“Sales & Artificial Intelligence” Peter Schlecht

1. How Artificial Intelligence
will change sales?
Peter Schlecht
28.09.2017

2. 50%+
Increase in leads and appointments
40%-60%
Cost reduction
60%-70%
Call time reductions
Companies
that uses AI
in sales
McKinsey Global Institute

3. My way

4. Helped
100+ SaaS Vendors
to increase sales
…

6. What is Artificial Intelligence?

7. What is AI?

8. Neural network?

9. 1954
The
Perceptron

10. Deep Learning -
Computerphile

11. The drivers of
development

12. Data
Growth

13. Computing
Power
Growth

14. Tech
Access

15. The development

16. 1997
Chess

17. 1997
“It may be a hundred years
before a computer beats humans at Go
— maybe even longer.”

18. 2016
AlphaGo

19. 2016
“Master of Go Board Game
Is Walloped by
Google Computer Program”

20. Chess

21. Go

22. AlphaGo

24. AlphaGo

25. Starcraft

26. Computer
Games

27. Real Life

28. AI vs Human

29. How to increase
sales with AI?

30. Value and
process first!

31. 1. Value
2. Process
3. Data
Peter’s
believes 4. Artificial Intelligence

32. Channels
https://www.salesforce.com/blog/2014/11/b2b-sales-benchmark-research-finds-some-pipeline-surprises-infographic-gp.html

33. How to support an
outbound email channel
with AI?

34. Outbound process
*Aaron Ross

36. Nov
2016
https://www.techemergence.com/artificial-intelligence-industry-an-overview-by-segment/

37. Tools

38. 1. Everywhere where it’s possible to
use AI, there will be AI.
2. AI will be the new electricity. -
Andrew Ng
3. The first who transforms the
products will own the market.
Peter’s
believes
part 2

39. Does Artificial
Intelligence make sense
for your product?

40. Use Artificial Intelligence
as buzz word ;)

41. The future of salespeople

42. The Search Problem
Salespeople Find Companies
The Intent Problem
Salespeople Analyse Companies
The Sales Problem
Salespeople Talk to People
What
salespeople
do all day?
*LeadGenius -Anand Kulkarni

43. The Search Problem
AI that Finds Companies
The Intent Problem
AI That Understands Buying Behaviour
The Sales Problem
The Email Turing Test
What
salespeople
do all day?
*LeadGenius -Anand Kulkarni

44. Today 40% and in the future 85%
of all sales activities
can be automated.
McKinsey Global Institute

45. Transcription

46. Understand
text

48. Speech Email

49. An autonome
sales person that
passes the Turing test

50. Will we all be
unemployed?

51. Sales person
today?

52. Sales AI?

53. No.

54. Old fear

55. Job
Distribution

56. “…most customers using Conversica
have actually hired more salespeople
because they are seeing higher closing rates.”
- Alex Terry
Implications
today

57. To sum it up:

58. Be aware
a big transformation
is happening!

59. Today focus on sales first
before you focus on AI!

60. Salespeople
+
Artificial Intelligence
=
Magic :)

61. Contact
schlecht.peter@gmail.com
linkedin.com/in/peterschlecht

62. “For the first time,
sales managers and professionals
can focus on the art of selling.”
Collective[i]

63. Key guidelines
*forentrepreneurs
LTV = 3x CAC
Month to recover CAC < 12 months

64. And in sales?

67. The breakthrough

68. Dec
2014

69. Dec
2015

70. Nov
2016
https://www.techemergence.com/artificial-intelligence-industry-an-overview-by-segment/

71. The difference
19*19=361
n361
8*8=64
n64

72. Deep Learning -
Computerphile

73. Sales
https://www.salesforce.com/blog/2014/11/b2b-sales-benchmark-research-finds-some-pipeline-surprises-infographic-gp.html