3 Ways of AI and Machine Learning in Marketing and Sales 

Artificial intelligence and machine learning have made it easier to make informed decisions in the workplace.

With a single click, B2B salespeople can get information about the customers browsing history and interests. This will help them to personalize their content for each customer.

Machine learning and AI are making the sales process less stressful. They do things like qualifying marketing qualified leads into sales qualified leads, which helps strengthen the pipeline of potential customers.

PWCs global AI study estimates that artificial intelligence will have a $15.7 trillion impact on the world by 2030.

machine learning in sales

PWC, 2020.

Artificial intelligence is becoming more and more common in sales, with many companies using machine learning in sales to their advantage.

The Salesforce State of Sales Research study found that the majority (62%) of high-performing salespeople predict an increase in guided selling adoption.

The system is built to rank potential opportunities and suggest the next step of action based on your preferences.

Using an AI- and ML-based system makes it easy to nurture leads and keep deals moving forward. The system analyzes the customer’s likelihood of purchasing, then guides salespeople on what action to take next with their lead.

And it works.

Harvard Business Review interviewed a number of companies that have adopted AI and machine learning, they found

  • The marketing campaign has resulted in 50% more leads and appointments.
  • 4060% cost reductions
  • 6070% call time reductions

If youre not using AI and ML, then your sales team is missing out on a lot of opportunities.

Okay, that sets the stage.

What you need to know is that AI and machine learning in sales will change the sales industry in the future.

Lets get started.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

AI and Machine Learning in Sales: What Do They Mean?

AI is the development of computer systems that are able to do tasks previously only possible by humans, such as visual perception or decision making.

Machine learning is a technique that computer systems use to do tasks without explicit instructions.

Essentially, AI is not the same thing as machine learning.

These technologies help improve sales by standardizing, automating and optimizing the process.

How AI and ML Will Greatly Affect Sales in the Future

Sales begins with the customer and their relationship to a business, but nowadays people are so used to technology that it is necessary for businesses have both human employees as well as AI.

Paul Daugherty, the chief technology and innovation officer at Accenture, says that

Businesses that dont use AI and data to innovate will be at a disadvantage. The playing field is poised to become more competitive, so businesses need to take advantage of all the tools they have available.

The future of sales will be affected by artificial intelligence and machine learning. Here are three ways that it might change the space.

The Power of Standardization

AI and machine learning will affect the future of sales. AI is not a replacement for human interaction, but it can help standardize processes so that you have better control over how to integrate them.

With AI, you can study your top-performing sales agents and create a knowledge base system that other people use as a resource.

When there is no standardized sales process, it can lead to a mismatch in the analysis.

One of the mistakes that some salespeople make is to try and do too much with a process. They are creative or they have high expectations, but it can cause more harm than good.

Technology can restrain human flexibility, but if it’s planned correctly, not only does this help with the workplace environment but also makes things easier for employees.

The Power of Automation

For salespeople, answering similar questions and sending pitches can be very tedious. It’s not only time consuming but it also makes the job monotonous.

AI can help you perform some of your more tedious, repetitive tasks. This will allow for time to spend on creative ideas and higher-value work.

Automation can help you build better relationships with clients and have more meaningful conversations.

For example, Hubspot found that salespeople spend about a quarter of their day responding to emails. They could be better utilized contacting prospects and closing deals.

Email automation can help with time management, just remember to keep it simple.

In order to create a more efficient workflow for your salespeople, you should focus on automating the most common tasks that they do. This could be something as simple as creating automated emails or following up with clients at specific times of day.

You could have a series of emails to send out for different events that happen in the long-term.

The Power of Optimization

Automation and standardization speeds up the process, but doesn’t increase sales. Optimizing does that.

When AI and machine learning are used to optimize the right metrics, you will see more successful outcomes in your business.

With optimization, platforms can more easily deliver value to clients.

An example of this is content marketing. A lot of SaaS brands use it and optimize it in the right way, which leads to consistent sales.

Salespeople who are always looking for new ways to improve their productivity will be successful in the future.

Ready for the Future of Machine Learning in Sales

Technology has changed the way we communicate, and it’s changing how salespeople sell.

AI and ML will be a huge part of how we interact with our customers in the future. Here are some reasons why you should get ready for that.

Predictive lead scoring

This process studies customer behavior on how they found out about your business, what actions they took with the website and content that interested them.

This system provides you with a lead score, which informs you of the prospect’s likeliness to buy from your company. This way, if they are not yet ready for purchase or do not want anything at all, then no time is wasted.

Customer lifetime value forecasting

As a way to better understand your customers, use AI and ML techniques. This can be done by checking how many times theyve visited or purchased from you.

Predictive targeting

With the help of AI and ML, you can send relevant messages to customers. These machines study who your ideal customer is and anticipate what they want.

They identify what needs to be done for a customer and trigger the appropriate marketing campaign.

In addition to helping with forecasting, price optimization and prioritizing, these programs can also help come up with solutions.

Final Thoughts

As you can see, artificial intelligence and machine learning will dominate the future of sales. That means that if your business is not prepared for it now, then you’ll be in trouble later.

AI and ML can help you reach your business goals because they will make decisions, increase productivity, automate the sales pipeline.

Youve learnt that in this post:

  • AI and machine learning will be the new sales game in town.
  • There are many benefits to incorporating AI and ML into your sales process. You satisfy customers better, you’re more efficient in completing tasks, etc.
  • If you dont get ready for AI and ML now, you’ll miss out on a lot of opportunity in the future.

If you’re ready to bring intelligence into your business, now is the best time. You can use AI and ML in decision-making processes.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.