10 Ways AI is Actively Changing Digital Marketing - Understandingecommerce.comM. Patrick Doherty
Artificial intelligence is no longer a novelty; it is a concrete force in careers and lives. It is actively changing marketing in a variety of ways. As we move into the future, marketers need to pay attention to how AI changes their field. Here are ten ways AI is making waves in digital marketing.
Finding Customers
The way people research and buy products has fundamentally shifted.
These days, people prefer having conversations over filling out lead capture forms (81% don't fill out the form when they encounter gated content).
And 66% prefer real-time messaging for talking to businesses over any other communication channel.
To help you better understand what this new marketing and sales landscape looks like, we teamed up with our friends at Clearbit to create the first-ever State of Conversational Marketing report.
How to Make the Switch to Conversation-Driven SalesDrift
For years, sales and marketing teams have been focused on using the “form and follow-up” approach to capturing and qualifying leads.
We’re all familiar with how this works:
Step 1: Drive people to your website (e.g. via content, social, paid ads, outbound email, etc.)
Step 2: Make those people fill out lead capture forms
Step 3: Email them, or call them, or dump them into an automated “nurturing” flow
For more than a decade now, step one has been getting all the attention, as we’ve been innovating new ways to attract website visitors and track down leads.
Step two, meanwhile, has remained unchanged, and that’s a problem. Because today’s buyers are getting fed up with filling out lead capture forms. As RapidMiner CMO Tom Wentworth explained, the people who visit your website are coming there for a reason (so why waste their time by making them fill out a form?).
People who come to our website aren’t coming there because they want to surf our site, they’re coming there because they have a specific problem, whether it’s a question about our product or what it does, whether it’s some technical support they need, or whether it’s they want to talk to someone in sales.
Using the traditional approach, you would make all of those website visitors fill out forms and then you’d sort them all out later — including the folks who were interested in talking to sales.
But as more and more companies (RapidMiner included) have started to see, by adopting a conversational approach, and engaging with website visitors in real-time, sales reps can create a fast lane for their best leads.
Think about it: With the old way, you’re forcing leads to hurry up and wait. You’re investing all of this time and energy getting leads to your site, but as soon as they get there, BAM. You put up a lead capture form — a barrier.
With conversation-driven selling, you pull down these barriers and give your company’s best leads a direct, real-time line to your sales team. You give leads the power to reach out when it’s convenient for them, and — with the help of intelligent chatbots — you can answer their questions and schedule demos 24/7, 365.
As a result, your sales cycle becomes shorter (example: ThriveHive has seen their sales cycle shrink by 63% after adopting a conversational approach), and you add to your sales pipeline (example: conversations have influenced 25% of RapidMiner’s open sales pipeline, worth more than $1 million).
Ready to see how Tom and thousands of other companies have been using conversation-driven selling to supercharge sales? Check out this SlideShare.
Futureproofing digital business models in Retail - Jacob Dutton, 383 - Byte B...383
Jacob Dutton, Partner & Commercial Director at digital experience studio 383, talks about the ways that traditional retail models are being disrupted. He also explore some practical ways that today's retailers can help to future proof their revenue streams for tomorrow
Jacob spoke at 383's monthly Byte Breakfast event. Each event features a guest speaker from inside one of the world’s most interesting companies and a related talk on product development and customer experience from a team lead at 383.
Tips and tactics you can use to get more leads, save more time, and build your business with marketing technology (even with a non-technical background. Marketing automation made easy!
10 Ways AI is Actively Changing Digital Marketing - Understandingecommerce.comM. Patrick Doherty
Artificial intelligence is no longer a novelty; it is a concrete force in careers and lives. It is actively changing marketing in a variety of ways. As we move into the future, marketers need to pay attention to how AI changes their field. Here are ten ways AI is making waves in digital marketing.
Finding Customers
The way people research and buy products has fundamentally shifted.
These days, people prefer having conversations over filling out lead capture forms (81% don't fill out the form when they encounter gated content).
And 66% prefer real-time messaging for talking to businesses over any other communication channel.
To help you better understand what this new marketing and sales landscape looks like, we teamed up with our friends at Clearbit to create the first-ever State of Conversational Marketing report.
How to Make the Switch to Conversation-Driven SalesDrift
For years, sales and marketing teams have been focused on using the “form and follow-up” approach to capturing and qualifying leads.
