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Monday, September 30th, 2024
Whilst AI is unlikely to completely replace salespeople in complex B2B environments, it certainly has the potential to make good salespeople even more effective. Here are a few of the most important ways in which salespeople are using AI: +
Monday, September 30th, 2024
There is no doubt that AI is going to play an increasingly important role in facilitating complex B2B sales. Here are a few ways in which sales managers can harness AI to coach their salespeople more effectively: +
Monday, September 30th, 2024
Salespeople have a role to play irrespective of whether AI is a positive or negative influence. Sales organisations will play a key role as AI is deployed and extended into relationship development and business models. Let’s explore two key scenarios: 1) When AI is used in “nefarious” ways and 2) when it is “advantageous” to the client. 1 Nefarious WHEN…
Monday, September 30th, 2024
Good governance and a thought-through approach are essential if we are to use AI responsibly I was seven years old when I made my first sale. The family business provided musical education concerts for children, so in the school holidays I was press-ganged in to help. I quickly found that being front-of-house selling merchandise was much more fun than being…
Monday, September 30th, 2024
Here are five ways to revolutionize sales coaching with AI….. Adoption of AI has exploded over the past year, forever changing the sales profession and bringing about a paradigm shift in sales coaching. This transformative technology offers new ways to enhance performance while nurturing the invaluable human-to-human relationships that underpin successful sales endeavours. Sales professionals have already embraced AI to…
Thursday, September 19th, 2024
Sales professionals and academics discuss the current state of AI in sales, and look to the future. Bob Apollo, Chief Outcomes Officer, Inflexion-Point As we approach the era of AI in business and sales, it is vital to explore what the key tasks will be, as well as the skills and development paths needed to make a success of the…
Thursday, September 19th, 2024
Why safe, responsible, and compliant AI is key to enabling the adoption of AI for sales and marketing. Since the advent of transformer architectures in 2017 and powerful models like GPT-3 in 2023, artificial intelligence (AI) has rapidly evolved into a transformative force across industries. Sales and marketing, in particular, can benefit immensely from AI’s ability to revolutionise customer engagement,…
Thursday, September 19th, 2024
How can you harness AI to have better sales conversations? Most independent observers would agree that Artificial Intelligence is unlikely to completely replace skilled and experienced businessto- business salespeople in complex buying environments any time soon. But it is also clear that AI is already capable of enabling skilled and experienced B2B salespeople to become even more effective. Salespeople who…
Thursday, September 19th, 2024
Is AI ready to transform sales? From AI-assisted Raybans that can initiate a call (look cool while you’re phoning clients from the beach) to email subject line generators (fill your prospect’s inbox with annoyingly zany emails), AI has been top of the hype charts ever since Chat GPT broke onto the scene almost two years ago (November 2022). Since then,…
Wednesday, September 18th, 2024
Business-to-business suppliers are under pressure to respond to “consumer-like” purchasing demands as buyers continue to shift the way they make purchases, a new global survey released on 12 September reveals. At the same time, buyers feel more comfortable with remote and selfserve spending on big-ticket items this year than they did in 2022, according to consultants McKinsey & Co. “E-commerce,…
Wednesday, September 18th, 2024
Sales CRM specialist Salesforce introduced two new fully autonomous AI sales agents – Einstein Sales Development Rep (SDR) Agent and Einstein Sales Coach Agent – on 22 August. Generally available in October, these sales agents are built on Salesforce’s Einstein 1 Agentforce Platform to help sales teams accelerate growth. Einstein SDR Agent autonomously engages with inbound prospects to nurture pipeline…
Wednesday, April 24th, 2024
Researching prospects can be a time-consuming activity but is essential to success. Used judiciously, AI can help streamline the process. Then it’s time to make contact… See Sales Tips 101 “Opening a conversation” +
Monday, February 19th, 2024
2024 is going to be challenging, so what are the significant issues for KAMs this year? We asked some respected commentators. What a decade it has been so far: a global pandemic, war in Europe and the Mediterranean, increasing geopolitical uncertainty and uncoupling of global supply chains, the widespread adoption of artificial intelligence (for good and ill), recession in major…
Wednesday, October 11th, 2023
We look into our crystal ball to understand how technology is reshaping business and wider society via Industry 4.0. We recently sat down with Henrik von Scheel, a leading speaker on AI and an expert on the Fourth Industrial Revolution. As the originator of the term, he is highly regarded by businesses and governments for his insight into digital trends….
Wednesday, September 6th, 2023
What will be the impact of artificial intelligence on business? There is a fierce debate (not to mention a lot of hype) surrounding the future impact of artificial intelligence, related both to its potential benefits and also to the not inconsiderable dangers of introducing AI into business and society. On the one hand, AI investment has been growing rapidly over…
Tuesday, September 5th, 2023
Anticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific…
Tuesday, September 5th, 2023
Gartner has devised its Generative Value Messaging…
Monday, September 4th, 2023
A survey of 600 UK human resources managers and directors working in sales, media and marketing conducted in May 2023 indicates they will need three years to be ready for the impact of AI on the workplace. However, all of them believe it will deliver benefits. Fewer than one in five (18%) said they would be fully prepared for the…
Wednesday, July 5th, 2023
Analysts suggests that sales organizations which actively position technology as a “teammate” for sellers – rather than just another tool – will unlock seller productivity and enable highquality deals. Speakers at the Gartner CSO & Sales Leader Conference 2023, in Las Vegas on 16-17 May, explored how technology – particularly artificial intelligence – is key in augmenting the unique value…
Wednesday, July 5th, 2023
Some 35% of chief revenue officers (CROs) will establish a generative AI operations team within their go-to market (GTM) organization by 2025, according to a June statement from Gartner. The focus on generative AI will democratize, accelerate and enable the production of buyer-centric messaging and content, the technology research and consulting firm claims. “There is a great burden on sellers…
