Part 3/12:

Automating the Core of the Sales Process

Aush explains the traditional B2B sales process, which involves four main stages:

• Lead generation: Finding and targeting the right prospects.

• Initial outreach: Contacting leads to pique their interest.

• Engaging prospects: Conversations and presentations to inform and persuade.

• Closing the deal: Final negotiations and signing.

While salespeople excel in personal interactions, he argues that AI can excel at the first two stages—lead generation and outreach—via automated, personalized communication. AI models can research potential leads, craft tailored messages, and persuade prospects at scale, tasks that traditionally require large human teams.