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Big data technology is incredibly important in many aspects of modern business. The sales profession is one of the areas most affected by data. Companies spent $2.8 billion on marketing analytics in 2020 alone. That figure is growing substantially each year. There are many ways that big data is helping companies improve sales. One of the biggest benefits is that it can help automate many aspects of the sales process.

For the JIT model to work, the quality and supply of raw materials, the production of goods, and the customer demand for them must remain in alignment. If any one of the links in the chain breaks, stalls, or falls out of sync, the impact on the supply chains that crisscross the world can be felt immediately. For companies, unable to deliver on orders in a timely fashion, they risk losing not only efficiency gains but also brand credibility, market share, and revenue. Now, companies are seeking new ways of managing their supply chains that offer greater flexibility and transparency. In the automotive sector, some companies including Nissan and JIT pioneer Toyota are increasing chip inventory levels, while others including Volkswagen and Tesla are trying to secure their own supplies of rare metals.

Imagine a world where you can accelerate the sales pipeline, improve win rates and save time in the process. It sounds like a pipe dream. Artificial intelligence (AI) is making this a reality, upending the traditional sales process and transforming it for the better. There's a lot of fear out there around artificial intelligence – that it will replace the role of salespeople. AI shouldn't be looked at as an army of robots about to steal our sales jobs – it should be viewed as a resource that's going to give salespeople supercharged abilities.

From better forecasting to dynamic risk analysis, artificial intelligence (AI) now plays a key role in modern enterprise sales. As it turns out, science fiction vastly miscalculated the role AI would play in everyday life. Instead of creating an army of lifelike robots who are one bad day away from a Terminator-style uprising, AI has proven its value in many real-world applications that are transforming industries, and enterprise sales operations are no exception. AI eliminates much of the guesswork and manual data analysis that historically went hand-in-hand with enterprise sales while preventing revenue leakage at scale. Teams that incorporate AI into their day-to-day operations will find themselves at a significant advantage. Here are just a few ways AI is changing the game.

If sales were simple, then every seller and every sales organization would be successful. We're seeing a fundamental shift in the way customers want to engage--instead of relying only on direct contact with sellers, customers more frequently use digital channels to get answers to questions and even to make purchasing decisions. The seller is moving from guiding every step of the sales process to being a trusted advisor. To fill this role, sellers must regroup and look for other ways to make a difference to their customers. One way is through understanding the complete 360-degree view of the customer.

Like so many other companies, Robust Intelligence has its regular end of the week rituals. Only that unlike Israeli TV satire "Hightechs" – they don't have happy hours or other treats. "Every Friday we have a military-style inspection -- we clean the toilets, tables and the entire office by ourselves," Yaron Zinger, the start-up's Israeli founder, told Calcalist in his first ever interview during a home visit to Israel. "On weekday mornings, we also do group workouts in which everyone jogs their own distance. And when we have a company event - it is camping. "All 50 of the company's employees are American and they're crazy about all this stuff I bring from my military service." What end does this serve? "Things like group workouts or inspections create a unique interaction among the workers that is not based solely on coding.

Life has been tough for sales people raised on face to face meetings and networking. Yet while some have railed against the lack of personal contact over the past 18 months, digitally empowered individuals have gone from strength to strength, tapping into deep online data and fast video access to prospects to transform the sales process. Digital tools, including AI and cobots, have changed the nature of sales for good. They are supporting sales people by identifying the most likely deals with more accuracy, reducing wasted time and improving conversion. They are defining the most successful approach for each prospect engagement, allowing individuals to move away from a standard, restrictive, sales methodology.

Faced with profitability challenges, a global consumer electronics firm decided to restructure its business with a focus on optimizing costs, sales productivity, and customer satisfaction. To achieve these goals, the company automated customer and product master data, disputes and claims resolution, stock replenishment, and discount management. The firm also deployed automated web-crawler tools to improve competitive intelligence-gathering. With buy-in from leadership, the company was able to reduce the cost of select processes by 15% in only three years. The challenges faced by the consumer electronics firm are common among today's sales organizations.

From automating accounting tasks to using chatbots to address customer queries, AI has been a key player in making businesses easier to run and more available for customers. This helps both you and the customer: it saves the customer from having to scroll through things they don't need or are not interested in; and it helps your business draw more attention to products that you know your customers will buy. What AI does, as mentioned above, is gather all customer data and present them in such a way that it is easier for your sales team to understand your customers better. Getting to know your customers better will help them pitch your products to your customers and actually generate a sale. Introducing AI into your sales process will result in higher revenue from sales and more customers than you started with before AI.