The customer journey is often misunderstood, and the effect on sales can be massive (Hubspot recently revealed that only 24.3% of salespeople exceeded their quota last year). In today’s episode, I explore the impact of AI-powered customer data intelligence on enterprise sales productivity and performance.
In enterprise sales specifically, with its lengthy buy-cycle and maze of decision-makers, timing is everything. To gain a competitive edge, reps should engage with target prospects as soon as the customer journey begins, i.e., when internal key stakeholders realize that change is both inevitable and critical to the bottom line.
Regardless, enterprise sales reps need concrete data insights into their customer’s actual problem, their level of urgency, and the financial case for change in advance of their first prospect engagement—as all subsequent decisions will flow from it. Arming reps with AI-powered customer intelligence is vital to elevating both productivity and performance.
According to Salesforce, teams are twice as likely to prioritize leads based on data analysis of “propensity to buy” rather than on intuition, and high-performing sales teams are 1.5 times more likely to base forecasts on data-driven insights.
The Databook Customer Intelligence Platform combines predictive intent data, real-time insights, and time-saving productivity tools to improve selling performance across the enterprise. Every sales rep that uses Databook, regardless of experience or skill set, can deliver the right pitch, for the right audience, at the right time–building true, sustainable customer value from the first conversation.
Databook’s CEO, Anand Shah, developed an innovative platform that’s utilized today by some of the world’s leading companies that identify which accounts to prioritize, which buying groups have pain/urgency, and offers access to a hyper-personalized point of view for enterprise reps to engage the customer.
We talk about how AI-powered data insights are transforming sales by offering a crucial headstart on the customer journey.
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