How CRM Software Helps Salespeople Plan Better Sales Calls with AI-Powered Insights

Sales success doesn’t just come from the number of calls your team makes. Success stems from how well those calls are planned. Poorly planned sales calls often result in wasted time, miscommunication, and missed opportunities. 

A study of Salesforce found that 70% of customers expect every sales rep should know customer’s purchase and issue history. Within the dynamic market, planning an effective sales call can make all the difference between closing a deal and losing a prospect. 

The key lies in preparation, where understanding customer needs, timing, and personalisation is crucial. AI-powered CRM automates this preparation and provides solid customer data. According to HubSpot’s 2023 State of AI in Sales survey, sales professionals save an average of 2 hours and 15 minutes daily by automating manual tasks through AI.

If you’ve ever felt that your team’s sales calls fall flat or fail to connect, it’s likely because they weren’t equipped with the right information or insights. This is where CRM (Customer Relationship Management) software steps in, providing essential tools that help sales teams plan better calls. CRM software can help salespeople plan better sales with the data and insights needed to approach each call with purpose and precision.

This guide will explain the importance of CRM and AI-powered tools for effectively planning your sales calls. From data collection to hyper-personalisation, this blog will cover the benefits that an AI-powered CRM can bring to your sales call.

Importance of Effective Call Planning 

Planning a sales call might seem simple, but it’s easy for salespeople to fall into the trap of generic pitches or poorly timed conversations. Without a clear plan, sales reps often miss the mark, wasting valuable time and opportunities.

Effective call planning is all about understanding the customer’s needs, knowing when to approach them, and delivering a personalised experience. When done right, it transforms a simple sales call into a meaningful conversation.

On the other hand, a well-planned sales call helps you connect with prospects in a more meaningful way. By anticipating customer needs and tailoring your pitch, you build trust and improve your chances of closing deals. 

CRM software plays a critical role in this process by providing a centralised hub for customer data, streamlining communication, and delivering real-time insights that enable you to move from a generic sales approach to a more personalised one.

The Role of CRM Software in Sales Call Planning

To streamline sales call planning, modern CRM systems offer a range of powerful features designed to improve efficiency and performance. Here’s how CRM tools help:

• Centralised Data on Customers: CRM systems provide a one-stop shop for all customer information. Whether it’s past communications, purchase history, or notes from previous meetings, all relevant data is organised and easily accessible. This helps sales reps tailor their conversations and avoid redundant follow-ups.
• Automation of Repetitive Tasks: Routine tasks like setting up meetings, sending reminders, and logging call notes can take up valuable time. CRM software automates these administrative tasks, freeing up salespeople to focus on building relationships with prospects and closing deals.
• Personalisation for Customers: With CRM tools, salespeople can tailor each conversation based on customer behaviour and preferences, making the interaction more relevant and increasing the likelihood of conversion. The CRM provides real-time insights into customer needs, helping you pivot your pitch based on what resonates with the prospect.

By centralising customer data, automating routine tasks, and providing deeper insights into each prospect, CRMs make sure your sales team is always prepared for every conversation. With modern features, a solid CRM can help you overcome common sales challenges. 

Also Read: How Generative AI is Disrupting Call Center CRM Software and Automation

Overcoming Common Sales Call Planning Challenges with CRM

From fragmented data to time constraints, sales professionals often encounter various challenges when planning their calls. CRM software helps overcome these obstacles:

1. Data Silos: When customer information is spread across different tools or departments, it’s hard for salespeople to access the full picture. CRM systems break down these silos by centralizing all customer data in one platform.
2. Data Overload: CRM systems filter and organize customer data so your team can focus on actionable insights instead of getting lost in endless details.
3. Data Collection: CRM systems simplify data collection by automatically logging customer interactions across channels (email, phone, social media), ensuring that nothing falls through the cracks.
4. Sales Training: CRM platforms can guide newer sales reps through the call process with step-by-step scripts, reminders, and suggestions, making it easier for them to build confidence and improve their skills over time.

Read here on how Zipteams can help your sales teams with Gen AI productivity

With its unprecedented abilities in automation, predictive analytics, and conversational intelligence, AI has extensive roles in sales calls. Let’s explore the multiple hats AI can wear for your sales team.

