The Best AI Tools for FMCG Sales Teams in 2024

In a fiercely competitive market, FMCG challenger brands face mounting pressure to secure retail shelf space, scale their sales efforts, and optimize efficiency—all with limited resources. AI is rapidly transforming how sales teams operate, offering tools that streamline processes, personalize outreach, and uncover growth opportunities.

In this article, we’ll explore the best AI tools designed to help FMCG sales teams succeed in 2024. Whether you’re looking to break into new markets, nurture retail buyer relationships, or maximize your sales pipeline, these tools have you covered.

Tools for Prospecting, Outreach, and Increasing Sales

Historically, large sales teams in tech and other industries have had access to advanced automation tools, allowing them to achieve higher revenue per employee. FMCG brands, by contrast, have often relied on manual processes, limiting their ability to scale efficiently. However, thanks to modern AI tools like Dream, these advanced sales techniques are now accessible to FMCG challenger brands, leveling the playing field.

What Are Prospecting and Outreach?

• Prospecting: The process of identifying potential retail buyers or distributors who would be a great fit for your product.
• Outreach: The act of contacting those prospects through personalized emails, calls, or other channels to build relationships and drive sales.

In the FMCG world, this means finding retail buyers, cafe owners, or distributors, and pitching your products in a way that resonates with their needs. Traditionally, this required large teams and countless hours of manual work. With AI, you can now automate much of this process, freeing up time and resources to focus on building relationships.

Top Tools for Prospecting and Outreach

Dream

• Why It’s a Game-Changer:
  Dream brings AI-powered prospecting and outreach to FMCG brands, enabling them to compete with the efficiency of larger sales teams. It’s designed specifically for F&B and challenger brands, making it uniquely equipped to handle industry-specific challenges.
• What It Can Do:
  • Identify high-potential retail buyers and distributors with ease.
  • Automate outreach campaigns, sending personalized emails at scale.
  • Target both small, local buyers and large retailers, with detailed contact data for each.
  • Assist in targeting distributors to drive secondary sales, expanding your retail footprint.
• Example Use Case:
  Just Dough It sells pre-made pizza kits to fast-casual eating spots. They booked more meetings in the first two weeks using Dream than they had in their entire operating history with response rates of 17% and open rates of 76%.

Apollo.io

• What It Offers:
  Apollo is designed primarily for technology companies, offering AI features to write outbound emails and automate lead discovery.
• Limitations for FMCG:
  • Requires significant setup and a dedicated Commercial Operations person to get the most value.
  • Lacks support for out-of-home sales motions or FMCG-specific targeting.

Outreach.io

• What It Offers:
  Outreach excels at managing email sequences and follow-up tracking, making it a solid option for scaling outreach campaigns.
• Limitations for FMCG:
  • Its AI capabilities are limited compared to Dream.
  • Best suited for large companies with existing buyer databases.

Why This Matters for FMCG Sales Teams

AI tools like Dream represent a shift in how sales teams in traditionally under-resourced industries operate. By automating time-intensive tasks like prospecting and outreach, these tools enable FMCG brands to:

• Compete on equal footing with larger sales teams.
• Scale sales efforts without needing to hire additional staff.
• Focus on building meaningful relationships with buyers rather than chasing down leads.

If your brand is ready to supercharge its sales process, tools like Dream make it easier than ever to target the right buyers, at the right time, with the right message.

Tools for Sales Analytics and Forecasting

AI sales analytics tools help FMCG brands predict demand, identify top-performing markets, and prioritize their efforts.

Top Tools:

• HubSpot Sales Hub
  • AI-powered insights on lead engagement and deal probability.
  • Best for brands looking to integrate CRM with sales forecasting.
• Chorus.ai
  • Analyzes sales calls and buyer interactions to provide actionable insights.
  • Helps FMCG sales teams improve pitch delivery and close rates.
• Aviso AI
  • Predictive sales forecasting tailored for small to mid-sized teams.
  • Identifies the most promising sales opportunities.

Tools for Retail Relationship Management

Building and maintaining strong relationships with retail buyers is essential for FMCG brands. AI tools can streamline follow-ups, manage communications, and ensure consistent engagement.

Top Tools:

• Hubspot
  • AI-driven sales CRM for tracking buyer interactions and managing pipelines.
  • Designed for simplicity, perfect for smaller FMCG teams.
• Zinrelo AI
  • Focuses on loyalty and relationship-building by analyzing buyer behavior.
  • Helps brands nurture repeat business with key retail partners.
• Freshworks CRM
  • AI assistant tracks buyer preferences and suggests personalized engagement strategies.
  • Ideal for FMCG teams working with regional chains.

Conclusion

AI is no longer just a buzzword—it’s a game-changer for FMCG sales teams looking to scale efficiently and stay competitive. From prospecting and outreach to relationship management and market expansion, the tools listed above empower challenger brands to work smarter, not harder.