Explore how generative AI can help your company get more out of your safety data sheets.
Sales AI
November 7, 2024
Chemical manufacturing is a high-stakes industry. Understanding prospective clients requires going beyond identifying leads — it demands thorough and ongoing account research. With the increasingly competitive market, new technologies are redefining how sales teams approach research and account planning.
The recent changes in chemical manufacturing sales challenge sales teams to become more technical and precise in their approach. Manual research is often time-consuming and fragmented. However, advances in account research technology now enable faster, more efficient data compilation and analysis, giving sales teams the tools to focus on what they do best: strategic selling.
The Nesh Sales AI account research workflow is designed to help frontline chemical sales reps build a winning strategy based on precise, personalized information, empowering them to close more deals effectively. Let’s take a closer look at how this workflow helps technical sales reps improve their outreach strategy.
Account research in chemical sales is the critical step that follows lead generation. Once a sales rep has compiled a list of potential customers, the next task is to dive deeper into each account to gather insights that serve as the building blocks of a personalized selling strategy.
Traditionally, this meant hours spent combing through various sources like public records, industry news, and market reports, only to build a single profile. With hundreds of prospects at play, this manual research process can quickly become overwhelming and ineffective, especially for newer sales reps in high-stakes industries.
At its core, account research involves assessing the potential of each lead by understanding:
The more in-depth an analysis becomes, the easier it is to make a compelling pitch to each prospect.
The goal is to understand which challenges the account may be facing and how your chemical products can serve as a solution. Yet, without the right technology, gathering and analyzing all this information can be laborious. Chemical sales reps need a solution that can streamline this research and deliver relevant insights quickly, allowing them to focus on high-value selling activities.
Nesh's Account Research workflow does precisely this. It uses the power of advanced AI to automate the bulk of the research process, taking the heavy lifting off the sales rep and providing actionable data faster than ever.
GenAI-powered account research is designed to change how chemical sales teams approach each conversation with a potential client. By integrating with various data sources such as CRMs, account intelligence services, and publicly available information, chemical sales reps can gather critical information in record time. Here are some of the capabilities that enable sales reps to leverage this account research technology.
AI performs the tedious work for you, sourcing data from integrated platforms and external sources. It collects information about target accounts, including industry trends, financial performance, and recent activities that indicate purchasing intent. Instead of combing through scattered data sources, sales reps have information at their fingertips whenever they need it.
With an understanding of the chemical manufacturing landscape, GenAI account research technology identifies the information that is most relevant to each sales rep’s product or service. This targeted approach ensures that sales reps aren’t sifting through unnecessary data, but rather focusing on insights that matter to their accounts.
Account research technology doesn’t just gather data, it transforms it into useful sales material, providing reps with positioning recommendations that highlight a product’s unique value to each account. This component lets sales reps start building their selling strategy immediately, equipped with specific reasons why their solution aligns with the prospect’s current needs.
Reaching out to a prospect requires tailoring the approach to each customer’s unique pain points and needs. Nesh’s GenAI offers suggestions for messaging and outreach based on the research it’s conducted, ensuring sales reps begin with a more refined, personalized pitch. This strategic advantage can help a message resonate, leading to higher engagement and ultimately, better conversion rates.
With AI shouldering the research load, chemical sales reps can achieve greater efficiency in their workflows. According to a McKinsey report, AI in the chemical industry results in a sales ROI uplift of 10 to 20%. When used for account research, GenAI enables sales reps to identify and prioritize high-potential accounts more quickly, develop a strong strategy tailored to each account, and approach prospects with confidence.
Chemical sales are sophisticated with a mix of complex products and highly informed buyers. Sales reps in this field require tools that bring precision and efficiency to match the technical nature of the industry. Nesh’s comprehensive suite of tools is purpose-built for this environment, equipping reps with the insights necessary to make informed decisions quickly.
With GenAI at the core of Nesh's platform, chemical sales reps benefit from its capabilities.
Through this combination of tools and insights, Nesh empowers chemical sales reps to reach their full potential. They can spend less time on manual tasks and more time engaging with clients, building connections, and closing deals.
In the face of a demanding sales environment, chemical sales reps require every advantage they can get. Nesh’s Account Research Workflow offers a streamlined, efficient solution that helps technical sales teams access the right information at the right time.
With real-time data and accurate account research support, Nesh empowers sales teams to overcome common obstacles, stay ahead of competitors, and increase their chances of landing the next big deal.
Ready to transform your chemical sales strategy with advanced account research technology? Schedule a custom demo with Nesh to see how our AI-powered platform can make a difference for your team.
Want to learn more about AI for the chemicals industry? Check out our Ultimate Guide to AI in Chemicals.
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