From Apple`s Siri to Google Allo, we are in the age of artificial intelligence, and it is getting integrated into our daily routines. Similar trends can be seen in the way we do our sales. Yes, you heard it right — artificial intelligence is shaping our sales strategy. Right from sales prospecting to closing deals automatically, it has brought about a transformation. There is no need to fear for your jobs, however; artificial intelligence is only going to help those in sales focus on chasing the right customers and closing deals faster.
As per a recent Forbes article, businesses are realising the need for analytics in the sales process, and data-driven sales roles will be in high demand. Gong.io is a startup that improves B2B sales productivity by analysing sales conversations with clients. According to CEO Amit Bong, people do not expect to see sales people anymore as there are tools that enable you to sell virtually to any part of the world. Inside sales are becoming more prevalent than enterprise sales and instead of creating a full-fledged sales army of your own you can outsource your routine tasks to artificially intelligent tools.
So let’s go further and understand how you can leverage artificial intelligence to improve your sales process.
The process of engaging, nurturing, and qualifying leads can be handled by artificial intelligence now. Conversia, which provides a virtual sales assistant, helps you start friendly conversations with your online customers and ensures automatic response to every lead 24 by 7. Using tools like these increases site conversion and engagement rate by 50 percent.
The sales force is offering an intelligent customer relationship management tool and has forayed into using artificial intelligence by launching Salesforce Einstein that uses deep learning and natural language processing to help you make sense of your CRM data. It helps you discover insights into your customers, predict the outcomes, and also recommend the next steps you should take to close deals faster and improve your sales ROI and revenue.
We have dealt with data mining techniques that are manual and much too time consuming. Not only does it take days to find sales prospects for your outbound campaign but the quality of leads is also not very high. This no longer poses a problem. Machine learning can help you understand your existing customer profiles — which technology they use, how much revenue they have, how many employees they have, their geography and demographic preferences — and based on that, machine learning can classify using probabilistic techniques the other set of customers who are similar to your existing customers.
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