AI will not substitute for selling skills, but it will become one of the core skills of selling.
Recently, HBO’s sci-fi thriller television series WestWorld, showcased a park in the future where androids (hosts) are almost indistinguishable from human beings. With so many exciting AI breakthroughs, some even optimistically suggest that we are inches away from passing Turing Test, and reaching singularity. One natural question arises — will AI replace human beings? Particularly in the sales domain, will AI take over the jobs of the salesperson? The short answer is no and yes (at least in the near future).
Artificial intelligence helps sales teams accelerate sales and achieve projected quotas.
Although you may now be accustomed to instant search results in a blink of an eye, personalized recommendations, and all the other AI-powered goodness that the likes of Google, Amazon Alexa, or Apple Siri are putting at our fingertips, much of this still seems fresh and unchartered to those in the sales domain.
So, the important question remains, how can AI help sales? Here at Clari, since inception, we began with a laser focus on data science and machine learning. AI has actually been embedded into all aspects of...
Predictive analytics empower sales execs to call their number with confidence.
[Editor’s note: This post is the fourth and final in our “Reinventing Opportunity to Close” series for sales leaders.]
Since we started our four-part series a month ago with an analogy to the movie Groundhog Day, it only makes sense to wrap it up with a post about forecasting — and to run it on February 2nd.
No disrespect to Punxsutawney Phil, but if you have weather-dependent plans over the next six weeks, the smart money is with Doppler radar and satellites not celebrity rodents. Likewise, when it com...
At Clari, we are obsessed with transforming the way our customers sell, make decisions, and grow. Today, I’m thrilled to introduce the integration of our Sales Execution and Forecasting platform with Slack, which furthers our mission by enabling enterprise sales teams to easily collaborate on the deals that matter most — so they can close more of them faster.
For the past four years, we’ve been laser-focused on building software that salespeople love to use and applying artificial intelligence to solve some of the biggest challenges they face in navigating the critical opportunity-to-close process. For...
Artificial intelligence is the key to pipeline management and reclaiming the 1:1.
[Editor’s note: This post is the third in our “Reinventing Opportunity to Close” series for sales leaders.]
We kicked off our series two weeks ago introducing the premise that the opportunity-to-close (OTC) process is a lot like the movie Groundhog Day — sales people feel like they live the same day over and over again. In each post, we show you how emerging technology is helping different members of the sales team to get a better handle on OTC and break the Groundhog Day cycle once and fo...
New guided selling solutions automate activities and help reps focus on the right deals.
[Editor’s note: This post is the second in our “Reinventing Opportunity to Close” series for sales leaders.]
Rep is short for representative, not repetitive. Yet, we established in our previous post that sales reps spend as much as two thirds of their day tending to tedious administrative tasks instead of doing what they’re trained to do: sell.
Today’s sales reps don’t have the time to log all their activity and the data they do manage to capture is usually scant and often subjec...
Introducing the “Reinventing Opportunity to Close” blog series for sales leaders caught in a time loop.
“What would you do if you were stuck in one place and every day was exactly the same, and nothing that you did mattered?”
If this quote from the movie ‘Groundhog Day’ sounds a little like your sales team’s opportunity-to-close (OTC) process, there are three things you should know:
You’re not alone.
Acknowledging you have a problem is the first step.
Bill Murray can help.
Actually, these three things are universally true regardless of what ails you. But, for our purposes, the Groundhog Day an...
Carl Eschenbach is a partner at Sequoia Capital and the former President and COO of VMware. In his tenure at VMware, Carl took the company from $31M to $7B in revenue and from 200 employees to 20,000. As part of Carl's webinar on sales leadership, we spoke to him and Clari CEO Andy Byrne about building successful careers in sales and sales operations.
Companies often define sales operations differently. In your opinion, what are the main disciplines or responsibilities of the sales ops team?
Carl Eschenbach: This can be very controversial. I think...
Last week, our VP of Products Kurt Leafstrand and I co-hosted a webinar with Matt Young, VP Sales, Asia Pacific & Japan at Nutanix. In the webinar, How Sales Teams Are Leveraging AI To Drive Revenue, Matt spoke about how Nutanix has been able to supercharge its sales growth with Clari Connect. We also heard from Matt on the challenges his team has faced as a growing sales organization — and the best strategies to overcome them. Here are a few of the highlights.
What are some key challenges you’ve seen leading a sales team in a high-growth environment?
It’s an old story: an exceptional sales rep is promoted after stellar performance in the field. Yet sales management proves nothing like selling, and many first-line managers enter their roles bewildered, with an eager team of reps seeking answers on pipeline management, sales forecasting… and more.
So as a Sales Ops leader, how can you help your first-line sales managers succeed? This question was the focus of our EXCEED roundtable discussion in San Francisco, where SiriusDecisions Senior Research Director Steve Silver facilitated the conversation with Sales Ops leaders from leading technology companies. Below are a few of th...