This is the second part of Ryan’s conversation with Tyler Barron, CRO of Encapture, where they discuss AI use cases for sales and marketing. From leveraging AI for strategic research and RFP automation to creative prospecting and collaborative ideation, Tyler and Ryan share their expertise on using AI to enhance efficiency, scale ABM efforts, and improve deal scoring.
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KEY TAKEAWAYS
- AI tools can significantly enhance strategic research for high value deals, allowing sales teams to efficiently analyze financial documents and earnings calls to identify potential problems and align solutions with strategic initiatives.
- Automating RFP and vendor questionnaire responses using AI can save significant time and resources, especially for companies dealing with similar questions across multiple clients.
- Leveraging AI for one-to-one creative prospecting can lead to highly customized outreach using a prospect's own language and quotes from their public appearances.
- AI powered call analysis tools can be used for efficient "game film" sessions, allowing teams to quickly review and learn from customer interactions without listening to entire calls.
- Collaborative use of AI tools across departments can dramatically reduce project timelines and enable rapid implementation of time sensitive campaigns.
- AI presents opportunities to scale ABM efforts by enabling the creation of custom content for specific accounts more efficiently.
- Data driven deal scoring using AI can help identify patterns in successful deals and apply those insights to future opportunities, improving win rates and deal velocity.
- Focusing on analyzing top performing customers and deals can lead to significant increases in deal size and help identify the most promising opportunities in the market.
BEST MOMENTS
"We primarily are getting value out of AI tools right now for strategic research. We have higher ACV deals, longer sales cycles, and we're trying to prospect up to the C suite."
"I think one of the biggest things that I've learned about kind of the scale up stage is that you can't outrun your supply line as a revenue leader and so you really got to bring everybody along with you at the company"
"Every year doubled our deal size and a hundred X, our largest deal. Just from that alone. Vista equity uses it to actually to convert companies from a bill to three bill in like three years."
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
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