These tasks, while essential, do not necessarily require human creativity or emotional intelligence and therefore are perfect candidates for automation.
Important Points
Tools like EvaBot can analyze extensive datasets to prioritize accounts based on alignment with your company’s value proposition, saving countless hours of manual research.
Use AI-driven insights to tailor your interactions based on real-time data about customer behavior and preferences.
Implement AI systems that score leads automatically, enabling sales teams to focus their efforts on the most promising prospects.
Utilize AI to help craft personalized emails and content that resonate with specific audiences.
What processes within your current sales strategy could be immediately improved or accelerated by introducing AI?
Possibility to book 2x Meetings
Rabi shared how leveraging AI has transformed their sales process at EvaBot. By automating research and prioritization tasks, the team has been able to focus more on meaningful interactions, which in turn has led to a significant increase in booked meetings.
"AI can actually look at what we are trying to sell and look at all the prospects and tell you exactly what to say, and why to say." — Rabi
"Being able to ask those strategic questions at scale is really incredible." — Szymon
They used AI tools to automate the labor-intensive parts of the sales process such as account research and notes writing, allowing sales reps to dedicate more time to engaging potential clients.
It's clear that the integration of AI into sales processes isn't just a trend—it's a transformative shift that is reshaping how sales teams operate.
By automating grunt work, personalizing customer interactions, and enhancing strategic decision-making, AI is empowering sales professionals to work smarter, not harder.
Start by identifying one area in your sales process where AI can make an immediate impact.
Want to see how we actually enable SDRs / AEs to book 2x meetings?