How AI Challenges Sales to Be More Human

While some industries are just starting to catch on, the sales sector has been riding the wave of technology and AI for decades. In recent years, this evolution has accelerated at an astonishing pace, driven by rapid advancements in AI innovation and data.  

The question is how you separate the hype from reality. What are some tangible examples of how AI is transforming businesses?  

Cisco is committed to driving industry AI advancement and adoption to ensure our customers and partners can safely, reliably and responsibly capture maximum value from AI.  

We are embracing AI across all Cisco’s functions to revolutionize the way we work, create, and connect. In sales, we leverage AI to transform raw data into actionable insights, placing a goldmine of information directly into our sellers’ hands. This helps us to enhance customer engagement and accelerate the sales process. 

Today, I’m talking to Ignacio “Nacho” Castroverde, our Global Strategy & Operations Senior Director within Global Virtual Sales & Engineering, about how we are using AI to help our sellers become more efficient, accurate, and helpful to our customers than ever before.

What are the three coolest things we can do with AI?

Nacho: Lately, everyone is talking about AI but only a few have implemented it in their processes. We recognized that prospecting is inherently time-consuming for sellers. The goal was to remove some of this burden from sellers so they could focus their efforts on higher value activities. AI is a game-changer for us, from lead prioritization to customer engagement and winning deals.

Here are the three top things we do with it:

• Helping customers & partners: AI “digests” high volumes of signals and data to help sellers understand what customers need (even before they ask), ensuring we maximize the value for them.
• Helping sellers: AI gives strategic advice and powers tools that help sellers scale and excel.
• Helping leaders & people: AI helps leaders manage pipeline and forecast, allowing them to spend more time coaching and supporting their teams.

Paradoxically, AI is making us more human. Instead of replacing the human touch, AI gives us more time to build those invaluable, meaningful human connections with customers, partners, and colleagues.

AI is enhancing the performance of our sellers. On the other hand, there is a fear of AI replacing people. Why would you want to embrace it? 

Nacho: Based on what we are seeing today, I believe that sellers who use AI will be able to save time and enhance their performance. It is not a threat to a salesperson; instead, it is an opportunity to magnify human skills and their success.

Sales have always been about the connection between buyer and seller. AI helps us do that better. It empowers you to come to meetings with data-backed recommendations that can help you act as a trusted advisor. 

It is all about building trust, empathy, and emotional intelligence—skills only you can bring. In the AI age, those become our new superpowers! 

Let’s talk about tangible examples. Can you share insights into the Next Best Action pilot that is reshaping Virtual Sales? 

Nacho: Sure! We are shifting to AI-assisted selling, which provides valuable insights and guides sales actions, ensuring we engage at the right time with the right solutions. Sellers in Virtual Sales serve up to 100 accounts. It’s hard to know everything about each customer and partner. 

Cisco deployed a Tech-Teammate that uses generative AI to perform account-based targeting and opportunity progression. We have three use cases to help teams excel and never miss a thing: 

• Customer prioritization: Sellers receive recommendations on which 15 customers to prioritize each week with the full reasoning behind the AI prioritization.
• Optimal contact strategies: AI suggests the best times, ways, and contacts for offering Cisco solutions offers. Sellers can automate customer outreach with AI-suggested messaging.
• Financial forecasting: AI–generated pipeline forecasting with AI predicting financial outcomes helps leaders take the correct next step at the right time.

Thank you, Nacho!

AI is undeniably shaping the future of sales and will continue to do so. The golden rule still remains the same: “People buy from people.”

What do you think about the future of sales with AI? Would you like to see more use cases and feedback from our sellers? Let us know in the comments section below.

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