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Sales Enablement Supercharged:
How To Save Time & Get Results With AI

Practical tips with 20+ prompts included

It’s no secret that sales enablement has the power to boost sales results while reducing burnout and churn rate among SDRs.

But how do you make it work when you don’t have the resources to review, analyse, optimise, and create new sales enablement assets, add them to Salesforce and make sure everyone’s aware of the changes?

Even if that’s a top priority.

This guide has got you covered.

We’ll show you how to effectively leverage AI-powered large language models (LLM) like ChatGPT to streamline sales enablement and take your team’s performance to the next level.

Use case #1: Researching & prospecting

As a SDR, being able to empathise and tailor the conversation, email, or LinkedIn message to the prospect you’re talking to is what makes you really good at what you do.

That means knowing the latest news about their company, being aware of the prospect’s personal wins and content shared, their unique pain points, even how they feel about different solutions on the market.

This knowledge can help you time your outreach to perfection. And increase conversion rates.

It also takes hours of research. Or it used to.

Here are three ways you can use LLM tools like ChatGPT to win the race.

Gathering company insights

Summarising documents, finding key metrics and management quotes, doing market research — AI can take over these tasks, despite its limitations like ChatGPT’s knowledge cutoff of September 2021.

All it takes is five seconds on the internet to land on the Salesforce Investor Relations page and copy the link to their annual report or quarterly earnings presentation. Then, instead of reading the 20+ page document, turn to ChatGPT with a simple prompt:

instead of reading the 20+ page document, turn to ChatGPT with a simple prompt

This is a good start to make sure you don’t miss anything important.

Next, you can ask it to summarise key insights and data:

summarise key company facts, findings, and data mentioned in the transcript

Here’s just a part of what the output looked like:

Chat gpt and sales enablement

Feel like that’s too long a read? Ask ChatGPT to make the summary even briefer:

Next, you can ask chatgpt to summarise key insights and data:
ChatGPT Here’s just a part of what the output looked like:

Or, depending on your needs and the products or services you provide, you may decide to narrow down your search by focusing on a particular topic:

Chat gpt and sales enablement

Want to know more? Modify the prompt to include the specifics.

Chat gpt and sales enablement
Chat gpt and sales enablement

Need useful talking points? Ask ChatGPT to list key quotes by the CEO or any other speaker you’re interested in.

Chat gpt and sales enablement

Perfect. Just what the doctor ordered.

Assessing brand sentiment and reviews

All you need is a few well-worded prompts and you can forget about hours of competitor research and analysis. Ask ChatGPT to:
You’ll get a great list of insights to work with:
Chat gpt and sales enablement

Speeding up competitor analysis

All you need is a few well-worded prompts and you can forget about hours of competitor research and analysis.

Ask ChatGPT to:

The results will be a game changer. Not only will your teams be prepared for the exact objections that may come up, but they’ll also be able to connect with the prospect by using the voice of the customer on the call.

Improving your understanding of target buyer personas

You may have already seen advice on using ChatGPT to discover customer pain points and challenges with prompts like this one:
It is a good starting point, but where AI really shines is in its capacity to help you dig deeper by:

Example:

Chat gpt and sales enablement
Chat gpt and sales enablement
Chat gpt and sales enablement
Chat gpt and sales enablement
Chat gpt and sales enablement
Chat gpt and sales enablement
It certainly doesn’t replace real-life conversations with your prospects and clients, but it’s a good start.

Use case #2: Copywriting & content creation

Content creation is one of the most time-consuming tasks. Case studies, one-pagers, outreach emails, battle cards… There’s so much that needs to be prepared, constantly evaluated, and optimised.

Unless you use AI to do the bulk of the work for you.

Here’s how.

Creating draft emails and LinkedIn messages

Use the intel gathered through the steps above to ask AI to create a personalised first draft of an outreach email or LinkedIn message. The key is to make the prompt as specific as possible.

For example:

Or:

Here’s what that might look like in practice:
Chat gpt and sales enablement
Chat gpt and sales enablement
That’s not a ready-to-send email yet but a good first draft to work with. It certainly helps you to avoid writer’s block.

