AI and Sales: Case in point! 

In this part, we would look at ways in which AI can help salespeople raise the bar on a real-time basis. My previous part (link here) covered the key areas where AI would be of immediate value to the sales and marketing functionality. If we categorize the areas that were discussed in my previous post, we could broadly segment them into sales team enablement and effective engagement

Let’s have a look at few of the use cases of AI that are in use today

AI Use Cases on Sales Team Enablement

1. Sales Call Analysis: Records transcribe and analyze all sales calls using natural language processing by joining in on conference calls just the same way a salesperson does

2. Lead Generation: Picks out the top decision-makers with buyer roles in each company, giving you direct contact to several potential new clients

3. Sales Assistant: Uses machine learning to build sales models based on CRM and third-party data sources, as well as predict which accounts are most likely to close and recommend next actions for sales professionals
4. Predictive Scoring: 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

AI Use Cases on Effective Engagement

1. Authentication: Seamlessly but securely authenticate your customers. Voice authentication allows you to authenticate customers without passwords leveraging biometry to improve customer satisfaction and reduce issues related to forgotten passwords

2. Social Insights: Analyze visual content from social media platforms to better understand consumer interests. The system looks at billions of photos from Twitter, Facebook, and Instagram. It can identify logos, objects, and demographic interests based on these photos
3. Customer Insights: Using the vast amount of data that is available on customers today, AI can find trends and predict what customers will want in the future
4. Customer Outreach: Social listening and ticketing vendors help you to leverage natural language Processing and machine learning, to identify customers to contact and respond to them automatically or assign them to relevant agents increasing customer satisfaction

Above use cases give us a fair understanding on how AI can save your sales team hours of manual effort and also enable them with the right ammunition to better service their prospects. My final part will cover the trends and how AI would help sales leadership in the future.

Written by
Arvindh Kumar
Associate Consultant