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In today’s fast-paced business world, the art of PreSales is becoming increasingly sophisticated as AI has taken the centre stage for decision making in various scenarios. Buyers are already on the bandwagon. But what about sellers?
Imagine having a crystal ball that not only predicts which leads are most likely to buy but also tells you why and how to engage them effectively. This isn’t fantasy; it’s can become a reality when we integrate AI with PreSales.
I’m trying to outline few uses cases for AI for PreSales Qualification. This can happen when there is a deeply integrated environment where every user interaction gets tracked and analysed. The integrated environment can have systems like CRM, CDP, Analytics etc.
1. Automated Data Analysis
AI algorithms can quickly sift through large datasets to identify patterns and signals that indicate a lead’s potential to buy. This includes analysing past interactions, engagement levels, demographic information, and more, enabling sales teams to focus on leads with the highest conversion potential.
2. Predictive Scoring
One of the most powerful applications of AI in lead qualification is predictive scoring. By assessing historical sales data and the attributes of successful conversions, AI models can assign scores to new leads based on their likelihood to convert. This helps sales teams prioritise their efforts more effectively.
3. Intent Recognition
Through natural language processing (NLP) and machine learning, AI can analyse leads’ interactions with a company’s digital assets (like emails, chatbots, website visits) to gauge their buying intent. Recognising patterns in the questions asked, content consumed, and engagement times helps qualify leads more accurately.
4. Enrichment of Lead Data
AI can augment the information collected about leads by pulling in data from external sources and synthesising it with existing data. This enriched lead profile provides a more complete view of the prospect, aiding in better qualification and personalised engagement strategies.
You may be thinking that you are already be doing all of these. Right?
Yeah. These are routine tasks. But when we add an intelligent layer to current systems and processes, it can bring wonders. A decade before, people thought content personalisation at its best can personalise an email. But where are now? We are living in a world where dynamic hyper personalisation happens. Similarly, PreSales can be evolved, what we see fictional now can become a reality in next few years.
The core idea here is to embrace new technology and start implementing it in bits and pieces.
