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In An Increasingly VUCA World, AI & Big Data Assisted Selling Is Crucial For Businesses Across Sectors

Pandemic’s full implications are yet to be seen but its dire effects on the economy and buying patterns are quite visible.

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Pandemic’s full implications are yet to be seen but its dire effects on the economy and buying patterns are quite visible. On top, due to multiple geo-political factors, the economy is in constant flux and the business environment is experiencing changes with greater velocity. This simply means that sales for businesses across sectors will continue to be unpredictable linked to larger forces at play with only the internal part entirely in their control. Sales enablement which is all about aiding sales reps in engaging with their customers efficiently to sell better and more, is even more crucial now than ever before. And that is where AI and big-data driven assisted selling comes in helping businesses improve their sales. For example, AI and big data can together help record, store, and analyse trends to uncover skill gaps, changing trends, and training opportunities to enable sellers to engage their customers effectively and thus improve sales. An AI-powered agent assist platform can help automate not just quality assessment, it can also score daily call performance, map changing buying behaviour, winning trends and training opportunities on all customer-facing platforms to assist agents in better selling or in deeper customer engagement

Says, Durgesh Choudhary, Co-founder & Chief Product Office, Convin, an AI-powered platform empowered by big data for sales enablement, “We believe assisted selling is more relevant today than ever and is key for businesses looking to attain better conversions & more engaged customers. Big data and AI optimally combined in one platform is here to truly transform the entire model of sales enablement.”

Sales enablement is all about creating an effective sales campaign with the help of sales software and technology. The campaigns can be executed through several different mediums like email, phone, or WhatsApp. Big data allows you to use a wide spectrum of tools and technology to manage your sales enablement. AI on the other hand help automate many aspects of the sales process. It can help marketing team create enabling ABM content based on customers’ interests by analysing sales calls for conversation intelligence and also 100 per cent target priority sales leads. Tools like Conversation Intelligence can simultaneously analyse the conversation through a powerful proactive alert mechanism, red alert mechanism and sentiment analysis to track and alert for unsolicited negative conversations, like screaming, abuse, etc., and to even uncover deal winning and losing patterns. Thus any sales enablement platform that uses big data and AI can help create highly targeted and effective campaigns that can easily be tracked and measured. Besides ensuring the sales process is automated, streamlined, effective and easily manageable. Such platforms also help businesses make better use of sales force resources by automating the sales process like call recording, call monitoring, agent assist cue cards, sales training, and call auditing.

Well, one may not be able to predict the future “like a psychic,” but can definitely leverage AI and big data to help predict what future sales funnels look like. By incorporating and applying insights from past interactions in the deal funnel to the present, businesses can make more informed decisions about the future and improve the closure rate by 25 per cent, which is again crucial in this turbulent economy. Not to mention the deeper customer engagement which results in happier customers. Who said one cannot have the cake and eat it too?

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