At its core, sales enablement is about getting the best out of your sales reps.
It’s about continuously supporting teams of reps in their revenue-generating tasks. There’s no real “end” point. Once a rep’s onboarded? Say hello to coaching and training.
There are always new sales methodologies, techniques, and processes to pass onto your sales teams.
It’s a tough task. We all know it.
Many organizations have small teams with big goals, so sales enablement teams deserve all the help they can get.
Enter artificial intelligence (AI).
### AI Tools to Skeptical Enablers
#### Sales Enablement and AI
“You hear from enablement all the time that they don’t have the data. AI gives you the data to make good decisions.” – Jonathan Kvarfordt, Founder & Chief AI Officer, GTM AI Academy
AI tech can help us. Just like a super smart, superfast virtual assistant.
AI has incredible potential when used in a sales environment. And best of all? It’s not limited to one area. There are many ways you can use AI to help you achieve your enablement goals.
In this article, we’ll talk about:
- 7 proven ways enablers can use AI to save time
- 5 pain points sellers and enablers hate (and how AI solves them)
There's even more to AI in sales enablement than that, but for the time being we'll cover these key areas.
### 7 Ways Enablers Can Use AI to Save Time
One of AI’s biggest benefits is its ability to save time. Time for you, and time for your sellers. Automating mundane tasks enhances your productivity and efficiency. When you use AI to automate, you can remove a lot of busy work.
The result?
Bigger, better impact for your reps.
Here are seven concrete ways you can use today’s AI tools to save you time as an enabler:
1. **Automated Content Creation**
This is a use case you’re probably familiar with. You can use Generative AI tools like ChatGPT to create text content for reps. You feed it the information, and it spits out rep-ready content. The surge of new, dedicated AI-powered tools makes things even easier, automating the entire content creation process end-to-end.
2. **Content Recommendations**
“Most people need help at the moment they need it, which means “Just in time” enablement. And AI is perfect for that.” – Jonathan Kvarfordt, Founder & Chief AI Officer, GTM AI Academy
AI tools can analyze conversations and make smart, on-the-fly content recommendations. Reps don’t have to search at all. AI understands the content, understands the conversation, and acts like a copilot, serving your reps just what they need, right when they need it.
3. **AI-Guided Selling**
AI-guided selling is, quite simply, selling guided by artificial intelligence. AI solutions extract sales-related information and use it to provide focused advice to sellers as they sell. This means sellers get more value from content, and so can spend more time selling, and ultimately close more deals.
4. **Lead Tracking, Scoring, and Prioritization**
AI can track leads as they enter, and move along, your sales funnel. It can track, pull together, and analyze all the data related to each lead very quickly. Better, more qualified leads, and more data on those leads, gives reps the best chance possible to win those deals.
5. **Lead Gathering and Segmentation**
AI can help you capture more and better leads. An AI can collect data from a chatbot conversation, and categorize the new lead based on past segmentation data. All of this makes it easier and faster for reps across your revenue teams to identify the hottest leads.
6. **More Personalized Onboarding**
AI can analyze existing onboarding practices and tie them to success metrics. It’ll suggest ways you can make the program better in the short term. More sophisticated tools can actually edit and improve the program itself, tailoring upcoming sessions to each new rep’s needs based on their developing performance data.
7. **Personalized Sales Training and Coaching**
Collecting data manually is time-consuming. AI role-playing tools can track all of this automatically. Today, sales enablement departments use virtual AI sales coaches. They allow reps to role-play sales scenarios in a safe environment, as many times as they like.
### 5 Pain Points Sellers and Enablers Hate (and How AI Solves Them)
1. **Enablement Teams are Small**
AI tools are cost-effective. And they help you scale. So, with AI on their side, even a small enablement team can have a big impact across teams, making sure sellers have the materials they need to succeed.
2. **Not Enough Time Spent Selling**
AI tools can do much of the low impact-admin that your reps would otherwise have to do themselves. Logging call details and results in a CRM, or searching for enablement materials, for example. The net result? Your reps spend more time selling, more time making the business money, and find it that much easier to hit their targets.
3. **Low Confidence in Decision-Making**
AI can give you the data to back up your decisions. Not only does having that data make you more confident in your approach, it also makes you more persuasive when it comes to getting buy-in from other stakeholders.
4. **Low Sales Effectiveness**
AI-powered sales enablement improves your productivity, can take care of repetitive tasks for you, and allows you to make better decisions. All this means you’ll get better results from your enablement efforts in less time.
5. **Missed Leads and Forgotten Follow-Ups**
AI sales tools can send personalized, automated follow-ups to prospects, enriching their messaging with information about the prospect’s journey so far. This ensures reps are maximizing the ROI on their time, converting as many leads as possible, and driving revenue for the organization.
### Enhance Sales Enablement with Unleash
Integrating AI with Unleash can significantly streamline sales enablement operations and improve efficiency. Unleash's Slack and Teams Assistants connect people who ask questions and search for information with the good documentation of the sales enablement team.
For example, when sales reps work on deals, AI can suggest relevant articles from the knowledge base, helping them resolve issues more quickly and consistently. Additionally, AI answers can use generative AI, powered by your knowledge base, to respond to sales inquiries with accurate and contextually relevant information.
These AI-enhanced capabilities enable businesses to create a more responsive, efficient, and data-driven support experience that meets the changing needs of sales teams and support teams.
Ready to see it in action? Try Unleash and get started with AI for sales enablement.
