← Sales & BD AI: Sales Tools

M13’s RECOMMENDATIONS FOR

AI sales tools

Sales communications have been automatable based on CRM triggers or drip campaigns built around fixed timing. However, those are fairly rigid structures in comparison to some of the more intelligent AI-solutions emerging now. These next generation tools use a combination of metrics to determine what stage a sales lead is at and draft highly customized outreach emails. If done right, it can supercharge a small sales team to manage and communicate with more leads per sales representative and provide a path for a semi or fully automated sales teams downstream. In addition to communications, this category also includes solutions for workflow automation, guided prospecting, sales coaching, and managing RFP responses.

Updated 6/25/24 by ROB, ZACH & Lizzie


Maturity: ●●●●○ Partial Workflow Replacement

Startup Impact: ●●●●○ High

  • Can greatly impact a sales organization at the top to middle of the funnel, moving leads down the pipeline

  • Highly targeted and customized content has proven ROI, resulting in more leads converting into customers

  • Relatively low-cost and high-impact, making it a relative easy decision to implement these tools in some organizations

Areas of Improvement:

  • Incumbents are quickly bolting on AI technology to compete with earlier-stage startups

  • AI-generated communications without a solid foundation can feel "AI generated" and be off-putting to potential customers

🔥 Top Trending Tools:

Tribble

Best for sales teams managing multiple RFP processes.

  • Tribble stands out for its ability to help teams of any size win revenue using an RFP process. This tool codifies and provides access to the responses and technical expertise needed to win proposals in these spaces. Tribble meets users where they are, offering a Chrome extension and integrations into Slack and other communications tools. Teams can use an AI-powered co-pilot to answer questions in an RFP or act as a pre-sales engineer during any sales cycle.

Breadcrumbs

Best for teams looking to better understand and optimize their conversion funnel.

  • Breadcrumbs offers sales and marketing teams a co-pilot tool for building and managing pipeline. Teams have the ability to understand why a lead is or is not a fit based on the tool's ICP scoring system. From there, teams can leverage AI coaching to suggest content or next steps that are most relevant to prospects.

Rattle

Best for teams looking to build and maintain repeatable process around pipeline.

  • Rattle's platform offers a wide range of automations for sales teams, helping reps spend more time on actually selling. Its automations span the entire selling process, and its new Rattle AI offering integrates with platforms users are already in, like Slack. The tool also suggests CRM updates based on meeting recordings, allowing reps to confirm information and update the CRM in an efficient and accurate manner.

Lantern

Best for teams looking to leverage AI as part of automated workflows.

  • Lantern offers GTM Teams the ability to unify unstructured data from internal systems and market indicators such as job changes or website interactions. This comprehensive 360-degree view of prospects and customers enables teams to build intelligent and actionable workflows. With Lantern, GTM teams can customize the workflow UX from lead through customer, significantly enhancing engagement and driving better business outcomes.

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