Category: Sales

Artificial Intelligence is transforming B2B Sales! Are you ready for the AI transformation?

Artificial Intelligence is transforming B2B Sales! Are you ready for the AI transformation?

Artificial intelligence and machine learning technologies are already revolutionizing many businesses. Especially B2B selling is one of the areas that artificial intelligence and machine learning software companies are cooperating with enterprises.

To understand how artificial intelligence is helping B2B selling, we need to understand B2B selling process.

We can divide B2B selling into two groups:

  1. Inside sales managed by a CRM installation like salesforce
  2. Field sales which include face to face meetings with clients

For both, selling process starts with lead generation which is identifying possible customers who may have interest for the product that is offered. After that, leads are scored based on the possibilities and some are qualified as opportunities. Then, sales team converts these opportunities into actual sales with offerings and services. Read more

Learn how AI is changing Predictive Sales (Lead Scoring) in <5 minutes

Learn how AI is changing Predictive Sales (Lead Scoring) in <5 minutes

We discussed lead generation before. After lead generation, it is necessary to determine priority of leads.

Poor lead prioritization can decimate companies. Sales targets get missed, teams get demoralized. Most importantly, sales personnel fail to learn from their experiences. They can’t gain generalizable experiences as they encounter leads with wildly varying intent. Even the great sales tactics will not work on a customer who is willing to buy. A sales person who has seen only customers who are not willing to buy, can lose hope on even the best sales tactics and processes. Read more

Beginning of the sales process: Lead Generation

Beginning of the sales process: Lead Generation

Even though there are not that much article or research on lead generation systems from academic perspective, there are many vendors in this specific sector.

To define lead generation process shortly, generating leads that are relevant for the specific business or industry, before evaluating them according to their possibility to be an opportunity.

Dun & Bradstreet, with 5578 employees and approximately 1.6 billion annual revenue, is the leading company in the lead generation software market. Dun& bradstreets Hoovers uses sophisticated analytics to deliver a sales acceleration solution packed with insight using Dun & Bradstreet’s powerful D-U-N-S® Numbering System that world’s largest commercial database. Integration with CRM systems, eliminates manual tasks and give best predictions for the leads with its real-time business intelligence. Read more

AIQ benchmarks are ready!

AIQ benchmarks are ready!

You may have heard that AI is the new electricity and that robots will change work. However, it may not be obvious what you can do now to improve the way you work.

We set out to help enterprises lead the AI revolution. Then we launched two benchmarks that enterprises can use to assess their level of AI adoption. As a marketer, you could complete the marketing personalization benchmark to assess maturity of your personalization efforts. As a sales professional, you could complete the B2B sales benchmark to understand maturity of your sales tech efforts. Aim was to keep our users aware of developments in the sales landscape where bots can listen in to calls to provide in call guidance and analytics. Read more

Leading vendors in predictive sales

Leading vendors in predictive sales

Predictive sales solutions contains powerful predictive modelling features designed for B2B sales reps and their managers. With powerful algorithms, these solutions analyze customer and market data to provide best action suggestions to inside sales reps. To access the latest list of vendors, references and use cases, please visit our comprehensive guide on predictive sales.

TOP VENDORS

Salesforce Einstein: Einstein is a product of Salesforce which is the largest in Predictive Inside Sales use case. Read more