The industry is quickly heading towards using machines and AI to connect, nurture, engage, and build a steady flow of qualified leads.

1. LIVE TRAINING
TOP 5 WAYS AI CAN INCREASE
YOUR SALES REVENUE
OCTOBER 19th, 2017
SOLVATI INTEGRATES WITH YOUR CRM & MARKETING AUTOMATION SYSTEM
Presenter: Robby Gulri

2. ▪ The problem sales teams faces today
▪ What is Artificial Intelligence (AI) really?
▪ What AI isn’t?
▪ Automation leads to growth
▪ Data is the new sales
▪ Stop spending valuable time on stay busy tasks
▪ Top 5 ways AI helps increase sales
▪ Summary and Q&A
Businesses often miss their sales objectivesAGENDA FOR TODAY

3. Businesses often miss their sales objectives
It takes significant time for sales
professionals to qualify leads.
On average it takes 9 touches to
schedule the 1st B2B
qualification call.
TIME
CONSUMING
PROBLEMS SALES FACES TODAY

4. Businesses often miss their sales objectives
Qualifying leads requires expensive and
skilled sales leaders. Most companies just
can’t continue to hire more salespeople.
Unqualified leads means a lot of CRM
clutter and dirty data.
Poor Qualification processes means lost
revenue and wasted time & money
EXPENSIVE
PROBLEMS SALES FACES TODAY

5. Businesses often miss their sales objectives
Leverage Artificial Intelligence
to connect, nurture, engage,
and build a steady flow of
qualified leads to your sales
pipeline.
BUT HOW?
THE SOLUTION

6. WHAT IS AI
REALLY?
Businesses often miss their sales objectivesLOTS OF HYPE AROUND AI

7. Businesses often miss their sales objectivesA SIMPLE DEFINITION
AI gives us the ability to
augment human labor with
machines.
To makes computers (machines)
do all that which comes easily to
humans

8. Source: Nvidia Blog 2016

9. Businesses often miss their sales objectivesAI CONTINUES TO EVOLVE
As technology our understanding of how
our minds work has progressed, our
concept of what constitutes AI has
changed.
Rather than increasingly complex
calculations, work in the field of AI is
concentrated on mimicking human
decision making processes and carrying
out tasks in ever more human ways.

11. DON’T WORRY!
AI ISN’T A REPLACEMENT FOR
HUMANS
“Emerging technologies such as artificial intelligence aren’t the
enemy of jobs after all.” May 2017

12. THE FEAR STARTED IN THE 1930s
Fears of “technological unemployment,” a term
coined by renowned economist John Maynard
Keynes in 1930
The worry is that computer-driven automation will
take over repetitive tasks across a swath of industries,
from retail and financial services to manufacturing
and, maybe sooner than we realize, taxicabs and
trucking.

13. THE TRUTH IS THAT….
Companies aren’t using AI and automation simply to
produce the same thing more cheaply.
Instead, they are finding ways to offer entirely new
offerings, learn more about their clients, become
more targeted and personalized in their approach.
This is actually leading to job growth and more
creative opportunities.

14. ATM MACHINES
Retail banks have indeed been able to hire fewer
tellers for each of their branch locations since the
advent of ATMs in the 1970s, but during that time
banks have increased the number of branches they
operate by 43%.
But there are more tellers now then in 1980, and but
they perform more value-added tasks.
Source: James Bessen, Boston University Study

15. “DIGITAL” DESIGNERS
The number of typesetting and compositor jobs fell
by about 100,000 during the 1980s, but from 1979 to
2017 the number of “digital” designers more than
multiplied by 10x, to 2,000,000..
Source: James Bessen, Boston University Study

16. DATA IS REPLACING INTUITION
AS A SALES TOOL.

17. Gone are the
days of weary
traveling sales
reps, and short
are the days of
sales teams
guessing about
qualified leads.

18. On average, sales reps spend 80% of
their time qualifying leads and only
20% closing.
Source: CRM Magazine 2017

19. LOTS OF TIME BEING WASTED
Poor Leads - Salespeople are spending time with
unqualified leads. Some salespeople would rather
spend time with a poor prospect than no prospect.
Poor Data - Lots of salespeople spend hours on just
managing their “record keeping” and not engaging
and closing
Poor Sales Processes - A lot of salespeople don’t
have a plan of attack for the daily trenches.

