AIM Archives - Tag: salespeople

Missing sales quotas? Perhaps AI can help you prepare better.

skeptical interviewer looking at interviewee

The research on B2B sales call preparation isn’t encouraging: 75% of B2B executive buyers say salespeople are not knowledgeable about their business… and do not understand the issues they face.  Unsurprisingly, only one in four salespeople get agreement from these buyers to meet again.  AI can help salespeople prepare in two ways: 1) rapid pre-call customer reports, and 2) role-playing their conversations with an AI agent.

More in white paper, Sales Call Preparation with AI

How to use the top selling question in new product development.

340-Top-Questions

In the landmark book, SPIN Selling, Neil Rackham’s research on 35,000 sales visits found the best salespeople engage customers in discussions about their problems. Consider your own stage-and-gate process: After Concept Development, Feasibility, Development, and Scale-up, your best salespeople ask customers, “What problems are you facing?” Why not pull this question to the front end and ask it before developing your product? This engages customers in a genuine manner and starts the “selling process” before you have something to sell. See video at www.vocforb2b.com.

More in article, The Missing Objective in Voice of Customer Interviews