Sales POP - Purveyors of Propserity
Artificial Intelligence in Sales: Replacement of the Sales Force?
E-books / For Sales Pros / Dec 23, 2017 / Posted by Nikolaus Kimla / 9774

Artificial Intelligence in Sales: Replacement of the Sales Force?

1 comment Download Ebook

While artificial intelligence has been predicted for many years, especially through science fiction movies and television, it is truly now coming to pass. We see it with Apple’s Siri and Alexa from Amazon. We witness it with the navigation systems we have in our cars. We see it in air traffic control and in the big jetliners themselves.

But now AI is establishing an ever-widening presence in the CRM industry, and all sorts of incredible claims are being made for it. They’re saying that AI will leverage deals, allow more cross-selling, reduce sales cycles and leverage campaigns.

Given the actuality of human behaviour, these are faulty assumptions. So where does AI really fit today, and what are its limitations? It is this complex and timely topic we’re going to be exploring in this book.

Chapter 1: How Will Big Data Revolutionize Sales and CRM?

Cybernetic principles—the science of simplification of big data—is a primary application of artificial intelligence. Interestingly, just as we cannot understand big data without artificial intelligence, we also would not have artificial intelligence without big data to support it.

Chapter 2: Salespeople, AI and the 4th Industrial Revolution

What do we mean by Industry 4.0? It’s the 4th Industrial Revolution, unfolding right now. It brings internet-enabled smart devices that seamlessly interface with humans and each other. It provides for data analysis and virtual models that make it possible to evaluate and solve production issues on the fly. It’s about state-of-the-art services being delivered to companies and customers through the cloud.

Eventually, it will even mean factory modules that are enabled to replace or expand themselves.

Chapter 3: Artificial Intelligence, CRM and Sales Prediction

Two very popular buzzwords today are predictive insights and prescriptive insights. But while we’re discussing artificial intelligence, we want to pay particular attention to where AI does and doesn’t make sense in relation to these two areas.

Chapter 4: How Does Artificial Intelligence Work with Sales & Marketing Alignment?

As we know by evaluating the current state of Sales and Marketing alignment, it is still a major challenge to get these two groups working in unity. Yet today it’s vital that they do—if only because in today’s digital marketplace it’s getting more and more difficult to tell where exactly Marketing ends and Sales begins. AI can greatly assist in solving these issues.

Chapter 5: Artificial Intelligence in Sales–Let’s Get Real

I recently ran across a very interesting fact. An artificial intelligence identity, created by an artificial intelligence services company and labelled as an “AI sales assistant”, has her very own LinkedIn profile.

Chapter 6: Artificial Intelligence in Sales–Don’t Be Taken In by False Promises

I believe that Artificial Intelligence is a major asset in dealing with the complexity of our world. For example, it is used to analyze patient data in hospitals to isolate common symptoms and predict epidemics before they spread. It brings us one step closer to protecting mankind against disease. AI is used in many other practical supportive ways, such as Siri and GPS navigation systems.

But sometimes I think people are attempting to push AI as some kind of excuse, as a way to bypass the work that humans actually need to be doing, and in the process making false promises for technology.

Chapter 7: Pipeliner CRM Artificial Intelligence–Voyager

Now that I’ve taken some direct shots at the fantasies being promoted by a number of sales AI products, in this final chapter I’ll elaborate on how AI is used within my own product, Pipeliner CRM. I do this not only to promote Pipeliner but more as a demonstration of how I believe AI can best serve the sales industry today.

About Author

CEO and partner of and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
Comments (1)


McDonald Adjaka commented...

AI makes the cybernetic principle more perfect.
This is an interesting read.

This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.