AI Workflows are Here to Sweep Away Productivity Roadblocks Across Your Sales & GTM Teams
Nov 4, 2024
Two days a week—lost. Forrester reveals that the average sales rep allocates about 14 out of 51 hours each week to manually handle sales prospecting, lead qualification, and extracting contact details. This also includes critical preparations like account research and planning. Though essential to sales, these necessary activities detract from time that could be spent directly engaging with clients and closing deals.
Sales reps are bogged down by repetitive tasks like CRM updates and call preparation, reducing time for client interaction. Streamlining these activities can save critical hours, increase sales productivity, and allow reps to focus on closing deals and building client relationships.
Account planning, crucial for engaging prospects and strengthening relationships, is often hindered by outdated, manual processes that prevent reps from fully understanding client needs through earnings reports and competitive analysis.
Sales leaders can enhance efficiency by classifying these tasks within a structured matrix—distinguishing between core and non-core, as well as client-facing versus administrative activities—to better guide daily operations and focus on high-value interactions.
Either way, introducing AI workflows is necessary to keep up with constant changes in offerings, customers, and the marketplace.
AI Workflows? What’s That?
AI workflows harness artificial intelligence, machine learning, and robotic process automation to enhance sales processes by automating mundane tasks, allowing sales teams to concentrate on strategic actions.
Aviso's AI Workflows are designed for precise execution and adaptability to changes in sales dynamics, powered by Large Language Models and supported by Aviso's proprietary databases for contextual consistency and memory retention. This setup, along with Aviso's comprehensive product integrations, facilitates the seamless implementation of complex sales strategies.
A prime example of these workflows in action is the Sales Cadence Agent Workflow, which employs specialized agents to craft personalized, strategically aligned communication sequences. This system covers everything from research and multi-platform content creation to quality assurance, ensuring relevance and effectiveness in every interaction, ultimately boosting sales productivity and enhancing customer engagement.
AI Workflows for Each Step of the Sales Journey
Aviso currently tackles the productivity challenge with the following AI workflows for -
Account Planning: Automates the creation of account plans by strategically compiling essential information to engage new prospects and deepen relationships with existing customers.
RFP Response Management: Streamline and optimize your responses to Requests for Proposals.
Strategic Synergy Identification: Leverage thought leadership frameworks to forge strategic alignments and drive business growth.
Company Research: Gain a competitive edge with comprehensive insights into a company’s market presence, news updates, and operational scale.
Cloning Your Manager: Emulate the strategies of your top-performing managers to meet or exceed your sales targets consistently.
Identifying Path To Plan: Craft dynamic, scenario-based strategies to efficiently navigate and achieve your sales objectives.
Email Generation: Automate tailored email communications that reflect recent developments, financial reports, and specific operational needs.
Create Account Plans Autonomously
Aviso's Account Planning Workflow upgrades the outdated, spreadsheet-based approach with Generative AI, streamlining the creation of tailored account plans through customizable templates. This AI-driven workflow efficiently segments planning into actionable steps, harnessing both public and private data with Small Selective Models to deliver comprehensive insights, thus alleviating the administrative load on sales reps.
Aviso's Account Planning Workflow replaces traditional spreadsheet-based methods with a more advanced, Generative AI-driven system. This approach automates the creation of customizable account plans, effectively meeting specific needs. By breaking down planning into manageable steps and leveraging both public and private data through Small Selective Models, the workflow provides comprehensive insights while significantly reducing the administrative and research burden for sales teams.
Executive Summary and Strategic Objectives: Comprehensive overviews that highlight financial summaries, key products, and strategic goals are generated automatically, ensuring that the team grasps the fundamental aspects of the client’s business environment and objectives.
Financial Changes and Market Movements: It tracks and reports fiscal changes, upcoming frictions in the market, and global sales variations, providing a nuanced understanding of the company's financial trajectory and market influences.
Opportunity Summaries: The workflow identifies and summarizes potential growth opportunities and risks by analyzing a variety of sources, including earnings calls, market trends, and regulatory changes.
Value Proposition Alignment: It aligns the research insights with your product's value propositions effectively, creating a tailored account plan that speaks directly to the client’s needs and scenarios.
Strategic Gaps and Solutions Offering: The system pinpoints internal and external pain points, proposing solutions and innovations that address these gaps, thus enhancing the strategic value offered to the client.
Contact Management and Next Steps: Identifying key contacts and planning subsequent steps are streamlined to ensure ongoing engagement and follow-ups are as effective as possible.
