Council Post: How AI Is Transforming The Future Of Sales

B2B buyers today expect a customized and seamless buying experience backed by value-added insights from the seller. A recent study shows that 89% of business buyers rank the experience provided by a company at the same level as its products and services, and 82% are ready to pay more for a great experience. Given this reality, artificial intelligence (AI) and machine learning (ML) have the potential to transform sales forever, as they offer organizations the power to build strategic, adaptive sales processes that can be tailored to enrich each customer's buying experience. As a McKinsey research shows, companies that have pioneered the use of AI in sales have seen benefits, including an increase in leads and appointments of more than 50%, cost reductions of 40% to 60% and call time reductions of 60% to 70%. Prospecting is one of the most challenging parts of the sales process.