Yesterday was a great example of how AI is changing field sales.
Yesterday was a great example of how AI is changing field sales.
I was driving to visit a major coffee manufacturing company.
Before arriving, I used AI to research what had been happening in the business.
They recently completed a major acquisition.
10 minutes before pulling into the parking lot...
I sent an email to the Director of Procurement.
Subject line: “Dropping by in 10”
Instead of the usual “I’m in the area and wanted to introduce myself”,
I referenced the acquisition and asked a specific question.
He wasn't onsite, but he immediately replied,
and connected me with the person who was.
“I am still here. Give me a call when you get here.”
Ten minutes later, I was having an educated conversation about the acquisition, their operation, and how the integration could affect sourcing.
AI didn't get me a meeting, but it did give me context to earn the conversation.
For field reps, it can eliminate the 30–60 minutes of research that used to be required to walk through a door knowing what you're talking about.