AI Strategy for Sales Teams - by Andrew Hough & Richard Vincent & Richard Brooks (Paperback)

About the Book

Book Synopsis

Artificial intelligence has transformed how buyers research, evaluate and make purchasing decisions over the last decade. Sales professionals need to stay ahead of the game, adapting to and adopting new technologies whilst staying true to the fundamental principles of why people buy.

This book provides senior level sales professionals, sales leaders and consultants with a complete guide on how to apply AI innovations effectively, so they can continue to build trust with customers and guide them through purchasing journeys. Whilst many of the principles of professional selling remain the same, how these are carried out are increasingly impacted by the introduction of new technologies, and sales professionals need to ensure they're leveraging these tools to enhance, not replace, their human capabilities.

From exploring how AI can help salespeople prepare more insightful questions before they even meet prospects, to understanding how modern buyers evaluate solutions in digital-first environments, this book covers all facets of the customer relationship and how technology is impacting it, so that sales professionals can utilize this knowledge to better connect with their customers and facilitate their buying journeys, whatever shape they take.

Covering topics such as the evolution of consultative selling, how AI can support ethical negotiation and relationship-building at scale, and how data-driven insights can work together with human intuition to create personalized and impactful experiences, this book includes real-world examples from technology companies, professional services firms, and global enterprises.

AI Strategy for Sales Teams demonstrates that in an age of algorithms, the most successful sellers will be those who are more thoughtful, more present and more human than ever before.

About the Author

Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.
Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.
Richard Brooks is Visiting Fellow at Cranfield School of Management, UK, and CMO at a high-growth US company.