Expert knowledge for digital decisions
Where Does AI Actually Help in Sales?
Short answer
Where the Benefit Lies
Follow-up. Dictate three sentences after the meeting, the model creates a structured note with the next step. This primarily increases the rate of documented conversations.
Preparation. Everything known about the customer on one page: last conversations, open offers, complaints, revenue development.
Draft Responses. For standard inquiries, for approval.
Research. What does this company do, who are the contacts?
What Does Not Work
Automatically Generated Acquisition Messages. Recipients recognize them, and the response rate is accordingly low. Additionally, legally problematic: advertising emails to companies without consent are generally prohibited under § 7 UWG.
Closing Forecasts with small data sets – see own contribution.
Price Decisions. These belong to people.
The Biggest Actual Lever
The documentation rate. Salespeople are reluctant to document because it takes time. If a spoken sentence after the meeting is sufficient, the rate increases significantly – and thus the quality of all evaluations.
Staying Realistic
AI sells nothing. It takes away work that hinders selling. Those who expect more closures from it will be disappointed; those who expect more time for customers will receive it.
Key facts
- Biggest Lever
- Higher Documentation Rate
- Not Suitable
- Automatic Acquisition Messages (§ 7 UWG)
Sources
All external claims are backed by traceable sources.-
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Gesetz gegen den unlauteren Wettbewerb (UWG) Bundesministerium der Justiz