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Record Nr. |
UNINA9910595030003321 |
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Autore |
Rainsberger Livia |
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Titolo |
AI - the new intelligence in sales : tools, applications and potentials of Artificial Intelligence / / Livia Rainsberger |
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Pubbl/distr/stampa |
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Wiesbaden, Germany : , : Springer, , [2022] |
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©2022 |
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ISBN |
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Descrizione fisica |
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1 online resource (180 pages) |
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Disciplina |
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Soggetti |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Intro -- A Journey into the AI World -- AI Is Already Here -- We Just Don't Know -- How Does It Do It? -- What You Can Expect -- Who Is the Book Aimed at? -- Contents -- About the Author -- Abbreviations -- 1: Explanation: What Is New and Different About AI? -- 1.1 Why Now? -- 1.2 Why Not in SMEs? -- 1.3 ANI, AGI, ASI: The Terms Behind the AI Myth -- 1.4 ANI: The Weak but only AI -- 1.4.1 Symbolic AI -- 1.4.2 Machine Learning -- 1.4.3 Deep Learning -- 1.5 How Do Algorithms Learn? -- References -- 2: Benefits: What AI Can Do for Sales -- 2.1 AI: Capabilities and Limitations -- 2.2 AI: The Solution for the High Volume of Data in Sales -- 2.3 Advantages of AI for the Sales Department -- 2.4 AI Analysis Capabilities -- 2.5 From the AI Revolution to the Sales Revolution -- 2.5.1 Efficiency: Increasing Sales Productivity and Performance -- 2.5.2 Effectiveness: Patterns of Success to Enhance Performance -- 2.5.3 Competence: Conservation and Transfer of Know-How -- 2.5.4 Strategy: Potentials for Strategic Sales Management -- References -- 3: Relevance: How AI Supports the Sales Process -- 3.1 Lead -- 3.2 Deal -- 3.3 Processing -- 3.4 Development -- 4: Practice: AI Tools and Their Application Possibilities -- 4.1 Call Center Intelligence -- Areas of Application -- 4.2 Sales Analytics -- Areas of Application -- 4.3 Price Intelligence -- Areas of Application -- 4.4 Product Configuration Intelligence -- Areas of Application -- 4.5 Pipeline Management Intelligence -- Areas of Application -- 4.6 Quote Generation Intelligence -- Areas |
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of Application -- 4.7 Communication Intelligence -- Areas of Application -- 4.8 Contract Lifecycle Management -- Areas of Application -- 4.9 Sales Enablement -- Areas of Application -- 4.10 Forecast Intelligence -- Areas of Application -- 4.11 Sales Automation -- Areas of Application. |
4.12 Social Media Intelligence -- Areas of Application -- 4.13 Sales Coaching Intelligence -- Areas of Application -- 4.14 Sales Efficiency -- Areas of Application -- 4.15 Sales Management Intelligence -- Areas of Application -- 4.16 Inside Sales Intelligence -- Areas of Application -- 4.17 Customer Relationship Management Intelligence -- Areas of Application -- 4.18 Conversational Intelligence -- Areas of Application -- 4.19 Lead Intelligence -- Areas of Application -- 4.20 Sales Prospecting Intelligence -- Areas of Application -- References -- 5: Looking to the Future: How AI Will Change the Sales Role -- 5.1 Will AI Replace the Salesperson? -- 5.2 How AI Will Influence the Sales of Tomorrow -- 5.3 How AI Is Reshaping Customer Needs and Expectations -- References -- 6: What to Do: Recommendations for Action for Sales Organizations -- 6.1 Creating the Right Perspective -- 6.1.1 The True Potential of AI Lies in Business Expansion and Revenue Gains -- 6.1.2 AI Changes Go-to-Market Strategies and Sales Models -- 6.1.3 The Transformation of Business Processes and the Customer Are in the Foreground -- 6.1.4 AI as a Strategic Sales Resource -- 6.2 Developing an AI Strategy -- 6.2.1 Evaluation of AI Potential: What Can AI Do and How Does It Influence the Market Environment? -- 6.2.2 Strategy Evaluation: Is the Sales Strategy Up to Date? -- 6.2.3 AI Priorities and Objectives: How Can AI Support the Implementation of the Sales Strategy? -- 6.2.4 Prerequisites: Are the Requirements for the Implementation of AI Fulfilled? -- 6.2.5 Implementation: What Is the Implementation Plan? -- 6.2.6 Change Management: What Changes Does the Strategy Entail? -- 6.3 Promoting Acceptance Among Employees -- 6.4 Developing AI Projects in Sales -- 6.4.1 Customer Perspective -- 6.4.2 Sales Perspective -- 6.5 Creating Conditions. |
6.5.1 Budget and Resources -- Budget -- Allocation of Resources -- 6.5.2 Technology Access -- Evaluate and Implement External AI Tools -- Develop AI Applications Internally -- AI Is Not Just Software -- 6.5.3 Infrastructure -- 6.5.4 Processes -- 6.5.5 Data Ecosystem -- 6.5.6 Ethics and Regulations -- 6.5.7 Skills and Competences -- CONCLUSION: The Implementation of AI Is a Serious Matter -- 6.6 Ensuring the Success of the First AI Project -- 6.6.1 Five Success Factors of the First AI Project -- 6.6.2 Three Implementation Traps to Avoid in Your First AI Project -- References -- Conclusion: The New Intelligence -- References. |
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