Artificial Intelligence is undoubtedly one of the great technological revolutions of recent times. The application of AI systems to commercial actions is a growing trend that is being applied in large companies in different sectors.
Within Artificial Intelligence, machine learning stands out , a field within AI that allows machines to learn by themselves.
It is a common misconception that AI is meant to replicate the human brain. Rather, it is about systems that are capable of going beyond the human brain; they interpret large amounts of data and solve problems by applying logical reasoning and learning from it.
In this way, machine learning can help companies automate decision-making quickly and reliably.
Multi-experience sale
The current state of the sales world can greatly benefit from Artificial Intelligence.
Today, touchpoints and customer interactions are increasing exponentially. Sales are now multi-experience.
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The customer comes into contact with the company through several channels at the same time: sales visits, catalogues, social networks, PLV, different devices…
In this new context, traditional sales models are ecuador whatsapp data becoming obsolete. However, most companies are not prepared for the level of hyperautomation that these interactions require.
How can we adapt to the future of sales?
These are the 3 main keys that Pere Tura (CEO of Catalog Player) presented in the presentation he gave at the recent Social Selling Day 2021 :
Encouraging “ engagement ” with a customer who is everywhere. To do this, sales teams must evolve towards customer-oriented systems, rather than product-oriented ones, that meet their purchasing needs.
Provide your sales team with the knowledge and training needed to adapt to digital channels and a constantly evolving environment.
Last but not least, invest in AI technology . In this changing reality, AI is our best ally, as it allows us to hyper-automate sales tasks effectively.
The future is AI, why?
As we have seen, the profile of the buyer has changed. They move around a large number of environments (multi-experience) and it has been calculated that they spend only about 20% of their purchasing time interacting directly with the seller.
In this context, both sellers and buyers have at their disposal vast amounts of information, which without the appropriate systems is dispersed and often wasted by companies. In addition, for the customer, not knowing which information is “trustworthy” can be a source of stress that harms the purchasing experience.
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To solve this problem, it is essential to invest in Artificial Intelligence technology. While the traditional sales model has no predictability, AI allows for the design of predictive models.
By collecting information during commercial interactions and using machine learning, it is possible to predict customer behavior and preferences to create a personalized experience that will be better for both the seller and the buyer.
The transition to AI models
The shift to a fully automated sales model is a long road and AI technologies have many years ahead of them to continue advancing.
To adapt to this new reality, it is interesting to take advantage of the information management systems that many companies already have. To do this, the best solution is to invest in Sales Enablement , especially in a platform that allows integrating existing systems and optimizing them through Artificial Intelligence.