We’re all familiar with how this works:
Step 1: Drive people to your website (e.g. via content, social, paid ads, outbound email, etc.)
Step 2: Make those people fill out lead capture forms
Step 3: Email them, or call them, or dump them into an automated “nurturing” flow
For more than a decade now, step one has been getting all the attention, as we’ve been innovating new ways to attract website visitors and track down leads.
Step two, meanwhile, has remained unchanged, and that’s a problem. Because today’s buyers are getting fed up with filling out lead capture forms. As RapidMiner CMO Tom Wentworth explained, the people who visit your website are coming there for a reason (so why waste their time by making them fill out a form?).
People who come to our website aren’t coming there because they want to surf our site, they’re coming there because they have a specific problem, whether it’s a question about our product or what it does, whether it’s some technical support they need, or whether it’s they want to talk to someone in sales.
Using the traditional approach, you would make all of those website visitors fill out forms and then you’d sort them all out later — including the folks who were interested in talking to sales.
But as more and more companies (RapidMiner included) have started to see, by adopting a conversational approach, and engaging with website visitors in real-time, sales reps can create a fast lane for their best leads.
Think about it: With the old way, you’re forcing leads to hurry up and wait. You’re investing all of this time and energy getting leads to your site, but as soon as they get there, BAM. You put up a lead capture form — a barrier.
With conversation-driven selling, you pull down these barriers and give your company’s best leads a direct, real-time line to your sales team. You give leads the power to reach out when it’s convenient for them, and — with the help of intelligent chatbots — you can answer their questions and schedule demos 24/7, 365.
As a result, your sales cycle becomes shorter (example: ThriveHive has seen their sales cycle shrink by 63% after adopting a conversational approach), and you add to your sales pipeline (example: conversations have influenced 25% of RapidMiner’s open sales pipeline, worth more than $1 million).
Ready to see how Tom and thousands of other companies have been using conversation-driven selling to supercharge sales? Check out this SlideShare.
Futureproofing digital business models in Retail - Jacob Dutton, 383 - Byte B...383
Jacob Dutton, Partner & Commercial Director at digital experience studio 383, talks about the ways that traditional retail models are being disrupted. He also explore some practical ways that today's retailers can help to future proof their revenue streams for tomorrow
Jacob spoke at 383's monthly Byte Breakfast event. Each event features a guest speaker from inside one of the world’s most interesting companies and a related talk on product development and customer experience from a team lead at 383.
Tips and tactics you can use to get more leads, save more time, and build your business with marketing technology (even with a non-technical background. Marketing automation made easy!
How can I convert my subscribers into customers, turn my customers into great customers, and extend the lifetime value of my customers?
In each of those cases, lifecycle marketing is key. Lifecycle marketing is about triggering marketing communications when you know they will have maximum impact—and also knowing who you shouldn’t focus your efforts on.
If you’re part of an eCommerce company and are interested in building an automated customer acquisition and retention plan, then this presentation is for you. Mike Arsenault, Co-founder and CEO of Rejoiner, covers:
--The basics of lifecycle email marketing for eCommerce
--How to use a simple spreadsheet to identify customers with the highest potential ROI
--How to predict when customers are about to defect from your company
--How to measure the profitability of your triggered email program
--Examples of lifecycle email campaigns that real eCommerce companies are using today
The Beginner's Guide to Conversion Rate OptimizationMWI
If you want your marketing efforts to get reflected in your revenue, take a look at these 12 ways Conversion Rate Optimization can turn traffic into leads and sales.
How to Build Sales & Marketing Alignment with Account-Based MarketingLeadMD
Sales & marketing misalignment: it's a battle as old as time itself. But with the rise of account-based marketing, it's more important than ever to get your teams on the same page.
The good thing about account-based marketing is that it forces marketing and sales to be in sync by virtue of the targeted approach it requires. In this deck, you'll learn how account-based marketing solves for many variables that commonly cause misalignment between sales and marketing teams.
Today, it’s big data, machine learning, and artificial intelligence (AI) that have taken the spotlight as the new tools of highly effective marketing teams. The results are highly personalized, real-time consumer “experiences” that are significantly lower in cost than traditional high-expenditure campaigns.
