The friendship land of AI and sales

By arvind |Email | Aug 10, 2018 | 6123 Views

Are do down to buy something a AI or a robot is selling? No, yes. Oh! You still think buying something from a person is better.  Maybe it is because we humans still crave for others people attention, what am I talking we do care. But then why are you talking to those chats on e-commerce site, Amazon tell me should I buy this would this look good on and Amazon here are other things people who bought this liked, now you are 1 hour into the chat just asking a bot and he recommending you 10 things others bought. 
A recent Fast Company article points out people are reluctant to trust Ai with important decisions. A great example I read, Steli Efti wrote, "Imagine riding in friend's car versus a self driving car. If your friend slammed on the brakes, turned and speed off in a new direction, you'd be concerned at first, but would feel okay once she provides you with an explanation, "we're going the wrong way." If a self driving car did the same, that explanation might not satisfy you. 
We as humans are not familiar or taught to trust AI or robot or in the above case a self driving car, I am not sitting in this car. According to McKinsey Global Institute, 40% of time spent on sales activities can now be automated by AI technologies that already exist. Despite all the headlines, movies, television shows and prevalence of chatbots, artificial intelligence (AI) is not taking over, at least not anytime in the immediate future. There's a need for AI and its ability to automate processes and mimic human behaviour, but the notion that it's taking our jobs is moot.
Can AI help in sales?
1. Support Sales with Relevant Customer Experiences
Customers have come to expect personalized experiences and interactions through their preferred format or channel. Engaging thousands of prospects and customers through personalized content is impossible without arming your marketing forces with artificial intelligence. AI-powered predictive content tools are empowering marketers to be more strategic, while simultaneously lightening the workload.  Insights can be used to engage visitors across email, web, social, and mobile channels for a full omni-channel approach. The result is one-to-one value marketing that businesses weren't previously able to achieve without considerable scaling. A marketing engagement platform powered by AI technologies equips marketers with data-driven intelligence that aligns company-wide strategies for a unified brand conversation.

2. Agree on Qualified Leads and Accounts from the Beginning
Closing deals requires an orchestrated alignment between marketing and sales. Historically, one of the most difficult areas of alignment is agreeing on what qualifies a lead, or in an account-based marketing scenario, what makes for an "ideal customer profile." Of course, marketers are equipped with a wide range of lead and account scoring tools and strategies, resulting in an automated qualification process, but even automation has its limitations. It can be difficult to set up scoring in a meaningful way that aligns broad audiences, product offerings, and sales tactics. Predictive lead scoring and predictive account scoring provide value where other solutions may not, resulting in a strong foundation between sales and marketing. Predictive scoring programs scan digital signals from across the web to find prospects who match your brand's ideal customer profile. All you have to do is get together with sales to identify those "perfect" customers or clients.

3. Personalize and Scale Messaging With AI Insights
Google has been using AI and machine learning longer than most marketing teams, and they're more heavily invested in it than most of us combined. Google's machine learning program, RankBrain, monitors user engagement 24/7/365 in order to provide the best search results for every query that someone types into a Google search bar. The results of that constant investigation are displayed in every search engine results page (SERP). If your company develops EHR software, for example, data-driven insights into your audience are one Google search away. Search "EHR" and look at the answers Google's AI is providing. Is it a definition? Are they product pages? What related searches are listed at the bottom? Those are all keys to understanding the language your audience is using, the questions they're asking, and the key criteria that define your ideal customer profile which is crucial information for both marketing and sales. You can get this vital information by reverse-engineering organic search results.

4. Make Analytics Actionable
Leveraging data to design better customer engagement strategies is key to winning your customer's heart. This means testing, measuring and analyzing. The irony lies in the fact that marketers use artificial intelligence to drive more meaningful human interactions. AI-powered platforms are not only capable of collecting and aggregating marketing metrics they empower marketers to draw meaningful analytics and applications out of that data and apply it to being more personal with their customers. A great platform will monitor the metrics, flag anything that needs attention and makes some basic changes or adjustments as necessary. Sales and marketing can align on these powerful data points and insights to apply creative solutions and meaningful engagement.

5. Focus on Creating a World-Class Strategy
AI and machine learning-powered programs effortlessly offload monotonous tasks resulting in more time reserved for strategy development. AI can consolidate data, hone customer profiles, select and send next-step content to leads, and more. This results in a marketing and sales team focused on doing what they do best developing strategies that create valuable customer experiences.

So what we learnt from all this is AI can hep sales and marketing team, its showing great results for the company quality wise as well as quantity wise, ut it not taking your job, so everyone in sales and marketing go "oh yeah!", but maybe for the next 10 years. Just kidding. enjoy your time because you are going to run out of job

Source: HOB