No one wants to be sold to, but everyone wants to buy.
Most of our buying decisions are not based on well-defined logic. Emotions, trust, communication skills, culture and intuition play a big role in our buying decisions
So, how does Machine Learning help in modelling and predicting human buying behaviour?
The most common approach taken by many ‘AI-based’ sales start-up’s is to identify the next buyer by mining internet data. They look at what people are talking about in social media and then identify those who are searching for a given product or service. However, as pointed out in my article ‘Want to grow sales? Stop cold emailing. Start prospecting.’, people who are already actively looking online are not the best potential buyers (or prospects) to sell too.
Artificial Intelligence (AI) and machine learning show the potential to reduce the most
time consuming, manual tasks that keep sales teams away from spending more time with
customers. Automating account-based marketing support with predictive analytics and
supporting account-centered research, forecasting, reporting, and recommending which
customers to upsell first are all techniques freeing sales teams from manually intensive
Did you know……….
- Sales teams adopting AI are seeing an increase in leads and appointments of more than 50%, cost reductions of 40%–60%, and call time reductions of 60%–70% according to the Harvard Business Review article Why Salespeople Need to Develop Machine Intelligence
- By 2020, 30% of all B2B companies will employ AI to augment at least one of their primary sales processes according to Gartner.
- 62% of highest performing sales people predict guided selling adoption will accelerate, based on its ability to rank potential opportunities by value and suggest next steps according to Salesforces’ latest State of Sales research study
Contact us today firstname.lastname@example.org to discuss how to uncover new sales leads.