Technology is the great equalizer. In every industry and in nearly every department, technology is and should be central to performance and achievement capacity. Of course, the frontiers of technology constantly change. The assembly line modernized the means of production in the early 1900s, the telephone revolutionized communication, computers changed nearly everything in the 1980s, and today the frontier of technology is big data and artificial intelligence (A.I.).
Much has been made of those two trends in the last year. Every company under the sun has made bold claims about how much data they can capture and utilize. Then there were the data purists who said data had to be cleared of noise and be converted into smart data. The rules of good data have even been turned into an alliteration: Volume, Velocity, Variety, Veracity, and Value. On top of data came A.I., the much heralded next wave of technological progress.
A.I. captures a unique place in the public consciousness because we have been told both to fear it and to hope for it to save us from the tedium of work. But for all of the talk about what A.I. can do, very little has been made of what it is doing right now. There are many hundreds of products out there that purport to leverage A.I. for various tasks, but few of them live up to the future world that we read about in the news.
But there is one specific department where A.I. is operating to its futuristic potential by accomplishing one simple goal: leveling the playing field. That department is sales and the products that are available leverage A.I. to become prescriptive sales tools.
These are three ways that Prescriptive Sales is changing the industry:
Prescriptive Sales tools function like a regular customer relationship management (CRM) platform except that it is tracking and analyzing millions of events and identifying areas for improvement. Uzi Shmilovici, a thought leader in Prescriptive Sales technology and the CEO of Base CRM, says this technology gives sales professionals data-driven feedback for constant improvement.
Artificial intelligence programs can scan through millions of events to find patterns and correlations that we just would not notice on a day to day basis, explains Shmilovici. So it might notice a correlation between sending a specific pitch deck to prospective clients before calling them results in better conversions. Or it might notice that sending a weekly follow up email can yield results up to 8 weeks after initial contact. These are small practices that a sales professional might miss but that can increase performance over time.
The effect is to give sales professionals a second brain, one that crunches numbers and identifies patterns without needing any assistance. This has the potential to make every salesperson in the office a top performer, not just those with the best instincts. In that way, A.I. is leveling the playing field.
Growing a company is a chess match. There are a million strategies at play, but at the end of the day, cash is king, and you do not want to find yourself without it. But how do you grow your sales without hiring sales personnel? One way is to sell more with the team you have, and that is the future of Prescriptive Sales.
There is a litany of statistics available about how badly the average sales office performs. By any metric, there is room for growth. One study found that 63% of sales professionals fail to meet their personal quotas. So when we talk about there being room for growth without hiring new personnel, that is the space we are talking about.
Prescriptive Sales is designed to make it easier for salespeople to exceed their quotas. When a whole sales office uses the platform, the A.I. analyzes performance across individual experiences, meaning the program takes notes on how the top performing individuals work and shares it with the rest of the team. That cross-pollination of best practices makes up for numerous shortcomings in talent.
Don Schuerman, CTO of Pegasystems writes, Using AI to correlate data and uncover trends is great, but data is made valuable only when you can take action on it.
It is hard to overemphasize the importance of this leap forward. Todays CRM platforms are broadly flat, meaning they describe what is and what is likely to be, but not what can be. In that way, todays CRM platforms are Descriptive rather than Prescriptive.
Transitioning to Prescriptive Sales technology opens up new worlds of business opportunities. Suddenly executives are not handcuffed to best, middle, and worst case projections for annual revenue; instead they can paint a path toward concrete results and understand what it will take to achieve them.
That shift in thinking will have impacts on management and business strategy beyond what we can speculate about here. Of course, the best executives have always looked at what can be and worked toward that end, but now they have incredibly powerful tools at their disposal to get there.
The impact of A.I. on sales today is significant enough to qualify as a top-tier competitive advantage, asserts Shmilovici. Every CRM company is actively working to release their own Prescriptive Sales platform for that reason. This is the wave of the future. By combining Prescriptive Sales technology with a talented sales force, companies will be able to achieve growth at a much quicker pace. This technology could potentially become the future of sales and marketing.