Aviso's Account Planning Workflows use advanced AI to equip sales teams with deep insights into a company's profile, including its history, mission, products, market standing, financials, and strategic goals. These workflows analyze market trends, competitive landscapes, and recent news to help teams align strategies with company objectives, pinpoint key decision-makers, and effectively position their offerings.
By incorporating these tools, sales teams can expect increased efficiency, more personalized client interactions, and a better capacity to respond to market changes and competitor moves.
Automate RFP Response Management
The traditional RFP process in B2B environments, often requiring up to 20 days with teams of nine spending 31-38 hours on proposals, is plagued by inefficiencies such as missed deadlines and outdated information due to manual workflows and extensive customization.
Aviso's RFP response automation centralizes data and leverages MIKI, Aviso’s AI Chief of Staff, to use Natural Language Processing (NLP) for interpreting RFP questions and rapidly retrieving relevant information from a centralized database. This process is streamlined further with pre-built templates that simplify response formatting.
The AI workflow starts by analyzing uploaded documents to identify gaps and evaluate RFP fitness, automating response generation and utilizing knowledge graphs. It also facilitates stakeholder collaboration, enhancing proposal alignment with client needs.
By incorporating machine learning, Aviso refines responses using historical data, thus elevating future proposal quality. This automation not only saves time but also boosts the accuracy, customization, and overall quality of proposals, simplifying the management of complex RFPs for B2B teams and improving their ability to meet client expectations.
Leverage Thought Leadership Frameworks
Developing a compelling B2B sales strategy that aligns with evolving client needs is challenging, particularly when integrating a strong value proposition into a broader strategic framework. Sales teams often lack the time and expertise required to create cohesive, thought-leadership-driven strategies.
Aviso’s AI workflow addresses this by incorporating industry-recognized thought leadership models into go-to-market strategies. By utilizing insights from leaders like Simon Sinek and Geoffrey Moore, Aviso helps align sales messaging with client needs and strategic goals. The platform automates key strategy development steps, allowing teams to input essential details and select an appropriate thought leadership framework to tailor their approach—such as Sinek’s Golden Circle for purpose-led messaging or Moore’s Crossing the Chasm for market adoption strategies.
Once a framework is chosen, Aviso’s AI applies it to the team’s value proposition and the target company’s needs, enhancing strategic messaging and execution. This focused approach saves time, optimizes the sales process, and improves engagement with personalized, relevant messaging, giving sales teams a competitive edge in complex markets.
Get Account Research Done in Seconds
Sales account research is crucial for understanding an account's business environment, strategic priorities, and challenges, but it can be time-consuming and complex. Aviso streamlines this process with its advanced account research tools.
The Comprehensive News Feed keeps sales teams updated on key industry events and account developments, helping them tailor their outreach with relevant, timely information. Aviso also simplifies Earnings Call analysis by distilling insights from thousands of companies, allowing teams to align their sales strategies with an account’s financial goals and challenges.
Additionally, Aviso’s 10-K Report Insights provides a clear breakdown of economic health, risk factors, and investment priorities, enabling sales teams to craft highly personalized value propositions. By automating data collection and analysis, Aviso saves time, improves efficiency, and gives sales teams a competitive edge in creating targeted, impactful sales strategies.
Clone Your Manager's Selling Techniques
Sales reps often find high-stakes deals complex and wish to emulate the successful tactics of top-performing managers. However, the lack of structured guidance and personal attention from managers can make it difficult for reps to observe and learn these practices, leading to missed opportunities and uneven performance.
Aviso’s AI-powered solution is designed to mimic the decision-making of experienced sales managers, offering personalized coaching to reps. It pinpoints areas where reps struggle—like understanding customer needs or handling objections—and provides feedback based on best practices. The AI guides reps through challenges, suggesting role-playing for objection handling and refining pitches, and ensuring adherence to sales methodologies like MEDDIC.
With this targeted guidance, Aviso helps reps replicate successful strategies, leading to consistent performance and a better chance of meeting quotas. This not only enhances individual rep growth but also improves the overall team’s performance.
Find Your Best Path to Quota
Sales managers face the challenge of focusing their team's efforts effectively as they progress through the quarter, with the need to identify which deals in the pipeline might close on time and which pose risks. Manually tracking these deals can lead to inefficiencies and missed quotas.
Aviso's Path to Plan AI Workflow provides a real-time overview of sales managers' path to quota, breaking down current performance into booked deals, new additions, and gaps. It utilizes AI to highlight critical deals and allocate resources efficiently, using filters like close date, deal value, and commitment category to identify high-priority opportunities and assess their closure likelihood. This prioritization allows managers to concentrate efforts strategically, enhancing forecasting accuracy and team performance by removing guesswork and keeping teams focused on impactful deals.
