Sales professionals must enhance their abilities to absorb, evaluate, and apply data and AI tools, as traditional big data concepts are now pervasive in daily tasks. Instead of becoming prompt engineers or coding experts, salespeople should leverage automated solutions that handle data processing and communication tasks, like drafting emails or making calls. This allows them to focus on understanding buyer needs and assessing their position in the sales process. Effective prioritization should be automated, guiding sellers toward the actions that matter most based on contextual information, ultimately maximizing selling time. As a significant shift in sales practices evolves, there’s a pressing need to optimize workflow that replaces manual organization with efficient systems that empower sales teams to act swiftly and strategically.
Doing sales better is perhaps the most direct route to making more revenue, so it should be a priority for every business. B2B sales is often very complex, with a mix of emails and video calls and prospects interacting with your website and social content. And you often have multiple people making decisions about a purchase. All this generates a massive data—or, more accurately, a mess of data—which very few sales teams manage to harness effectively. How can sales teams can make use of data, software, and AI to clean up this mess, work more effectively, and most of all, crush those quarterly targets?
Ellie Fields is the Chief Product and Engineering Officer at Salesloft leading Product Management, Engineering, and Design. Ellie previously led development teams at Tableau responsible for product strategy and engineering for collaboration and mobile portfolio. Ellie also launched and led Tableau Public.
In the episode Richie and Ellie explore the digital transformation of sales, how sales technology helps buyers and sellers, metrics for sales success, activity vs outcome metrics, predictive forecasting, AI, customizing sales processes, revenue orchestration, how data impacts sales and management, future trends in sales, and much more.
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