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Last updated on 2024年7月8日

Here's how you can incorporate artificial intelligence into your outside sales strategy.

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Artificial Intelligence (AI) is revolutionizing the way sales are conducted, particularly in the field of outside sales where personal interactions and quick decision-making are key. By incorporating AI into your outside sales strategy, you can enhance your efficiency, personalize your customer interactions, and stay ahead of the competition. AI can sift through vast amounts of data to identify trends, predict customer behavior, and optimize your sales approach. As you embrace this technology, you'll find that AI can be a powerful ally in achieving your sales targets and driving business growth.

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Robert K?ll

CEO Cien.ai - Measure what Matters

1 AI Basics

Artificial Intelligence, or AI, refers to the simulation of human intelligence in machines that are programmed to think and learn. In outside sales, AI can be a game-changer by automating routine tasks , analyzing customer data , and providing actionable insights. Imagine having a virtual assistant that not only manages your schedule but also recommends the best routes and times for client visits based on traffic patterns and previous successful interactions. This level of efficiency allows you to focus on building relationships and closing deals, rather than getting bogged down in logistics.

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Robert K?ll

CEO Cien.ai - Measure what Matters
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AI is a means to an end. To help the reps and managers what's actually going on, and start making better actions. If you're a field sales person, you are much more likely to be replaced by an inside salesperson than an AI bot. So if you're in the field, make sure you use AI to be more efficient, by ensuring you visit the highest propensity prospects and clients. Understand the potential of an account, and what level of discounting is likely to win you the deal. You could use AI to analyze your customer contacts to make sure you don't miss an important stakeholder. You're in the field because your presence matters - make it matter even more!

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2 Lead Scoring

Lead scoring is a technique used to rank prospects against a scale that represents the perceived value each lead represents to the organization. AI enhances this process by quickly analyzing large datasets to score and prioritize leads with incredible accuracy. By leveraging AI, you can ensure that your time is spent on the most promising prospects. This not only increases your chances of a sale but also optimizes your route planning to meet with high-potential clients, thereby maximizing your productivity on the road.

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3 Predictive Analytics

Predictive analytics involves using historical data, statistical algorithms, and machine learning techniques to identify the likelihood of future outcomes. In outside sales, AI-driven predictive analytics can forecast which customers are most likely to buy, what products they might be interested in, and when they might be ready to make a purchase. This foresight enables you to tailor your sales pitch to each customer's specific needs and preferences, increasing the likelihood of a successful sale.

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4 Customer Insights

Gathering customer insights is essential for understanding client needs and preferences. AI can analyze customer interactions across various channels to provide a 360-degree view of your clients. This information can help you personalize your approach and offer solutions that truly resonate with each customer. By utilizing AI to process and interpret customer data, you can create more meaningful interactions, foster stronger relationships, and ultimately drive more sales.

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5 Sales Forecasting

Sales forecasting is the process of estimating future sales. AI significantly improves forecasting accuracy by analyzing patterns in historical data and market trends. With more precise forecasts, you can better manage inventory, allocate resources, and set realistic sales goals. This strategic planning is crucial for outside sales professionals who need to know which products to promote and which areas to focus on to meet their targets.

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Robert K?ll

CEO Cien.ai - Measure what Matters
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While today's AI has a lot of knowledge at its disposal it is not smarter than you and won't be any time soon (check out the "ARC test"). That said, AI is much better than you at assigning probabilities to an event that is similar to other events (e.g. a deal). So the old way of building a forecast w/ "commit", "worst case", and "best case" is obsolete. It only works for some firms, due to savvy managers adjusting the values before they get rolled up. The new AI forecasting tools use pipeline propensity models that look at "fit" factors (industry, location), "interest" factors (engagement), and "skills" factors (A, B or C player). This allows you to build an automated forecast that can be back-tested to understand its accuracy.

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6 CRM Integration

Customer Relationship Management (CRM) systems are vital for managing interactions with current and prospective customers. Integrating AI into your CRM can automate data entry, provide sales representatives with real-time insights, and prompt them with the next best action to take with a lead or customer. This seamless integration ensures that your sales strategies are informed by the latest data and analytics, empowering you to make smarter decisions in the field.

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Robert K?ll

CEO Cien.ai - Measure what Matters
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The trope is "if it's not in Salesforce, it did not happen". Well if that's true then a lot of stuff never happened in most sales team... Even the best organizations w/ activity capture tech do not record all the activities reps perform to win a deal. The real problem is not that reps use WhatsApp, texting, etc. It is that you do not know how much data you're missing, and may draw the wrong conclusions. E.g. you have a super conscientious but poorly skilled rep that logs everything, and a super effective rep that has not logged an activity since 2015. If you analyze that data as "as is" you may think that you need to make at least 10 outreaches, when 1 well-targeted is enough.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can incorporate artificial intelligence into your outside sales strategy.

1

2

3

4

5

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1 AI Basics

2 Lead Scoring

3 Predictive Analytics

4 Customer Insights

5 Sales Forecasting

6 CRM Integration

7 Here’s what else to consider

Outside Sales

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Here's how you can incorporate artificial intelligence into your outside sales strategy.

1

2

3

4

5

6

7

1 AI Basics

2 Lead Scoring

3 Predictive Analytics

4 Customer Insights

5 Sales Forecasting

6 CRM Integration

7 Here’s what else to consider

Outside Sales

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