• About
  • Contact
  • Register
  • Login
Saturday, January 28, 2023
SalesMastery
  • Download Latest Report!FREE
  • Latest Insights
  • Research
  • Videos
  • Join the Community
  • Log In
  • About Us
    • What We Do
    • Services
    • Who We Serve
    • Contact Us
No Result
View All Result
  • Download Latest Report!FREE
  • Latest Insights
  • Research
  • Videos
  • Join the Community
  • Log In
  • About Us
    • What We Do
    • Services
    • Who We Serve
    • Contact Us
No Result
View All Result
SalesMastery
No Result
View All Result

2021 Assessing the Role AI Plays in Optimizing Sales Performance

Barry Trailer by Barry Trailer
in Research
Reading Time: 3 mins read
0 0
0
2021 Assessing the Role AI Plays in Optimizing Sales Performance

As we started the analysis of our third annual AI-for-Sales study, the observation by Bill Gates on the previous page came to mind. When we conducted the initial study in 2019, we observed that the attitudes toward the impact that AI could/will have on sales spanned the gambit from being viewed as the single factor that will decide which companies thrive or die on one end of the spectrum to being seen as the next iteration in a series of over-hyped technology fads. Based on that view, we were looking forward to seeing what the trends were from this year’s study, as we are seeing the market start to mature and opinions being replaced with perspectives based on real-world experiences.

The input received from the 450+ participants in this year’s survey provided a clearer picture of how AI-for-Sales is evolving from three different perspectives; those companies that have implemented AI solutions, those that are evaluating or plan to evaluate AI solutions in the next 12 months, and those sales organizations that have no current interest in investigating if/how AI could impact their sales performance. Looking at this year’s data and the experiences being reported by AI-for-Sales users, compared to the two previous years, four key trends emerged:

  • AI Solution Expansion Continues, But Selective Contraction is on the Horizon: The AI solutions marketplace continues to grow in two ways; more players are adding AI to their traditional SaaS sales enablement capabilities and are entering into the market with unique innovations.
  • The Evolution of AI Point Solutions to AI Sales Suites is Happening; but Slowly: As you will see, there is no lack of solutions to address a variety of individual sales challenges, but still missing is the comprehensive sharing of insights between these point solutions so companies can effectively address the bigger issue of optimizing customer lifecycle management (CLM).
  • The Probability of Another AI Winter is Fading Quickly: Those who have been around AI for decades saw it emerge every several years surrounded by a new round of hope. But then that hope was dashed as the technology proved, yet again, that it was not ready for primetime, and it went back into hibernation. The results this time continue to be positive to the point that, at least for optimizing sales performance, AI is here to stay.
  • The Need to Deal with the Ethical Issues of Using AI is Becoming an Issue: Sales organizations are finding innovative ways to leverage AI to surface new insights into what their sales team members and their customers are doing. But in doing so, a question is arising…While we can do these things, is it ethical to do them?

We hope the findings are useful to you in two ways. The first is that they provide a window into what AI is currently capable of doing to optimize your current sales performance in ways you have not seen before. But more importantly, we would like the report to serve as a catalyst to motivate your organization to explore the potential that AI represents regarding totally redefining the relationship between buyers and sellers over the next few years. If you have any questions on this research effort or the 2021 report, please feel free to contact us directly.

Our Latest Research!

2021 Assessing the Role AI Plays in Optimizing Sales Performance

We don’t spam! Read our privacy policy for more info.

Success! Check your inbox for a message containing a link to the report.

Share2Tweet2Share

Get real time update about this post categories directly on your device, subscribe now.

Unsubscribe
Barry Trailer

Barry Trailer

Barry is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His 40 years of sales and sales management expertise including co-founder of CSO Insights, (acquired by Miller Heiman/Korn+Ferry), president of Miller Heiman, and president of Goldmine software. Barry has researched thousands of companies, and coached advisory clients to successfully transform their sales organizations. He has a rich background and proficiency in all things B2B sales and brings this expertise to advisory services clients, sellers, and sales leaders through speaking engagements (pre-COVID), articles, videos, social posts, and more. He is currently an author/adviser to CustomerThink.com. He has written for numerous publications and has been twice published in the Harvard Business Review and was twice a keynote for HBR’s Warsaw Sales Summit.

Related Posts

2022 Sales Performance Scorecard Study Analysis
Research

2022 Sales Performance Scorecard Study Analysis

October 27, 2022
2021 Annual World-Class Sales Practices Research Report
Research

2021 Annual World-Class Sales Practices Research Report

October 27, 2022
Analytical Advances Unlock the ‘How’ of Selling
Press Release

Research Release: 2021 State of Buyer and Seller Alignment

March 3, 2022
How the New AI – Authentic Intelligence – Can Improve Sales Productivity
Research

2020 AI for Sales Research Report

September 8, 2021
2020 AI-for-Sales Research Report – Exec Summary
Research

2019 AI for Sales Research Report

September 8, 2021
Load More
Next Post
Assessing World Class Best Practices – Top 6 New Best Practices

Assessing World Class Best Practices - Top 6 New Best Practices

2022 Sales Performance Scorecard Study Analysis

2022 Sales Performance Scorecard Study Analysis

Please login to join discussion

Real Time Updates

Get real time updates for our articles on your device.

Subscribe

By Categories

  • AI for Sales
  • AI for Sales
  • Culture
  • Facilitator Guides
  • Featured
  • General
  • Insight
  • Press Release
  • Research
  • SaaP
  • Sales Management
  • Sales Managers
  • Sales Mastery TV
  • Sales Math
  • Sales School 2.0
  • Sellers
  • Strategy
  • Talent
  • Technology
  • Training
  • Uncategorized
  • About
  • Contact
  • Register
  • Login
Call us: +1.916.712.9621

© 2021 Sales Mastery, LLC

No Result
View All Result
  • Download Latest Report!
  • Latest Insights
  • Research
  • Videos
  • Join the Community
  • Log In
  • About Us
    • What We Do
    • Services
    • Who We Serve
    • Contact Us

© 2021 Sales Mastery, LLC

Welcome Back!

Login to your account below

Forgotten Password? Sign Up

Create New Account!

Fill the forms below to register

All fields are required. Log In

Retrieve your password

Please enter your username or email address to reset your password.

Log In

Add New Playlist