How to Sell Better Using Tactical Cognitive Computing?
Using tactical cognitive computing will better translate your genius Sales EVP’s ideas to results by sales executives.
Experts tell us that irrespective of how you generate your leads, a sale is about a personal relationship between your brand and your customer. Ideally your sales executive is best friends with the customer, yours is the first brand customers recall and they trust you implicitly. The reality, as always, is nuanced.
To better understand the reality, we conducted interviews with senior Sales professionals working with our clients. We found that:
- Very few organizations worldwide have successfully scaled trust based sales model beyond top few accounts, especially if the ticket size is small.
- Personalization using technology helps (read how), but even for $100+ ARPU products, customers expect live interaction with a team member.
- Cost of sales personnel is a key barrier. Most organizations invest in the sales leader, but their ideas are not often translated well without experienced sales executives.
Turns out its not trivial to get the whole team to duplicate the sales leaders’ judgment and skills. The inexperienced sales executive don’t get it, experienced ones have their own ideas. These ideas may or may not be better, they are seldom consistent or scalable.
We got thinking – at current state of art, a machine should be able to classify every lead and predict the right next step. This way subjective judgment has no more role to play. Most AI systems, once trained, reflect the behavior of the best operatives, in this case the sales leader. Unfortunately, classical AI algos cannot manage the fragmentation and customization.
So we took out product InfoSeer and developed Tactical Sales Dashboards. Based on electronic interactions with customers and transcripts of various calls, these dashboards classify each lead along various axes that define sales behavior. See the figure for an example.
As with anything tactical, these boards are completely customizable to the sales leader’s initial ideas and as they evolve. They are also easily trainable, using historical data or using one our assisted learners. All that remains is to attach a prescriptive response to each classification to increase conversion even with relatively junior team.
Using tactical cognitive computing will better translate your genius Sales EVP’s ideas to results by sales executives. Let us know if you want to learn more.