Sales teams are under pressure to do more with less.
Contents
Buyers are more informed, sales cycles are more complex, and reps spend the majority of their time on non-selling activities. According to Salesforce research, sales representatives spend up to 72 percent of their time on tasks such as prospecting, data entry, and meeting preparation rather than engaging with customers.
This whitepaper from Salesforce explores how artificial intelligence is transforming sales execution. The Sales AI Playbook outlines seven practical ways AI helps sellers prospect faster, prioritize deals, personalize outreach, and close more deals with greater confidence.
Rather than positioning AI as a replacement for sellers, the guide presents AI as a digital coworker that works alongside sales teams by handling repetitive tasks and surfacing insights at the right moment.
You will learn how:
- High-performing sales teams are nearly twice as likely to use AI
- Salesforce combines predictive, generative, and autonomous AI for sales execution
- AI-powered chat qualifies website visitors into sales-ready leads
- Opportunity scoring helps reps focus on deals most likely to close
- Generative AI creates personalized sales emails in seconds
- AI prepares sellers for meetings by summarizing accounts and activity
- Automated call summaries capture objections, sentiment, and next steps
- CRM updates happen automatically without manual data entry
- Real-time deal guidance provides step-by-step actions to move deals forward
The whitepaper walks through seven real-world use cases embedded within Salesforce Sales Cloud. AI-driven chat tools replace static website forms with live conversations that qualify buyers in real time. Predictive scoring analyzes historical CRM data to rank opportunities by likelihood to close, allowing reps to prioritize their efforts more effectively.
Generative AI plays a key role in sales communication. Sellers can generate personalized emails, meeting summaries, and follow-ups using CRM context rather than generic templates. AI also prepares sellers for meetings by summarizing customer history, recent interactions, and potential risks in plain language.
The guide highlights how automated call transcription and summarization turn sales conversations into searchable data. Instead of replaying recordings, sellers can instantly retrieve key moments, pricing discussions, objections, and recommended next steps. AI also captures activities automatically across emails, calls, and meetings, ensuring CRM data stays accurate without manual effort.
The final section focuses on how AI provides real-time deal guidance. By analyzing buyer behavior, competitor activity, and deal history, AI generates customized sales plays that help reps re-engage stalled opportunities and close faster.
This whitepaper also outlines four foundational steps for preparing an organization for AI adoption. These include harmonizing customer data, consolidating AI tools within the CRM, protecting customer data with strong security controls, and ensuring ethical AI use through human oversight.
This whitepaper is designed for sales leaders, revenue teams, sales operations professionals, and executives looking to improve productivity, pipeline performance, and deal velocity using practical AI applications.
Download the whitepaper from Salesforce to learn how AI can help sales teams prospect smarter, sell faster, and close more deals.
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