本文来自微信公众号：时光笔记簿 （ID：Think-Growth），作者：Hanni，题图来自：AI生成 在企业产品销售里，最令人心灰意冷的事情是什么？ 不是价格比不过竞争对手，也不是产品性能差了一截。也许是花费数月、甚至半年时间，投入了无数精力写方案、做售前、请吃饭......结果客户没有 说"不"，只是回复"还在研究，正在推进"，然后慢慢联系少了...... 所有努力，都像石沉大海，不了了之。 有人说这种"不决策"的结局，也许是因为客户根本没预算，只想白嫖；或者远没到立项阶段，但采购者表现出立刻、马上的紧迫感；甚至也许真实预算很 少，被报价吓怕了...... 哈佛商业评论曾引用过《JOLT效应：高绩效者如何克服客户犹豫》书中的一个数据： "在超过250万个销售对话后发现：在销售过程已经完成的情况下，40%到60%的B2B交易都因为某种原因中断了。" 哈佛商业评论在文中也指出，"不决策"56%是由于客户的犹豫不决，而44%是由于客户根本不想改变现状。" 也许并不是他们对现有的东西完全满意，只是担心改变会让自己背锅甚至丢掉稳定的工作。 这不仅让销售，还有市场、售前部门有一种白干了的疲惫感，更是严重影响了预期收 ...

Core Viewpoint - The article emphasizes the shift from traditional high-frequency client marketing to AI-driven strategies that prioritize efficiency and personalized engagement in B2B sales. Group 1: Traditional Client Marketing Pain Points - The decision-making process in B2B sales is lengthy and involves multiple stakeholders, leading to extended sales cycles and a demand for highly customized solutions [3] - Sales personnel often manage multiple clients simultaneously, limiting their ability to provide personalized service, which results in a gap between client expectations and actual service [4] - Over-reliance on traditional sales methods leads to inefficiencies and wasted resources, highlighting the need for AI to enhance sales strategies [5] Group 2: Current Status and Trends of AI in B2B Sales - Embracing AI has become a consensus among B2B sales professionals, with a recent LinkedIn survey indicating that higher frequency of AI tool usage correlates with better sales performance [6][8] - AI applications are primarily concentrated in the pre-sales phase, focusing on creating personalized marketing messages and conducting industry research [11][12] - The integration of generative AI can empower the entire B2B transaction cycle, enhancing customer identification, interaction, and sales coaching [13][14] Group 3: AI's Role in Enhancing Client Acquisition - AI can optimize client acquisition strategies by analyzing existing customer data to create precise client profiles and identifying diverse outreach channels [24][25] - The case of Huawei Cloud illustrates how AI can improve business development efficiency by providing actionable insights and strategies [21][22] Group 4: AI's Contribution to Personalized Marketing - AI can assist in generating impactful marketing content, as demonstrated by a successful email campaign from Huawei Cloud that effectively addressed client concerns and highlighted strategic importance [54][62] - The article outlines the importance of personalized communication in high-stakes scenarios, emphasizing the need for concise and relevant messaging [63][64] Group 5: The Future Role of AI in Sales - AI is expected to play three critical roles in future sales processes: as an intelligent sales assistant, a solution expert, and a sales coach, enhancing overall efficiency and effectiveness [15][17] - AI can help identify decision-makers and analyze organizational structures, improving the understanding of client dynamics and enhancing sales strategies [48][50]