Sales Enablement Enhanced With Artificial Intelligence

As a former sales engineer and product marketer, I've seen both the sales and marketing sides of the sales cycle. Even further back, as one of the people who built early SFA and CRM systems, I've always seen the importance of a closed loop system. The amount of data collected in both sales and marketing has had developers focused on each subject with only a little thought given to a true integration. In recent years, that has slowly begun to change; and artificial intelligence (AI) might be providing the final piece necessary to supply a more robust solution. While there are many places where sales and marketing overlap, the most critical is the lead cycle – how to understand, qualify, and track leads.