With these tools, every single interaction a prospect or consumer has with a product, whether through a website, email, or social interaction, is tracked and recorded for future optimization. Machine learning algorithms can collect this data in real time, and immediately personalize experiences unique to each visitor, eliminating the need for static profiles based on outdated or grouped data sets.
With this newfound wealth of data, and efficient processes in place, marketing teams can focus on identifying strategies to effectively use this technology to optimize operations and output. Without a well-planned strategy, machine learning can simply become a cog inside a big machine, and AI can become just another wasted expenditure instead of a highly advanced resource. This is not the time or place to jump into processes without considering goals, so marketers need to take the time to contemplate the ideal outcomes and plan accordingly.
Kate Barrett – Putting the customer at the heart of everything that you do in...Emailing 2020
Since the first email was sent in 1971 by Ray Thomlinson, as marketers our world has changed enormously. From batch and blast to a more personalised, one-to-once experience, what our subscribers want and DEMAND from us is getting more sophisticated. Putting the customer at the heart of everything that you do in all ways, always, is paramount.
How to gain traction in Local Search with Google Places/Maps. 10 strategies to help you get more foot traffic to your business. Also, how to get customer reviews from your happy customers!
Automating your Conversions with Marketing AutomationEffin Amazing
Find Webinar on Deman Here: http://utm.io/ub6Vx
With 6,000+ tools to choose from, marketers are experiencing a "Stackapocalypse." Cut through the nightmare of choice with our ultimate growth marketing stack, proven to work seamlessly together to turn leads into conversions at scale.
In this webinar Effin Amazing CEO, Dan McGaw, will be sharing his ultimate marketing technology stack which has been proven to turn leads into conversions at scale. Whether you’re currently evaluating your stack or just looking to add a new tool to the mix, we think this webinar will be helpful.
In this webinar you’ll learn:
- How to integrate your stack for maximum marketing impact and minimum effort
- Stack use cases including data enrichment, lead scoring, and workflow automation
- The tool stack that drove record-breaking growth for Effin Amazing
eCommerce started life as a straightforward click & buy distribution model but has evolved into a vast array of business models and a blurring between technology, content and customer experience. With marketplaces dominating access to consumers and content and experience as the new currencies how can brands and retailers go beyond simply fulfilling the sale to inspire the consumer and tell their stories? In this session Jasper explored how brands and retailers need to maximise the value of content and in tandem trial new techniques and technologies to win over the customer.
Gabor Koncz – AI in email marketing: email conversion optimization in eCommerceEmailing 2020
Most people still think that AI is just science fiction and have no idea how to use the latest results of AI research and development. The fact is that AI is outperforming humans in more and more activities. In this zero bullshit presentation I will show you the exact steps how to implement AI in your organization and how to outperform your competitors by using latest AI solutions in your marketing.
In partnership with Everstring and Dr. Eric Smith, research psychologist, of First Sight, we've taken over 5 years of Marketing, Sales and Enablement data to develop The 4 Steps to Cloning Your Best Customers and creating data driven buyer personas.
Open any business journal, and inevitably you will see an article about digital transformation. It is a buzzword in today’s marketing, business and strategy world. But how does that apply to professional services firms? During this session, at the 2017 Legal Marketing Association Annual Conference, we look at how to move beyond discreet digital projects (i.e. creating a website, amplifying your message through social and/or fine-tuning your email communications) in favor of a comprehensive multi-year strategy that focuses on continuous improvement, optimization and multi-channel communications. We examine how law firms and other professional services organizations are investing in digital as a core business development and marketing asset.
Specifically, we touch on how to:
1). Break free from the confines of defined project stages (beginning, middle, end), and instead adopt a more fluid approach that allows for continuous, incremental investment
2). Plan strategic short-term actions that will support a long-term vision
3). Collect, analyze and apply data in order to sustain digital momentum
4). Tackle budgeting and assemble strong cross-functional teams to support digital efforts
5). Implement a governance plan to measure and promote progress year after year
Presentation for NISP at Coleraine Enterprise Agency on Digital Marketing for Startups. Introduction on how to use web marketing for customer acquisition.
5 Critical Steps to Account-Based MarketingUberflip
In today's world, sales and marketing professionals are implementing account-based marketing (ABM) strategies to win new business and create lasting relationships.
In this presentation, Marketo's ABM expert Charm Bianchini shares five easy steps to use ABM to drive demand and generate revenue within target accounts.
