Artificial Intelligence Promises Big Things for the Future of Sales and Customer Satisfaction
But AI as of today is far from perfect: You'll have to stick with this technology for more than the first few rounds.
Artificial intelligence (AI) is a thrilling prospect for most people, even if some have a nagging feeling in the back of their minds that robots will ultimately replace them. And, given the number of jobs that have already become automated, that fear is not unwarranted.
Technology is certainly changing everything, and those who can't adapt will likely be pushed out of the way. For business leaders, though, staying on top of how AI is progressing today can be the key to mapping out their companies' future.
The use of artificial intelligence today
Right now, AI is being used to gather and interpret business metrics. The big talk of the town is Salesforce's Einstein , which has made a big splash for marketers and sales teams alike. From lead conversion to sales acceleration, it's helping companies make decisions based on past events.
Einstein relies on predictive analytics to get new leads and identify the decision-makers within target companies. Used correctly, it can tell you when your competitor might broach your clients, when to upsell or cross-sell and when there's likely to be a hiccup in the business.
It also gives you the profile of the best possible customer , a process that normally takes a lot of mistakes made by marketers. The caveat with AI in B2B sales right now is that the information you receive is only as good as the data it processes. The scoring and dividing-up of the leads for easier contacting and strategy decisions is deeply affected by a lack of quality data , which can account for some of the failures that companies have seen using AI.
Working out the information
There's little doubt you're already dealing with a mountain of facts, statistics, names and numbers, as it is. Some of those facts, though, have either changed or been clarified over the years. You have an incredible incentive for improving the accuracy however, because AI is designed to give better, more intuitive advice, the more you work with it.
This means that you need to stick with this technology for more than the first few rounds. There are services available that will chart how the relationships and behavior of businesses work and may help your business figure out how to work with the existing order to penetrate a certain market.