ChatGPT and how it’s affecting the B2B sales world

chatgpt-b2bsales-world

ChatGPT is all the rage at the moment

You can’t go anywhere without hearing about it. So we had to try it. It actually articulated the value of real-time sales coaching software surprisingly well.

When asking ChatGPT what real-time sales coaching software is, here is the response:

“Real time sales coaching software can be valuable for sales teams because it allows managers and supervisors to monitor and coach sales representatives in real time. This can help improve the quality of sales interactions, as well as the efficiency and productivity of the sales team. By providing immediate feedback and guidance to sales representatives, real time software can help them improve their performance and better handle customer inquiries and concerns. This can ultimately lead to increased sales and revenue, as well as improved customer satisfaction and loyalty. Additionally, this software can help sales teams identify areas for improvement and develop more effective sales strategies.”

Spot on right?

Let’s take a step back and look at the bigger picture of why ChatGPT is disrupting the B2B sales world.

B2B Sales + ChatGPT

Looking from an outside approach, we understand where the threat is coming from in the B2B sales world – sales development reps, sales enablement leaders, etc. are all taken back by this technology.

Here are just a few examples of what people are saying…

Not bad for a research project. Disrupting an industry and making a lot of noise while doing so.

Now, the moment you start trying to get specific is when its weaknesses begin to show.

  • For example, ask the tool to discuss differences in product capabilities or points of differentiation amongst competitors in the solution, and you will see where there is a drop-off.

For example, when we asked about the difference between sales coaching software and traditional sales coaching, the answers started to blend.

Complex questions that can be answered without subjective opinion are absolutely capable of being handled by tools like this, but that’s about it.

How a question is answered is sometimes just as important as the answer itself.

So for all the sales development reps or sales enablement leaders who might be worried, it’s not time to panic yet.

However, we hope this is an eye-opener for how quickly technology is advancing and why it can play a significant role in helping you excel in your career.

Why AI Can Replace Traditional Sales Coaching

As you’ve probably heard from many sales leaders, sales is equal parts science and equal parts art. How to use a medium or technology is just as important as when.

Artificial intelligence (AI) has a place in the B2B sales world, whether you like it or not.

Just last year, Forbes1 released this article about how AI is affecting B2B Marketing and it relates perfectly to the sales world.

As you know, sales & marketing should be the closest aligned teams in an organization.

The article stated, “Automated integrations of data, processes, and external events intelligence to enable faster and real-time decision-making.”

That’s the science part of sales.

When it comes to traditional sales coaching, it’s almost always reactive. There is nothing real-time about it. That’s where AI comes in and the emergence of real-time sales coaching software. This software helps your sales teams, especially sales development reps, in real time while they are on the call.

You may be asking, where does the art part come in?

Well, how you set up the software with your sales playbooks and cold calling objection handling responses, that’s the art part of sales.

In the end, ChatGPT or sales coaching software can absolutely assist your team in hitting your performance goals. But there will always need to be a human touch for the foreseeable future.

B2B Sales In 3-5 Years

Within the next three to five years, technology will evolve and be able to handle those complex principles and questions, specifically the “how” and “why” questions.

Which is exactly what we were talking about.

Take the capabilities of ChatGPT today, and double them. If you’re in sales enablement this is exciting for you! The same goes for sales development reps.

But your job won’t be the same, therefore you can’t expect to be doing the same thing you’re doing now in five years. Embrace technology, and use it to help automate processes and save you time.

All that being said because the world of B2B sales is so dynamic and humans are largely still involved in driving the business forward. The manner in which we communicate will still need to be driven by humans.

For example, teams who use real-time sales coaching software don’t stop coaching their team outside of the software. They can spend their time:

  • Focused on 1-on-1s and career development
  • Strategically reviewing playbooks
  • Analyzing what’s working and what’s not
  • What do their customers care about

ChatGPT & AI

In conclusion, the best bet is to arm yourself with the knowledge of how to leverage AI in your field. Be a pioneer and early adopter of technology so that you are the expert when it becomes mainstream.

Some of you may be asking, how do I start?

If you’re a sales development rep: Look into tools you can use to save you time, yet personalize your outreach more.

  • Grammarly
  • Hemingway Editor
  • Canva
  • Etc.

If you’re a sales enablement leader or manager: If AI-driven technology, like real-time sales coaching software, isn’t a part of your tech stack then that’s an easy place to start. Also, look into other tools that can automate processes so your team can do more with less.

If you’re a CEO/C-suite: Be the visionary your team needs. Take cold calls to learn about new AI and technology, ask your peers what they are doing, etc.

Resources:

1: https://www.forbes.com/sites/forbesagencycouncil/2021/08/26/five-ways-artificial-intelligence-will-change-the-b2b-marketing-industry-in-the-next-four-years/?sh=4d463da750b2

2. https://www.forbes.com/sites/bernardmarr/2020/10/02/how-is-artificial-intelligence-used-in-b2b-companies-here-are-powerful-examples/