際際滷

際際滷Share a Scribd company logo

How Artificial Intelligence Can Help Your Sales Organization

Mark Hozza
Mark Hozza

It may seem like artificial intelligence would almost exclusively be used for high-tech industries, but surprisingly, this technology can also be applied to sales teams in almost any industry. The term artificial intelligence was first coined in 1955, and is defined as a man-made machine that is able to simulate human intelligence and problem solve issues that are typically reserved for human cognition.

1 of 7
Download to read offline
HOW ARTIFICIAL INTELLIGENCE CAN HELP YOUR SALES ORGANIZATION Mark Hozza
Artificial Intelligence (AI) has alwaysbeen the subject of wonderin science fiction thrillers and real-world applications.As technology has advanced in recent years, AI has proven to be successful and relevant in many industries, including sales because of its ability to generate new leads and quantify unstructured data.
WHAT ARTIFICIAL INTELLIGENCE IS AND WHAT IT ISN'T Believe it or not, the term Artificial Intelligence was actually coined in 1955 by a computer scientist. AI is a man-made machine, able to simulate human intelligence and solve problems that are typically reserved for human cognition. Unlike robots, machines that are programmed to complete physical tasks, AI uses developed software, machine learning, and sometimes complex algorithms to solve complex problems and interact with humans in a meaningful way.
GENERATING LEADS Sales processes are consistently being evaluated for their efficiency and effectiveness to keep up with the changing times. Not too long ago, sales representatives followed up on every lead via telephone and worked tirelessly to increase their closing rates every month. At some point, youve probably had to make a call and are exasperated to learn that the recipient of your call is a robot rather than a customer service professional on the other end. Developers at Conversica have taken notice to this problem, particularly in the realm of sales and created an AI assistant that interacts with potential clients through email and phone, generating conversations and returning inquiries 24/7. Rather than just patching through a leader to an available sales rep, Conversica assistants are given a human name and participate in a couple or several interactions to qualify the potential lead before their information ever gets sent to the reps.
Generating promising leads is a challenge for any industry, and research vendors in the life sciences industry can especially have difficulty because its such a specialized field. Acenna is an up and coming artificial intelligence application that pores over research data to come up with quality leads for the sales department, limiting the amount of time spent sales spends trying to find prospective buyers. Gone are the days where sales reps can close leads through stale template-style emails that are mass sent to potential leads. Sales reps must be mindful of how they spend their time and what leads they choose to go after, and with the help of AI programs like Conversica and Acenna, reps can rely less on cold-calling and focus their efforts on strong leads.
GATHERING UNSTRUCTUREDDATAAI has incredible potential to gather immense amounts of unstructured data, data that cant be found in a database, about customers and piecing it together in a way that makes sense. Every sales team has the ability to gather huge amounts of data from their leads through communications like emails and For example, a single customer may interact with several social media sites, but up until recently, compiling this information would be incredibly time- consuming for someone to do and our machines were not capable of cataloguing these interactions for a single person. AI is beginning to be able to create these types of profiles for customers and potential leads so that the best possible sales rep for that particular client is assigned to their request.
Whileartificialintelligencestillhasawaytogobeforeits completelyseamlessbetweencustomerandmachine, butnewdevelopmentsshouldbefollowedbysales teamsthatwanttobeonthecuttingedgeoftechnology andgivecustomersthebestexperiencepossible.

More Related Content

How Artificial Intelligence Can Help Your Sales Organization

  • 1. HOW ARTIFICIAL INTELLIGENCE CAN HELP YOUR SALES ORGANIZATION Mark Hozza
  • 2. Artificial Intelligence (AI) has alwaysbeen the subject of wonderin science fiction thrillers and real-world applications.As technology has advanced in recent years, AI has proven to be successful and relevant in many industries, including sales because of its ability to generate new leads and quantify unstructured data.
  • 3. WHAT ARTIFICIAL INTELLIGENCE IS AND WHAT IT ISN'T Believe it or not, the term Artificial Intelligence was actually coined in 1955 by a computer scientist. AI is a man-made machine, able to simulate human intelligence and solve problems that are typically reserved for human cognition. Unlike robots, machines that are programmed to complete physical tasks, AI uses developed software, machine learning, and sometimes complex algorithms to solve complex problems and interact with humans in a meaningful way.
  • 4. GENERATING LEADS Sales processes are consistently being evaluated for their efficiency and effectiveness to keep up with the changing times. Not too long ago, sales representatives followed up on every lead via telephone and worked tirelessly to increase their closing rates every month. At some point, youve probably had to make a call and are exasperated to learn that the recipient of your call is a robot rather than a customer service professional on the other end. Developers at Conversica have taken notice to this problem, particularly in the realm of sales and created an AI assistant that interacts with potential clients through email and phone, generating conversations and returning inquiries 24/7. Rather than just patching through a leader to an available sales rep, Conversica assistants are given a human name and participate in a couple or several interactions to qualify the potential lead before their information ever gets sent to the reps.
  • 5. Generating promising leads is a challenge for any industry, and research vendors in the life sciences industry can especially have difficulty because its such a specialized field. Acenna is an up and coming artificial intelligence application that pores over research data to come up with quality leads for the sales department, limiting the amount of time spent sales spends trying to find prospective buyers. Gone are the days where sales reps can close leads through stale template-style emails that are mass sent to potential leads. Sales reps must be mindful of how they spend their time and what leads they choose to go after, and with the help of AI programs like Conversica and Acenna, reps can rely less on cold-calling and focus their efforts on strong leads.
  • 6. GATHERING UNSTRUCTUREDDATAAI has incredible potential to gather immense amounts of unstructured data, data that cant be found in a database, about customers and piecing it together in a way that makes sense. Every sales team has the ability to gather huge amounts of data from their leads through communications like emails and For example, a single customer may interact with several social media sites, but up until recently, compiling this information would be incredibly time- consuming for someone to do and our machines were not capable of cataloguing these interactions for a single person. AI is beginning to be able to create these types of profiles for customers and potential leads so that the best possible sales rep for that particular client is assigned to their request.