Compose Contextual Email Responses
Sales reps often struggle to write compelling, personalized emails that resonate with prospects, as crafting such emails requires sifting through company news, financial reports, and industry trends—a very time-consuming process.
Aviso’s Email Generation AI addresses this by automatically creating personalized emails that integrate relevant business insights from up-to-date sources like shareholder letters and quarterly reports. This ensures emails are contextually relevant and strategically aligned with the recipient’s business needs.
Additionally, Aviso tailors emails to specific business functions, enhancing relevance for key decision-makers and their unique challenges. By automating email creation, Aviso frees reps to focus on strategic sales activities like relationship-building and deal-closing, leading to more successful outcomes.
Extend AI Capabilities Across GTM Roles (Persona Workflows)
As this blog has shown, AI workflows are revolutionizing sales and go-to-market (GTM) functions by enhancing deal prioritization and forecasting accuracy. AI excels in delivering role-specific solutions that streamline tasks for every level of the GTM hierarchy, from CXOs to sales leaders to account executives. Aviso's AI-powered workflows provide the precise tools and insights each role requires for efficient task execution.
Next, we'll delve into how Aviso’s Persona workflows are specifically engineered for diverse roles within your organization, enhancing the efficiency with which each team member executes their unique set of tasks.
These workflows allow CXOs to manage strategic initiatives more effectively, enable sales leaders to optimize team performance, and help account executives handle client relationships with greater precision.
Chief Revenue Officers (CROs)
CROs oversee revenue strategy with workflows that offer deep insights into pipeline health and performance. The Pipeline Quality Insights workflow provides data on pipeline health, the Path to Plan Recommendations offers strategic options for revenue targets, and the Pipeline Comparison workflow assesses performance across quarters. The Top Must-Win Deals and Weekly Business Insights workflows prioritize critical deals and provide essential updates, respectively.
Enterprise Sales Reps
For enterprise reps handling complex accounts, Aviso provides advanced planning tools. The Prepare the Account Plan workflow assists in creating detailed, customized plans for each account. Quick Health Check quickly evaluates account status, and Account Team Coordination enhances team collaboration. The Prepare for a Customer Meeting workflow prepares reps thoroughly for interactions, backed by detailed checklists and briefings. Execution Plan for Key Contacts helps devise strategies for significant stakeholders.
First-Line Managers
First-line managers use Aviso’s insights to identify crucial activities, pinpoint high-potential yet inactive accounts, and manage stalled opportunities. The AI workflows help detect essential missing activities, identify accounts with buying intent that match the ICP, and monitor drops in buying intent and activity. Actionable analytics guide precise coaching, timely interventions, and prioritized efforts across deal stages.
Commercial Sellers
Aviso's AI agents help commercial sellers manage numerous leads by providing a structured workflow to prioritize tasks effectively. The Leads List for Initial Outreach automatically generates prioritized lists, focusing on early engagements. The High-Propensity Leads feature pinpoints the most promising leads, guiding confident follow-ups. Priority Tasks Bulk Action optimizes the handling of urgent tasks, while the Performance Report and Guidance feature offers real-time analytics for monitoring progress and accessing tailored insights.
Specialist Sales Reps
Specialist reps benefit from Aviso’s targeted workflows like Quick Summary of Business, providing comprehensive business snapshots. Identifying the Accounts utilizes historical data and ICP insights for precise targeting. The Draft Email Content workflow automates personalized email creation, and the Key Differentiator feature highlights unique product benefits.
Additionally, we're developing new AI workflows to support a broader range of GTM personas, including SDRs, RevOps, GTM Ops, and BDR Managers, to optimize daily task execution across your teams.
Onwards and Upwards with Aviso's AI Workflows
In a world where every sales interaction counts, reducing the time spent on non-core tasks by up to 15-20 hours weekly can transform productivity and client engagement. By integrating Aviso’s AI-powered workflows, sales teams can shift their focus from repetitive, time-consuming activities to strategic, meaningful interactions.
Each role within the go-to-market organization, from reps to CROs, benefits from tailored workflows that automate essential processes, thereby freeing up substantial time for high-impact work.
With these AI workflows driving efficiency, sales teams are better equipped to meet client needs, align revenue goals, and maintain a competitive edge in an ever-evolving market
See AI workflows in action - Schedule your demo today!
