Case When deciding to pursue a sales opportunity sales executives typically try to estimate the size of the deal, the likelihood to win and the effort required to win. Small deals with a lot of effort to win will most likely not be pursued. For some organizations these long tail opportunities could mean significant additional revenue. What if the effort required to win could be reduced using AI technology?
Solution For a client analysis of the sales process demonstrated most effort was required to identify the opportunity and to select the right portfolio item to offer. One track focused on using data, data analytics and AI technologies to be able to identify and the other track used the same approach to select the right portfolio item. To make life easy for the sales executive the results are automatically added to his sales opportunity system.
Impact This will differ per client and industry. Results achieved at a large B2B manufacturing company demonstrated an increase in revenue of 10%.