The promise of technologies, like generative AI, is to augment human creativity and intelligence. For sellers targeting small and medium-sized businesses (SMBs), that means leaner and smarter go-to-market strategies. But what is generative AI?
To give you a brief context, generative AI or GenAI refers to artificial intelligence systems that can generate content, including text, images, and even interactive experiences. When applied to sales, generative AI becomes a powerful tool for personalization, enabling salespeople to create highly tailored and relevant content for their outreach and engagement with prospects.
Today, with the help of this transformative technology, sellers are able to have more productive sales cycles, faster deals, and stronger long-term customer relationships within the SMB segment. You can also join this promising posse of salesmen by following the insights we document in this blog—how the emergence of generative AI is equipping sellers with new capabilities to understand SMB needs, craft tailored solutions, and drive more impactful conversations!
Generative AI Benefits for SMB-Focused Sales
“AI enables salespeople to parallelize their work : software can research 10 different prospects simultaneously, rather than just 1 for a human. Salespeople who leverage that parallelization will book 10x more.”
— Tomasz Tunguz, Theory Ventures
From compressing prospect research time to capturing transcripts from sales conversations and writing emails, AI has its 50–80% automated contribution toward all these tasks and more. Read our detailed perspective.
Faster Research and Data Analysis: AI enables sellers to make data-driven decisions and optimize their sales strategies for maximum effectiveness. By analyzing historical data and identifying patterns and trends, AI algorithms provide sellers with valuable insights into SMB buying behavior, market trends, and competitive dynamics. Armed with this information, sellers can fine-tune their approach, prioritize leads, and allocate resources more effectively to achieve better results.
With GenAI or generative AI, this entire process accelerates. Sellers can access relevant data on industry trends, customer pain points, and competitor offerings instantly! Tools like chatbots can digest vast amounts of information and deliver custom research to support sellers in minutes rather than days.
Automates Repetitive Tasks: While selling to SMBs, another key generative AI advantage would be its ability to streamline processes and increase efficiency. By automating repetitive tasks, such as data analysis, lead scoring, email writing, and content creation, generative AI frees up valuable time and resources for sellers to focus on building relationships and driving revenue. This enhanced efficiency enables sellers to scale their efforts and reach a larger number of SMBs effectively.
Creates Personalized and Scaled Outreach: With the help of generative AI, sellers can automatically customize messaging and collateral for each SMB target. Tools can generate hundreds of relevant emails and cadences, social messages, and conversation starters tailored to each prospect. This level of personalization or quality personalization fuels higher conversion rates.
Boosts Engagement with SMB Companies: Generative AI enables sellers to deliver timely and relevant communications that capture the attention of SMB customers. By analyzing real-time data and customer interactions, AI algorithms can identify opportune moments to reach out to SMBs with personalized messages, offers, and recommendations. This proactive approach ensures that sellers engage with SMBs when they are most receptive, maximizing the impact of their sales efforts and driving higher levels of engagement.
So precisely, sales tasks that previously required manual effort are now automated by generative AI, which enables sales reps to recapture a substantial portion of their workday. While the basic time savings from these automations can be quantified, the productivity gains are actually nonlinear and outsized.
As veteran VC (Venture Capitalist) Tomasz Tunguz explains that if a typical account executive saves just 1 hour per day with GenAI platforms, such as Claude, that translates to 220 hours per year or about 15% of their selling time recovered. Freeing up such a significant portion of a rep’s schedule has compounding effects. The time and mental energy previously spent on tedious tasks can now be redirected towards having deeper, more strategic customer conversations as well as prospecting new accounts.
Applying Generative AI in B2SMB Sales Prospecting
1. Targeted Email Campaigns
Generative AI’s competence in crafting personalized and impactful communication to elevate B2SMB (business-to-small-and-medium-businesses) sales is transformational. It can revolutionize email marketing by automatically generating personalized emails based on granular-level prospect data. This deep understanding allows for the creation of tailored email content that resonates with SMBs on a personal level, increasing the likelihood of capturing their attention.
2. Social Media Engagement
Generative AI can analyze social media data to create targeted and relevant posts. By understanding prospect interests and trends, salespeople can share content that resonates with their audience, driving social media engagement.
3. Chatbot Interactions
Integrating generative AI into chatbots allows sales teams to provide real-time, personalized interactions with website visitors. This creates a seamless and responsive communication channel, offering instant support and information.
Best Practices for Implementing Generative AI in Sales
Right Tools to Multiply Performance Impact: Carefully assess which GenAI tools best align with your different sales workflows and processes to realize productivity gains and drive maximum ROI.
Quality Over Quantity: While automation is powerful, ensure that the AI content maintains a high standard of quality. Overly generic or irrelevant content can harm your brand’s reputation.
Regularly Update Data: Keep your prospect data up-to-date to ensure that the AI generates content based on the most accurate and relevant information.
Monitor and Analyze Results: Use the analytics features of your GenAI platform to track the performance of personalized content. Modify your approach in response to insights gleaned from data analysis.
For B2SMB sales leaders looking to efficiently accelerate performance, integrating GenAI to automate repetitive tasks delivers an exponential lift in selling capacity and bottom-line results. It allows reps to redirect focus toward high-value activities, like strategic conversations with prospects and customers.
Remember, empowered sellers can drive more pipelines, have better conversations, and ultimately close more deals. So, stay ahead of the curve and watch as generative AI transforms your sales efforts, making them more efficient, personalized, and ultimately more successful.
