Exploring Business Operations for Sales Growth through Artificial Intelligence

Abstract

This thesis explores how artificial intelligence, AI could support and improve sales performance in B2B environments. The inspiration came from insights gained during the author’s internship at Gigantti’s Inside Sales (iSS) department in Finland, where digital tools and customer data play a significant role. During the internship, the usage of artificial intelligence emerged as one of the most significant topics, sparking mixed emotions among people as they considered both its possibilities and its potential threats. The goal of this thesis is to clarify the concepts of AI, examine how it could be used in B2B sales, and identify the key benefits and challenges businesses may face when adopting it in their software. The study uses a qualitative approach supported by two methods: a SWOT analysis to evaluate all the strengths, weaknesses, opportunities, and threats related to AI, and real-life business examples that show how organizations already use AI in sales operations. These methods create a structured and practical framework for this inspirational roadmap about artificial intelligence. The results show that AI can enhance forecasting, personalization, operational efficiency, and decision-making. However, challenges such as data quality, ethical concerns, integration complexity, and costs must be managed carefully. The conclusion highlights that AI works best when combined with human expertise and can offer companies a long-term competitive advantage when it is implemented responsibly and strategically.