AI is an interdisciplinary science with multiple approaches. that’s why we can see a lot of answers to the question “What is Artificial Intelligence?” , there is no singular definition of AI that is universally accepted.
At its core, Artificial Intelligence is a constellation of many different technologies that are capable of performing tasks requiring human intelligence. When applied to the usual business tasks, these technologies can learn, act, and perform with human-like levels of intelligence. It is used to simulate human intelligence in machines, saving us a lot of time and money in doing business.
How can I convert my subscribers into customers, turn my customers into great customers, and extend the lifetime value of my customers?
In each of those cases, lifecycle marketing is key. Lifecycle marketing is about triggering marketing communications when you know they will have maximum impact—and also knowing who you shouldn’t focus your efforts on.
If you’re part of an eCommerce company and are interested in building an automated customer acquisition and retention plan, then this presentation is for you. Mike Arsenault, Co-founder and CEO of Rejoiner, covers:
--The basics of lifecycle email marketing for eCommerce
--How to use a simple spreadsheet to identify customers with the highest potential ROI
--How to predict when customers are about to defect from your company
--How to measure the profitability of your triggered email program
--Examples of lifecycle email campaigns that real eCommerce companies are using today
The Beginner's Guide to Conversion Rate OptimizationMWI
If you want your marketing efforts to get reflected in your revenue, take a look at these 12 ways Conversion Rate Optimization can turn traffic into leads and sales.
How to Build Sales & Marketing Alignment with Account-Based MarketingLeadMD
Sales & marketing misalignment: it's a battle as old as time itself. But with the rise of account-based marketing, it's more important than ever to get your teams on the same page.
The good thing about account-based marketing is that it forces marketing and sales to be in sync by virtue of the targeted approach it requires. In this deck, you'll learn how account-based marketing solves for many variables that commonly cause misalignment between sales and marketing teams.
Today, it’s big data, machine learning, and artificial intelligence (AI) that have taken the spotlight as the new tools of highly effective marketing teams. The results are highly personalized, real-time consumer “experiences” that are significantly lower in cost than traditional high-expenditure campaigns.
With these tools, every single interaction a prospect or consumer has with a product, whether through a website, email, or social interaction, is tracked and recorded for future optimization. Machine learning algorithms can collect this data in real time, and immediately personalize experiences unique to each visitor, eliminating the need for static profiles based on outdated or grouped data sets.
With this newfound wealth of data, and efficient processes in place, marketing teams can focus on identifying strategies to effectively use this technology to optimize operations and output. Without a well-planned strategy, machine learning can simply become a cog inside a big machine, and AI can become just another wasted expenditure instead of a highly advanced resource. This is not the time or place to jump into processes without considering goals, so marketers need to take the time to contemplate the ideal outcomes and plan accordingly.
Kate Barrett – Putting the customer at the heart of everything that you do in...Emailing 2020
Since the first email was sent in 1971 by Ray Thomlinson, as marketers our world has changed enormously. From batch and blast to a more personalised, one-to-once experience, what our subscribers want and DEMAND from us is getting more sophisticated. Putting the customer at the heart of everything that you do in all ways, always, is paramount.
How to gain traction in Local Search with Google Places/Maps. 10 strategies to help you get more foot traffic to your business. Also, how to get customer reviews from your happy customers!
Automating your Conversions with Marketing AutomationEffin Amazing
Find Webinar on Deman Here: http://utm.io/ub6Vx
With 6,000+ tools to choose from, marketers are experiencing a "Stackapocalypse." Cut through the nightmare of choice with our ultimate growth marketing stack, proven to work seamlessly together to turn leads into conversions at scale.
In this webinar Effin Amazing CEO, Dan McGaw, will be sharing his ultimate marketing technology stack which has been proven to turn leads into conversions at scale. Whether you’re currently evaluating your stack or just looking to add a new tool to the mix, we think this webinar will be helpful.
In this webinar you’ll learn:
- How to integrate your stack for maximum marketing impact and minimum effort
- Stack use cases including data enrichment, lead scoring, and workflow automation
- The tool stack that drove record-breaking growth for Effin Amazing
eCommerce started life as a straightforward click & buy distribution model but has evolved into a vast array of business models and a blurring between technology, content and customer experience. With marketplaces dominating access to consumers and content and experience as the new currencies how can brands and retailers go beyond simply fulfilling the sale to inspire the consumer and tell their stories? In this session Jasper explored how brands and retailers need to maximise the value of content and in tandem trial new techniques and technologies to win over the customer.
