Four Ways Sales Teams Could Get More Value Out of AI

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Fri, Mar 01, 2019

Arun Shastri co-wrote this blog post with Andris A. Zoltners, PK Sinha and Sally E. Lorimer. 

There is tremendous buzz about artificial intelligence (AI) and its power to transform business. Sales is no exception. AI is associated mostly with online selling at companies such as Amazon and Netflix. Lately articles have reported sky-high ROI from AI designed to boost field and inside sales force performance. From all the success stories, one might conclude that most sales forces are well on their way to realizing value from AI, and that the going is easy.


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Sales Data Only Matters If It Helps You Take Action

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Oct 27, 2014


In sales, as everywhere else in business, there is a buzz about big data and analytics. Vendors hype tools and mobile applications to help sales forces make sense of it all, while touting case studies that generated impressive improvements in sales force effectiveness.



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