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The myths surrounding emerging AI-sourced tools are growing as much as the technology itself.
Is artificial intelligence everywhere? It certainly feels that way.
Salesforce research found that 81% of sales teams are “either experimenting with or have fully implemented AI.” The good news is that these implementations boosted revenue growth by around 83% compared to 66% among sales teams not using AI-sourced tools.
“When I think about the future and where we’re going, there are so many opportunities within the revenue operations space,” Louis Poulin, a leading enterprise RevOps expert, said during a recent episode of the Go-To-Market with Dr. Amy Cook podcast. “I think about automated process enablement. Rather than having people manage processes that need to be automated, either having software step in and workflow step in to automate that with human intervention or even proactively identifying areas for opportunity or building and putting forward processes and building links between disconnected processes — to have it be one continuous flow — that is a huge piece that flat out just didn’t exist even three years ago.”
More than 85% of B2B leaders who use GenAI report being “very excited” about AI, with many experiencing improved efficiency, top-line growth and better customer experiences due to this technology. From predictive analytics that help sales teams close more deals to AI-powered personalization that boosts customer engagement, the impact of AI is undeniable.
But how much do you really know about AI’s capabilities? Innovations launch seemingly daily, making it difficult to determine which features exist or remain a vision for future deployment. The myths surrounding emerging AI-sourced tools are growing as much as the technology itself. For instance, here are some of my favorite misconceptions:
Myth #1: AI will replace sales reps.
Hold it, Buster! AI enhances sales teams by automating repetitive tasks, analyzing data and providing insights, but it can’t replace human connection, relationship-building or strategic decision-making.
Myth #2: AI can sell on its own.
Before you unload those SQLs onto a dashboard while grabbing your snowboard, it’s important to note that AI can ASSIST in prospecting, personalization and follow-ups. However, it doesn’t replace human persuasion, negotiation or emotional intelligence, which are key factors in closing deals.
Myth #3: AI removes the need for sales training.
As if! AI can provide data-driven coaching, but sales teams still need soft skills training, industry knowledge and adaptability to succeed.
Myth #4: AI can read customers’ minds.
That’s not true, and it’s a little creepy. AI analyzes data patterns to predict behavior, but it doesn’t have human intuition. Successful sales teams use AI insights as a guide, not as a substitute for human judgment.
Quiz
When it comes to AI, there’s no shortage of misinformation in the business world. If you are in the market for implementing more AI-sourced tools for your operations, here’s a quiz to measure how well you sort the facts from AI fiction to ensure that you get the most value from your investment.
1. AI can analyze customer data to predict buying behavior.
A) Fact
B) Fiction
Answer: Fact
By analyzing past purchases, browsing habits and engagement patterns, AI can spot trends and predict what customers are likely to buy next. This means businesses can personalize offers, recommend the right products at the right time and create a seamless buying experience.
2. AI always guarantees an increase in revenue.
A) Fact
B) Fiction
Answer: Fiction
There are no guarantees in sales growth — or life, for that matter. Although AI enhances decision-making, success depends on strategy, implementation and data quality.
3. AI-powered chatbots can improve sales conversions by providing real-time assistance.
A) Fact
B) Fiction
Answer: Fact
AI-powered chatbots are like having a 24/7 sales assistant: they provide instant responses to customer questions, guide buyers through the sales process and even offer personalized recommendations, all in real time. By keeping potential customers engaged and eliminating wait times, chatbots help reduce drop-offs and boost conversions. It’s a more innovative, faster way to turn customer interest into action.
4. AI can help sales teams prioritize high-value leads.
A) Fact
B) Fiction
Answer: Fact
AI-powered lead scoring helps sales teams focus on prospects most likely to convert. Unlike relying on spreadsheets to forecast territory planning, AI takes the guesswork out of lead prioritization, helping sales teams focus on the prospects most likely to convert. AI identifies high-value leads by analyzing customer behavior, engagement history and past sales data and ranks them based on their potential. This means less time chasing cold prospects and more time closing deals.
5. AI-driven personalization can boost customer engagement and retention.
A) Fact
B) Fiction
Answer: Fact
Armed with better data, companies can utilize AI-sourced tools to analyze multiple data sources to identify customer preferences, track past interactions and evaluate what stage a customer is within the buyer’s journey. This insight helps your RevOps team deliver tailored recommendations and personalized messaging and ensures that your team’s investment in time and resources is targeting the right audience at strategic points.
This level of customization keeps customers engaged, builds stronger relationships and increases long-term loyalty. When customers feel understood, they stick around — and that’s a win for everyone!
6. AI can eliminate all decision-making risks in business.
A) Fact
B) Fiction
Answer: Fiction
Don’t we wish! AI reduces risk but still requires human oversight for complex decisions. Sure, you can rely entirely on automated tools to make strategic decisions. You wouldn’t be alone. A recent PwC study found that 49% of tech companies have “fully integrated” AI into their core business strategies. However, 59% of professionals who successfully use AI believe in a human-led support strategy.
7. AI works best when combined with human expertise.
A) Fact
B) Fiction
That’s a fact, Jack!
AI is most effective when used alongside human expertise, not as a standalone solution. One study found that 94% of SMB organizations planned to implement more AI-sourced tools in their operations in 2024 alone. Still, almost half (49%) of surveyed customers prefer talking to a human agent for support. In short, there’s no substitute for human-led customer experiences bolstered by automation to really get personal. In a good way, of course.
“AI is a powerful tool, but to truly maximize its impact, you need to align it with your company’s goals,” said Megan Ross, SEO manager at Fullcast. “Understanding how AI functions in conjunction with human expertise in territory management and capacity planning roles — whether it’s automating tasks, analyzing data or personalizing customer experiences — helps you choose the right solutions that drive real business value. When AI is thoughtfully integrated into your strategy, it becomes more than just a tech upgrade — it becomes a strategic asset for interpreting complex data to support decisions.”
How did you score? If you have primarily facts, you’re already ahead in understanding how AI fuels revenue growth. Still have questions? Visit fullcast.com.
J’Nel Wright is a content writer at Fullcast, a Silicon Slopes-based, end-to-end RevOps platform that allows companies to design, manage and track the performance of their revenue-generating teams.
