For enterprise-level brands, one of the greatest challenges is navigating the high number of leads that come in each month. While this is a problem smaller businesses would love to have, the unfortunate truth of the matter is that with more leads, it becomes that much harder to differentiate between those who are likely to convert and those who are not.
As a result, salespeople could waste time working with unqualified leads, or spend countless hours attempting to nurture and follow up with good leads.
Yaron Ismah-Moshe, co-founder and CPO of Exceed.ai explains, however, technology is helping to make this problem a thing of the past. With his company’s AI-powered assistant, increasing the conversion rate of sales qualified leads (SQLs) becomes a matter of when, not if.
Taking Over Early Sales Conversations
Exceed.ai’s work begins early in the sales process, working directly with a company’s CRM software to engage with prospects. Conversations typically take place through email or a website chat.
“We try to make these early conversations feel as natural as possible by having the AI interact with leads the same way as a real person would,” Ismah-Moshe explains.
“The tool is able to answer questions and respond to requests and objections in real-time, all while capturing crucial data. These initial conversations are key to determining whether a lead should be moved to a human sales call, or if the lead should be disqualified. This allows sales professionals to focus more on closing the sale, rather than prospecting.”
By automating the qualifying process, the tool saves significant time and effort for sales reps. When 40 percent of salespeople regard prospecting as the most challenging part of their job, it is clear that automating much of this process can greatly reduce their burden.
Instead, they can focus more on closing sales or holding meetings with leads who have already been qualified. These more meaningful tasks don’t just increase sales numbers — they also keep sales reps engaged with their work.
Automating the Nurturing Process
In addition to its lead generation capabilities, Ismah-Moshe is quick to note that the Exceed.ai tool makes it easier for sales reps to manage to nurture and follow up with qualified prospects.
“AI is constantly learning and gathering data from a lead’s interactions with your company,” he explains. “Rich data makes it easier to personalize the buying journey so sales reps can provide leads with the right messages at the right time. For example, AI could use conversational data to determine when a prospect should receive an automated email campaign that reinforces your product or service benefits. This can provide invaluable follow-up to a sales rep’s conversations with that lead — without the sales rep needing to put in any extra work.”
Like it or not, many of the tasks that make up the nurturing and follow-up process are routine and repetitive. Scheduling a meeting, sending an email response or updating a contact’s information are important tasks, but they are undeniably mundane.
Depending on the complexity of your CRM platform, they can also be surprisingly time-consuming. By turning such activities over to AI, sales reps can focus on higher-level tasks that help close sales.
Generating Lasting Results
By providing a comprehensive support system throughout the sales process, AI can deliver long-lasting results that snowball over time.
“As AI continues to learn based on interactions with leads, it becomes even more effective at its job,” Ismah-Moshe notes. “Each interaction provides crucial data that allows it to better understand your company’s sales playbook, as well as common objections and pain points leads, may have. The longer the system is in place, the better it will be at ensuring that sales reps only meet with truly qualified leads. By continually learning, this system allows each future engagement to be better than the last.”
As one example of this, Ismah-Moshe cites a case study in which the YMCA of South Hampton Roads adopted the Exceed.ai platform. In the first six months after the tool was implemented, the AI had scheduled over 500 meetings, sent nearly 4,400 emails, and added 18,000 contacts.
The organization estimated that the tool helped their team save over 700 hours of labor.
It should come as no surprise, then, that 61 percent of business leaders placed AI adoption as their company’s most important data initiative. The cumulative impact of AI tools that streamline the sales process and better qualify leads will have a dramatic impact on a sales team’s success.
A New Future for Sales
As Exceed.ai’s capabilities reveal, AI is proving to be a powerful tool that can enhance and support the work of human sales teams. “AI can never truly replace a living, breathing salesperson,” Ismah-Moshe says.
“However, it can help them unlock their full potential by helping them use their time better and ensuring that they only engage with truly qualified leads. Simply by making better use of their time, sales reps can close faster and more often, greatly adding to the company’s bottom line.”
As with so many other AI applications, there isn’t a need to fear that lead qualification tech will automate people out of work. Instead, it stands to help them work more efficiently than ever before.