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2022 | Book

Explanation: What Is New and Different About AI? Read chapter Read first chapter

AI - The new intelligence in sales

Tools, applications and potentials of Artificial Intelligence

Author: Livia Rainsberger

Publisher: Springer Fachmedien Wiesbaden

Part of: Springer Professional "Wirtschaft+Technik" , Springer Professional "Technik" , Springer Professional "Wirtschaft"

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About this book

This book offers sales managers a quick overview of the possible applications of artificial intelligence in sales and explains basic functionalities. What is behind terms such as Sales Automation, Sales AI Analytics, Sales Enablement, Conversational AI, Lead Intelligence, Dynamic Pricing, Sales Management Intelligence and many more? Where is the concrete potential for sales organizations? And how will AI change the work in sales? The author presents the AI tools available on the market today and their application and describes the advantages and disadvantages as well as the limits and possibilities using clear examples.

Executives in marketing and sales as well as entrepreneurs and managing directors, especially in medium-sized companies, will receive answers to the most important questions and additionally concrete recommendations for action for the implementation in their own companies.

Table of Contents

Frontmatter
1. Explanation: What Is New and Different About AI?
Abstract
The term Artificial Intelligence is overused and most of us misperceive the actual capabilities of AI. Artificial intelligence is not new, but only in recent years has it gained relevance thanks to the recent technological developments that have allowed it to spread and evolve. AI has long been used by the world’s leading companies, who have it to thank for their market leadership, among other things. While Google, Facebook, Amazon & Co benefit from AI technology on a daily basis, it is still a myth in the SME sector and seems to be too far removed from the reality of businesses. Big mistake, because AI can be used today even in the smallest companies and opens up additional or new potential for business there. The fanciful notions we cultivate about AI have nothing to do with the reality of algorithms.
Livia Rainsberger
2. Benefits: What AI Can Do for Sales
Abstract
Artificial intelligence is the perfect answer to many challenges of modern sales. Its numerous advantages can be summarized on several levels: It not only generates new business opportunities and enables a better understanding of customer needs, but also takes over manual tasks and increases the productivity and effectiveness of sales and planning activities. With its diverse analysis options, it generates useful insights from data, makes them available to sales independent of time and location, and even makes concrete recommendations for action to achieve goals. It accesses diverse data in different systems and transforms it into a valuable source of information for sales. In this way, it solves one of the biggest challenges facing sales in digital times: the high volume of data, which is difficult to manage.
Livia Rainsberger
3. Relevance: How AI Supports the Sales Process
Abstract
Artificial intelligence offers a brave new world of opportunities to optimize sales across the entire sales process. There are numerous tools and vendors that can support all processes in sales: from lead generation and qualification, deal management and customer communication to account management and business development.
Livia Rainsberger
4. Practice: AI Tools and Their Application Possibilities
Abstract
In this chapter, the possibilities of artificial intelligence in the sales area are explained in more detail and concretized. For this purpose, the countless AI tools and their application possibilities are summarized in 20 supercategories that are described in detail. You will learn how AI systems can improve the respective sales activities and processes and which concrete application possibilities there are for sales. For each category, examples of tools are given as well as a concrete practical example is described. The chapter is intended to enable you to find concrete possibilities for the use of AI tools for your company. In addition, the goal is for you to get a better idea of the potential that artificial intelligence offers for the sales area, so that you can derive concrete need for action for your sales organization.
Livia Rainsberger
5. Looking to the Future: How AI Will Change the Sales Role
Abstract
Artificial intelligence is both a tangible reality and a vision of the future. It is already fundamentally changing sales processes and activities and requires new skills from sales organizations and sales staff. In the long term, it will eliminate a number of roles in sales and transform the remaining ones. No stone will be left unturned, but that’s a good thing. Because with its possibilities, artificial intelligence opens up new potentials for sales and addresses modern customer needs and expectations in a more targeted way, thus enabling sales to do its job better than ever before and have a lot of fun in the process.
Livia Rainsberger
6. What to Do: Recommendations for Action for Sales Organizations
Abstract
Anyone who wants to implement artificial intelligence in their own sales department must first ensure the right perspective in the context of a strategic approach. Various AI specifics have to be taken into account, regardless of whether it is the development of the AI strategy, the creation of technological and organizational prerequisites for the AI implementation or the criterias of the first AI project. Introducing AI into sales organizations is not a stand-alone project, but an AI journey if you want to take real advantage of the many opportunities AI technology offers. This journey should start thoughtfully and be strategically planned.
Livia Rainsberger
Backmatter
Metadata
Title
AI - The new intelligence in sales
Author
Livia Rainsberger
Copyright Year
2022
Electronic ISBN
978-3-658-38251-3
Print ISBN
978-3-658-38250-6
DOI
https://doi.org/10.1007/978-3-658-38251-3