It is essential for sellers to develop high levels of trust with their customers. According to Salesforce research , 79% of buyers say it is advisor.
Virtual interactions hide mimicry, gestures and facial expressions, and it has become increasingly difficult for the seller to generate and maintain the trust in the customer necessary to achieve objectives.
AI offers a powerful antidote
Using certain tools, it is possible to better capture the changes in the emotional state of the customer . Consider, for example, the Cogito software. Its operation is simple: if a customer reacts too abruptly, the color changes from green to yellow, until it reaches r in situations of uncontroll tension. Cogito evaluates several key aspects of a given conversation, including energy, interruption, empathy, participation, tone and pace, allowing salespeople to proactively manage calls.
When all this data is integrat with CRMs, the benefits are far-reaching.
Data integrity
According to research by Dun & Bradstreet, 91% of data enter into CRM systems is incomplete, 18% is duplicat, and 70% becomes whatsapp data irretrievably obsolete after just one year . 8 out of 10 companies believe that these errors and omissions have a significant negative impact on their sales pipelines and company reputation.
Analysis of the emotional spectrum of customers
The effectiveness of artificial intelligence is directly proportional to the accuracy of the data it manages . At the same time, it can be an integral part of data cleansing, detecting irregularities, anomalies, duplicates and other errors that by lists compromise the data contain in CRMs. By integrating information with kibertəhlükəsizlik nədir və niyə vacibdir? third-party databases, artificial intelligence can also interpolate missing information and update it in real time (for example, changes in contacts).
This way, salespeople will more willingly embrace CRMs.
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4. Prictive Lead Scoring
AI is equipping salespeople to enhance their prictive lead scoring capabilities with analytics and algorithms. 74% of businesses say converting leads into customers is their top priority. It’s no wonder 96% of visitors who land on a company’s website aren’t ready to buy.
Sales professionals have traditionally reli on manual lead scoring bas on a set of “if this, then that” rules. This approach is outdat and completely ineffective.
AI is key to motivating sales organizations to move from rules-bas lead scoring to prictive scoring. AI can analyze millions of historical data points and information in real time, including demographics, geography, web activity and behavior information, to determine customer readiness and intent to purchase.
When integrat with CRM systems, AI can analyze won and lost deals, revealing trends that can help prictive methods calculate lead scoring.
Whenever a new, more accurate model is identifi, it becomes the default.
5. Customer Relations
CRMs have traditionally been data repositories. When AI informs CRM systems, they take on a new role, becoming trust advisors in a variety of ways. Bas on the information hous in a CRM system, AI has the ability to generate target recommendations for salespeople . The most effective CRMs will also provide the “why,” informing the salesperson about the rationale behind certain targeting choices.
Salespeople cannot survive without customer trust. AI promises to equip salespeople with new tools and a brand new reputation. With target and prescriptive guidance, AI enables them to become true thinking leaders, providing effective treatments for life-threatening business problems.
