Businesses worldwide are focusing on enhancing the capacity and productivity of their sales teams. Many are investing in AI sales tools to reduce repetitive tasks and allow their sales teams to focus on primary activities like customer relation building and closing deals. The advent of AI-powered tools and platforms has indeed revolutionized sales processes, making them effortless and easier. 

 According to HubSpot's State of AI report, more than 40% of sales professionals currently use AI at work.

However, choosing the right AI tool for sales teams can be confusing for businesses. Numerous aspects need to be considered before adopting any particular AI tool for sales. Getting an AI tool is a crucial decision, and therefore cannot be decided over a short time span. AI tools for sales can be pretty expensive and time-consuming, and therefore making the wrong can cost companies a fortune in terms of time and money!

What to consider while choosing AI Sales Tools?

To determine the best AI sales tools, businesses must conduct a thorough research before reaching a conclusion. It can be quite time-consuming, but we all know that haste makes waste. Therefore, it is better to invest some time and analyze the pros and cons of the potential AIi sales systems and tools before finalizing one. 

To make the decision making process easier, we have jotted down the primary factors that need to be considered before selecting an AI sales software tool. Here are some of the points you need to make a note of:

1. Identify Primary Sales Challenges

Before opting for an AI sales tool, it is important to understand the primary hurdles faced by the sales team. The challenges may include low lead conversion rates, inefficient follow-ups, manual data entry and CRM updates, lack of personalized outreach, inconsistent sales forecasting, difficulty in tracking sales performance, and limited customer insights for personalization.  Once the problems are identified, teams can filter out tools that can work on eliminating those problems and make their work effortless. 

2. Understand the Types of AI Sales Tools

Numerous AI tools have been developed by tech giants worldwide. These tools come in various categories, with each of them designed for specific functions. Here are some of the common types of AI sales tools-

• AI Sales Agents: Automate outreach, follow-ups, and scheduling (e.g., Jeeva.ai, Drift, Outreach.io)

• CRM Automation Tools: Enhance lead tracking and data organization (e.g., Salesforce Einstein, HubSpot AI)

• Conversational AI and Chatbots: Provide instant responses and qualify leads (e.g., Drift, Intercom)

• Sales Forecasting and Analytics Tools: Use predictive insights to optimize sales strategies (e.g., Gong, Clari)

• Lead Scoring and Intent Data Tools: Prioritize high-intent leads based on AI analysis (e.g., 6sense, ZoomInfo)

• Email and Communication Assistants: Automate personalized email campaigns and follow-ups (e.g., SalesLoft, Reply.io)

• Social Selling and Engagement Tools: Analyze social media engagement for sales insights (e.g., LinkedIn Sales Navigator, Sprout Social)

By getting a comprehensive grasp over these categories, sales teams can easily select the tool that would match the exact requirements of their teams.   

3. Evaluate Integration with Current CRM

It is a pivotal requirement that the procured AI tools should seamlessly integrate with the team’s current CRM, email platforms, and other sales software. It is advisable to go for tools that offer:

• Native integrations with platforms like Salesforce, HubSpot, and LinkedIn

• API access for custom integrations

• Ease of adoption without disrupting workflows

• Compatibility with mobile and remote sales tools

4. Prioritize User-Friendliness and Adoption

A tool’s effectiveness depends on your sales team’s willingness to use it. Choose AI solutions that are:

• Easy to set up and use

• Intuitive with minimal training required

• Designed to enhance, not replace, sales reps’ roles

• Equipped with clear onboarding support and customer service

A complicated tool with a steep learning curve may hinder adoption, reducing overall effectiveness.

5. Evaluate AI Capabilities and Data Accuracy

AI sales tools rely on data and machine learning models to function effectively. When evaluating options, look for:

• Data accuracy: Does the tool use high-quality, real-time data?

• Personalization: Can it tailor messaging and recommendations based on customer behavior?

• Predictive analytics: Does it provide actionable insights for decision-making?

• Automation efficiency: How well does it handle tasks like lead nurturing and follow-ups?

• Security and compliance: Does the tool comply with industry regulations like GDPR and CCPA?

6. Consider Scalability and Pricing

As your sales team grows, your AI tool should scale with you. Compare pricing models, considering:

• Subscription fees and pricing tiers

• Cost per user vs. usage-based pricing

• Scalability options for expanding teams

• Long-term ROI and cost-effectiveness

Opt for tools that offer flexibility and growth potential without excessive costs.

7. Look at Case Studies and Reviews

Before committing to an AI sales tool, research:

• Customer testimonials and case studies

• Online reviews on platforms like G2, Capterra, or Trustpilot

• Success stories from companies in your industry

• Reports on AI adoption trends and effectiveness

Learning from real-world use cases can provide insights into the tool’s effectiveness.

8. Take Advantage of Free Trials and Demos

Most AI sales tools offer free trials or live demos. Use this opportunity to test the tool with real sales scenarios, gather feedback from your sales team, evaluate its impact on efficiency and performance, and compare multiple tools before making a decision. A trial period can help sales teams make a data-driven decision before investing in an AI tool. 

Final Thoughts

AI-powered sales tools can be regarded as a boon for businesses. These tools enable sales teams to eliminate repetitive tasks and focus on crucial activities like building customer relationships and closing deals. A wide array of AI tools have been developed, with each tool designed to perform specific tasks. It is important for sales teams to analyze a couple of tools in terms of their popularity, functionality, usability, and other parameters. Investing in AI sales tools without conducting proper research may lead to the wastage of time and resources. By following the aforementioned structured approach, sales teams can ensure that their investment in AI drives real sales success.