In this episode, we’re discussing the key differences between “closed” and “open” AI tools. We’ll also break down how Sales Accelerator AI, CSS’ own closed AI system, is designed to address the unique challenges salespeople regularly face.
And helping Matt explore it all is Stephanie Downs, SVP/Senior Consultant at The Center for Sales Strategy.
Stephanie offers so many awesome things to think about, like:
- How closed AI tools can offer more tailored responses by working solely from the information that you teach it
- How, when open AI tools don’t know an answer, they often produce “hallucinations,” filling in the gaps with inaccurate information
- And, finally, why sellers who are leery about embracing these tools need to understand that AI is not the future, it's the present.
Understanding Open and Closed AI Tools in Sales
Understanding the nuances between open and closed AI tools is crucial, especially for sales professionals.
Here's how they differ:
Open AI Tools: Such as ChatGPT, are publicly accessible and designed to foster collaboration by allowing users to build upon one another's work. These tools pull information from a wide array of public sources, making them versatile and expansive in their scope.
Closed AI Tools: Operate within a restricted environment, drawing only from the data that is input by the organization.
In the episode, Stephanie emphasizes that closed AI systems provide more security and tailored responses because they rely solely on proprietary information. This foundational difference ensures that closed AI tools are not only secure but are also highly specialized in delivering outcomes specific to a company's operational framework.
The Advantages of Using Closed AI Systems
Closed AI systems offer significant advantages, particularly in the sales sector. According to Stephanie, these tools provide more accurate and reliable outputs since they are aligned with the organization's knowledge base and operational strategies.
Sales Accelerator AI, The Center for Sales Strategy's closed AI system, exemplifies this by using proprietary knowledge to generate contextually relevant and precise responses, tailored to sales processes.
This specialization means that sales teams can benefit from more consistent and aligned guidance that mirrors their existing sales strategies.
Just like a football team with its own set of plays, a closed AI system supports a consistent approach, ensuring that all team members are aligned with the company's unique methodologies and sales tactics.
Navigating the Challenges of Open AI Tools
While open AI tools have their merits, they also present challenges that sales professionals need to navigate carefully.
Open AI systems can sometimes produce what are known as "hallucinations"—outputs that fill in gaps with inaccurate or outdated information. This can be problematic in sales, where precision and accuracy are paramount. Stephanie points out that companies are often hesitant to use open AI systems due to these inaccuracies and potential security concerns.
The reliability of information is crucial for sales professionals who depend on data to make informed decisions. Therefore, while open AI tools can assist with creativity and ideation, they need to be used with caution to avoid misinformation and ensure data security.
Tailoring AI for Enhanced Sales Processes
The integration of AI into sales processes offers opportunities for enhancing efficiency and productivity. Closed AI tools, like Sales Accelerator AI, are specifically designed to improve sales processes by providing tailored responses and insights drawn from a company's internal knowledge base. This allows sales teams to draft personalized communications and develop strategies that are consistent with their organizational goals and values.
Sales professionals can utilize these tools to automate routine tasks, such as drafting emails or setting up meetings, thereby freeing up valuable time to focus on relationship-building and strategic planning. By leveraging the unique capabilities of closed AI systems, sales teams can maintain a competitive edge while ensuring that their communications remain personal and relevant to their clients.
Balancing Human Interaction with AI Efficiency
AI should be seen as a supportive tool that enhances human capabilities rather than replacing them. Stephanie emphasizes the importance of maintaining the human element in sales interactions.
While AI can streamline processes and increase efficiency, the personal touch and emotional intelligence of a human salesperson remain irreplaceable.
Sales professionals should leverage AI to handle repetitive tasks and data analysis, allowing them to focus on building meaningful relationships with clients. By balancing AI efficiency with human interaction, sales teams can improve their performance without sacrificing the personal connections that are essential to successful sales strategies.
Future Trends: AI's Role in Sales Strategy
AI is not a future concept; it is very much a part of the present sales landscape. As Stephanie Downs aptly states, sales professionals who do not embrace AI risk being left behind. AI tools are evolving rapidly, and their integration into sales strategies is becoming increasingly essential for staying competitive.
Sales teams should focus on understanding how to effectively use AI to enhance their processes and performance. This includes staying informed about the latest AI developments, selecting the right tools for their specific needs, and continuously refining their strategies to incorporate AI insights. By doing so, sales professionals can ensure that they are not only keeping pace with technological advancements but also leveraging them to drive sales success.
