Generative AI is delivering measurable growth for B2B companies, but only when it's deployed with purpose. This McKinsey article highlights how top-performing organizations are using Gen AI to sharpen go-to-market strategies, increase productivity, and boost margins. Read the article for a closer look at what works and why it matters. Contact FANTINI FABRIZIO for help exploring Gen AI strategies that make sense for your goals.
What is Gen AI and how can it benefit B2B sales?
Gen AI refers to a subset of artificial intelligence that can significantly enhance B2B sales growth by boosting revenue generation, increasing sales productivity, and streamlining internal processes. According to McKinsey's B2B Pulse Survey, 19% of B2B decision-makers are already implementing Gen AI use cases, while another 23% are in the process of doing so. This technology can help sellers identify the next-best opportunities and improve their overall effectiveness.
What are some use cases of Gen AI in B2B?
There are several compelling use cases for Gen AI in B2B, including enhancing lead generation, personalizing outreach, and improving RFP response efficiency. For instance, a distributor of industrial materials used Gen AI to prioritize opportunities and personalize outreach, resulting in over $1 billion in new opportunities. Additionally, Gen AI can assist in preparing for client meetings by synthesizing critical information, which is particularly valuable in industries with long sales cycles.
How can Gen AI improve sales team performance?
Gen AI can enhance sales team performance by providing insights into seller performance and recommending targeted coaching. It can analyze customer interactions to give managers a comprehensive view of performance and suggest personalized development opportunities for sellers. For example, a telecom company used Gen AI to assess call center performance, leading to a 7-point increase in customer satisfaction and a 20% reduction in training costs.
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