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Don’t Believe The Hype, Believe The Reality
Blog / All About CRM / Dec 17, 2018 / Posted by John Golden / 675 

Don’t Believe The Hype, Believe The Reality

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There has been a lot made of Artificial Intelligence being leveraged in sales and to be honest a large percentage of it has been hyperbole. The reality is that AI can play a significant role in supporting salespeople but it will never take over from them in B2B and particularly complex sales. So I would advise you keep some salt handy for next time someone pitches you an AI tool that will solve all your sales challenges – that way you can immediately take a pinch of it.

As I said, however, I do believe AI has a role to play. That is why we built Voyager our AI engine. Just like its space probe namesake, Pipeliner Voyager continually navigates and explores the data contained in the universe of customer and prospects captured within Pipeliner CRM. Using intelligent algorithms, Pipeliner Voyager guides and informs salespeople and sales managers by selecting and presenting key indicators that identify actions needed to be taken, areas that need attention as well as providing an early warning system on the health of opportunities in the pipeline. Pipeliner Voyager, just like Voyager the probe, never sleeps!

One of the places our AI engine Voyager provides you with intelligent insights and alerts is Navigator which is your personal organizer in Pipeliner CRM and a great place to start each sales day. This allows salespeople to cut through the noise and laser-focus on what is most important at any given moment.

 

The target component keeps your attention squarely on your revenue target so you always know how you are performing against it plus you can instantly see how your pipeline is trending. This is the best way for any salesperson to avoid surprises and stay informed!

Thanks to our AI engine Voyager, Navigator proactively notifies of the items that most need your attention. These can range from informing you that some of your tasks are overdue or that some of your opportunities have passed their forecast close dates. It can also highlight opportunities that are stalling, stuck too long in a sales stage. Plus it even highlights your biggest opportunities so you always know which ones should invest your time in.

But there’s more – Navigator also makes suggestions as to items or activities you may want to consider that could help you. This is real AI-support in action. For example, it may highlight leads that are getting cold and that you need to qualify or mark lost. It can even highlight when there are opportunities that are ready to move to the next stage, encouraging you to keep the momentum going.

Navigator provides you with an always-up-to-date snapshot of your business in the Business Overview section. Here you can see important information such as the number of open opportunities, the value of these opportunities, the value of the business you have closed for the defined period and even the value of what you have lost. This immediately lets you see the health of your book of business.

Plus Navigator includes a panel which lays out chronology the tasks and activities that are due in the coming period so you can quickly scroll through them and make sure nothing falls through the cracks. Another great time-saving component.

    About Author

    John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

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