AI Photo via Shutterstock
See the original post:
3 Ways Sales Is Changing With Artificial Intelligence - Small Business Trends
- Classic reasoning systems like Loom and PowerLoom vs. more modern systems based on probalistic networks - November 8th, 2009 [November 8th, 2009]
- Using Amazon's cloud service for computationally expensive calculations - November 8th, 2009 [November 8th, 2009]
- Software environments for working on AI projects - November 8th, 2009 [November 8th, 2009]
- New version of my NLP toolkit - November 8th, 2009 [November 8th, 2009]
- Semantic Web: through the back door with HTML and CSS - November 8th, 2009 [November 8th, 2009]
- Java FastTag part of speech tagger is now released under the LGPL - November 8th, 2009 [November 8th, 2009]
- Defining AI and Knowledge Engineering - November 8th, 2009 [November 8th, 2009]
- Great Overview of Knowledge Representation - November 8th, 2009 [November 8th, 2009]
- Something like Google page rank for semantic web URIs - November 8th, 2009 [November 8th, 2009]
- My experiences writing AI software for vehicle control in games and virtual reality systems - November 8th, 2009 [November 8th, 2009]
- The URL for this blog has changed - November 8th, 2009 [November 8th, 2009]
- I have a new page on Knowledge Management - November 8th, 2009 [November 8th, 2009]
- N-GRAM analysis using Ruby - November 8th, 2009 [November 8th, 2009]
- Good video: Knowledge Representation and the Semantic Web - November 8th, 2009 [November 8th, 2009]
- Using the PowerLoom reasoning system with JRuby - November 8th, 2009 [November 8th, 2009]
- Machines Like Us - November 8th, 2009 [November 8th, 2009]
- RapidMiner machine learning, data mining, and visualization tool - November 8th, 2009 [November 8th, 2009]
- texai.org - November 8th, 2009 [November 8th, 2009]
- NLTK: The Natural Language Toolkit - November 8th, 2009 [November 8th, 2009]
- My OpenCalais Ruby client library - November 8th, 2009 [November 8th, 2009]
- Ruby API for accessing Freebase/Metaweb structured data - November 8th, 2009 [November 8th, 2009]
- Protégé OWL Ontology Editor - November 8th, 2009 [November 8th, 2009]
- New version of Numenta software is available - November 8th, 2009 [November 8th, 2009]
- Very nice: Elsevier IJCAI AI Journal articles now available for free as PDFs - November 8th, 2009 [November 8th, 2009]
- Verison 2.0 of OpenCyc is available - November 8th, 2009 [November 8th, 2009]
- What’s Your Biggest Question about Artificial Intelligence? [Article] - November 8th, 2009 [November 8th, 2009]
- Minimax Search [Knowledge] - November 8th, 2009 [November 8th, 2009]
- Decision Tree [Knowledge] - November 8th, 2009 [November 8th, 2009]
- More AI Content & Format Preference Poll [Article] - November 8th, 2009 [November 8th, 2009]
- New Planners Solve Rescue Missions [News] - November 8th, 2009 [November 8th, 2009]
- Neural Network Learns to Bluff at Poker [News] - November 8th, 2009 [November 8th, 2009]
- Pushing the Limits of Game AI Technology [News] - November 8th, 2009 [November 8th, 2009]
- Mining Data for the Netflix Prize [News] - November 8th, 2009 [November 8th, 2009]
- Interview with Peter Denning on the Principles of Computing [News] - November 8th, 2009 [November 8th, 2009]
- Decision Making for Medical Support [News] - November 8th, 2009 [November 8th, 2009]
- Neural Network Creates Music CD [News] - November 8th, 2009 [November 8th, 2009]
- jKilavuz - a guide in the polygon soup [News] - November 8th, 2009 [November 8th, 2009]
- Artificial General Intelligence: Now Is the Time [News] - November 8th, 2009 [November 8th, 2009]
- Apply AI 2007 Roundtable Report [News] - November 8th, 2009 [November 8th, 2009]
- What Would You do With 80 Cores? [News] - November 8th, 2009 [November 8th, 2009]
- Software Finds Learning Language Child's Play [News] - November 8th, 2009 [November 8th, 2009]
