A.I. for Sales Framework by Sales Engineers

It is clear that Artificial Intelligence (A.I.) has become a popular buzzword within a wide variety of contexts and industries. With regards to Sales, though, only a handful of companies have begun to scratch the surface of AI's true power. Most companies are still wondering how AI can be utilized in Sales and Marketing.

A.I. for Sales Framework by Sales Engineers

We have developed our A.I. for Sales Framework as a reference for Organizations and Individuals that are looking for a starting point. The Framework contains:

  1. Success Stories: Story of an organization that has successfully used the described technology to generate value
  2. Vendor Claims: Software vendor that claims to have a solution through a specific technology and/or functionality
  3. Use Cases: Tangible description of a business problem to which AI can assist in developing a solution

and classifies each of them towards the three main Roles that A.I. can take within Sales:

  1. The Role of Sales Assistant: by automating repetitive Tasks
  2. The Role of Sales Coach: for faster and better-informed actions or decision, and recommendations
  3. The Role of Sales Expert: for predictions and deeper insights that go beyond what a 'human' could discover from the available data

Sales Assistant

Sales Coach 

Sales Expert
The Customer (Sales) Journey Use Cases: Automating answers to the most common customer questions
Customer Insights Use Cases: Identify building locations, buying teams and even specific individuals that are likely buyers

 Use Cases: Persona Development; Bridge communication gaps between teams and get the right alerts and at the right time
Sales Planning, Target Setting, Budgeting Use Cases: Network that trains itself on live data and tunes itself automatically multiple times a day

 Use Cases: Market Intelligence

 Use Cases: Recommendations on rolling sales plan
Sales Management
(Key) Account Management Use Cases: Prioritization of customers, automated logging of interactions, sentiment analysis on interactions

 Use Cases: Identify up & cross sell opportunities: identify who is most likely to buy more and when
Lead Generation and Nurturing Use Cases: Automated prospecting and outreach; Sales assistant that contact, qualifies, follow up with leads up to the point that they need ‘human interaction’

 Use Cases: Speed up and prioritize lead engagement
Lead Management Use Cases: Lead qualification by chatbots; Identifying entry points to DMU Use Cases: Lead Scoring; Distinguishing target audiences
Opportunity Management Use Cases: Insights to advance opportunities

 Use Cases: Prioritization of opportunities; Next best action on opportunities

  • Vendor Claims: Xant
  • Customer Success Stories: Groupon
Costing, Pricing, Quoting Use Cases: Price Optimization
Margin Management Use Cases: Pricing Scan to highlight pricing opportunities
Contract Management Use Cases: Catch problems in the Sales process before they spiral out of control
Forecasting Use Cases: Predict run rate business, Push alerts for contract renewals

 Sales forecast
Coaching and Training Use Cases: Customized learning journeys; Identifying coaching needs