Hey Sales RX'ers,

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Looking ahead, the role of SDRs in the AI-driven sales landscape is set to evolve. While certain high-throughput tasks may be automated, SDRs will increasingly become AI orchestrators, managing multiple AI tools to optimize their sales strategies. Developing the skills to navigate this new landscape will be essential for sales professionals aiming to stay ahead in the field.

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While AI holds immense potential in the sales arena, maintaining user trust is crucial. AI tools must minimize errors and provide reliable recommendations. Balancing the amount of AI output and ensuring recommendations align with user expectations is key to building and maintaining trust.

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Sales leaders can use AI to track essential metrics like booking meetings, conversation lengths, talk-time ratios, and conversion rates. These metrics provide valuable insights into individual rep performance and help identify areas that require coaching and improvement.

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Furthermore, AI tools can pinpoint specific areas where each sales representative needs to enhance their cold calling skills. Whether it's objection handling, speaking pace, or tone, AI can provide personalized feedback to drive continuous improvement.

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Insight 1: Pre-Cold Call Preparation

The first phase of the cold-calling process involves meticulous preparation. AI can significantly streamline this aspect, helping you generate accurate contact lists and personalized data for targeted outreach. With AI, you can determine who are the best accounts and contacts to target, and the relevance for your outreach.

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As you can imagine, this will trickle down into your prospecting efforts via the written word like email, text, and social. The purpose of the cold call isn’t to make a sale, it’s to establish contact and uncover the relevance and resonance of the problem you solve. Jesse Ouellete has an OpenAI to Zapier workflow that allows his company to have AI perform pre-call research. If you check him out on LinkedIn and DM him, I’m sure he will send you the video!

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Insight 2: Enhancing the Cold Call

During the actual cold call, AI technology can be your invaluable assistant. It can guide you on what to say, what tone to use, and even how to respond to objections effectively.

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This can drastically improve the speed to value of a rep who is either new to sales, or new to your company (despite their tenure). By providing real-time AI call coaching tools like Trellus, you can allow them more time to gather valuable information for more personalized follow-ups to their prospects.

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Insight 3: Post-Cold Call Efficiency

After the cold call, there's a multitude of follow-up tasks that can be automated with AI personalization. Whether it's sending follow-up emails, viewing LinkedIn profiles, or summarizing call notes, AI can handle these tasks, leaving you free to focus on refining your cold calling strategy. You can also use AI call coaching tools after the fact to help you break down your strengths and weaknesses.

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On discovery calls The Sales Doctor team uses Read.Ai which is similar to other call intelligence tools you may have used before. We can measure engagement, and sentiment, and find problem areas where we may have made statements or asked questions that didn’t resonate with our prospect.

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Conclusion:

Leveraging AI technology is no longer an option but a necessity. From pre-cold call preparation to the cold call itself and post-cold call follow-ups, AI can help you streamline and enhance every aspect of your sales efforts. As AI technology continues to advance, adapting to these changes will be essential for success in the sales industry.

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Time to get prescriptive ya'll 🩺

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