In this article:
- Where in the sales process do you use AI?
- Does AI replace the sales colleague?
- How do you record client conversations safely?
- How do you keep AI content from becoming AI slop?
- What should a new sales colleague do first?
Where in the sales process do you use AI?
In every phase, says Eric. At Blis Digital, AI supports the sales process from lead qualification to the handover to the delivery team.
It starts with an incoming lead. Eric: "Before we've even spoken to the client, we use AI to do a piece of market research. We go through the website, social media, and look up the key stakeholders on LinkedIn. That gives me a much better picture: what kind of client is this and what is the request really about?"
During the conversation, AI runs alongside. In online meetings through the recording, at in-person meetings the iPhone sits on the table. The transcript, together with Eric's own notes, forms the basis for the meeting report. Then comes the proposal, built with a skill that follows the team's standard proposal format. And once the client agrees, AI translates everything into a fixed handover format for delivery. Including the context that isn't in the proposal, such as the internal dynamics at the client.
Everything the team gathers lands in a shared brain that grows with the client relationship. On a second or third project, sales knows exactly what happened during the previous delivery phase.
Does AI replace the sales colleague?
No, certainly not. Sales remains a people business, Eric believes. Building trust and truly understanding what the client is dealing with, you don't leave that to AI. AI complements it.
Eric: "It feels like I have a second sales colleague permanently walking beside me. One I can give instructions, ask questions, have things worked out. And where I always do the final check before anything goes to a client."
That final check is no formality. Eric: "Especially in conversations with multiple people, AI makes mistakes in transcriptions. If you don't check that, it works against you rather than for you." That's why he emails meeting reports himself and still pastes texts into Word manually. It forces him to have seen every word.
His summary: "I see it as superpowers I've been given rather than something that will replace me."
"I see it as superpowers I've been given rather than something that will replace me."
How do you record client conversations safely?
By making explicit agreements about it up front. The Blis sales team always asks permission before recording a conversation. The standard slide deck even contains a fixed slide with the ground rules. Recordings are deleted after thirty days, the transcript is enough. And truly sensitive conversations? Those aren't recorded.
Eric remembers a client meeting where he put his iPhone on the table: "You see everyone suddenly sit up straight and watch their words. Three minutes later everyone has forgotten that thing is running."
The same care applies to integrations between AI tooling and the CRM system. It holds personal data and commercially sensitive information, so every integration is reviewed critically first. Partly a technology question, partly working agreements. Eric: "Making mistakes is fine. But taking these kinds of steps without thinking, that's just not smart."
How do you keep AI content from becoming AI slop?
By producing less, and better. Eric learned this from the very first proposal he created entirely with AI. He was proud of the quality and especially of the number of pages he could send out in a short time.
The client's response: "It's a fine proposal, but is it really necessary to put it on paper this extensively?"
"It's very easy to produce a lot of content, but that doesn't automatically make it better."
Eric: "It's very easy to produce a lot of content, but that doesn't automatically make it better." That's why the team captures the tone of voice and house style in skills, so AI follows the guidelines and colleagues have to think about it less themselves. Less is more, even with superpowers.
What should a new sales colleague do first?
Think first, then turn on tools. Eric: "Map out what your work looks like and which steps you're going to add AI to. Start there, before blindly trying all kinds of tools because they seem fun."
Technology can do a lot. But making it truly work for you still takes human thinking. Maybe that's the core of this whole conversation.
FAQ
Frequently asked questions
We'd be happy to answer those right away. If your question isn't listed, please feel free to contact us.
Yes, provided you ask all participants for permission in advance and are clear about retention periods. Blis deletes recordings after thirty days and only keeps the transcript.
Lead research, meeting reports, proposals in a fixed format and the handover to delivery. Tasks with a lot of structure and repetition deliver the biggest time savings.
First map out your own work process and pick one step where AI saves time right away, for example lead research. Only expand once that step runs smoothly.
It can be, but review every integration critically first. A CRM holds personal data and commercially sensitive information, so agree on what the tooling can and cannot access.
Yes, as long as you do the final check yourself. Capture tone of voice and house style in skills, keep the text short and check every word before it goes to the client.