Creating call summaries and follow-up emails

It’s one of the most common challenges. You’ve just had a good call, gained valuable insights, moved the prospect closer to a sale.

But now you have to:

What felt like a success has suddenly turned into hours of tedious manual work that sucks the energy out of you.

Here’s how to use a LLM like ChatGPT to cut that workload in half.

Drafting proposals, presentations, and case studies

Conversational AI is not just about drafting emails, messages, and social media posts.

Editing existing content and copy

Whether that’s something created by AI, yourself, or a team mate, you can use ChatGPT to edit, transform, and optimise any copy or content by asking it to:

Use case #3: Boosting efficiency

Adaptability, empathy, and the capacity to handle customer objections and challenges are some of the most important traits of a great salesperson. That takes time, training, and experience.

While learning and development should remain an intrinsic part of any sales team, particularly during employee onboarding, there are ways to leverage AI to improve their time-to-productivity and overall performance.

Scripting sales calls

No, we don’t mean he’s-obviously-reading-from-a-script experience. But a conversational AI tool like ChatGPT can be a great way to prepare for different scenarios.

Use it to:

Pro tip: If you have transcripts, notes, or guidelines on working with similar prospects, add them to the prompt to make the output more powerful.

Be as specific in your prompt as possible. For example:

The more product and target persona related information you can include, the better the script will be.

Self-coaching

Got a sales script or two? Great. How about taking it to the next level?

Use ChatGPT to coach you.

As Will Aitken at Lavender notes, sellers get good through practice. But when an unexpected objection or negotiations catch them off guard, all they’ve learned in training falls apart.

The solution? Role playing.

You can try it with colleagues, but those conversations can soon start repeating themselves (not to mention the challenge of finding the time).

So turn to ChatGPT to role play with you. Ask it to assume a certain role and provide as much background information as you can about the buyer persona. Instruct it to prepare you for different scenarios of a discovery call.

For example, you can ask ChatGPT to assume the role of a

  • CTO who’s already looking for a solution to a specific problem
  • CTO who’s not yet embarked on that journey
  • CTO who’s not happy with their existing solution but is also sceptical of yours
  • And so on

Here’s how that conversation started for Will:

Chat gpt and sales enablement

Templating top performing content

As you create more sales enablement assets, keep an eye on what language, length and form of content perform best for different target personas at different stages of the buyer journey.

A sales enablement tool that allows you to add content and make notes within Salesforce is a great way to share this knowledge with the team without adding to anyone’s to-do list.

Improved Apps, for example, allows users to embed content directly into their Salesforce instance, upvote it, add notes, comments and questions — all without ever leaving the app.

Together with detailed content analytics dashboards, this equips sales enablement teams with clarity on exactly what content and messaging works best, what to create more of, and which elements to optimise.

Use these findings to:

  • Adjust ChatGPT prompts for better output.
  • Create templates based on top performing content and messaging for different buyer personas and use cases.

For example:

It will be like uplevelling your sales playbook. Only instead of reading a lengthy document, you’ll be able to serve your people with exactly the right content at the right time.

Discovering patterns

Sales cycles too long?

Demo call conversion rate too low?

Lead-to-customer conversion rate dropping?

Whatever the challenge you’re facing, overcoming it requires a clear understanding of the root causes.

That’s another way AI can come in handy.

Say you’re not happy with your demo call conversion rate. Combine transcripts from these calls and ask ChatGPT to find:

  • Patterns and key insights
  • Prospect FAQs
  • Patterns or unanswered questions that seem to lead to failure to convert

Perform the same exercise with transcripts from top-performing calls to see if there are any notable differences. It may lead to interesting eye-openers.

Use case #4: Productivity

“I’ve got too much time on my hands,” said no salesperson ever.

With budget cuts, high churn rate, rapidly changing buying journeys and market conditions, today lack of time is probably felt more acutely than ever before.

Worst of all, it’s not just individual performance that suffers. It’s the entire team’s results, Salesforce adoption, process compliance and efficiency, and eventually jobs on the line.

