The Virtual Sales Advisor Machine Part 2
Imagine a set of interactions between a customer named Pam and a sales professional named Sam. After cordial, virtual introductions, Pam asks about the solutions available from Sam’s company. Sam quickly relates a customer success story that is applicable to Pam’s business. Then, Sam redirects the discussion toward discovering the business issues Pam needs to address. Sam and Pam jointly complete a survey that works through a set of questions and statements to document the current state of Pam’s company’s business and articulate the primary business issues to be addressed.
After further discovery discussions, Sam’s team formulates a solution that will address Pam’s business issues with a focus on generating significant business value.
Pam then issues a list of requirements that will be sent to multiple suppliers. Sam works through the requirements list, highlighting the areas where Sam’s solution has extensive competitive differentiators and describes where each capability will deliver unique business value to Pam’s company.
Sam then uses the resources and data available in their CRM to build a proposal. The proposal includes a selection of related video customer testimonials that serve as excellent success stories.
After several interactions, Pam’s team selects the solution from Sam’s team, negotiations are completed, contracts are signed, and purchase orders are issued. Sam’s team celebrates with Pam’s team on their mutual success.
This scenario presents typical interactions between a seller and a customer for the steps involved in advancing through a sales cycle. But there is something unique and unexpected about the sales professional in this case:
Sam is NOT a human sales professional—SAM is a
Virtual Sales Advisor Machine (SAM).
I’m DJ Sebastian, and we’ll continue the discussion on the Virtual Sales Advisor Machine in the next briefing.