This book provides a concise overview of the potential uses of artificial intelligence in sales: AI can find potential prospects, generate leads, identify customer needs, calculate buying probabilities - and much more. But what is behind terms like Sales Automation, Sales AI Analytics, Sales Enablement, Conversational AI, Lead Intelligence, Dynamic Pricing or Sales Management Intelligence? Where is the potential for sales organizations? And how will AI change sales?

The author presents different AI applications and describes their possibilities as well as limitations, so that it becomes clear how AI can support sales without making humans superfluous. Executives in marketing and sales, especially in medium-sized companies, will receive answers to the most important questions and additionally concrete recommendations for the implementation of AI in their own companies.

Content overview · Artificial intelligence (AI) in sales context

· Advantagesand benefits of AI in sales

· How AI supports the sales process

· AI tools and their possible applications

· How AI is changing sales

The author

Livia Rainsberger is focusing in her consulting work on the optimization and digitalization of sales organizations. With the WISSENCE SALES INDEX, she supports companies in successfully mastering the digital transformation in sales.

This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.

Autorentext

Lic. Livia Rainsberger is the managing director of the consulting firm WISSENCE. The focus of her work is the optimization and digitalization of sales organizations. With the WISSENCE SALES INDEX © concept she created, she supports companies in successfully mastering the digital transformation in sales. Her expertise is based on 25 years of relevant experience in sales and marketing on a national and international level in B2B and B2C.