We had a good discussion with Anil Kaul, Co-founder and CEO at Absolutdata. Having started Absolutdata back in 2001, he is one of the pioneers in big data, analytics and artificial intelligence. We discussed their primary areas of focus, their unique value proposition, cost and duration of deploying NAVIK, their core products. He explained in detail how AI powered sales & marketing assistants can help you reach the right customers through the right channel with the right message. Below you can find our podcast edited for clarity and brevity.
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:
- Inside sales managed by a CRM installation like salesforce
- 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.
Sales reps spend most of their time in non-sales activities. Generating leads can take up a significant share of a sales rep’s time.
Automating lead generating leveraging the latest technology including AI, you can enable your sales reps to devote more time to sales.
What’s lead generation?
Lead generation is generating leads that are relevant for the specific business or industry, before evaluating them according to their possibility to be an opportunity.
Why is lead generation relevant now?
While traditional marketing involved blasting mass media with advertising, current state of the art lead generation includes using both own and 3rd party channels in a highly targeted manner.