- Artificial Intelligence in Games [Article] - November 8th, 2009 [November 8th, 2009]
- Artificial Intelligence Resources - November 8th, 2009 [November 8th, 2009]
- Alan Turing: Mathematical Biologist? - April 25th, 2012 [April 25th, 2012]
- BBC Horizon: The Hunt for AI ( Artificial Intelligence ) - Video - April 30th, 2012 [April 30th, 2012]
- Can computers have true artificial intelligence" Masonic handshake" 3rd-April-2012 - Video - April 30th, 2012 [April 30th, 2012]
- Kevin B. Korb - Interview - Artificial Intelligence and the Singularity p3 - Video - April 30th, 2012 [April 30th, 2012]
- Artificial Intelligence - 6 Month Anniversary - Video - April 30th, 2012 [April 30th, 2012]
- Science Breakthroughs - April 30th, 2012 [April 30th, 2012]
- Hitman: Blood Money - Part 49 - Stupid Artificial Intelligence! - Video - April 30th, 2012 [April 30th, 2012]
- Research Members Turned Off By HAARP Artificial Intelligence - Video - April 30th, 2012 [April 30th, 2012]
- Artificial Intelligence Lecture No. 5 - Video - April 30th, 2012 [April 30th, 2012]
- The Artificial Intelligence Laboratory, 2012 - Video - April 30th, 2012 [April 30th, 2012]
- Charlie Rose - Artificial Intelligence - Video - April 30th, 2012 [April 30th, 2012]
- Expert on artificial intelligence to speak at EPIIC Nights dinner - May 4th, 2012 [May 4th, 2012]
- Filipino software engineers complete and best thousands on Stanford’s Artificial Intelligence Course - May 4th, 2012 [May 4th, 2012]
- Vodafone xone™ Hackathon Challenges Developers and Entrepreneurs to Build a New Generation of Artificial Intelligence ... - May 4th, 2012 [May 4th, 2012]
- Rocket Fuel Packages Up CPG Booster - May 4th, 2012 [May 4th, 2012]
- 2 Filipinos finishes among top in Stanford’s Artificial Intelligence course - May 5th, 2012 [May 5th, 2012]
- Why Your Brain Isn't A Computer - May 5th, 2012 [May 5th, 2012]
- 2 Pinoy software engineers complete Stanford's AI course - May 7th, 2012 [May 7th, 2012]
- Percipio Media, LLC Proudly Accepts Partnership With MIT's Prestigious Computer Science And Artificial Intelligence ... - May 10th, 2012 [May 10th, 2012]
- Google Driverless Car Ok'd by Nevada - May 10th, 2012 [May 10th, 2012]
- Moving Beyond the Marketing Funnel: Rocket Fuel and Forrester Research Announce Free Webinar - May 10th, 2012 [May 10th, 2012]
- Rocket Fuel Wins 2012 San Francisco Business Times Tech & Innovation Award - May 13th, 2012 [May 13th, 2012]
- Internet Week 2012: Rocket Fuel to Speak at OMMA RTB - May 16th, 2012 [May 16th, 2012]
- How to Get the Most Out of Your Facebook Ads -- Rocket Fuel's VP of Products, Eshwar Belani, to Lead MarketingProfs ... - May 16th, 2012 [May 16th, 2012]
- The Digital Disruptor To Banking Has Just Gone International - May 16th, 2012 [May 16th, 2012]
- Moving Beyond the Marketing Funnel: Rocket Fuel Announce Free Webinar Featuring an Independent Research Firm - May 23rd, 2012 [May 23rd, 2012]
- MASA Showcases Latest Version of MASA SWORD for Homeland Security Markets - May 23rd, 2012 [May 23rd, 2012]
- Bluesky Launches Drones for Aerial Surveying - May 23rd, 2012 [May 23rd, 2012]
- Artificial Intelligence: What happened to the hunt for thinking machines? - May 25th, 2012 [May 25th, 2012]
- Bubble Robots Move Using Lasers [VIDEO] - May 25th, 2012 [May 25th, 2012]
- UHV assistant professors receive $10,000 summer research grants - May 27th, 2012 [May 27th, 2012]
- Artificial intelligence: science fiction or simply science? - May 28th, 2012 [May 28th, 2012]
- Exetel taps artificial intelligence - May 29th, 2012 [May 29th, 2012]
- Software offers brain on the rain - May 29th, 2012 [May 29th, 2012]
- New Dean of Science has high hopes for his faculty - May 30th, 2012 [May 30th, 2012]
- Cognitive Code Announces "Silvia For Android" App - May 31st, 2012 [May 31st, 2012]
- A Rat is Smarter Than Google - June 5th, 2012 [June 5th, 2012]