AI & Automation

AI and automation eliminate manual work, surface hidden insights, and enable revenue teams to focus on high-value activities that require human judgment. The opportunity isn't replacing humans-it's multiplying what humans can accomplish by removing the work that shouldn't require them.

Why AI & Automation Matter

Most revenue teams spend too much time on work that doesn't drive revenue. Data entry. Report building. Lead research. Email follow-ups. Activity logging. These tasks consume hours every week but create zero customer value. Meanwhile, the work that actually drives revenue-building relationships, solving customer problems, closing deals-gets squeezed into whatever time remains.

AI and automation solve this problem by identifying repetitive, rule-based work and eliminating it. Automation handles data entry, status updates, and workflow orchestration. AI scores leads, predicts churn, recommends next actions, and surfaces insights that would take humans days to find manually. The result is teams that spend their time on work that matters-work that requires creativity, judgment, and human connection.

When AI and automation are implemented strategically, revenue teams become more productive without adding headcount. Sales reps focus on selling instead of updating CRM. Marketing teams run more campaigns without expanding budgets. Customer Success scales support without sacrificing quality. And the entire revenue organization operates with higher velocity and better outcomes.

Core AI & Automation Capabilities

Predictive Scoring

Use AI to predict which leads will convert, which deals will close, and which customers will churn. Score opportunities based on historical patterns and current signals. Prioritize efforts on the accounts and opportunities most likely to generate revenue.

Intelligent Recommendations

Surface next-best actions based on data patterns and successful behaviors. Recommend which accounts to prioritize, which messaging to use, and when to engage. Guide reps toward actions that historically drive the best outcomes.

Workflow Automation

Automate repetitive tasks that don't require human judgment. Build sequences that trigger based on customer actions. Create workflows that route leads, update records, send notifications, and log activities automatically.

Data Enrichment

Use AI to enrich contact and account data automatically. Pull company information, technographics, intent signals, and social data without manual research. Keep CRM data fresh and complete without requiring rep effort.

Pattern Detection

Use AI to identify patterns in win/loss data, customer behavior, and market trends. Surface insights that would take humans weeks to find manually. Detect anomalies, risks, and opportunities before they become obvious.

Conversation Intelligence

Analyze sales calls, emails, and customer interactions to surface coaching opportunities and best practices. Identify what top performers do differently. Scale winning behaviors across the entire team through data-driven insights.

Key Takeaways

  • • Start with problems, not technology. Identify manual work that slows teams down, then automate it
  • • AI is most valuable when it augments human judgment, not replaces it
  • • Predictive scoring only creates value if teams trust the scores and act on them
  • • Automation should eliminate work, not just move it. If you're automating a broken process, fix the process first
  • • The best AI and automation is invisible-teams don't think about it, they just benefit from it

Continue Learning

AI & Predictive Insights → Revenue Intelligence → Process Optimization → Analytics & BI →