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What techniques did you use in B2B sales 10+ years ago? I would assume something around classical customer categorisation, i.e. KAMs for key clients, more concise but still direct coverage for smaller ones. Nowdays with AI development, the boundaries of applying B2C tools in B2B are erased.
At Peers Consulting we have recently completed assignment for large international Industrial Company looking for opportunities to bolster Sales & Marketing toolkit. One outcome that I personally found interesting is that even in B2B business AI instruments already showing great practical value in Sales & Marketing.
For example, Dreamforce as well as various market vendors (e.g. Aviso AI, etc.) are offering end-to-end AI assistant product that quickly deliver significant sales impact, including volume uplift and churn reduction by 5-10%+, significant boost in accuracy of planning (both overall and by clients).
The engine of these products is AI add-on to all available information on customer interaction, including CRM data, sales team e-mails / calls / notes, client plans, historical sales info by clients, etc. This AI add-on acts as integration assistant to sales teams aimed to bolster sales efficiency. Gen-AI add-on helps to prioritize client actions in real time, automate technical work, including drafting client plans, CRM filling, accurate by client forecast, etc.
Do you actively apply AI tools in B2B Sales & Marketing? If so, what do you think about current maturity and efficiency of these instruments?
