Many salespeople are intimidated by AI's complexity. A simple, effective starting point is using tools like ChatGPT to reduce the word count of complex follow-up emails without losing intent. This builds confidence and demonstrates immediate value.
About 15% of buyers now feed sales proposals and terms into AI models, asking them to "poke holes in it." Salespeople must anticipate this by preparing for more technical negotiations, shoring up their own proposals, and understanding how AI might critique their offers.
When a prospect claims they have something (like SEO) under control, a salesperson can use an AI tool on the spot to query their business. Showing the prospect their lack of online visibility can instantly interrupt their pattern and create an opening for a deeper conversation.
When AI-driven research proves wrong during a sales call, it's not a dead end. Use the inaccuracy as a springboard for deeper discovery. Asking why the information is outdated (e.g., "Why did you unwind your ESOP?") can lead to a more meaningful conversation and reveal valuable business context.
Buyers are using AI-powered tools to conduct research far more efficiently. The average research phase before first contact has compressed from over seven weeks to just three and a half. This requires marketing and sales teams to ensure they are easily discoverable and prepared for much earlier engagement.
Previously, buyers considered only 2-3 vendors. AI tools now allow them to easily evaluate up to 10, meaning your competitive landscape has expanded. Sales teams must use these same AI tools to research who is being surfaced alongside them and adjust their competitive positioning accordingly.