To­day’s AI, To­mor­row’s In­tel­li­gent Salesforce

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Hu­mans have for­ever em­bod­ied progress with their un­yield­ing endeavours to make life sim­pler, be the prodi­gal in­ven­tion of fire or stum­bling upon the wheel of progress. With the co-op­er­a­tion of tech­nol­ogy, things which were set­tled in the fa­bled lore of make­be­lieve have seen the light of re­al­ity. Time and again, it has been noted that in­dus­tries have har­nessed th­ese ad­vance­ments in the quest to add a lev­elled ground be­tween cus­tomer re­quire­ments and or­ga­ni­za­tional pro­vi­sion­s­the cur­rent one lead­ing the pack is ‘ar­ti­fi­cial in­tel­li­gence’.

Ar­ti­fi­cial in­tel­li­gence has evolved to be the most trend­ing term in the busi­ness do­main, with ma­jor im­pacts in­flu­enc­ing the de­ci­sion­mak­ing process. Ac­cord­ing to Gart­ner an­a­lysts, within next five years, 50% of the an­a­lyt­i­cal de­ci­sions will be made through AI: re­plac­ing sim­ple hu­man in­ter­ac­tions. For the sales and mar­ket­ing in­dus­try, AI is a game changer of sorts as it sin­gle­hand­edly up­lifts the in­dus­try sce­nario and stream­lines re­dun­dant pro­cesses. Here’s how

In­creases Leads

Re­cent re­searches have clearly de­picted AI’s in­flu­ence- com­pa­nies that use ar­ti­fi­cial in­tel­li­gence in sales claimed to have in­creased leads by 50%. This can be con­trib­uted to the fact that pre­dic­tive anal­y­sis in AI per­me­ates be­yond the “what” in data and delves into the “why.” Also, ven­dors are de­vel­op­ing au­to­ma­tion that con­tex­tu­al­izes the on­line en­gage­ment lead­ing to leads be­com­ing smarter, faster, and more ac­cu­rate. Owing to this, sales reps can cover more ground in less time and fol­low the most qual­i­fied ones with more time on their hand.

Stream­line Ad­min­is­tra­tive Tasks

Ar­ti­fi­cial in­tel­li­gence is known to have a dis­rupt-

ing ef­fect on fun­da­men­tal pro­cesses and uti­lizes this to sim­plify com­plex stages. With AI, time- con­sum­ing, repet­i­tive sales tasks are taken off the daily work­load, pro­mot­ing au­to­ma­tion of sales. Th­ese in­clude prod­uct-pro­file match­ing, or­der-tak­ing, trans­ac­tion pro­cess­ing, and tem­plat­ing re­ports. Not sur­pris­ing­lyAI is step­ping into the un­charted ter­ri­tory i.e mid­dle- of-the-fun­nel. The mar­ket is teem­ing with lead man­age­ment ap­pli­ca­tions that as­sist sales reps in sus­tain­ing fol­low-ups up to the pro­posal stage- de­creas­ing the time wasted in man­ual fol­low-ups. The au­to­ma­tion now ex­tends to the B2B sales process, where au­to­mated cold call­ing can ar­range face-to­face pre­sen­ta­tions. This, in turn, short­ens the sales cy­cle as reps get a huge head start when their ac­tual leg­work starts. The time they put in on ad­min­is­tra­tive tasks is al­lo­cated to think­ing pro­pos­als, lead­ing to more im­pact­ful op­por­tu­ni­ties be­ing ca­pit­u­lated on.

Faster Cus­tomer Ser­vice

Ar­ti­fi­cial in­tel­li­gence is seen col­lat­ing FAQs and pre­dictable cus­tomer queries, has­ten­ing the process of re­sponse. Ini­tial con­tact with cus­tomers through chats, emails, and phone are now a ju­ris­dic­tion at the AI realm. As AI de­vel­ops more cog­ni­tive skills, it is cer­tain to han­dle more com­plex cus­tomer queries.

With faster re­sponse rates, cus­tomer sat­is­fac­tion in­creases, while ad­dress­ing is­sues be­fore they are blown up be­yond pro­por­tions. The same cus­tomer queries can be uti­lized to the sales pipe­line for up­selling and cross-sell­ing op­por­tu­ni­ties.

How is the in­tel­li­gent uti­liza­tion of data pro­moted?

The In­dian busi­ness en­vi­ron­ment has be­come a breed­ing ground for AI start-ups. In­dus­tries that thrive on the pro­lif­er­a­tion of mas­sive data such as Health­care, Air­lines and Oil re­finer­ies among a host of in­dus­try do­mains en­gage AI tools to con­vert data into in­for­ma­tion and scale that up to knowl­edge and even­tu­ally cre­ate cog­ni­tive sys­tems. Such is the at­ten­tion on AI- driven sys­tems that re­search firm IDC sug­gest that more than 50% ap­pli­ca­tions built will be cog­ni­tive in na­ture by 2018.

Con­clu­sion

Sev­eral real-time start-up ex­am­ples drive home the fact that there’s sig­nif­i­cant amount of en­thu­si­asm around AI ap­pli­ca­tions and ex­perts be­lieve that all in­ter­faces will soon get re­placed by AI in the re­cent fu­ture.

Paramdeep Singh – CEO, Field­As­sist- A flag­ship SaaS plat­form

Paramdeep Singh – CEO, Field­As­sist- A flag­ship SaaS plat­form

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