- Provides senior sales professionals with a complete guide on how to integrate AI into their sales strategies while maintaining human fundamentals
- Explores the impact of AI, data analytics and automation and how to combine these with trust-building, empathy and consultative skills for maximum effectiveness
- Covers topics such as AI-enhanced questioning techniques, ethical negotiation in digital environments, and building authentic relationships at scale
- Online resources: downloadable checklists for self-assessment, companion worksheets for sales training sessions and video clips of interview insights and concept walk-throughs
AI Strategy for Sales Teams
Integrating AI into Human Centred Selling
Leverage AI and new technologies to build trust with your customers and guide them through their complex buying journeys in this increasingly digital era.
Key features at a glance
EAN: 9781398628458
Edition: 1
Published:
Format: 234x156
304 pages
About the book
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
About the authors
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.
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