How will Artificial Intelligence (AI) change personal selling in the future?
As a sales and marketing person I am trying to understand how Artificial Intelligence will impact or change my selling approach in the future.
Generally, AI can generate accurate revenue forecast predictions at a macro-level for sales managers by providing insights into sales trends segmented by sales organizations, sales reps, etc.. This can help optimize the resource allocation to build healthy pipeline, analyze team performance, and be cost-effective. With prescriptive insight managers can gain perspective into the underlying reasons for sales trends, as well as actions needed to improve sales.
Machines learning can guide managers with sales coaching, which is key to building a strong team. At the same time, AI can generate a training plan by analyzing the processes followed by star performers. AI can also help improve the productivity of sales reps by reducing time spent on mundane administrative tasks that can be automated, like sending personalized messages based on previous communications, social media responses, and CRM profile updates. Opportunity scoring (model based on historic won/loss opportunities) will accelerate sales execution by aligning the sales team’s efforts on highly scored deals, improving win rates. By merging AI with virtual reality, sales can receive prospects virtually, tour a factory and view the manufacturing process, as well as give demonstrations and hold initial meetings with virtual sales reps. The outcomes will be more efficient and systematic because the discussion with prospects will be focused on areas that are most likely to be relevant to them.
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Ai can be an excellent ally for your future selling approach. Just recently my firm developed an Ai recommender for a client that used all legacy sales data plus external data sources, public data and was able to create a solution to empower their sales teams with pinpointing what clients in their pipeline are the best fit for their different product suite. This program is harnessing the power of Ai to reduce the amount of hunting and removing guesswork on where to focus sales attention the drives the highest close ratios and revenue. - that is how Ai will assist in the now - let alone the future.
Marketing is the fuel which energizes business to achieve higher growth. It has evolved a lot from what it was initially. One significant point to be noted here is the application of sentiment analysis which can be used by chatbots to respond appropriately.
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