We may be a little biased, but we’re pretty sure the future of sales is AI.

But not everyone is so sure (yet!)

So how do you convince a seasoned seller and skeptic of AI that it’s time to evolve?

In our recent webinar, Charlotte Lloyd joined Mica Oliveira to discuss just that. 

Mica and Charlotte came from very different perspectives on the subject: as co-founder of Amplemarket, Mica is no stranger to AI and has seen firsthand the transformative effect it has on business operations.

Charlotte, meanwhile, is a veteran business coach but a relatively new convert to AI, having been a self-described “skeptic” until very recently!

Their conversation touched on the evolution of sales techniques, the integration of AI, and the future of the industry. 

Check out some of the key insights from their discussion!

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The evolution of sales

Charlotte Lloyd began her sales career in 2001, a time when the tools of the trade were vastly different from today. 

"I was literally going through a Rolodex, picking up the phone, and doing my calls," she reminisces.

The early 2000s saw the advent of the internet, which revolutionized inside sales teams by connecting people in unprecedented ways, as Mica highlights.

"In the late 1990s and early 2000s, the internet connected everyone. Then, the 2010s brought mobile phones and social networks, making sales mobile and social. Now, we're in the AI era."

Put in that context, AI might seem less disruptive than skeptics tend to think.

Sellers have already adapted to digital and social selling in a way that would have been unimaginable 30 years ago. AI is just the latest evolution!

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Tackling AI skepticism and adapting

When AI tools like ChatGPT first emerged, Charlotte admitted to being skeptical. "I've been on the receiving end of bad automated outreach," she said. 

However, she quickly realized the potential of AI when used correctly. The key was not to over-rely on it but to leverage it for enhancing efficiency.

"Salespeople need to understand that AI is there to assist with mundane tasks, freeing them up to focus on building relationships."

Misusing AI can result in a loss of the personal touch that is crucial in sales, turning potential clients away rather than engaging them.

Mica adds that AI should not be seen merely as automation. "AI helps you actually automate part of the research, but you still need to apply human judgment to create something bespoke and tailored."

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The problem with prompting

One of the key challenges in using AI effectively is the issue of prompting. 

As Charlotte highlighted, getting the most out of AI tools often hinges on the user’s prompting ability - which not all sales professionals are prepared for.

"The better you prompt AI, the better your responses," she explained.

Inadequate prompts can lead to generic and ineffective communication, which ultimately defeats the purpose of using AI in the first place. 

"People often misuse AI, thinking it will do all the work for them," she added. "But AI is a tool that needs to be used wisely."

Mica also saw this in the way different salespeople approach AI: 

"One person might spend just a few seconds prompting and get a basic response, while another might spend 30 minutes refining their prompts to get highly detailed and useful information," he said.

This is the reason the quality of AI outputs and their impact on sales can vary so much.

It also leads to us asking: how can we tackle the problem of prompting and make the benefits of AI more accessible?

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Making AI more accessible

"What if we actually abstract the prompting from the user?" Mica suggests. 

He then painted a picture of the ideal future sales tool that does just this. By embedding prompting capabilities into the workflow, Amplemarket could take care of every aspect of the seller’s workflow! 

The sales rep wouldn’t have to know how to configure the AI to find their Ideal Customer Profile (ICP) or create personalized messaging because the platform would do it for them. "We will send you signals, accounts, and individuals, and even generate bespoke sequences without you having to prompt!"

Charlotte agreed that while prompting is a critical skill, the ultimate goal should be to simplify the process. "Salespeople should focus on building relationships, not getting bogged down in the intricacies of AI prompting."

Dismantling the barriers of entry to AI tools would help more sellers - and skeptics - realize its value faster!

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Other misconceptions about AI

Another major challenge to AI adoption is the fear that it will replace sales roles.

Charlotte believes this fear is misplaced. "AI should be seen as an enabler, not a replacer," she said. 

She describes how this fear often stems from a lack of understanding: instead of viewing AI as a threat, sales professionals should see it as a powerful tool that can handle routine tasks, allowing them to focus on more strategic activities. 

Mica adds that AI is not a replacement for the human touch. "Sales is about trust, a fragile concept that can only be built between human beings. AI can assist in the research and initial contact phases, but the human element is what closes deals."

It follows that the idea that “the Sales Development Representative (SDR)is dead” overlooks the diversity and scope of the SDR role.

As Mica explains, it’s time to stop treating SDRs as “spray and pray machines” and to give them the space to build better connections.

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The future of AI in sales

Despite their different starting points on the AI subject, both Mica and Charlotte are excited about what the future of AI holds for sales. 

Mica teases Amplemarket's development of an AI sales assistant that acts like an executive assistant, continuously working to provide curated leads and insights. "This will revolutionize productivity in sales!"

And as for former skeptic Charlotte, she accepts AI is a true game-changer. 

"Having an AI that knows your goals and priorities, curates leads, and helps with the research will allow salespeople to focus more on engaging with prospects and closing deals." 

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Embracing the AI revolution

So what advice does Charlotte have for sellers starting out in the 2020s?

 "Be an eternal student and learner. Always seek to improve and stay ahead of the curve!" She points to her success on LinkedIn as proof that it’s never too late to leverage new technology.

“Plenty of people will stick with the old way of doing things. Plenty of people I knew were happy just to use social media for fun, but I decided to learn how to build my professional network. If you don’t adapt, you stay the same, and you’ll never know what you could have gained!”

Mica echoed this, saying reps should never stop looking for opportunities to learn.

"Learning is a compound effect. If you get 1% better every day, you’ll be 36 to 37 times better by the end of the year. No one can take that away from you." And AI makes it easier for sellers to find that 1% in their day-to-day tasks.

“AI won’t replace the sales rep. But the sales rep using AI will replace the rep who doesn’t.”

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Key Takeaways

• AI should be seen as an enabler, not a replacer, of sales roles!
• Effective use of AI currently depends on users knowing how to prompt it correctly and integrate it into workflows. The more we can reduce this problem of prompting, the easier it will be for reps to unlock the full benefits of AI!
• The human element is still crucial in sales, particularly in building trust and relationships - and this will never change.
• Continuous learning and adaptation are essential in sales - so new technologies are to be welcomed!

You can watch the full conversation between Mica and Charlotte here!

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Keen to learn more about Amplemarket?

Sign up for a demo today to see how AI can transform your sales results too!

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