Intelligent SME.tech Issue 20 - Page 26

// PREDICTIVE INTELLIGENCE //

THROUGH
ARTIFICIAL INTELLIGENCE , THE SOFTWARE CAN RECOGNISE
PATTERNS WITHIN CALLS
AND DETERMINE
WHAT FACTORS ARE INFLUENCING
DEALS AND DRIVING
OUTCOMES . software . Beyond this price , this also requires representatives to learn how to use more platforms with different features , which can significantly cut into productivity . While it may seem the best option to purchase the lowest cost CRM , opting instead for a robust system will ultimately lead to cost savings in the form of productivity and ancillary features .
Conversation intelligence
A conversation intelligence tool – like Chorus – can provide a tremendous boost for sales teams of all sizes . Conversation intelligence tools record sales conversations to allow sales representatives and managers to listen back and improve selling techniques through conversation analysis .
This software is particularly effective from a training perspective , allowing reps to learn quickly from their mistakes . The system even allows representatives to build folders of certain types of calls and use that material for onboarding and training . This is particularly valuable for SMEs wanting to advance their sales training schemes to create a repeatable sales process .
Beyond the tactical benefits that conversational intelligence software provides , it is also a powerful strategic tool by providing sales leaders with a higher degree of visibility and analytics .
Through Artificial Intelligence , the software can recognise patterns within calls and determine what factors are influencing deals and driving outcomes . The sales manager can analyse these patterns to make strategic shifts , such as pivoting targeting , messaging or adjusting sales funnels .
Sales engagement
The average B2B buyer engages after eight attempts , while the average B2B seller gives up after six . A good cadence often consists of as many as 12 steps and an automation tool will be key to any organisation looking
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Intelligent SME . tech