We see this time and time again. Sales teams know they need a digital adoption tool to maximise Salesforce ROI, but they don’t have the capacity to implement it.

They know sales enablement content is often misaligned with what sales teams need most, but they don’t have the time to analyse and optimise it.

Here are a few ways you can use ChatGPT to tackle these challenges.

Templating

Ask ChatGPT to:

  • Create templates for outreach emails and LinkedIn messages to different target audience personas, ideally, based on top performing examples
  • Script discovery and sales calls using transcripts from past successful calls
  • Create an outline of proposals, presentations, one-pagers, and other frequently used assets
  • Create FAQs based on multiple internal documents and call transcripts

In other words, template anything your team creates on repeat.

Building a dynamic sales enablement library

Actionable summaries are great. Bite-sized messages that can be used for different assets and scenarios are even better.

In addition to summarising annual reports and call transcripts mentioned above, you can prompt ChatGPT to:

  • Identify the key messages in high-converting sales assets
  • Turn them into a cheat sheet your team can use in different situations
  • Create TL;DR briefs of well-converting blog posts, guides, product and competitor comparisons
  • Turn them into new battle cards or update the existing ones

Bonus tip: Embed these assets directly in Salesforce so your team has them at hand exactly when and where needed.

Tips for best results

We asked ChatGPT what are the most common mistakes people make in ChatGPT prompts that don’t allow them to use it to its full potential.

The answer pretty much sums up what we intended to cover in this section:

Chat gpt and sales enablement

Be clear and specific

Make your prompt clear, concise, and as specific as possible (or you’ll get very generic results).

  • Add details on the company, products, services, or anything else to be included.
  • Set boundaries, such as what should and shouldn’t be included.
  • Describe the desired result, including the length and tone of voice.

After testing different prompts, Expandi.io suggests using the following structure:

  • “I want you to act as ___ for ___”
  • “Your task is to ___”
  • “___ should ___”
  • “___ should not ___”
  • “To get started, please ___”
  • “Assuming I am ___, what would be the best way to ___”
  • “Your job is to ____, I want you to___”

Provide context

  • Specify the purpose of the outcome — the context in which it will be used and the intended target audience.
  • Include best practice examples of the output you’re looking for, such as the desired outline, the type of greeting or introduction to be used, or an entire email that has worked well in the past.
  • Link to any additional sources that you would use yourself, be that a case study, article, or meeting notes.

Double check everything

This should go without saying, but no LLM is error-proof, yet. Its output may include logical fallacies as well as incorrect data. So use it as a helpful aid, but fact-check, edit, and adjust the output to make it uniquely yours.

Integrate it into Salesforce

There’s no better way to speed up sales operations than by limiting the amount of tools used and time spent creating and looking for the right sales enablement resources.

With a digital adoption tool like Improved Apps, you can not only embed any content and help information right into Salesforce itself, but also use ChatGPT to transform the Herculean task of producing various sales enablement assets into an easily accomplished to-do. With a click of a button.

That includes:

  • Adding Help Topics with responses to handle objections
  • Adding speaking points around core product features and benefits
  • Creating persona-specific email templates using core product messaging
  • Drafting content for new user training and onboarding
  • And more

Improved Help ChatGPT integration will also allow you to optimise existing sales enablement content by:

  • Re-writing underperforming emails, battle cards, and other assets
  • Summarising existing content like a case study or Help article by linking to it in the ChatGPT prompt — all from within Salesforce
  • Turning Help documentation and internal sales playbook into bite-sized snippets of actionable information
  • Resurfacing relevant quotes, data, and messages from different assets to help the team accomplish their tasks faster.

High-quality sales enablement can help boost revenue by 66% and increase repeat business by 82%; reduce churn rate by providing SDRs with additional support, and help sellers adapt to new market trends, such as the need for a more consultative, less transactional approach to selling.

With AI and smart digital adoption tools, lack of time and resources no longer needs to hold you back.

Get in touch with us to see how you can use this combination to empower teams and supercharge sales enablement.

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