AI Didn’t Replace Me, It Made Me a Better Sales Rep – Here’s How
But if AI is removing the human element from life, won’t it eventually replace me and my sales job?The business world is looking for outlets to leverage AI for sales in order to add a new element of “intelligence” to their arsenal to make more effective business decisions. Gong.io uses AI to deliver data to sales professionals that helps them have more effective sales conversations. By recording and analyzing the sales conversations across my sales process, it surfaces insights like my talk-to-listen ratio, when and how my competitors are mentioned on calls, details into my playbook, and much, much more. So while I totally understand, and reluctantly accept, that AI may swoop some jobs up in the coming years – I do not see it replacing the role of a B2B account executive. In fact, it’s proven to augment my approach, making me more effective and savvy towards my craft. Here are three ways AI has made me more effective on my demos:
I improved my talk-to-listen ratio.There’s a common misconception among sellers that the more they talk, the more value they are delivering. In reality, it’s the opposite. If I can listen during majority of the call, then I can detect my prospect’s needs, plus get to the true source of their business pain and quantify it. This is a key attribute that separates the true sales pros from the rest. In practice, it’s easy to latch onto a single pain point the prospect mentions, immediately jumping to a feature and dumping “value.” But true value needs to be mutual, and that’s only done once your prospect confirms that what you’re showing them aligns perfectly with what they’re attempting to solve. Otherwise, it’s just product. Few moments have been more interesting in my career than getting smacked in the face with data touting my 72% talk time.
This is not to discredit me as a seller, just a crisp wake-up call that there’s room for improvement.Even more-so, using AI in sales pointed me to a very specific area prime for improvement. So with this data, I made a conscious effort to listen more, and the best way to do that is…