Artificial Intelligence still shows up in the news now and then. Even so, it seems like the hype has died down a bit from where it was last year. That doesn’t mean there’s nothing going on, though. A.I.-driven sales development has the potential to change the way sales teams work forever.
What does A.I.-driven sales development mean? It refers to machine learning technologies boosting the efficiency of sales cadences.
The Mainstay of Sales Development
In sales development, a cadence refers to a sequence of prospect contact attempts.
It’s well-known that cold calling is no longer as effective as it was as recently as a couple of decades ago. One of the reasons for that is that the volume of cold calls has gone up, so there’s more competition.
With more demands on prospects’ time, it’s harder to reach them at a convenient moment.
Establishing a contact cadence helps to circumvent that inconvenience. Sales development agents enjoy more success by using them. That’s because they’re reaching out in a variety of ways at different moments over the course of several weeks.
We refer to this process as a cadence because it follows a simple, established pattern. The most effective cadences balance between persistence and not overwhelming the prospect. That’s the sweet spot we’ve found at Boom Demand.
These kinds of cadences are far more effective than random cold calling. There is, of course, still much room for improvement, though.
And that’s where the artificial intelligence comes in.
Reinventing the Typical Sales Cadence With A.I.
What most people call artificial intelligence is better referred to as machine learning. News organizations prefer to talk about A.I. because it sounds so much more exciting. It conjures up images of science fiction androids. You think of computers that have natural conversations with people. There’s also the dystopian angle, too. Doom sells.
The reality is that we’re not quite there yet, in any of those fantastical scenarios. Where we are, though, is at a point where technology is starting to reshape the way we work in a radical way.
Even the best sales cadences are rigid compared to the actual schedules of prospects. They all still rely on the same data that traditional sales techniques rely on as well.
Machine learning techniques allow us to analyze that data much faster than we could do on our own.
What’s the result? A.I.-driven sales development is more efficient than any traditional tactics, by a vast margin.
Getting on a prospect call no longer means going in blind. You may not even have to do a great deal of research to avoid going in blind. Machine learning algorithms can sort through companies and individual prospects. They find the ones that are most likely to buy your product or service.
They can also analyze phone numbers and compare them with past performance. They’ll allow you to see which ones are most likely to answer and connect you with the right person.
Even better than that, the same algorithms can let you know the best days and times to call! That means you would no longer have to rely on old sale rules of thumb. You wouldn’t always have to keep calling early in the morning before anybody else gets to the office.
A.I.-Driven Sales Development is the Future of Sales Prospecting
Here at Boom Demand, we have a record of success in reaching prospects on behalf of our customers. Our sales development representatives know how to adapt to the needs of any client.
We expect that artificial intelligence and machine learning technologies will strengthen our advantages!
If your company is looking for a sales development strategy that works, be sure to get in touch with us today!