According to Forrester, 60% of sales organizations will shift to dynamic Guided Selling by 2025 to transform their sales process with the help of AI technologies.
Let’s explore what this new technology is and how sales teams can use AI insights to provide better visibility into the sales process and win deals faster.
Dynamic Guided Selling definition
Dynamic Guided Selling is a seller-focused concept in B2B selling that helps sales teams have better visibility into the pipeline and deals, gain more controllability over the sales process, and put them in the best position to win.
Dynamic Guided Selling analyses non-siloed sales communication data with AI to find correlations between actions and results and gives reps step-by-step contextual suggestions on how to move forward in the sales process. Because every buyer-seller interaction is different, the new technology needs to be dynamic and adaptable to fit not only different industries or markets, but specific use cases and opportunities within the same pipeline.
Dynamic Guided Selling has several key capabilities crucial for sales teams:
- It provides sales reps with step-by-step guidance from first touch to closed won using contextual notifications and alerts. Based on AI insights, internal sales processes, and playbooks that the sales org is using, the alerts are designed to nudge reps to do what needs to be done right now in each specific deal or customer communication.
- It brings visibility to the sales pipeline, deals, and sales team activity by automatically collecting all related data, analyzing it with AI, and finding correlations between success and activities.
- It gives Sales Ops and Rev Ops instruments to implement and automate playbooks, monitor their effectiveness and make changes, and ultimately control sales cycles.
- It signals which deals are at risk, what changed for the worst in a deal, and what specific actions to take right now to turn the deal around.
Dynamic Guided Selling examples
Let’s look at the ways that you can use dynamic Guided Selling strategies in the current environment. Here are several examples of how dynamic Guided Selling improves your sales framework:
Example 1: Understanding customer communications
Use case: A sales team is struggling to understand what in their communication with prospects pushes the deal forward and how that influences a deal being lost or won.
Solution: Dynamic Guided Selling uses conversational intelligence to uncover the conversational patterns that lead to won or lost opportunities, topics, keywords, and insights that can be used to help reps improve their pitch, script, the way they structure demos and whole conversations.
Dynamic Guided Selling will help gain critical insight into what’s going on in your customer communications, better anticipate prospect needs, understand what works with different customers at different stages, and scale these winning communication patterns for the whole team. What’s more, you can set up alerts for when something is about to go wrong and get specific suggestions on what to do now to increase the chance of winning.
Example 2: Identifying deals at risk and turning them around
Use case: Sales Managers do not have visibility into the pipeline and cannot identify deals at risk, stalled deals or deals about to change for the worse.
Solution: Dynamic, or algorithmic Guided Selling software makes it easy to identify deals at risk with the help of AI-scoring and notifications that immediately tell you and your team what went wrong within each deal.
These AI nudges will also give your team contextualized understanding of what they should do right now to fix things, specific for each deal, stage, playbook, and more. The nudges themselves are interactive and allow reps to take action immediately, without wasting time on one-on-one coaching sessions with their sales managers.
Example 3: Switching from “ad-hoc” to data-driven sales coaching
Use case: Sales training doesn’t stick and your coaching efforts are time-consuming, hard to measure, and less effective than they could be.
Solution: Algorithmic Guided Selling allows teams to digitalize coaching using real-time notifications that will provide coaching to the reps at the moment they need it, in the deal or context they are in. These notifications can be AI-based, playbook-based, or customized to your unique sales process.
Such Signals are interactive, easy to set up and follow, and they allow managers to measure the impact that reps’ actions have on win rates.
Learn more about dynamic Guided Selling and how it can help your Sales Ops and RevOps transform sales with AI.