Ways your RevOps team should be leveraging AI

Ways your RevOps team should be leveraging AI:

✅ 1) Finding similar clients

This is a big challenge in many larger orgs. You're looking for a few companies to name-drop in cold outreach or to weave into your sales deck. You end up messaging half a dozen people to find companies of a similar size, industry, etc.

RevOps can use AI to automatically populate 3 similar companies in a Salesforce account field.

- Similar employee count

- Similar department size (if applicable)

- Similar industry

- Similar product / use case

etc.

✅ 2) Customer success stories

We all want reps to use more stories in their outreach and during the sales process. But this is really hard if you weren't the rep who closed the deal.

So enablement/ops ends up creating a spreadsheet for everyone to use. It gets messy.

RevOps should use AI to automatically populate customer success stories to a Salesforce account field.

- The problem

- The approach

- The result

- Name + role + testimonial

✅ 3) Measuring adherence and behavior change

Conversational intelligence tools are doing a decent amount of this with multi-threading in deals, etc. But the problem is that most sales leaders spend little time on those platforms.

They spend more time on Salesforce reports.

RevOps can use AI or a conversational intelligence tool to append adherence metrics to in-flight deals like:

- # of active stakeholders (buyer and seller side)

- Adherence to specific techniques or language

- Follow up time of emails after calls

- Use of customer stories

etc

The possibilities are endless with this one.

Then run a report on everything you want to see.

Kyle Norton talked about this quite a bit in his recent podcast episode with Mark Kosoglow.

✅ 4) Contact & Account data

Reps spend hours hunting for emails, phone numbers, LinkedIn profiles, etc. Reps may need to see Crunchbase profiles, investor pages, etc as well.

RevOps can use AI to automatically append most of this data to contacts and accounts in Salesforce.

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This list is just the tip of the iceberg.

Where do you see RevOps using AI to improve rep efficiency?