The Virtual Sales Advisor Machine 3

 

We continue the discussion on SAM the Virtual Sales Advisor Machine. 

 

SAM has Cognitive Comprehension

SAM is trained on sales policies, process steps, and pricing rules. SAM understands solution features, functions, and preferences as well as an introductory set of customer needs based on the profile and success of similar customers. 

HOW: SAM will reference solution briefs along with complete profiles of prospective and current customers. Data Analytics will be applied to these profiles to: 

– Guide each customer interaction to determine the best targets and realize the best outcome. 

– Forecast the potential fit for the sales team’s solutions with each customer. 

– Calculate the propensity of a customer to buy specific solutions. 

 

SAM has Reasoning Ability

SAM can reason like a human sales professional by determining what information is needed then asking the customer probing questions. SAM also knows the answers to most of the questions customers will ask and articulates those answers in responses to customers. SAM can also determine when it is time to engage with a human sales professional to handle a problematic or more complex issue.  

 

SAM learns from prior experiences and becomes smarter with each customer interaction. 

HOW: SAM will analyze the result of every customer interaction to determine what knowledge can be gained from the interaction and how the lesson can contribute to improving the effectiveness of future interactions. 

 

SAM has Advisory Functionality to make recommendations about the best possible action for every situation. 

HOW: Using Data Analytics, SAM will evaluate every potential action to determine the best possible recommendation. 

In other words, recommending the best possible actions to achieve the best result when taking into consideration all resources, options, and constraints.

 

I’m DJ Sebastian, and we’ll continue the discussion on the Virtual Sales Advisor Machine in the next briefing. 

 

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