Today, the amount of data created by humans and machines can be too much for any one person to interpret. Consequently, the ability of people to make complex decisions based on such an amount of data is limited. This is particularly true for Sales teams engaging with customers in an increasingly digital world. How can virtual sellers make sense of the river of data flowing their way let alone use it to their advantage? With artificial intelligence.
Today’s AI capabilities allow executives to reassess how information is analyzed and integrated throughout the enterprise. Because data can be collected and analyzed more quickly with the help of AI, companies that leverage AI-based solutions—particularly within the Sales and CX space—have a considerable competitive edge.
AI and analytics are transforming how business does business.
The role of AI in B2B sales performance
It’s a fact that technology and new buying habits are transforming B2B sales and sales leaders must adapt the way sellers interact with buyers. This requires increasing the precision in sales execution. According to Forrester’s Planning Assumptions 2022 B2B Sales, an insights-driven sales system is a key differentiator for achieving precision in sales execution. Key takeaways from their research include:
Technology plays a central role in the evolution of the B2B sales coaching process. It helps create more insights into buyer behavior and increases agility to identify and scale learning processes. In addition to generating logical data, AI is now changing expectations of B2B sales team performance by adding layer of new emotional data.
How emotion AI is changing the sales game
Just how important are emotions to sales? According to Harvard professor Gerald Zaltman, 95% of purchasing decisions are subconscious, meaning they are primarily driven by how we feel. In face-to-face sales engagements, sellers can gauge a customer’s emotional state (EQ) and adapt their tactics to signs of interest, excitement or disengagement. In remote interactions, reading EQ becomes infinitely more difficult—unless sellers have an edge. Here’s how EQ impacts every level of sales performance:
Using EQ in coaching for better results
At Uniphore, we took our experience developing the industry’s most powerful conversational AI and automation platform to allow B2B sales teams to coach with EQ intelligence. Our revolutionary EQ-enabled sales platform, Q for Sales, empowers sellers to perform at their best and improve their sales skills with tools like a personal EQ performance dashboard for self-coaching and onboarding helps vastly improve ramp time.
With sales teams can:
Learn how Q for Sales can improve coaching
Want to know just how our EQ-based sales tool can help sales leaders better coach their teams?