When it comes to sales intelligence, the more data the better. With as much as 95% of today’s massive volumes of data created only in the last year, sales teams should have all the tools available to them to personalize selling – right?
Not necessarily. For sales leaders, the problem – and the opportunity – with having lots of data is structuring it to answer three questions fundamental to selling: Who do we target? How do we reach them? What do we offer them?
WisdomTree had that same problem. As the seventh largest exchange-traded funds (ETF) sponsor in the U.S., WisdomTree needed to invest in technology that could help drive continued growth, while empowering sales to identify high propensity offers for optimal prospects. Working with Bluewolf, an IBM-owned company, they created an industry-first, augmented selling and decision support system powered by IBM Watson.
Bluewolf helped WisdomTree integrate their Salesforce and marketing data with Watson’s Personality Insights service to provide insights into investors’ personality attributes and attitudes toward working with WisdomTree. The results inform the next best action for WisdomTree’s distribution team to initiate with prospects and customers.
Artificial intelligence (AI) is upsetting sales norms … and increasing win rates
Wisdom Tree’s decision to invest in AI for sales reflects the imperative sales organizations across industries face. According to Forrester, “[b]usiness and technology decision makers agree: Marketing and sales are the top business functions driving investment in and adoption of AI systems.” Why is sales particularly suited for AI solutions, especially given fears that AI could replace many functions of sellers?
Sales today is getting harder. Customers often do their own research and make decisions without even talking to a rep. For sellers, to articulate their unique value propositions, respond to impressions customers may have already formed and make a difference with an empowered prospect is a demanding ask. Given sales leaders already expect their reps to build relationships within accounts, develop knowledge about their customer’s business and industry, and master an increasingly complex product and solution set, it’s clear that no single rep can possess all the knowledge required of them. Add that expectation onto new hires, who are often recruited in droves to meet aggressive growth targets, the ability to get the right information to sellers in a timely manner is critical to meeting targets.
Without AI, there’s no sure-fire way for sellers to know what they don’t know. Technologies like Watson and Salesforce Einstein have the advantage to analyze enormous quantities of data and synthesize results across multiple systems into tangible, actionable patterns.
Today’s most effective way of quickly and accurately figuring out who to target, how to reach them and what to offer, all seem to have one thing in common: augmented intelligence (AI).
Partnership and collaboration
That’s why Bluewolf, an IBM Company, offers unique, sales-specific AI solutions that help businesses add Watson capabilities to Salesforce’s Einstein AI tool. Bluewolf’s AI Now™ for Sales Cloud helps shorten sales cycles and personalize offers, offering proactive customer retention, automated B2B lead acceleration and sales analytics to help sales leaders analyze pipeline trends and sales activity with greater speed, accuracy and relevance.
What are you waiting for?
Whatever sales challenges your organization is facing – knowing who, how and what, rapidly scaling sales expertise or helping sellers deepen relationships to drive greater customer loyalty – adding Watson AI to your Salesforce system, with Bluewolf, is now easier than ever.
Take advantage of over seventeen years of experience implementing Salesforce, with Bluewolf, an IBM Company that helps clients rapidly deploy the combined IBM Watson and Salesforce Einstein capabilities. Select from their current portfolio of multiple Salesforce and Watson projects or a new industry-specific accelerator for use in your enterprise.
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