Gabor Koncz – AI in email marketing: email conversion optimization in eCommerceEmailing 2020
Most people still think that AI is just science fiction and have no idea how to use the latest results of AI research and development. The fact is that AI is outperforming humans in more and more activities. In this zero bullshit presentation I will show you the exact steps how to implement AI in your organization and how to outperform your competitors by using latest AI solutions in your marketing.
In partnership with Everstring and Dr. Eric Smith, research psychologist, of First Sight, we've taken over 5 years of Marketing, Sales and Enablement data to develop The 4 Steps to Cloning Your Best Customers and creating data driven buyer personas.
Open any business journal, and inevitably you will see an article about digital transformation. It is a buzzword in today’s marketing, business and strategy world. But how does that apply to professional services firms? During this session, at the 2017 Legal Marketing Association Annual Conference, we look at how to move beyond discreet digital projects (i.e. creating a website, amplifying your message through social and/or fine-tuning your email communications) in favor of a comprehensive multi-year strategy that focuses on continuous improvement, optimization and multi-channel communications. We examine how law firms and other professional services organizations are investing in digital as a core business development and marketing asset.
Specifically, we touch on how to:
1). Break free from the confines of defined project stages (beginning, middle, end), and instead adopt a more fluid approach that allows for continuous, incremental investment
2). Plan strategic short-term actions that will support a long-term vision
3). Collect, analyze and apply data in order to sustain digital momentum
4). Tackle budgeting and assemble strong cross-functional teams to support digital efforts
5). Implement a governance plan to measure and promote progress year after year
Presentation for NISP at Coleraine Enterprise Agency on Digital Marketing for Startups. Introduction on how to use web marketing for customer acquisition.
5 Critical Steps to Account-Based MarketingUberflip
In today's world, sales and marketing professionals are implementing account-based marketing (ABM) strategies to win new business and create lasting relationships.
In this presentation, Marketo's ABM expert Charm Bianchini shares five easy steps to use ABM to drive demand and generate revenue within target accounts.
AI is an interdisciplinary science with multiple approaches. that’s why we can see a lot of answers to the question “What is Artificial Intelligence?” , there is no singular definition of AI that is universally accepted.
At its core, Artificial Intelligence is a constellation of many different technologies that are capable of performing tasks requiring human intelligence. When applied to the usual business tasks, these technologies can learn, act, and perform with human-like levels of intelligence. It is used to simulate human intelligence in machines, saving us a lot of time and money in doing business.
Explore the possibilities and implications of artificial intelligence in sales. Find out how technology can change the sales landscape.
https://www.yatharthmarketing.com/will-ai-replace-salespeople/
Almost every company can benefit from Artificial Intelligence, including sales and marketing. It allows marketers to become more proficient by gathering data and allowing people to personalize it. Know some of the specific benefits by Call Sumo like Score Leads Automatically, Customer Segmentation & Advanced Personalization, A Game-Changer for Sales Representatives, Shorten the Sales Cycle by Automating Lead Qualification and more, that your panel can expect when using AI.
Adverity: The Impact of Artificial Intelligence in MarketingAdverity
Understand what AI in marketing is. Learn how artificial intelligence impacts digital marketing. And find out whether you should feel threatened by machine learning and intelligent artificial intelligence at all.
7 ESSENTIAL TIPS FOR EFFECTIVE LEAD GENERATION.pptxA2digital
: In simple words, Lead Generation/Lead generation marketing is the process of getting people interested in your business and gradually converting them through your pipeline into paying customers. Some people see lead generation as a big email blaster and an intrusive salesperson. However, today these techniques are no longer successful.
🤫 Here's a dirty secret of Enterprise Go-to-Market:
There's a lot of guesswork ⁉️ and opinions ⁉️ involved.
Yes, your dozens of GTM tools provide a ton of data already. 💻
But all that data is about YOUR engagement with the Buyer.
👉🏻 Think views, downloads, touches, activities, sales stages, Rep talk time....
