How to use AI for sales

Discover how sales teams can use AI to improve their selling, prospecting, and more.

How to use AI for sales
Shelly Weaver
Shelly Weaver
October 13, 2023
min read
Apple Podcast LinkGoogle Podcast LinkSpotify Podcast Link
Apple Podcast LinkGoogle Podcast LinkSpotify Podcast Link

What is AI in Sales?

Artificial Intelligence (AI) in sales means using AI to improve and optimize sales processes. There are many different AI tools available for sales teams and a plethora of ways that AI can be used to improve sales processes.

7 ways to use AI for sales

Sales forecasting

AI plays a pivotal role in sales forecasting by harnessing data-driven insights to make accurate predictions. It analyzes historical sales data, market trends, and external factors to provide businesses with forecasts that inform strategic decision-making. Machine learning algorithms, such as neural networks or decision trees, can capture complex patterns in data, improving the accuracy of predictions.

AI enables companies to anticipate changes in demand, allocate resources efficiently, and optimize inventory management. It can also perform scenario analysis, allowing businesses to simulate the effects of various factors on future sales.

Scaling sales efforts

AI is a potent tool for scaling sales efforts by automating and optimizing various aspects of the sales process. AI-driven chatbots and virtual assistants can engage with customers 24/7, addressing inquiries and guiding them through the sales funnel, while lead scoring models help prioritize high-potential leads, allowing sales teams to focus their efforts effectively. AI also facilitates personalized content recommendations, which enhances customer engagement.

Additionally, predictive analytics forecast future sales trends and opportunities, while email automation and CRM enhancements streamline communication and data management. AI can even assist in dynamic pricing strategies and social media monitoring to expand market reach.

These AI-driven capabilities empower businesses to scale their sales efforts, drive revenue growth, and maintain a strong personalized customer experience.

Creating a user persona

AI, such as ChatGPT, can assist in crafting detailed user personas by providing insights and information based on data analysis. To create a user persona, you start by defining your goals and then ask AI questions about the characteristics and preferences of your target audience. ChatGPT then generates descriptions, demographics, and behavioral patterns, helping to shape the persona's narrative.

However, it's essential to validate this AI-generated information with real data and user research for accuracy and reliability. Ultimately, AI serves as a valuable starting point in the user persona creation process, offering initial insights that can be refined and supplemented with additional research for a more comprehensive understanding of your audience.

Sales process automation

Many types of AI can be used to automate sales processes, making them more efficient and effective, not only in sales, but in marketing as well. Some key AI technologies and techniques commonly used in sales automation are:

Lead scoring

AI-driven lead-scoring models use historical data to evaluate and rank leads based on their likelihood to convert. This helps sales teams prioritize their efforts on leads that are most likely to result in sales.

Predictive analytics

Predictive analytics models use AI to forecast future sales trends and identify potential opportunities. These insights enable sales teams to make data-driven decisions and allocate resources effectively.

Email automation

AI-driven email marketing tools can automate personalized email campaigns. They analyze recipient behavior and engagement to send the right message at the right time, increasing the chances of conversions.

CRM enhancements

AI can improve CRM systems by automating data entry, providing real-time insights about leads and customers, and suggesting follow-up actions. It can also automate routine administrative tasks.


Chatbots can be invaluable tools for sales teams by assisting them in various ways to streamline processes, improve customer engagement, and increase efficiency. Incorporating a chatbot such as ours into your sales strategy can significantly enhance your team's productivity and effectiveness by automating routine tasks, improving lead qualification, and offering a seamless and responsive customer experience.

Sales coaching

By leveraging AI for sales coaching, organizations can enhance the development of their sales teams, improve sales performance, and drive better results. AI analyzes sales data, call recordings, and customer interactions to assess individual and team performance, and also identifies patterns and trends in sales activities, highlights strengths and areas for improvement, and offers objective feedback. It generates coaching recommendations, suggests training modules, and customizes learning paths for sales representatives.

Plus, AI-powered role-playing and simulation tools enable practice in a controlled environment, with immediate feedback. However, it's essential to strike a balance between AI-driven coaching and human coaching to provide a holistic learning experience that combines data-driven insights with the human touch.

Lead generation

Through data analysis, AI can sift through vast datasets to pinpoint promising leads by analyzing online behavior and digital footprints. AI-driven lead scoring models prioritize leads based on their conversion potential, allowing sales teams to focus on high-quality prospects.

Personalized content, email automation, CRM enhancements, and dynamic pricing are among other AI applications that optimize lead-generation efforts. By harnessing these AI-driven techniques, businesses can streamline their lead generation processes, improve lead quality, and ultimately boost conversion rates and revenue.

The benefits of automation in sales

Saves time

AI-driven automation increases sales efficiency, allowing teams to allocate their time and energy more strategically, ultimately improving productivity and sales performance. First, AI-driven tools engage with leads, answer common queries, and gather initial information 24/7, allowing sales reps to focus on more valuable activities. Additionally, lead scoring models prioritize leads based on conversion potential, enabling salespeople to concentrate their efforts on the most high-quality prospects, and email automation tools send personalized messages and follow-ups, reducing the need for manual outreach.

Improves productivity

AI-driven tools handle repetitive and time-consuming tasks, such as data entry, email follow-ups, and lead qualification, allowing sales reps to focus on high-value activities like building relationships and closing deals. Predictive analytics and lead scoring models prioritize leads with the highest conversion potential, directing efforts toward the most promising prospects. In essence, AI-driven automation optimizes workflows, reduces manual efforts, and improves overall efficiency, resulting in increased productivity and better sales outcomes.

Better sales forecasting

By utilizing AI and machine learning, businesses can anticipate demand fluctuations, allocate resources effectively, and optimize inventory management. Moreover, automated data collection and analysis enhance KPI measurement by providing real-time insights and trend identification, facilitating better tracking and assessment of sales performance against key metrics. Ultimately, automation streamlines sales forecasting and KPI measurement processes, leading to improved decision-making and overall sales strategy refinement.

Increase in job satisfaction

Automation in sales can enhance job satisfaction by relieving sales professionals of repetitive and time-consuming tasks, allowing them to focus on more meaningful and value-added activities, such as building relationships with customers and closing deals. This can lead to reduced burnout, increased job fulfillment, and a more positive work-life balance.

Additionally, automation can provide sales teams with valuable insights and tools to be more effective in their roles, further contributing to their job satisfaction.

What are some Sales AI tools?

We asked our sales reps what AI-powered tools are helping them hit their quotas and engage buyers in their daily workflows. Their favorites? 

1. The Pipeline Cloud – Powered by Qualified AI: Grow pipeline faster by supercharging your website with AI-powered products like Qualified Chatbots, Conversations, Meetings, Offers, and Signals.

2. Gong Engage: Stop the spray-and-pray prospecting, manual tasks, and tool overload with Gong's all-in-one AI-powered engagement platform.

3. Lavender: Write better emails, faster with Lavender's AI platform that helps you send more focused, human emails to your buyers.

While AI is here to stay, it will not replace sales jobs. Instead, AI will improve the efficiency of sales teams and can reduce the monotonous work that can drain sales teams. If your sales are struggling even with AI, use this guide on buyer personas to improve your target audience and close more deals.

Related articles

Qualified in Action

Quick demo?

Discover how we can help you convert more prospects into pipeline–right from your website.

Contact Us