How AI Can Find Opportunities and Shorten Sales Cycle
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Presentation made at the Global Growth Marketing Conference 2019 at the Fairmont in San Francisco on Dec 11th by Budgets.ai. In this talk, Anand Karsai, Founder of Budgets.ai and MIT-trained data scientist (not to mention former Account Executive roles at Salesforce, HP, and Actuate), is going to teach you how to leverage AI to find out how prospects are allocating their budgets. This will help marketing and sales to align, spend the right level of resources and engage with the prospect at the right time.
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How AI Can Find Opportunities and Shorten Sales Cycle
- 1. • • Anand Karasi Founder Hacker, Data scientist, Enterprise Account Executive HOW AI CAN FIND OPPORTUNITIES AND SHORTEN YOUR SALES CYCLE
- 2. • ABOUT ANAND KARASI IIT/MIT Salesforce/ Autonomy FOUNDER Huna Makia 10+ Yrs - B2B sales professional 10+ Yrs - Product development Budgets.ai 2000 - Last lesson - “Follow the Money” 2020 - “Follow the Money with AI”
- 3. • HOW AI CAN FIND OPPORTUNITIES AND SHORTEN YOUR SALES CYCLE AI and Budgets - Background 01 02 B2B Sales & Marketing Alignment 03 Current Capabilities - Examples Future04
- 5. • AI EVERYWHERE 17 yr Brittany Wenger Breast Cancer Detection, 99% Accuracy
- 6. How Much Should You Invest? CSSalesMarketing CUSTOMER JOURNEY $$ Customer Budget Budgets ??
- 7. • AI & BUDGETS - BACKGROUND Budget Ranking algorithm derived from unpublished work from 2013 AI Engine working with 40 Yrs worth data from 20 million businesses worldwide
- 8. • Partner IntelligenceProject Intelligence People Intelligence Product Intelligence Proprietary Budget Ranking Algorithm CONVERT INFORMATION INTO BUDGETS
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- 11. • CAPABILITIES OF BUDGETS.AI • Companies • • Vendors • • Departments/ Divisions • • Executives • • Problem Areas • • Trends • • Renewal Date • • Marketing Activities •
- 12. WHAT DO COMPANIES BUY BEFORE THEY BUY YOUR OFFERING?
- 13. CUSTOMER JOURNEYS ARE RELATED Predict ? $$ ABM Ad Spend Prioritization
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- 16. • HOW GOOD IS AI?
- 17. • • EXAMPLE FUNNEL • Budgets.ai Generated Target List • Target Ads to Above List • Lead Magnets • SDRs • Sales Team Prepares for Meetings
- 18. • FUTURE Top Mid Market Rep @400% 2014 2018 2019 Identified $100B+ Budgets (US) Predicted a $50M transaction that closed at $200M+ 2020 Identify $1T+ Budgets (Worldwide)
- 19. • Follow the Money (@ the most likely places)