AI in Sales: 15 AI Sales Applications/ Use Cases in 2022

ByPaul Christiano Last Update on

Artificial intelligence is transforming sales in exciting ways. By leveraging large datasets and predictive algorithms, AI is revolutionizing prospecting, lead scoring, sales forecasting, and other critical sales activities. According to McKinsey, AI could enable a 15-35% improvement in key sales KPIs like lead conversion.

In this comprehensive guide, we will explore 15 impactful AI applications for sales teams in 2022.

1. Demand Forecasting with AI

Accurate demand forecasts are critical for sales leaders to set realistic targets and allocate resources efficiently. However, factors like seasonality, promotions, and macroeconomic conditions make forecasting inherently difficult.

AI-based demand forecasting leverages predictive modeling and vast datasets to generate highly accurate forecasts. By analyzing historical sales data, customer analytics, market trends, and external data sources, AI systems can build models that account for all demand drivers and produce reliable forecasts.

Key benefits of AI-powered demand forecasting:

  • Up to 50% increase in forecast accuracy compared to traditional methods
  • Automated, dynamic forecasts that respond to changing market conditions
  • Reduced inventory costs due to better demand planning
  • Enable salespeople to focus on selling rather than manual forecasting

Vendors like Anaplan, GoodData, and Amberdata provide AI-driven forecasting solutions tailored for sales teams.

2. AI-Powered Lead Generation

Lead generation is the lifeblood of sales, but finding promising new prospects takes extensive manual effort. AI-powered lead generation tools automate this process by identifying potential customers from vast databases.

Key features of AI lead generation:

  • Web scraping to compile prospect contact information
  • Natural Language Processing to analyze prospects‘ interests
  • Identify lookalike audiences similar to existing customers
  • Integrate seamlessly with marketing automation platforms

Top AI lead generation solutions include Leadfeeder, Node, and Quarry. These tools generate 10-30x more sales-ready leads so reps can focus on closing rather than prospecting.

3. Predictive Lead Scoring with AI

Lead scoring helps sales teams prioritize outbound efforts on prospects most likely to convert. AI-powered scoring solutions analyze thousands of data points to accurately predict each lead‘s sales readiness.

Predictive lead scoring provides:

  • Dynamic scoring based on engagement data like emails opened, content downloads
  • Insights into how leads move through the buyer‘s journey
  • Identification of sales-qualified leads for immediate outreach

Vendors like Infer, Everstring, and Mintigo offer powerful AI lead scoring capabilities. Studies show a 10-30% improvement in conversion rates from focused outreach driven by predictive lead scoring.

4. AI-Personalized Sales Content

Buyers crave personalized content tailored to their pain points. AI marketing tools create dynamic content optimized for each account or contact. Key capabilities include:

  • Natural language generation to customize messaging
  • Match content offers to buyer stage and attributes
  • Recommend products/services likely to resonate with each prospect
  • Integrate with marketing automation platforms like HubSpot and Marketo

Leading solutions like Conversica, Adeptmind, and Persona make account-based content personalization scalable.

5. Virtual Sales Assistants

AI-powered virtual assistants act as a sales rep‘s sidekick by automating administrative tasks. This allows salespeople to focus on revenue-generating activities.

Common capabilities of virtual sales assistants:

  • Schedule meetings automatically via email or chat
  • Transcribe calls and analyze conversations
  • Enter data into CRM and update records
  • Research accounts and provide insights to reps

Top solutions include Saleswhale, Troops, and Chorus. Virtual assistants save reps 4+ hours per week on manual work.

6. Chatbots for Lead Engagement

Chatbots powered by NLP and machine learning engage anonymous website visitors and convert them into leads. Key features:

  • 24/7 availability to qualify inbound prospects
  • Seamless hand-off to sales reps
  • Integrate with marketing automation and CRM
  • Provide customized content to early-stage prospects

Chatbot platforms like Conversica, Drift, and Ada help sales teams capture more leads and accelerate the sales cycle.

7. Predictive Analytics for Sales Performance

AI analytics uncover trends and patterns within massive datasets to optimize sales performance. Key insights include:

  • Identify behaviors driving sales outcomes
  • Determine ideal customer profiles
  • Provide hyper-personalized recommendations
  • Diagnose inefficiencies in the sales process

Predictive sales analytics solutions from vendors like People.ai, Gong.io, and Chorus.ai lead to average quota attainment improvements of 15-25%.

