Business Intelligence Feed

White Paper: Significant Findings on Lead Follow-Up from Conversica

Slma-recommended-187Title:  2017 Sales Effectiveness Report: Lead Follow-Up

Published by/Authors:  Conversica

Gated: Yes

Download Link    Download or read it online

Highlights:  This is the third year for this study.  Conversica commissioned an independent research firm to secret-shop 866 companies and evaluate their response using four key elements:

Continue reading "White Paper: Significant Findings on Lead Follow-Up from Conversica" »


Paul Teshima of Nudge on AI and Marketing Headcount

Listen while you work

This is part of a series of interviews with industry leaders about artificial intelligence’s impact on the marketing and sales departments current and future head count.


We interview Paul Teshima, a former Eloqua executive and CEO of Nudge.ai. The executives interviewed so far seem to believe that AI will create jobs while also changing the job description of those in both sales and marketing. Paul may have a different opinion. The host is Jim Obermayer

Continue reading "Paul Teshima of Nudge on AI and Marketing Headcount" »


How AI will Change Marketing's Headcount - Matt Heinz

IStock-803994860

Listen  and learn

While you Work

 

This is the 5th in a series of interviews with industry leaders about artificial intelligence’s impact on the marketing departments headcount. 

Our questions for Matt Heinz, founder of Heinz Marketing explore the uses of AI and the impact it has to create or eliminate jobs and job functions in marketing.  The host is Jim Obermayer

Continue reading "How AI will Change Marketing's Headcount - Matt Heinz" »


It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change![i]

IStock-539953610No doubt there is sensational change coming in a tsunami-like fashion to sales and marketing departments in both B2B and B2C companies.  These marketing and sales environments are especially under pressure because as technology gallops ahead, the companies that adapt to change will survive, while those that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.  And the driver of this change is Business Intelligence (BI).

Why it’s important

 “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”

James Obermayer

Yes, fears of change have been expressed before, but none are as urgently as those occurring in today’s marketplaces.   The

Continue reading "It is not the strongest nor the most intelligent company that survives, but the one most adaptable to change![i]" »


Discussing the Usefulness of BI Applications for Salespeople: John Golden on CRM Radio

 Are BI Apps Confusing or Improving CRM and Sales Revenue?

Business intelligence applications are growing, but are they worth the effort?   We agree that more intelligence is better and the range of options of BI for CRM system is exploding (along with cost) when added to the CRM system as another app.  Is it worth it?  CRM expert and author John Golden, who is the CSO at Pipeliner CRM discusses business intelligence applications and how it is changing CRM. The host is Jim Obermayer.

Continue reading "Discussing the Usefulness of BI Applications for Salespeople: John Golden on CRM Radio" »


Can Artificial Intelligence, Applied to Lead Management Find Hot Leads?

 In this replay of a live program broadcast last week, CEO Alex Terry and CMO Carl Landers of Conversica drill into how artificial intelligence is being used to generate sales.   AI is said to be different from autoresponders in that the system interprets intention and sentiment, avoids lost leads, and helps to surface those that intend to buy.  In the interview with host Jim Obermayer, Alex and Carl make good on the promise that AI is the future for intelligent proactive lead generation.  Highpoints:

  • An artificial intelligence  system has a persona that works the lead
  • The persona acts as a sales assistant.
  • Sales at-bat conversations jump 80-90%
  • The AI system crafts messages based on data from thousands of data points.
  • The AI system decides what leads will be most likely to close.
  • Dramatic increases in sales are often the result as the salesperson only spends valuable time on the hottest leads. 

 

 

Alex Terry, Chief Executive Officer

Alex is an accomplished general manager and leader with over 20 years of management experience

Continue reading "Can Artificial Intelligence, Applied to Lead Management Find Hot Leads? " »