If there’s one centuries-old adage that embodies the salesperson experience, it’s Benjamin Franklin’s advice to young workers: “Time is money.”
Between product-market research, enablement training, prospecting, cold calls, demos and contract negotiations, time is a valuable — and often scarce — resource for a sales team.
At TigerConnect, the sales team has found a convenient and modern way to make their time more valuable with AI tools. With a focus on streamlining prospect and customer data and sophisticated forecasting, TigerConnect sales representatives can make more space in their schedules and refocus their precious time into more meaningful conversations with their customers.
AI offers a handful of benefits for any modern tech revenue team. Beyond data analysis and administrative automation, generative AI can also draft personalized outreach communications, answer customer questions and process dense documentation.
With a growing number of convenient applications, AI is an increasingly common tool in sales organizations. By 2028, up to 60 percent of B2B selling work will be handled by GenAI programs and automation, according to a forecast from Gartner.
Built In Los Angeles sat down with TigerConnect to get a closer look at how AI supports the daily functioning of its sales team.
TigerConnect is a healthcare communication platform that streamlines care collaboration among healthcare providers and patients.
Tell us about how TigerConnect has adopted AI on the sales team.
Before adopting AI tools, TigerConnect’s sales pipeline heavily relied on manual processes. Sales representatives and leaders had to spend significant time on tasks such as drafting emails, managing follow-ups and analyzing buyer interactions. This consumed valuable time that could have been spent on direct selling activities and made it challenging to maintain consistency and personalization at scale.
We recently rolled out a new conversational intelligence tool that helps us understand buyer sentiment at every stage of the sales process. The system captures follow-up items and next steps and provides coaching cards based on meeting type for real-time feedback on meetings with prospects.
Another example of our use of AI is in forecasting, which predicts the likelihood of closing deals with better accuracy and suggests actionable steps to keep deals on track. This has improved our deal closure rates and enhanced our ability to prioritize high-potential opportunities.
How is AI helping your sales team make better data-driven decisions?
AI tools provide deep insights into buyer sentiment and engagement. The sentiment analysis features help our sellers understand what resonates with prospects and tailor their interactions accordingly. This data-driven approach allows us to fine-tune our sales strategies based on what works best, ultimately improving our overall effectiveness.
Additionally, AI-powered forecasting tools have enabled us to predict revenue outcomes with high accuracy. By analyzing historical data and current engagement metrics, we can create reliable forecasts, which are crucial for strategic planning and resource allocation.
How do TigerConnect’s customers benefit from your sales team using AI?
Customers benefit greatly from our use of AI in their post-sale experience: We can provide more personalized and timely communications. Automated and well-timed follow-ups ensure that no prospect feels neglected, while personalized email content makes our interactions more relevant and engaging.
“Customers benefit greatly from our use of AI in their post-sale experience: We can provide more personalized and timely communications.”
For our business, the streamlined processes and data-driven insights provided by AI have led to higher conversion rates and improved customer satisfaction. This not only boosts our revenue but also strengthens our reputation as a responsive and customer-centric organization.