20. UNQUALIFIED LEADS
There’s no bigger time waster – or bigger
demoralizer – than spending an hour on the phone
with a prospective client only to find out they simply
are not a good fit.
AI can help narrow down your prospective leads in a
more focused way and can help eliminate time
wasted on unqualified leads.

21. With AI, we are able to filter
prospects and learn patterns in
customer data and processes to
better prioritize daily actions.
The result is time is spent more
effectively and with better
results.

22. THE POWER OF AI
AI tools analyze existing customers’ profiles and derive a highly
intelligent set of target customers to pursue. I.E Lookalikes
Think about how much time your team spends trying to find qualified
leads. But leads can be generated automatically, your team can spend
more time closing and working toward overall sales goals.
AI is being used to vett out inbound leads in an amiable, human-like
way. So companies can create more personalized engagement.
AI offers a better alternative by making the buyer central to the process.

23. Businesses often miss their sales objectives
Cleaner customer data means more time
actually selling.
AI can help fill in the missing gaps in your
customer data.
AI can compare your customer data with
external data and determine which
attributes should be combined so you can
get a 360 degree view of your customer
data.
1
IT’S ALL ABOUT THE DATA

24. Businesses often miss their sales objectives
AI can analyze mountains of data across
many sources and find blind spots and can
help find patterns our brains can’t see.
Find correlations that we wouldn’t able to
see without spending a lot of time
ourselves.
All this means more time closing business
and less time managing your complex data
sets
2
FIND THE BLINDSPOTS

25. Businesses often miss their sales objectives
AI can help enrich data. AI can be used to
look across the web, sorting through
millions of data-points in real-time to pull
back actionable intelligence from a variety
of sources: social presence, company
websites, legal filing, and many more.
Much richer data means being able to craft
personalized offerings, messaging, and
conversations with your prospects. That
spray and pray approach no longer works
when buyers have all the power.
3
ENRICH DATA

26. Businesses often miss their sales objectives
AI can help companies increase revenue by
identifying lookalike prospects that have a
higher probability of closing.
Susan is your ideal customer. She buys 2 of
everything you sell.
AI can help you truly analyze her persona,
profile, and buying patterns to help you
identify and find another 10 customers just
like Susan.
4
FIND MORE BUYERS EASIER

27. Businesses often miss their sales objectives
AI tools can comb through mountains of sales
data to comb through the leads. Automation
tools can be used to communicate and
interprets the responses to determine who is a
hot lead.
AI tools can set the appointment for the
appropriate salesperson and seamlessly hand off
the conversation to the human.
The reps also become more efficient over time
because AI tools route the right leads to the
right reps at the right time.
5
ROUTE LEADS TO YOUR REPS

28. “The future of
automation isn’t
replacing people, but
rather letting them focus
on the human element
of sales. “
Source: CRM Magazine

29. WHAT DO WE DO?
Help our customers close
business faster by reducing the
effort to move a prospect to a
customer and provide better
targeted data that increases
the probability of closing a
sale.

30. PROBLEMS WE SOLVE
• Increase productivity of yours sales team
by helping them target more effectively
• Help companies increase revenue by
identifying lookalike prospects that have
a higher probability of closing
• Reduce sales and marketing resources
needed to close business by automating
the lead qualification process
• Help hold salespeople accountable by
measuring their sales effectiveness

31. HOW WE SOLVE THESE PROBLEMS?
Model your existing client data and harness
the power of AI and additional company and
contact data to identify blind spots that can’t
be spotted by humans and existing BI tools
within your CRM and marketing automation
systems

32. • RobbyGulri@Solvati.com - 404-547-9177
• solvati.com
• @Solvati on Twitter
• www.facebook.com/solvati
• https://www.linkedin.com/in/robbygulri/

33. THANK YOU!
TOP 5 WAYS AI CAN INCREASE
YOUR SALES REVENUE
OCTOBER 19th, 2017
SOLVATI INTEGRATES WITH YOUR CRM & MARKETING AUTOMATION SYSTEM
BetterSales@Solvati.com