Personalizing GTM Enablement Through Data-Driven AI Insights
In our previous posts, we've explored how AI enhances content design and revolutionizes sales coaching. In this final installment, we will delve into the transformative role data-driven AI insights play in personalizing GTM Enablement. By harnessing the power of AI, organizations can rapidly analyze vast amounts of data and then tailor training and resources, ensuring that each revenue team member receives the guidance they need to excel.
Leveraging AI for Data-Driven Insights
AI excels at processing large datasets in real time, uncovering patterns and trends that often elude human analysis. In the context of GTM Enablement, AI can evaluate various metrics, such as customer interactions, sales figures, trends in forecasting, and individual performance data.
These insights allow revenue leaders to:
Tailor Enablement Strategies: By understanding the unique strengths and weaknesses of each revenue-generating team member, AI can be used to customize training programs to address the range of specific needs present within the team.
Optimize Sales Tactics: Objective analysis of successful sales interactions helps GTM Enablement and revenue leadership to refine approaches and develop programs to replicate effective techniques across the team.
Guide Content Sharing: AI can help revenue teams determine which customer-facing assets are most effective at different stages of the sales cycle, prompting reps to share the right resources at the right time and support forward progression of their deals.
Identifying Enablement Needs with AI
AI-powered analytics provide deeper visibility into where deals get stuck in the sales cycle, which helps revenue leaders and Enablement pinpoint the areas where their GTM teams need additional support. This data can reveal:
Skill or Knowledge Gaps: AI can highlight trends across teams or individuals, signaling the need for additional focus and support. Depending on what the data reveals, this could take different forms ranging from refreshing an existing program, to introducing a new workshop, or providing targeted coaching.
Process Bottlenecks: If a particular stage in the sales process consistently stalls deals, AI insights can help diagnose the root cause. Identifying the relevant friction points, such as qualification, discovery, value selling, executive selling, objection handling, demo effectiveness, competitive positioning, or negotiation skills significantly informs the creation of targeted Enablement strategies and programs.
Playbook Development: AI-driven insights can also surface the need for a structured approach to specific challenges, such as competitive differentiation or selling into new markets. Once the area of focus is identified, AI can also assist in building playbooks, pulling in best practices, case studies, and key messaging in a fraction of the time it would take an Enablement professional to manually create them.
The Future of AI in Revenue Enablement
The capabilities we’re discussing in this post represent an exciting evolution in how GTM Enablement supports revenue teams. Some of these applications already exist and are readily available, while others are still emerging. What’s clear is that AI’s ability to provide deeper insights, automate pieces of Enablement efforts, and crack the code on delivering personalized coaching at scale will continue to shape the future of how organizations accelerate revenue growth. At Level213, we are excited about these possibilities and how they can transform the practice of revenue generation and GTM Enablement. Reach out to us directly to explore how AI-driven Enablement solutions can support your team’s success.
Co-authored by Amanda Leikam and Roz Greenfield, Founders of Level213