Being a salesperson means you must understand the type of people you are selling to. You should also bear in mind that every segment that you target is unique. Catering to their expectations involves an acute understanding of their generational mindsets. Irrespective of the industry, with every generation – the customer’s mentality evolves. Their awareness levels, their purchasing intents, and their service expectations go through a sea of changes.
There’s a dirty little secret in customer relationship management (CRM) that nobody wants to talk about. Sure, CRM systems are great in theory for improving forecast accuracy, speeding deal cycles, and reducing selling costs. But the dirty little secret of CRM is, outside of call centers, sales reps are not using the systems. There are many reasons why this is the case.
If you have not glanced at an article about closing a sale in the digital age, over the past 24 hours – pat yourself on the back. You may have discovered the end of the Internet rainbow; swam past the Bermuda triangle of reminders on everything is connected, digitally.
The demark between AI and ML is simple – AI uses deep learning where for example a neural network could auto-determine new features for classification for example. Artificial Intelligence is the broader concept of machines being able to carry out tasks in a way that we would consider “smart” and Machine Learning is a current application of techniques based around the idea that we should really just be able to give machines access to data and let them “learn” for themselves.
The Introduction of devices like Amazon’s Alexa has revolutionized voice based interaction. By enabling different skills, the users are able to order items from an online store, check game scores, get updates on the weather, set reminders and access ones appointments and so on and so forth… With far field voice recognition, you are able to interact with the device without sitting directly in-front of it.
Sales solutions are bought to help with selling, collaborate with the team, track progress, forecasting and management reporting. The decisions to buy the solutions are done jointly by the sales representative, sales management and the sales operations. During the implementation, the sales operations and sales management tries to introduce many rules in the system to help with operational control and management exception reporting. At the end of the implementation the system has become complicated.