How AI helps your sales team close more deals?
Marco Flapper | 28-10-2025
Digital Trends for 2026
The world of B2B e-commerce is changing faster than ever. While just a few years ago we mainly talked about omnichannel and personalization, today it’s about autonomous purchasing, AI copilots, and data as a business model.
The Digital Trends Report 2026 from Intershop shows that companies experimenting with AI today will lead the market tomorrow. Not by doing more, but by working smarter. By seeing technology not as an end in itself, but as an accelerator of value — for both the customer and the organization.
In this blog series, I’ll take you through the six most important trends that will define success in B2B commerce in the coming years. From AI taking over the buying process to managers reinventing their roles.
Each article gives you insights, concrete examples, and practical steps to get started yourself.
Whether you’re focused on growth, efficiency, or customer-centricity, these trends will help you move forward.
And believe me: the future of e-commerce isn’t something that will happen — it’s already happening today.
Trend 3: How AI helps your sales team close more deals
AI doesn’t just support buyers, it supports sellers too. While AI in the previous blog placed orders autonomously, this time we focus on the sales agent: your smart assistant that takes commercial work off your team’s plate.
An AI copilot analyzes customer data, identifies patterns, suggests quotes, assists with emails, and makes your team more productive. Not by replacing them, but by empowering them. Sales will always be human work but with AI, you’ll always have a data expert by your side.
What exactly does an AI sales agent do?
An AI sales agent works within your CRM or commerce platform and helps with:
- Segmenting leads;
- Prioritizing accounts;
- Recommending products based on buying behavior;
- Drafting personalized emails;
- Preparing sales meetings with customer insights.
The result: less time wasted, more deals closed
Your team can focus on the right customers, at the right time, with the right proposal and that makes all the difference.
According to the Intershop report, AI support increases sales conversion rates by an average of 30%. Not because AI sells better, but because people perform better with AI support.
Example: AI in action at an industrial supplier
A B2B supplier of fastening materials uses AI to help its sales team prioritize. The AI analyzes historical order behavior, seasonal patterns, and margins and then creates a daily plan with the most promising customers. Sales reps receive product, pricing, and timing suggestions. The result? A 22% increase in revenue per representative within six months.
How to get started?
- Integrate your CRM with your commerce data: AI can’t work without connected systems.
- Start with one use case: Let AI only suggest who to call first.
- Train your team: Explain how AI works, what you can trust it for and where human judgment remains essential.
What’s the payoff?
Faster decision-making, less wasted time, and more satisfied customers. Your team gains time for what truly matters: building relationships, giving advice, and earning trust.
In part 4 of this blog series, we’ll explore how the role of e-commerce managers themselves is evolving and how AI can make you a stronger strategic leader.
Source: Intershop Digital Trends Report 2026
From strategy to success
Want to learn how to make your platform suitable for AI traffic and machine purchases? Or need help with data quality or API strategy? Feel free to reach out.
