What to Look for in a Sales AI Tool
Artificial intelligence (AI) is reshaping the world of work. Consider ChatGPT’s impact on content creation, or Midjourney’s on graphic design.
But did you know that AI is revolutionizing sales too?
The right AI tool will help your sales team spend less time on administrative tasks like qualifying leads. It will arm them with must-know insights before they hop on a call, synthesizing data from disparate sources. Most importantly, it will ensure they can focus on what they do best: selling.
If you’re considering buying a sales AI tool, you’ve come to the right place. This article will explain what to look for in terms of usability, functionality, and support. It will provide a clear roadmap for selecting a tool that complements and enhances your sales process.
Let’s get started.
7 Things to Look for When Choosing a Sales AI Tool
- An intuitive platform
In sales, time is money—and the right AI tool saves both. The ideal AI tool should be like a good conversation: effortless and informative.
Select an AI-driven platform that your team can understand, use within their existing sales processes, and benefit from without needing extensive training.
So, what exactly does this type of tool like?
It should provide easy access to essential data, such as notes from previous calls or information about the company you’re selling to. You should be able to easily integrate it with the rest of your tech stack: CRM system, social media accounts, and data platforms like Crunchbase.
Last but not least, it should feature a user-friendly interface that requires minimal training.
Take Glyphic’s AI sales copilot, for example. It streamlines access to critical information, syncs up effortlessly with existing tech stacks, and simplifies pre-call preparation.
The result? Sales teams spend 34% less time on mundane, low-value tasks.
- Valuable use cases
Using AI for sales might be a growing trend—but that doesn’t mean you should implement a sales AI tool just because everyone else is.
Instead, work backward. Think about the tasks that your team currently spends the most time on. Then, identify the lowest-value activities and find AI tools that can automate them. Look to solve specific real-world sales challenges.
For example, you might look for a sales AI tool that helps sales reps spend 20% less time preparing for a call, automatically qualifies leads to show your team which accounts to focus on, and provides at-a-glance deal insights.
The key is to be specific about which activities you want the tool to help with, or handle entirely. Then, you can find an appropriate solution for those specific use cases.
- Integrations with the rest of your tech stack
Sales AI tools shouldn’t exist in isolation—they need to integrate smoothly with your existing tech stack. The right tool should fit into your ecosystem like a puzzle piece. It should enhance, not hinder, your current processes.
Effective integration means data flows seamlessly between systems, be it a CRM like Hubspot, insights provider like Crunchbase, email platform like Mailchimp, or other sales tools.
This interconnectedness ensures that information is updated in real-time, providing a holistic view of sales activities. Prioritize AI sales tools that help you get the most out of your tech stack as a whole.
- A knowledgeable, experienced product team
AI has exploded in popularity over the last few years, with the industry growing at a compound annual growth rate (CAGR) of 32.5%. There are more AI-based sales tools than ever—but that doesn't mean they’re all equally effective.
The expertise behind a sales AI tool is as crucial as the tool itself. When evaluating a platform, consider the founders’ pedigree. Have they worked in innovation before? Have they been part of successful, well-trusted organizations?
For instance, Glyphic’s founders have worked with giants like Google DeepMind, Apple, and Spotify. This product reflects the founders' caliber of experience and dedication to understanding (and solving) users’ needs.
- Impressive case studies
Case studies prove whether a sales AI tool lives up to its billing. They provide tangible proof that the tool is effective, showing how it enhances other teams’ sales processes.
Look for case studies that detail specific scenarios where the tool made a measurable difference. They should highlight the challenges faced by sales teams, the solutions the AI tool provided, and the outcomes it achieved.
These narratives not only demonstrate the tool's capabilities but also provide a clearer understanding of its application in diverse sales environments.
However, remember new tools that have just hit the market might lack solid case studies. In this case, it’s worth seeing if they offer a trial period or can take you through a demo to convince you of their capabilities.
6. Robust cybersecurity measures
With the average data breach costing an eye-watering $4.45 million, it’s vital to ensure your sales AI tool takes cybersecurity seriously. Losing customers’ data could have a catastrophic impact on your bottom line and erode trust.
Look for sales AI tools that publicly demonstrate their commitment to robust security measures. For example, those that comply with SOC 2 Type I, GDPR, and implement strong encryption and restricted access protocols.
By choosing a Sales AI tool with such stringent security measures, you can rest easy knowing that your prospects’ and customers’ data is secure.
7. On-demand support
If something goes wrong, or you can’t work out how to use your sales AI tool, it’s vital to have access to on-demand support. Search for tools that offer the following.
- Availability: Look for 24/7 support availability. This ensures help is at hand whenever needed, which is crucial for global teams across different time zones.
- Response Time: Quick response times are key. The faster a support team responds, the quicker issues get resolved, minimizing disruption to sales activities.
- Expertise: The support team should have in-depth knowledge of their product. This ensures they can provide effective solutions, not just generic advice.
- Training Resources: The availability of comprehensive training materials makes it easier to get started with the tool, and to master its full capabilities.
- Community Support: A robust user community can be invaluable for sharing best practices and troubleshooting tips.
- Customized Assistance: Personalized support (and perhaps even pricing) tailored to specific business needs can significantly enhance the tool's value.
Final Thoughts
The exact sales AI tool that you select will vary on your organization, sales team’s needs, budget, and more.
Generally speaking, however, it should be intuitive, adding real value to your sales process. Ensure it integrates well with your existing tech stack and comes from a team with proven expertise. Security must be a top priority, and strong, responsive support is essential for smooth operation.
By considering these factors, you'll equip your sales team with a powerful tool that helps them sell more with less hassle.
Most of all, consider how each feature collectively elevates your sales process. An effective tool doesn't just fit into your current workflow—it enhances it.
Looking to get started with sales AI? Book a demo to learn how Glyphic makes sales teams more efficient and effective.
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