8. Conversational AI for Sales

Conversational AI platforms analyze sales calls and suggest real-time cues to improve rep performance. This allows reps to have more effective customer conversations.

Key capabilities provided by conversational AI:

  • Suggest relevant talking points based on customer needs
  • Highlight cross-sell/upsell opportunities
  • Provide post-call feedback and coaching
  • Convert speech to text for training data

Leading solutions include Gong, Chorus, Balto, and ExecVision. Conversational AI improves sales productivity by helping reps have better conversations.

9. AI for Sales Enablement and Training

AI is transforming sales training and enablement with hyper-personalized, AI-driven experiences. Key capabilities:

  • Curate relevant content for each rep based on strengths/weaknesses
  • Virtual sales coach provides real-time guidance
  • Natural language search makes learning quick and easy
  • Predict best training approach based on rep attributes

Vendors like MindTickle, Lessonly, and Guru are using AI to revolutionize sales readiness.

10. Robotic Process Automation (RPA) for Sales

repetitive, manual sales tasks like data entry. By mimicking human actions, software bots can execute routine sales workflows faster and more accurately.

Common RPA use cases in sales include:

  • Entering data into CRM
  • Compiling sales reports
  • Automating quote generation
  • Triggering customer nurture campaigns
  • Updating customer records

RPA vendors focused on sales include UiPath, Blue Prism, and Workfusion. RPA improves sales productivity by enabling reps to dedicate more time to selling.

11. AI for Sales Compensation and Incentives

Determining optimal sales compensation plans is challenging. AI and advanced analytics can model different plans to predict performance and calculate the ideal incentive structure.

Key capabilities of AI compensation software:

  • Forecast sales under different commission schemes
  • Model territory assignments and quota setting
  • Optimize non-cash rewards programs
  • Calculate compensation costs under various scenarios

Vendors like Xactly, Optymyze, and ZS Associates provide AI to enhance sales compensation.

12. AI for Sales Territory Planning

Defining sales territories is crucial but prone to bias. AI territory planning applies data-driven analytics to establish optimal sales regions and account assignments.

Key capabilities of AI territory planning:

  • Evaluate territory configurations based on historical data
  • Develop "greenfield" territory maps unbiased by past structures
  • Simulate performance under proposed plans
  • Suggest improvements aligned to business goals

Solutions like Zilliant, Xactly, and SAP enable data-backed sales territories.

13. AI for Sales Contract Analytics

Analyzing past sales agreements and contracts helps teams improve deal terms and conditions. AI parses thousands of documents and extracts key data points.

Key capabilities of AI contract analytics:

  • Structured analysis of legacy contracts
  • Extract insights into customer needs and negotiation history
  • Suggest improvements to contract terms based on findings
  • Ongoing analysis of contract performance

AI solutions like Evisort and LinkSquares unlock hidden sales insights from historical contracts.

14. AI Account-Based Marketing Orchestration

AI account-based marketing platforms coordinate campaigns across channels to engage target accounts. Key features include:

  • Insights into account needs and attributes
  • Multi-channel campaign orchestration
  • Recommend targeted content offers
  • Measure account engagement across touchpoints

Top AI ABM orchestration vendors include TechTarget, Demandbase, and Madison Logic. AI delivers coordinated, account-centric campaigns that drive sales pipeline.

15. AI for Sales Intelligence and Competitive Insights

Sales intelligence provides actionable insights about prospects and competitors. AI streamlines data aggregation from multiple sources to build 360-degree views.

Key capabilities of AI sales intelligence platforms:

  • Auto-curate competitor intel from the web, D&B, social media
  • Compile firmographic insights on prospects
  • Deliver digestible news alerts and reports
  • Integrate with existing sales tools and workflows

Leading solutions include Dun & Bradstreet, Clearbit, SimilarWeb, and Intricately.

AI sales intelligence arms reps with key insights to build credibility and close more deals.

I am Paul Christiano, a fervent explorer at the intersection of artificial intelligence, machine learning, and their broader implications for society. Renowned as a leading figure in AI safety research, my passion lies in ensuring that the exponential powers of AI are harnessed for the greater good. Throughout my career, I've grappled with the challenges of aligning machine learning systems with human ethics and values. My work is driven by a belief that as AI becomes an even more integral part of our world, it's imperative to build systems that are transparent, trustworthy, and beneficial. I'm honored to be a part of the global effort to guide AI towards a future that prioritizes safety and the betterment of humanity.

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