Does any of this data make your products and services more compelling to your Buyer? 🤔
Your Buyer cares about:
✅How well you know THEIR problems
✅Whether your value proposition aligns with THEIR decision criteria
✅Whether your competitive differentiation resonates with what THEY care about
It’s 2022. Your Buyer’s world is changing rapidly. Just like yours. ⏩🚀🛰️
Yet you’re relying on a manual win-loss process to keep up. Talk about too little, too late 😨
What’s scarier? Product, Marketing, Sales are being informed by a handful of cherry-picked deals.😨😨 😨
If you’ve been dreaming about:
💡 Data-driven messaging and positioning
💡 Predictable land and expand
💡 Higher conversion and win rates
Then it's time to unleash Real-time Buyer intelligence from ALL your deals. With 1-click.
We're beyond excited to share this breakthrough with you. You’ll hear from thought leaders, see innovative use cases in action, and walk away with an implementation blueprint to unlock 10-15% revenue growth.
We’d love your thoughts on #KnowThyBuyer in the comments. Follow #Tribyl to join the conversation.
🤫 Here's a dirty secret of Enterprise Go-to-Market:
There's a lot of guesswork ⁉️ and opinions ⁉️ involved.
Yes, your dozens of GTM tools provide a ton of data already. 💻
But all that data is about YOUR engagement with the Buyer.
👉🏻 Think views, downloads, touches, activities, sales stages, Rep talk time....
Does any of this data make your products and services more compelling to your Buyer? 🤔
Your Buyer cares about:
✅How well you know THEIR problems
✅Whether your value propositions align with THEIR decision criteria
✅Whether your competitive differentiation resonates with what THEY care about
It’s 2022. Your Buyer’s world is changing rapidly. Just like yours. ⏩🚀🛰️
Yet you’re relying on a manual win-loss process to keep up. Talk about too little, too late 😨
What’s scarier? Product, Marketing, Sales are being informed by a handful of cherry-picked deals.😨😨 😨
If you’ve been dreaming about:
💡 Data-driven messaging and positioning
💡 Predictable land and expand
💡 Higher conversion and win rates
Then it's time to unleash Real-time Buyer intelligence from ALL your deals. With 1-click.
We're beyond excited to share this breakthrough with you. You’ll hear from thought leaders, see innovative use cases in action, and walk away with an implementation blueprint to unlock 10-15% revenue growth.
We’d love your thoughts on #KnowThyBuyer in the comments. Follow #Tribyl to join the conversation.
A quick guide on what Marketing Automation is, steps to success in launching your campaigns, how to optimise activity and enables sales to help drive revenue.
The Future Of B2B Marketing / By @TheCoolestCoolRoss Simmonds
From RossSimmonds.com - Check it out for great information on B2B Marketing!
Over the last few years, the entire sales and marketing process for B2B and enterprise organizations has shifted. These companies are no longer armed with information that is hidden from the public and sales teams are no longer in the driver seat. Leads and prospects now hold the power as information is more readily available and the increase in competition has resulted in a plentiful supply of choice. Beyond that, technology has completed disrupted the once linear buying process and behaviour of B2B customers and has forced marketers to become more strategic and efficient in their approach. Here are a few trends that I believe are going to redefine marketing in the B2B space over the next few years.
Can you afford to let software append and clean the most crucial B2B informat...BizProspex
Data decay is a big challenge affecting millions of B2B businesses, can you afford to let software append and clean the most crucial part of your sales process - data.
How AI is Shaping the Future of Digital Marketing Landscape.pdfSmartinfologiks
The world has witnessed a paradigm shift regarding technological innovation and artificial intelligence is one among them. Marketers have been benefiting from efficient AI digital marketing strategies.
Embrace improved customer experiences with these technological advancements, thereby, saving both time and money.
With the significant advancements in technology, Artificial Intelligence (AI) is revolutionizing many business aspects. This also includes the rapidly flourishing eCommerce industry. AI is helping businesses achieve more by providing relevant and accurate information to the business owners and marketers. With this emerging new technology of Artificial Intelligence, a lot can be done for eCommerce development.
To know more visit at https://www.thinktanker.io/blog/15-ways-artificial-intelligence-is-helping-ecommerce-marketers.html
Similar to Top 5 ways AI can increase your sales revenue (20)
15 ways artificial intelligence is helping e commerce marketers
Top 5 ways AI can increase your sales revenue
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
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
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.
10.
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
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
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