Artificial Intelligence in Sales

AI Solutions for Every Stage of the Sales Cycle: Use Cases, Tools, and Implementation
Erscheinungsjahr 2025
ISBN: 978-3-658-48032-5
Verlag: Springer

Buch, Englisch, 163 Seiten, Format (B × H): 173 mm x 246 mm, Gewicht: 487 g

This book provides a practical introduction to the application and implementation of Artificial Intelligence (AI) in sales organizations. The author demonstrates how companies can generate a significant competitive advantage through the targeted use of AI in sales. Step by step, he explains the innovative possibilities offered by various types and methods of AI throughout the entire sales cycle and how they can be applied at key customer touchpoints—from lead generation and qualification to outreach and conversation support, as well as presentation, proposal creation, negotiation, customer care, and onboarding.

Both classical and generative AI tools are examined, numerous use cases are presented, and specific prompting suggestions for AI-supported work with ChatGPT and other generative language models are provided. A comprehensive selection of real providers of the presented AI solutions for each phase of the sales cycle offers direct points of reference for practical implementation in your company. A compact and immediately applicable guide for modern, forward-looking sales.

Zielgruppe

Professional/practitioner

Autoren/Hrsg.

Beck, Manuel

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management E-Commerce, E-Business, E-Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

Status quo of Artificial Intelligence and its relevance for sales.- Analysis of Artificial Intelligence in the sales cycle phases.- AI in lead generation and qualification.- AI in outreach.- AI for supporting customer conversations.- AI for generating customer value.- AI in solution presentations.- AI in proposal creation and negotiation.- AI in onboarding and customer care.- AI in management.- Planning and implementation of AI projects.

Über Autor(innen)

Dr. Manuel Beck is the Managing Partner at the consulting firm Bricklog and serves as the Chief Sales Officer (CSO) in the marketing and sales department at Brain4Data. He is also a guest lecturer at various universities. He is an expert in developing go-to-market strategies and in building and leading sales teams.