On-demand webinar
Using AI to make money, not just save time
What you’ll learn :
- Why AI without a strategy in the foundation gives you the wrong answers, and the three Ps that fix it: plan, process and practice
- Why "what problems do we solve for our ideal customer?" is the most important box in your sales plan
- The Harvard research behind a 15-19% revenue lift from a milestone-centric sales process
- How AI role play lets reps practise before they get in front of a customer, and what it did for a new rep at Mainfreight
What's covered
Inside the session. Watch a clip, then get the full recording.
Deals are sitting in the pipeline and buyers are scrutinising where they spend their money. Most people already use AI to save time, but if it saves you five hours a week and revenue is not growing, what good is it?
Many sales managers were the best salesperson, promoted without being shown how to lead. The view from the session: AI will not take a sales manager's job, but a sales manager who is AI proficient will threaten yours.
46% of the audience said they use AI but it is not tied to their growth strategy. About a third said AI already plays a key role in revenue, and 20% answered "No. Where do I start?"
Low-quality, mass-produced AI content adds little value. Before charging out with AI, get the foundation right: a plan, a consistent process everyone follows, and practice before you meet the customer.
When asked what problems they solve, most teams give a benefit spiel, which is a solution without a problem. Plus the research on a milestone-centric process and the formula clarity times activity times effectiveness.
Alex uses Ask Penny to size a target market, list the problems a steel supplier solves for commercial construction firms, and populate the exploration stage of a sales process with STAR questions and DOUBTS.
How Mainfreight gamified AI practice, and a four-week-old rep the experienced reps worried was giving them a run for their money. Alex then takes a call on SARA and gets scored and coached on the spot.
Why a tool trained on over twenty years of best practice research gives different answers to a generic AI, and how SARA is customised to an industry with three personas.
Resources
Get the recording
Frequently asked questions
Common Questions
By getting the foundation right first. The session calls it the three Ps: a plan for how you will grow, a consistent sales process everyone follows, and practice before you get in front of the customer. AI is then used to help build each one, rather than bolted onto a business with no strategy underneath it.
The presenters do not believe AI will take a sales manager's job, but they do believe a sales manager who is AI proficient will threaten yours. They also could not imagine a time when customers only want to do business with an AI bot, so strong human leadership stays part of the role.
The session cites Harvard research finding that a milestone-centric sales process everybody works to increases revenue by around 15 to 19 percent. It also gives more consistent results because everybody follows the same steps, and helps forecasting when the milestones and probabilities are right.
Low-quality, mass-produced AI-generated content that adds little or no value, such as blogs that say a lot but nothing useful, or generic posts published without anyone checking them. The presenters' point is that AI output still needs to be customised to your organisation and checked before you rely on it.
You can use any general AI account to help you. The difference given in the session is that Ask Penny has been trained on over twenty years of best practice research, so the sales planning and process frameworks are already built in, whereas a generic AI gives a generic answer that may be contradictory or wrong.
Yes. SARA, the sales AI role play accelerator, scores reps against the steps of your own sales process and can be customised to your industry and ideal customer. It has three personas, from a friendly warm-up through to a difficult buyer. Customisation carries a one-off setup fee, then a monthly subscription.
The next step
Stop running on heroics. Start engineering revenue.
Whichever way you work with us, the same proven Revenue OS runs underneath. Book a growth session and we’ll show you where to start.