In recent years, artificial intelligence has proven to be a powerful ally for companies seeking to optimize their sales strategies and stand out in an increasingly competitive market. With the ability to analyze large volumes of data in real time, automate processes, and personalize customer service, AI is transforming the way companies interact with their consumers and, consequently, directly impacting their business results.
According to the sixth edition of the reportState of SalesSalesforce, which in 2024 surveyed more than 5,500 sales professionals in 27 countries, including 300 Brazilians, concluded that eight out of ten Brazilian salespeople (81%) are using Artificial Intelligence (AI) at work, but only 28% of that time is spent engaging with clients and making sales.
With this in mind, Raphael Lassance, partner and mentor at Sales Clube, the largest ecosystem specialized in sales solutions for companies, listed4 reasons to use artificial intelligence in any entrepreneur's sales strategies. Check it out:
1. Automation and efficiency in the sales process
One of the main advantages of AI in sales strategies is the automation of repetitive and administrative tasks. AI-based tools can handle lead screening, answer frequently asked questions through chatbots, and even qualify leads, freeing up salespeople to focus on more complex interactions and closing deals.
Furthermore, AI is capable of analyzing consumer behavior in detail, identifying patterns, and suggesting the best approaches for conversion. With predictive algorithms, the technology can forecast which customers are more likely to make a purchase, optimizing the sales team's efforts and increasing the conversion rate.
2. Personalizing the shopping experience
Another area where AI has stood out is in personalizing the customer experience. Through recommendation systems, such as those used by major e-commerce platforms, companies are able to offer personalized products and services based on consumers' browsing and purchase history.
This customization is not limited to the products but also to the service. AI can be integrated into CRM systems to provide more targeted interactions, with recommendations, promotions, or specific content for each customer, all based on behavior and individual preferences.
3. Data analysis for strategic decisions
The ability to analyze large volumes of data, or Big Data, is one of AI's greatest strengths. By processing data from various sources (websites, social media, CRM, etc.), the tool provides valuable insights into consumer behavior, market trends, the effectiveness of sales campaigns, and even the performance of individual salespeople.
These insights can be used to adjust strategies in real time, enabling faster and more accurate decision-making. For example, if a sales campaign is not generating the expected results, AI can quickly identify what needs to be changed, such as the target audience or the type of offer presented.
4. Team training and increased productivity
AI has also been used in sales team training through tools that simulate customer interactions and analyze salespeople's performance. By monitoring and providing instant feedback, these solutions help improve the skills of sales professionals, making them more effective and productive.
Additionally, process automation allows teams to focus on customer relationships rather than wasting time on administrative or routine tasks.
"Artificial intelligence is, without a doubt, a strategic ally for companies seeking to increase their competitiveness and improve their sales processes. By automating tasks, enhancing personalization, and optimizing decisions based on data, companies can reach new levels of efficiency and success," says Lassance.
However, it emphasizes that a balance between automation and human touch is essential. "Although AI can optimize many processes, empathy and emotional connection with the customer are still fundamental aspects that cannot be fully replaced by technology," he concludes.
