5 Ways Artificial Intelligence is Revolutionizing CRMs

If your message is not relevant to your customers, or they are not present on the channel you often use, then you will not be able to convert them.

How will you understand the channels or the experiences that seem relevant to the user?

Artificial Intelligence seems to be helping sales and the marketing team in ensuring personalized messages are being sent to the customers, which helps gain conversions.

A good 8 in 10 people believe that the dirty data disrupts the sales pipeline. If you really want your sales team to make profits using AI technology, then you ought to ensure the data is valid and clean. 

How artificial intelligence technology aims to improve the life of a salesperson? For one, it will offer intelligent interactions that can improve the salesperson’s knowledge about the customer. Second, it will help create a smart sales team that understands the customers, knows what they prefer, how they interact and where they engage the most, before approaching them.

In short, the news sales dynamics are completely based on insights that are gathered in real-time through customer interactions and market trends. 

Artificial Intelligence is definitely redefining customer interactions with the sales team, and here’s how it is happening right now.

Personalization has become the norm

As we have already mentioned, relevance is the key to getting more sales for your business. however, being relevant does not come easily. You need to create strategies that help personalize the whole campaign for them.

With AI, you can respond to the customers in real-time, thus redefining the customer dynamics, and repositioning the customer relationship management.

For instance, you can segment people who have already bought products from you in a separate list from those who are still browsing your site and engaging with you. this will help you send out messages to the two segmented groups, and make sure they connect with you. You will treat potential customers differently from the actual customers, thus increasing conversions for your business. you will be able to focus your energies in a better way.

Amazon sends an email “Customers also bought this” to the customers who have already converted. On the other hand, the customers who are yet to convert receive a product guide or a recommendation guide from them. in case you have items in your cart, and have just abandoned them, then you will receive a message stating your cart is waiting for you.

These kinds of personalized messages are revolutionizing customer interactions.

Lead scoring gains a predictive boost

For the salesperson, converting their leads into customers is the first job. They need to identify qualified leads and then convert them, slowly, by nurturing them. 

Earlier, lead nurturing meant spending all the time and energy into trying to convert all the leads. However, AI has led to a shift in this theory. You no longer need to spend all the time into converting a particular lead. You can identify, from the data available, which leads have the potential of converting. 

Once you have a number of the leads that might convert, you can spend all your energies into converting them.

artificial intelligence

Customer readiness score is based on their past purchases, the amount they have spent on particular products, the geographic and browsing data, and other real-time and historical data. 

If a customer is planning to buy a shoe, and all the browsing and historical data suggest they are interested in a particular price range and brand, then you know they are ready to complete the purchase.

You need to time your message accordingly, and offer them a discount they will readily grab. Once they are ready and have received a message, you will see them convert.

Sales Forecasting Becomes Insightful

Your decision to pursue a lead and close the sales call depends entirely on the different factors that include the current trends and the geographical as well as other patterns for the lead.

In the past, the sales forecasting was done entirely on the sales trends, assuming it would remain forever. Demographics and geographic trends were taken into account along with the CRM data, which was not cross verified by the sales personnel.

AI has made the sales forecasting stronger than it was earlier. They offer a better analysis of all the data available including the CRM, demographic, social and geographic patterns. They analyze the trends and offer insights into how long the trend will be valid and what are the parameters to observe in case you are taking the trend into consideration.

These actionable insights help the salesperson take immediate decisions about the potential lead, and verify if they have to close the case or not.

If a particular lead has been spending a lot of time browsing through products, and they have enquired about the same too, then they are unquestionably a potential lead. However, that is not reason enough to pursue them.

If you find that their social messages, as well as their in-store activities, suggest they are on the verge of buying, and a slight nudge might convert them, then you might need to give that nudge. Salespeople need to concentrate on this data to make the next decision. 

Better Sales Support

People tend to have questions about the product before they aim to convert into customers. It is not possible for your sales team to be present at all times to extend the level of support.

If you don’t have a support team that can handle all the calls, then you are not able to convert some of the potential leads, thus losing out on the conversions. 

AI offers the support of virtual assistants, which help initiate the conversations. In case there is a need for the sales rep to be present during the conversation, the assistant would then forward the case to the sales rep. these assistants can handle more conversations at a single time than the normal sales rep.

 Analyze the Sales Call

A sales representative gets a number of calls stating inquiries on a regular day. However, not all calls are made with the purpose of getting a sales conversion. 

You will not be able to analyze all the calls and understand which ones are sales-worthy. That’s why you need to invest in AI which will not just transcribe the calls to collect the data, but also analyze these calls to tell you which call is worth investing. 

Accordingly, your sales team can take the call of pursuing the leads, investing money into them, and finally enabling profits for your business. 

Summing up

The primary focus of CRM is to improve the customer relationship, which is qualified through understanding the customer’s needs and also understanding the motivation for them to complete the purchase.

AI helps the sales rep at every stage, not only in understanding the customers’ preferences but also in ensuring personalized messages are sent to them. the relationship also depends on understanding why the customer made a call and extending the support to them. 

With AI, you not only have the data in hand, but also deep learning methods introduced into the systems, that will help analyze and help you with effective decision making.

You also ensure there is no duplication of data, thus perusal and conversion become possible. 

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