Brian Benedict

Revolutionize Sales Outreach with AI! Date & Time: October 19, 2024 | 10:00 AM ET Join Us to Learn How AI Can Transform Your Sales Strategy   Key Takeaways: ·        Personalization at scale ·        Real-world applications of AI in sales ·        Best practices for integrating AI tools seamlessly Register today and step into the future of sales outreach! https://lnkd.in/exQgHv4y

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Will AI Kill CRM? Only 25% of companies use CRM. Less than 15% of sales leaders trust CRM data. The biggest problem? CRMs lack crucial data from sales conversations, emails, chats, offline meetings, and the 'human factor' of inconsistent data entry. Traditionally, sales success required rigorous process and training—expensive and challenging for most companies. But what if AI could change all that? Imagine AI automating routine tasks, gathering all data in one place, and providing salespeople with a simple, guided sales pipeline. Think of it like a video game: finish one mission, move on to the next. AI suggests activities, plans your calendar, and updates it in real-time. Humans focus on strategy, leading the process, and building relationships. I predict AI sales tools will have more users than CRMs within a few years, with most new users skipping CRM altogether. It's like mobile internet adoption in Africa, leapfrogging traditional desktop usage. What do you think? :) Inspired by article Zeya Yang, Marc Andrusko, and Angela Strange (https://lnkd.in/dRfrBY6S) #AI #sales #CRM #salestech #futureofwork

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SHIFT TO COMSUMPTION-BASED PRICING: A GAME CHANGER FOR SAAS At Salesforce’s Agentforce, they announced a significant change—moving from the traditional per-seat pricing model to consumption-based pricing for their AI agents. This shift represents a major transformation in how businesses will pay for software, moving from paying for access to paying for outcomes. Why is this important? In a world where AI can handle tasks traditionally managed by entire teams, the per-seat model doesn’t make as much sense. Instead, companies will now pay for what the AI accomplishes. Here’s how it works: • From Access to Outcomes: Instead of paying for each user or seat, businesses will pay for the actual results the AI delivers. Example: A customer service AI that resolves inquiries will charge based on the number of queries it successfully handles, rather than the number of customer service agents using it. • From Subscriptions to Value: Pricing will be based on how much the AI is used and the value it provides. The more outcomes it delivers, the higher the cost—but also the more value you’re getting. Example: In healthcare, an AI tool used for diagnostics could charge based on the number of successful diagnoses it assists with, rather than just how many doctors use it. • From SaaS to Agent-as-a-Service (AaaS): AI is no longer just a tool—it’s a partner, autonomously driving business processes and outcomes. Example: In retail, an AI that manages inventory and supply chain will charge based on how effectively it prevents stockouts or manages excess inventory, rather than on a per-seat model. What does this mean for businesses? • Evolving Budgeting: Businesses can better control their costs, as expenses will be directly tied to the value generated by the AI. Example: During peak sales seasons, a company might increase its use of AI to handle high volumes of transactions. After the peak, they can scale back and pay only for what they used—unlike fixed licenses. • Clearer ROI: Measuring technology investments becomes simpler. Companies will be able to track direct results and justify spending based on the AI’s real-world impact. Example: A logistics company using AI for route optimization could measure savings from reduced delivery times and fuel costs, making the return on investment clearer. • Greater Flexibility: Companies can scale their AI usage up or down based on their actual needs. Real-Life Examples of Consumption-Based Pricing: • Amazon Web Services (AWS): Charges based on the actual computing resources used, allowing businesses to pay only for what they consume. • Vonage: Charges based on the number of communications (calls, texts) processed, making pricing flexible and usage-based. • Snowflake: Charges based on data storage and processing, aligning costs with real usage. What do you think—is the per-seat pricing model on its way out? Is the rest of the SaaS industry ready to follow? What Cloud ERP like Odoo and NetSuite is going to do?

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💡 22% - Sellers with strong leadership support achieve 22% higher quota attainment [6sense, BDR Benchmark Report] ⏩ 2X - Companies leveraging AI-driven account prioritisation experience up to twice the sales velocity: deals close faster and at significantly higher conversion rates. [6sense, Annual Report] 🚀 $66M - Implementing an AI-based revenue strategy helped clients like Marathon Health generate $66M in new pipeline, unlocking quality leads and faster revenue growth. [6sense, 2023 Case Study] Discover how improved data and AI can significantly boost efficiency and ROI: https://okt.to/RkejuP

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Not Only CRM AI is revolutionizing the SalesTech and sales industry, offering innovative solutions for common tasks like prospecting, enablement, insights, and analytics. Previously, sales automation was synonymous with CRMs like Salesforce or Hubspot. However, we are now entering a new era, and I am confident that Big Sister AI will play a significant role in this transformation. Enjoy reading this insightful article from a16z: AI Transforms Sales. https://lnkd.in/dRfrBY6S #SalesTech #AI #BigSisterAI #SalesAutomation #Innovation

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A persuasive 79% of survey respondents acknowledged that embedding AI in marketing and sales efforts has directly uplifted their business revenues. Read more 👉 https://lttr.ai/AUjat #SalesProcess #LeveragingAi #Ai #Channel #Saas

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WE DON’T WANT TO REPLACE SDRS Agent Frank was never meant to replace your sales team. Sure, it can help you reduce some costs - for example, instead of hiring 2 new reps, you can just hire one and onboard Agent Frank - https://lnkd.in/e69mGgBG But the goal was always for Agent Frank to work WITH your team and enable them to focus on the best part of being an SDR: Closing deals 🚀

