29-04-2025
19 Insights Into How AI Is Reshaping Workflows And Sales Funnels
Over the last several years, artificial intelligence has been reshaping how professionals manage daily tasks and connect with potential leads. From automating time-consuming admin work to refining how and when prospects engage with your brand, AI has started to influence decisions across the entire sales journey.
Below, Forbes Business Development Council members describe how they've adjusted their workflows and lead generation strategies in response to AI tools. If you're looking to streamline your processes or sharpen your sales funnel, these insights are worth a closer look.
AI enhances lead identification, tracking and engagement, giving us deeper insights into the customer journey. Automation streamlines acquisition and fosters leads through the funnel, improving efficiency. At our company, we've developed disciplined processes and personalized follow-ups, balancing automation with a human touch to nurture relationships and drive conversions effectively. - Sohail Djariri, Sagility
AI has streamlined our lead scoring and personalized outreach, making our sales funnel faster and more targeted (using our own technology), especially in capturing intent signals and sending qualified messages rather than shooting and praying. - Hugo Lamy, Brainbase
With more than 76% of purchase decision makers using AI to research vendors, we use AI to view what AI platforms think about you and your competitors. Simply ask ChatGPT, Perplexity, Microsoft Copilot and even Grok to compare your company to competitors, and you've got real-time fodder for customer objections sheets and battlecards that your sales team can use during engagement. - Barry Reicherter, Finn Partners
Our team, like all sales teams, is looking to increase win rates and be more productive with AI. We've brought this technology into our workflow by using AI to identify new leads and buyer groups, as well as to ensure our teams are prepared for meetings using AI for account prep. This saves our teams time and manual work, helping us target the leads that matter and drive better outcomes. - Alyssa Merwin, LinkedIn
In one solution, AI has fundamentally changed selling by leveraging past transaction data to understand risks of churn and opportunities to upsell and cross-sell products to customers. AI can automatically create opportunities pre-loaded with suggested products and create alerts with potential churn risk. This not only increases revenue but also decreases the time reps take to manage CRM. - Doug Fuehne, Pricefx
Forbes Business Development Council is an invitation-only community for sales and biz dev executives. Do I qualify?
Go-to-market leaders can quickly become overwhelmed by AI's possibilities. A good approach to integrating AI into the sales workflow is to break down the entire process piece by piece and then look for ways to enhance it with AI at each stage. For example, how can your SDRs use AI to make their days more productive and efficient? Start with one focus area, operationalize it and then move to the next. - Hayden Stafford, Seismic
AI has transformed how we identify and connect with potential customers. Automating mundane tasks allows us more time to personalize our outreach. Our sales pipeline is now a balance of human insight and data-driven targeting. This synergy has improved engagement, streamlined follow-ups and delivered higher-value leads. We're evolving from automation to data-led interactions that increase ROI. - Ashu Goel, WinWire
We must remember that AI isn't about replacing human connection but enhancing it. For our team, tech allows us to focus on more phone calls and conversations with leads and customers. It's also allowed us to personalize outreach better and prioritize the best leads based on people's engagement with our brands. - Wayne Elsey, The Funds2Orgs Group
AI is already automating routine tasks, and with the growing adoption of gen AI-based tools, planning sales meetings with prospects has become faster and more efficient through improved outcome simulations. For example, generating price quotes based on complex simulations with greater accuracy during client interactions enhances responsiveness to urgent requests, making us a preferred choice. - Srinivas Vadhri, Skydo
We started using AI to analyze patterns in customer behavior linked to external factors, like economic shifts, political events and information scandals. Once we identified those patterns, we adjusted our funnels to better align with them. And it worked—we came out ahead. - Dima Raketa, Reputation House
AI has revamped our sales process for the better. It helps us spot the best leads faster, personalize outreach hours faster and automate follow-ups so nothing slips through the cracks. In addition, insights from that data show our team what's working (and what's not), making it easier to tweak our funnel for better results. And by the end of the day, we've had more conversations, higher close rates and less busywork. - Aaron Biggs, Summit
AI improved my pipeline accuracy by 30%, automating lead scoring and forecasting while saving hours weekly. This helped sellers focus on high-converting opportunities. My advice: Use AI to surface intent early and close faster. - Vivek Vishal, Honeywell
We've evolved beyond the AI hype by creating engagement filters that match prospects to solutions before conversations start. By analyzing which content truly resonates versus what prospects merely click on, the team targets real pain points instead of surface interest. It's like having a skilled researcher do the homework before each meeting, ensuring every conversation starts with depth. - Sidharth Ramsinghaney, Twilio
AI has redefined workflow dynamics and sales funnel strategies through precision-driven engagement. Sentiment analysis deciphers client emotions in email and on websites, refining interactions for deeper rapport. Smart ad targeting optimizes campaigns across Google, LinkedIn and Meta, which elevates outreach. AI-powered ABM ensures seamless, bespoke and automated lead cultivation, maximizing efficiency and conversions. - Praneeth Kudithipudi, Sacumen
AI levels up my sales funnel by combining deep prospect research with industry trends and best practices to target the right leads. Automated reminders keep follow-ups personal and timely, making outreach more relevant. No cold pitches—just smart, data-driven engagement that connects prospects with real impact. Faster insights, better conversations, more wins. - Michael Fritsch, Smarter Operations
Improve workflows for personalized outreach with AI. Smart sellers and lead generation teams know that customization makes a big difference in attracting prospects and converting sales, but it takes lots of time. Leveraging generative AI for brainstorming and drafting copy helps streamline the process, empowering sellers to send more personalized notes, generate more prospects and close more deals. - Michael Della Penna, InMarket
Enhance leads with data-driven attraction. AI has reshaped our lead generation from guesswork to precision. Predictive scoring helps us pinpoint high-value leads, while programmatic ads ensure optimal, targeted reach. This data-driven approach drives lead attraction and increases conversions. - William DeCourcy, AmeriLife
AI has, in some organizations and should in many other organizations, changed the workflow and funnel management because it can take away mundane, routine tasks, which are not an efficient use of your team's time. It can also lead to a behavioral or timing identification where your prospect is more likely to make a decision or transition toward. Its application should strictly be like any other support tool. - Mustansir Paliwala, Zomara Group
AI has improved our workflow by identifying high-intent prospects through engagement metrics like website visits and content interactions. Integrating AI into our CRM provides deeper insights into prospect history, helping us personalize outreach. This allows us to determine the most effective channels for different customer types, making our lead generation and sales approach more efficient. - Jayant Walia, Gainbridge
