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AI and the Sales Process

06 Feb 2017 / Written by  / News

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Customers are becoming more demanding and the market is becoming more competitive. There is no margin for error. The Sales Rep must contact customers and prospects at the right moment and offer them products and services that they may want or need.

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Customers are becoming more demanding and the market is becoming more competitive. There is no margin for error. The Sales Rep must contact customers and prospects at the right moment and offer them products and services that they may want or need.

Whether it's a phone or a house being purchased, the way sales teams interact with each customer and place offers considering their needs is one of the critical success factors for a closed deal.

The customer is the centre of everything! To perceive it, to please it, to be attentive to its needs and to its timings is fundamental!

Nowadays, it's critical to have correct and accurate information about the prospects/customers' habits and preferences. However, gathering, organizing and sharing all this information from different sources represents a very time-consuming (and expensive) task. The hours spent analysing and researching can lead the salesperson to spend his/her time with the wrong prospects or even lose the timing and the customer to the competition.

How can you help your sales team direct its efforts to what matters in order to achieve their goals? The secret is in the tools and processes they have available.

The advance in technology has proven that more tools and devices are being created to facilitate our daily life allowing certain actions to be performed for us.

Artificial Intelligence (AI) was created to help us on our daily tasks, so we can focus on what really matters. The levels of complexity and applications of AI are very diverse: AI can allow us manage our electrical appliances remotely, and it can also be used to help a sales team predict behaviours and trends of an individual customer or a whole segment.

AI can study human behaviour and simulate human intelligence through processes created by a set of algorithms. This technology has the ability to learn and predict an expected behaviour in specific situations: what is the next action?, which product will get more attention from a subset of customers?, which are the most relevant prospects?, what does the customer expects from our service taking into account their latest actions?

AI can help companies define a set of features that meet their daily needs and goals. This technology is quite efficient in freeing the sales team from routine tasks, such as lead qualification. Based on a set of criteria and prospect history tracking, the system can qualify leads clearly and reliably. In terms of productivity gains, for example, sales teams can use AI to reduce the amount of time currently spent on research and basic administrative tasks, so they can focus on what's important to their day-to-day business goals.

Sales teams can also be aided by AI in narrowing the relationship with the customer by ensuring that the customer will have personalized help whenever they need it. The availability of a 24/7 virtual assistant or support agent allows companies to interact with their customer through several platforms, such as social networks.

Based on information collected through social networks, for example, the system can suggest a list of products and services that may be appealing to the prospect. If the prospect wants more information about the product/service, the system may be able to suggest a list of brochures that can be shared with the customer. These set of actions will free the commercial team to focus in leads that presents more probability to move forward.

Even when a sales rep is unavailable or travelling, an AI system can communicate with a customer through messaging and schedule the best time for the sales rep to reach out. In the end, the sales rep just has to focus on the customer and in creating real, long-lasting and profitable relationships!

By taking advantage of AI, the sales team becomes more versatile and competitive, achieving better results and consequently increasing sales. In the end of the day, the primary goal is all about increased revenue, isn't it?

 

Author


Dina Gromicho
Business Analyst
This email address is being protected from spambots. You need JavaScript enabled to view it.

 



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Last modified on Monday, 19 March 2018 14:31

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