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Knut Hellan - AI: How Robots are Changing the Way we Sell

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This session is aimed at VPs of sales at B2B companies who have significant growth objectives or are unable to meet growth numbers with their current sales approach. You'll learn how to draw attention to the key elements of sales that are supported by advanced tools like Artificial Intelligence but still need a human approach applied to the process to close deals.

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Knut Hellan - AI: How Robots are Changing the Way we Sell

  1. 1. #INBOUND16 A.I.: How Robots Are Changing the Way We Sell Altering the Perception of A.I. Knut Hellan, Chief Technology Officer
  2. 2. #INBOUND16 1. Introduction 2. A.I. is Here to Help 3. Handling Inbound Leads 4. Putting A.I. to Work 5. Creating Inbound Leads 6. A.I. Recommendation Engine Expands Leads AGENDA
  3. 3. #INBOUND16 1 INTRODUCTION
  4. 4. #INBOUND16 Oslo, Norway Knut Hellan
  5. 5. #INBOUND16 2 A.I IS HERE TO HELP
  6. 6. #INBOUND16 A.I. IS HERE TO HELP
  7. 7. #INBOUND16 3 HANDLING INBOUND LEADS
  8. 8. #INBOUND16 HANDLING INBOUND LEADS – BEFORE A.I.
  9. 9. #INBOUND16 HANDLING INBOUND LEADS – AFTER A.I.
  10. 10. #INBOUND16 4 PUTTING A.I. TO WORK
  11. 11. #INBOUND16 COMPANY EXAMPLE – NEW BALANCE
  12. 12. #INBOUND16 ACCOUNT-BASED RESEARCH EXAMPLE – YOGA PANTS
  13. 13. #INBOUND16 COMPANY EXAMPLE – NEW BALANCE
  14. 14. #INBOUND16 5 CREATING INBOUND LEADS
  15. 15. #INBOUND16 INSHOT CAMPAIGN
  16. 16. #INBOUND16 CREATING INBOUND LEADS Marketing drives account-based ad targeting for inbound lead generation and brand awareness Sales drives account-based insight or trigger- driven outbound prospecting 20% 80% Targets Top 20% of Accounts in Vertical Targets 100% of Accounts in Vertical
  17. 17. #INBOUND16 6 A.I. RECOMMENDATION ENGINE EXPANDS LEADS
  18. 18. #INBOUND16 RECOMMENDATION ENGINE RESULTS FOR NEW BALANCE
  19. 19. #INBOUND16 Know Your TRUE ADDRESSABLE MARKET + TREE TOTAL (TAM) = LOW HANGING FRUIT TRUE ORCHARD A.I.
  20. 20. #INBOUND16 THANK YOU. KNUT HELLAN: knut@companybook.no

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