Using AI in Sales Prospecting: Tips & Prompts

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1. Always review: Tone of messages: You can prompt chatbots to make a specific email more conversational, formal, technical, professional, and so on. Experiment with the tone and see which sounds most like you. Accuracy: It’s your responsibility to validate the accuracy of all information provided in the email. Brand compliance: It’s your responsibility to ensure messages comply with your brand standards. Authenticity: Does it sound like you? Read it aloud and change any wording that doesn’t work. Make the punctuation consistent with what you typically do, e.g., adding or removing exclamation marks! Personalization: Take a moment to personalize the message based on your knowledge, e.g., "How was your daughter’s field hockey game last weekend?" Or, "I see we both know Sally Smith at Eagle Co." How to Use AI to Provide Value to Buyers Because you’ve already done research with AI’s assistance, you’re going to have better background research on prospects from the outset—their industries, challenges, and pain points as they relate to your solution. Next, you're going to collaborate with the chatbot to brainstorm value-based offers based on these and then use it to help you outline and build out the content for the offer, e.g., white paper, report, article, presentation. What are the top 5 ways companies can approach <insert industry trend/pain point>? Write me a business case for why a <insert buyer title> at <insert company name> would be interested in <insert your solution> right now? I'm trying to break through to a <insert buyer title> at a <insert industry> and persuade them to meet with me to discuss <insert your solution>. What can I offer of value to get them to meet with me? Why would <insert title> in the <insert industry> be interested in <insert your solution>? Prompts such as the examples above can give you lots of ideas for value-based offers. In essence, you’re collaborating with the chatbot like a human. “Test and refine email subject lines Write persuasive and personalized emails Conduct research Write follow-up templates Write responses to emails Develop calling scripts Practice objections Summarize meetings Follow up with FAQs” Keep the message to 200 words or fewer and include bullet points. What objections might the prospect have to meeting with me about this <insert offer and target>? Create a follow-up email reminding a prospecting about the report <insert title>. Use a conversational tone. Write a series of 5 social messages addressing <insert target challenges> and how <insert your solution> helps. When you use AI tools effectively, they can help you maximize your time, energy, and focus available for executing on your prospecting strategy. Guidelines for Using AI AI-related tools and processes can absolutely help sales teams get better at finding and connecting with prospects, but both the tools and the environment are changing daily. Our recommendation is to explore and experiment with AI, keeping these cautions in mind: Validate accuracy Do not share proprietary content or customer information Understand your organization’s rules and regulations Respect copyright and fair use, especially in content generation Be aware of biases View AI as a tool, not a replacement for human effort Incorporate personalization into messages for authenticity Be aware AI is rapidly changing We fully expect that our guidance on using AI in sales prospecting will evolve as the tools evolve. However, by keeping the WAVE method for sales prospecting top-of-mind, you’ll have a framework that remains consistent even as the tools change. Checklist: AI in Sales Prospecting Incorporate AI tools into your prospecting workflow and build a robust pipeline. Create customer profiles, conduct research on your prospects, craft compelling touch sequences, create value-based offers, and plan your prospecting from start to finish.

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