Professional sales reps need to pay attention to what is new, particularly as it relates to Artificial Intelligence (AI) and enterprise selling. It is time to take action with AI.
Artificial Intelligence
Artificial intelligence (AI) is already having an impact on the business world. According to Forbes, OpenAI, the company responsible for creating the chatbot ChatGPT, is now valued at $29 billion and has raised $11.3 billion in funding through seven rounds. Recently, Microsoft announced a significant investment in OpenAI to further advance AI innovation globally as part of their longstanding partnership.
Furthermore, I recently asked ChatGPT, “How will sales be affected by artificial intelligence?” Instantly, I received a 377-word response noting seven categories of change. How you manage these changes is critical. As Mike Marks of Indian River Consulting Group, says, “The one thing to ensure distributor success in 2024 is the ability to manage change, and to integrate your whole team into doing things differently.” There is no question that changes in the hybrid sales model known as enterprise selling, which is powered by digital data analysis, will accelerate in 2024.
Actions Needed
In conclusion, as digital transformation gains momentum, here are key actions salespeople need to consider.
- Continuing education – AI is moving at a fast pace but distributor sales have been slow to adopt it. You and your team must be constantly educating yourselves on emerging digital resources.
- The balancing act – Although digital transformation is fundamentally reshaping sales, salespeople must avoid depending on it too much. You need to establish a good balance between technology and personalization in your sales process.
- Using the new tech stack –Welcome the benefits of the digital transformation: not taking advantage of them only puts you further behind. Be willing to fold new resources into your sales process.
- Engaging the already informed buyer – With the changing sales landscape, reps must be ready to defend the company’s position diligently. AI helps you do this effectively.
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