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In today's Sales landscape, where knowledge and expertise are highly valued, one would anticipate that principles of equality and fairness would prevail. However, we recently conducted research (http://spklr.io/6042sugg) in collaboration with the Stephen Stagner Sales Excellence Institute and the Fowler College of Business that has brought attention to the disparities in pay between genders in the Sales industry, revealing a few troubling trends: women make less, the pay gap widens over time, and men have higher quotas. Read our latest blog to learn more. http://spklr.io/6043sug9

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Give credit where credit is due - big shout out to Salesloft for being named a leader by Forrester as one of the best Revenue Orchestration platforms out there. 💪 At RevOps Co-op we only partner with the best out there, and I love seeing our partners get the praise they deserve. I remember seeing a demo of the Salesloft product a few months back and my mind was 🤯 The power of this platform for #RevOps and #GTM teams is incredible. Big shout out to the entire Salesloft team - y'all rock 🫶 PS - shout out to our Salesloft partners in crime Leah Ward Shelby McNamara Eric Serno Heather Wiita and the entire #marketing team over there, you all are the best #revenueoperations #salesops #salesoperations #revenueorchestration #salesengagement

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One important aspect that sales professionals should focus on during the data enrichment process is ensuring the accuracy and reliability of the data. Roman from BetterContact shared this insight in a recent episode of "Sales Spotlight podcast." He also discussed various aspects of data enrichment and data quality. Watch the full podcast—link in the comment section.

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"The benefits of incorporating AI in sales management include increased efficiency, improved accuracy in decision-making, enhanced lead conversion rates, better customer engagement and satisfaction, and overall sales growth." https://lttr.ai/AUjae #SalesProcess #LeveragingAi #Ai #Channel #Saas

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Sales cycles are stretching longer, and deal sizes are shrinking. It's a worrying trend, especially when quota attainment drops below 40%. Here’s a deeper look into the numbers and the strategies that can turn things around. Sales Cycle Lengthening: ➡️According to CSO Insights, average B2B sales cycles have increased by 22% in the last five years. ➡️Longer cycles mean delayed revenue and increased pressure on sales teams. Shrinking Deal Sizes: ➡️A recent study by TOPO found that deal sizes in the tech sector have decreased by 15% over the past two years. ➡️Smaller deals require more volume to hit targets, increasing the workload on sales teams. Quota Attainment Challenges: ➡️Industry averages for quota attainment have dipped to just 38%, as reported by Salesforce’s latest sales survey. ➡️Sales teams are struggling to meet their goals, leading to higher turnover and lower morale. Pipeline Strategy: Salesforce’s push for 3x pipeline coverage directly responds to these trends. Here’s why: ➡️Companies that increased their pipeline coverage by 50% saw a 12% increase in quota attainment. ➡️Focus on pipeline generation through targeted marketing campaigns, AI-driven lead scoring, and robust CRM integrations. Real-World Example: ➡️In our own experience at RevSolutions, adopting these strategies helped us reduce our clients’ average sales cycle by 20% and increase deal size by 10% within six months. My point is that the old models, especially in sales, are no longer sufficient. Follow the new processes being adopted by other giants and replicate them. #Salesforce #SalesStrategy #CPQ

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What can sales enablement leaders do with ChatGPT 4? A whole lot. Here's a snippet of a longer deep dive into GenAI for sales reps and their leaders. ICYMI, watch here: https://lnkd.in/eTMM6bqm #GenAI #salesleaders #salesstrategy

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Salesforce Sales Cloud just released its 6th State of Sales report last week aggregating insights from 5500 sales professionals across 27 countries 🌎 Sales growth is back where 79% of sales leaders say revenue has increased over the last year 📈 Sikkkk! But the "how" looks different this time around... For example: Partner selling is contributing to growth in meaningful ways. Enablement is rightfully emerging as a top growth lever 🔑 Another surprising stat: 83% of teams that adopted AI saw an increase in revenue over the past year vs 66% of teams without AI. Causation or Correlation? 🤷‍♀️ Yet another stark reality is that 70% of a sellers time is spent on non selling tasks. 😫 Everything from researching accounts to manually entering things into the CRM to sitting in hours n hours of internal meetings... I dream of a world in the future where AI can help us with rethinking : 1️⃣ Smart list building 2️⃣ Automated pipeline management and 3️⃣ Real time enablement in the future!! Just imagine a world where you don't need to trainings or the same forecast call every week!! 🔥 Check out the report in the first comment for more sales insights!! #stateofsalesreport #salesforce #genai #salesorgs

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Transform your sales team’s efficiency with MYai Human-AI Sales Agents. They don’t just pass along leads—they deliver closed leads directly to your team, allowing your sales reps to focus on high-value prospects ready to make decisions. Imagine reducing sales agent burnout, improving retention, and accelerating revenue growth by 30%. Human-AI agents handle the time-consuming tasks like virtual presentations and needs assessments, freeing your team to do what they do best—close deals. 💡 Ready to boost your sales process and drive higher ROI? DM us "MYai" to learn how Human-AI Sales Agents can transform your business. #SalesAutomation #AIForBusiness #HumanAI #SalesGrowth #CustomerEngagement #BusinessInnovation #SalesStrategy #MyAiSells #TechForBusiness

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