How Lenovo Empowers Global Sales Teams with Generative AI for Faster, Smarter Customer Solutions

Bringing Generative AI Innovation to Sales Teams

Every year, Lenovo sales teams assist millions of customers across 180 markets. Their role involves working closely with clients worldwide to create innovative solutions for business challenges. For complex cases, sales cycles can stretch out as requirements change, sometimes involving multiple languages and time zones.

Lenovo wanted to improve how it captures and addresses customer goals from the very start of the sales process. With generative AI technology maturing, the company saw a chance to build new tools that empower global sales teams to respond faster and more precisely to RFPs.

Streamlining Complex Sales Cycles

Lenovo targeted key challenges such as the need for deep training across a wide solution portfolio, quick adaptation to new customer demands, and dynamic RFP responses. Their goal was to leverage generative AI to streamline these steps—from personalized sales training to summarizing long RFP documents.

To achieve this, Lenovo partnered with Letter AI, a startup specializing in intelligent automation and part of the Lenovo AI Innovators platform. This collaboration allowed Lenovo to move from prototype to production quickly. As one team member noted, they were able to develop a minimum viable product in weeks by using the Letter AI platform, starting business logic development almost immediately.

Building Presentations Quickly

Using the Letter AI platform, Lenovo developed custom AI-powered solutions, known as the DWS Revenue Enablement Platform. These solutions support every stage of the sales cycle, ultimately aiming to speed up revenue generation.

At the beginning of the sales process, the platform helps sellers create and personalize pitches and presentations by finding existing content assets and customizing them in real time. It can also translate materials on demand, enabling sellers to pursue opportunities worldwide.

Improving Pitches with an AI-Powered Coach

Sales presentations are critical moments that can determine deal outcomes. To help sellers prepare, the platform includes the DWS AI Co-Pilot—an AI coach that offers instant feedback on presentations. It can even simulate the customer’s persona and ask relevant questions based on the pitch.

This AI coach allows sales teams to practice and refine their presentations much faster. After each session, it provides clear feedback on strengths and areas needing improvement.

Summarizing Lengthy RFPs in Seconds

RFP documents often run hundreds of pages, requiring sales teams to identify key challenges and craft specific responses. Previously, this was a manual and time-intensive task.

With the DWS Revenue Enablement Platform, sales teams now use generative AI to quickly process large volumes of content, focus on crucial details, and respond to customers more swiftly. This tool saves each salesperson over 10 hours weekly and helps provide tailored answers up to 90% faster during conversations.

Supporting Billion-Dollar Revenue Opportunities

Prospective customers also benefit from the platform’s AI sales rooms—custom micro-sites that improve communication with Lenovo. Customers can interact with an AI chatbot to ask questions and get instant answers about Lenovo solutions. Sellers have reported that these AI sales rooms positively shift the tone of client conversations.

So far, the platform has supported around $1 billion in contract value, with 20% of these deals closed. Based on this success, Lenovo is extending the Revenue Enablement Platform across its entire Solutions & Services Group, bringing automation benefits to hundreds more employees and clients.

For sales professionals looking to explore how AI tools can improve efficiency and customer engagement, learning about AI-powered sales enablement platforms offers practical insights. To deepen your AI skills, consider exploring courses on Complete AI Training.