According to an Accenture study, 94% of B2B buyers conduct online research at some point in the buying process, and are more educated than ever before. To move forward a sale, today’s digital-ready sales person needs to be prepared, trained, and ready to present that unique, extra valuable information that the prospect hasn’t just picked up online.

Achieving this for a single sales person is tricky enough, but imagine having to do this when you have hundreds or even thousands of sales people engaged daily in these interactions. That kind of streamlined engagement takes considerable resources.

Sales enablement teams have been hired, trained, equipped with the best tools, and whilst they are doing a great job of helping the salesperson to build a relationship with the customer through content and messaging, consistently keeping this process up to date can be a losing battle. AI technologies are more than just asking Siri to order the sales rep an Uber to the next meeting, or checking the flight departure time with Alexa before heading off to the next road trip.

AI is a way to help the everyday performance of sales teams, in a way that simply was not possible before. Machine Learning and AI tools can be used to perform some of the tasks that management teams are doing, but at scale and with adaptability.

By processing content, AI can actually eliminate the use of tagging all together. AI systems not only look at content, but also at what the entire team does – how each person is working, what materials they are using, and how the use of those materials impacts the likelihood of closing a sale. Read more from…

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