AI Strategy for Sales Teams

Integrating AI into Human-Centred Selling
1. Auflage 2026
ISBN: 978-1-3986-2845-8
Verlag: Kogan Page Ltd

Buch, Englisch, 288 Seiten, Format (B × H): 156 mm x 234 mm

How can sales professionals apply AI to build trust, optimize strategy and deliver impact in a digital-first world?

AI Strategy for Sales Teams by Andy Hough, Richard Vincent and Richard Brooks is a practical guide for mid-career sales professionals, managers and consultants who want to strengthen credibility, apply proven frameworks and optimize selling strategies in an AI-driven marketplace. Focused on career impact and organizational performance, it shows how to develop and implement AI-enabled principles while staying true to the fundamentals of why people buy.

Drawing on real-world examples from technology companies, professional services firms and global enterprises, this book equips you to:

- Apply AI tools to prepare insightful questions and optimize prospecting
- Develop data-driven insights that enhance, not replace, human intuition
- Implement ethical negotiation strategies supported by AI at scale
- Build credibility through personalized, customer-centred engagement
- Apply frameworks that integrate technology with consultative selling models

With detailed chapters and actionable tools, AI Strategy for Sales Teams helps you harness AI innovations to elevate performance, strengthen customer relationships and advance your career in an evolving sales environment.

Themes include: sales strategy, AI innovation, consultative selling, ethical negotiation, customer engagement, data-driven insights

Autoren/Hrsg.

Hough, Andrew

Vincent, Richard

Brooks, Richard

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Volkswirtschaftslehre Volkswirtschaftslehre Allgemein Verhaltensökonomik

Inhaltsverzeichnis

Chapter - 01: The evolution of professional selling; Chapter - 02: The modern buyer's journey; Chapter - 03: Consultative questioning techniques; Chapter - 04: Active listening in the age of distraction; Chapter - 05: Value articulation and communication; Chapter - 06: Negotiation - The human art of finding win-win solutions; Chapter - 07: Building authentic relationships at scale - the human touch in the age of AI; Chapter - 08: Time management; Chapter - 09: The decisive human; Chapter - 10: Sales enablement; Chapter - 11: Ethical sales in the AI era; Chapter - 12: The future of sales, more human than ever;

Über Autor(innen)

Hough, Andrew
Andrew Hough is Lecturer in Sales Leadership and Performance, Cranfield School of Management, UK. He has extensive experience of working in sales across companies such as Lloyds, Barclays Asset Finance, GE Capital and EMC2 Inc. He founded the Association of Professional Sales, which merged with the ISM to become the Institute of Professional Sales.

Vincent, Richard
Richard Vincent has over 35 years' experience working in the high-tech industry and is the Founding Fellow of the Association of Professional Sales and previously the Co-Director of the Sales Leaders' Think Tank. A regular contributor to the International Journal of Sales Transformation, he is a Visiting Fellow at the Cranfield School of Management, UK.

Brooks, Richard
Richard Brooks brings over 30 years of global business experience, including executive leadership at major agencies, CEO of a leading branding and communications company, and leadership roles in professional associations across Europe and the USA. As founder of his own consultancy, he has pioneered AI-driven marketing solutions for businesses, developing innovative campaigns that deliver measurable ROI improvements across diverse sectors.

Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.
Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.
Richard Brooks is Visiting Fellow at Cranfield School of Management, UK, and CMO at a high-growth US company.