AI’s Role in Sales Call Planning

AI is revolutionising sales call planning by automating complex tasks and offering predictive insights. AI-powered CRMs provide unprecedented possibilities for sales teams, allowing them to be more proactive and data-driven. Key roles AI plays include:

1. Enhanced Data Collection and Analysis

The beauty of CRM lies in its ability to gather and organise data across various touchpoints automatically. From email exchanges to website visits, your CRM captures it all.  AI can sift through vast amounts of customer data to uncover actionable insights. By analysing customer behaviours, purchase histories, and interaction patterns, AI empowers sales teams to make data-backed decisions when planning their calls.

• Real-Time, Accurate Data: Stop worrying about outdated or incomplete customer info. AI tools ensure your sales teams always have access to up-to-date customer profiles.
• Data-Driven Decisions: AI within CRM systems analyses customer behaviour and preferences, giving your team insights into what matters most to each prospect.
• Predicting the Next Move: AI-driven CRMs can predict the likely outcome of a sales call, suggesting the best next steps based on patterns from past interactions.

2. Hyper-Personalisation

AI goes beyond basic personalisation by analysing customer preferences in real time, helping you craft hyper-personalised communication strategies. This could mean adjusting your script on the fly or customising follow-up actions based on the customer’s behaviour.

• Tailored Communication: AI tools can generate personalised emails, dynamic call scripts, and custom follow-up actions. This means your team is always ready with the right message at the right time.
• Building Stronger Connections: Personalised outreach doesn’t just improve sales. It strengthens relationships. Prospects are more likely to trust a salesperson who clearly understands their needs and preferences.
• Adaptive Communication: CRM systems track changes in customer behaviour and sentiment, helping your team adjust their approach based on what’s happening in real-time.

3. Lead Scoring and Prioritisation for Calls

Not every lead is worth equal attention. AI-driven lead scoring ranks prospects based on their likelihood of converting, allowing you to prioritise the most valuable leads. This helps sales teams optimise their time and efforts, ensuring they focus on high-potential opportunities.

• Focus on High-Potential Leads: With AI scoring, your team can see at a glance which leads are ready to buy and which ones need more nurturing.
• Improved Call Prioritisation: By focusing on the most promising leads, your sales reps can structure their days more effectively, maximising their chances of closing deals.
• Real-World Impact: Many companies have seen increased conversion rates and faster sales cycles after implementing AI-powered lead scoring through CRM.

4. Call Planning and Scheduling

AI tools analyse customer behavior to recommend the best times for outreach, helping your team schedule calls when prospects are most likely to be receptive. Plus, automated reminders and calendar syncing ensure that follow-ups are never missed.

• Smart Scheduling: AI tools within CRM systems analyse customer behaviour to determine the best times for calls. This means your sales team reaches prospects when they’re most likely to engage.
• Automatic Reminders and Syncing: CRM tools can send reminders to sales reps and sync with their calendars to ensure no opportunity slips through the cracks.
• Relevant, Dynamic Scripts: With AI-generated scripts personalised for each prospect, your reps can confidently adjust their messaging mid-conversation based on how the call is going.

5. Predictive Sales Analytics for Strategic Call Planning

AI-driven predictive analytics allow sales teams to forecast sales trends and outcomes, helping them adjust their strategies in real-time. By identifying which deals are most likely to close, sales teams can focus on where they’ll have the biggest impact.

• Sales Forecasting: With predictive analytics, your team can forecast which deals are most likely to close and plan their outreach accordingly.
• Better Resource Allocation: Knowing which prospects are most likely to convert allows you to allocate your team’s time and energy where it will have the most impact.
• Performance Insights: CRM systems generate reports that give you a detailed view of team performance, helping you tweak strategies and improve sales outcomes.

Zipteams’ AI Power Suites For Successful Sales Calls

Zipteams offers a compelling stack of AI-powered tools to your CRMs for successful sales calls. From smart meetings to sales call training, Zipteams features an exclusive suite to enhance your sales call. 

With the power of conversational AI, Zipteams can extract valuable insights like Custom Qualifications, Pre-trained BANT, prospect buying intent scores, and customer sentiments, all from live ongoing calls in real-time with automation.

In addition, Zipteams’ AI-powered tools support multiple languages, from English to Hindi. With their hassle-free interface, Zipteams AI tools can integrate seamlessly with popular CRMs in the market.

Take the next step and schedule a free demo with Zipteams today. Discover how AI-powered CRM software can help salespeople plan better sales calls and help you close more deals efficiently.