My learnings on AI after 100+ B2B Sales projects . Keynote at the Axel Springer SalesCon 2019 in Berlin.

1. SalesCon
Peter Schlecht
12.03.2019
www.artificiallink.com

2. Tell me about you
& your expectations

3. Why I got invited?

4. Sold

5. Lecturer
Mentor
Ambassador

6. and now running

7. We believe good Sales People
spread good things.

8. Solving
Problem
Number 1

9. Your force multiplier
on

10. …
Helped100+
B2B Tech Vendors
to increase sales

11. 1. B2C
2. Under 100$ Month / Account
3. Over 200k $ Month / Acc.
4. Inbound
5. cooking and jokes
6.
Sum it up:
Bad in most
things …

12. 1. B2B Outbound Sales
2. Lead Generation
Good in:

13. The Basis

14. Sales
depends
on pricing
http://christophjanz.blogspot.com/2014/10/five-ways-to-build-100-million-business.html

15. Customer will do something
You are hoping
Not motivated to do something
They are
Start
Situation
Matrix Partners

16. Easy
concept 1

17. Easy
concept 2

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

19. 1. Values / Mission / Vision
2. Price
3. Customers
4. Channels
5. Structure / Process / CRM
6. Data / Tech / AI
Key
concept

20. Scaling
challenges
High ScalabilityHigh Individuality
Low Complexity

21. Why do we need AI?

23. 50%+
Increase in leads and appointments
40%-60%
Cost reduction
60%-70%
Call time reductions
Companies
that uses AI
in sales
McKinsey Global Institute

24. 50%+
Increase in leads and appointments
40%-60%
Cost reduction
Best
Cadence
Salesloft

25. What is

26. What is AI?

27. 1954
The
Perceptron

28. Deep Learning -
Computerphile

29. Neural Networks

30. History of AI

31. 1997
Chess

32. 1997
“It may be a hundred years
before a computer beats humans at Go
— maybe even longer.”

33. Go

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

35. Chess

36. Go

37. 1997
“It may be a hundred years
before a computer beats humans at Go
— maybe even longer.”

39. 2016
AlphaGo

40. 2016
“Master of Go Board Game
Is Walloped by
Google Computer Program”

41. AlphaGo
Master

42. The drivers of
development

43. Data
Growth

44. Tech
Access

45. Computing
Power
Growth

46. Computing
Power
Growth

47. Computing
Power
Growth

48. AlphaGo
Zero

49. AlphaGo
Zero

50. AlphaGo
Zero

51. AlphaGo
Zero

52. AlphaGo
Zero

53. Implications

54. AlphaGo

55. Starcraft

56. Computer
Games

57. Computer
Games

58. Real Life

59. AI vs Human

60. 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

61. The future of salespeople

62. 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

63. 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

64. Transcription

65. Understand
text

67. Speech Email

68. Fully automated
Sales Person

69. Will we all be
unemployed?

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

71. Employees
today?

72. AI?

73. No.
I believe:

74. Old fear

75. Mechanism
More
AI
Higher
Productivity
Lower
Prices
Higher
Demand
More
Employees

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

77. Job
Distribution

78. How to use AI in Sales

79. Two options

80. Data

81. Reality

82. 1. Data mapping
2. Pattern recognition
What AI
can do for you?
3. Forecasting
4. Anomaly Detection

83. Generalised
Sales
Funnel
Data mapping
Pattern recognition
Forecasting
Anomaly Detection

84. Generalised
Sales
Funnel
Digital Sales /
Self-service
Funnel

85. Tools & AI

89. What is AI?
@mifkovits

90. Technology
Adoption
Lifecycle

91. Channel Process + Tech

92. Sales View all
•Configure Price Quote (40)
•Contact Management (162)
•Inside Sales (76)
•Lead Capture (46)
•Lead Management (224)
•Predictive Lead Scoring (154)
•Pricing Optimization (24)
•Product Configurator (29)
•Proposal Management (55)
•Quoting (85)
•Sales Coaching (16)
•Sales Commission (22)
•Sales Content Management (8)
•Sales Enablement (186)
•Sales Force Automation (211)
•Sales Forecasting & Analytics (76)
•Sales Management (257)
Classification

93. Technology
Adoption
Lifecycle

94. Obstacles
using AI

95. To sum it up:

96. Be aware
a big transformation
is happening!

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

98. Salespeople
+
Artificial Intelligence
=
Magic :)

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

100. Contact
If you need help, just contact me:
peter.schlecht@artificiallink.com
linkedin.com/in/peterschlecht
www.artificiallink.com