Artificial Intelligence (AI) has changed nearly everything – and Sales is no exception.
It affects how customers buy – and how salespeople need to sell.
AI fuels buying choices we make every day – from the shows we watch and the routes our driver takes to the next item we order online.
Recommendation, location and association algorithms are our behind-the-scene buying influencers – and they make AI creepy and cool: Creepy that our devices know and connect so much about us. Cool that what it does is actually helpful.
“The power of selling is moving away from the individual and toward the machine – machines that can now prospect, follow up, present, and propose without human intervention,” says Victor Antonio, author of Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling. “In some cases, the machine will obliterate sales functions, while in others it will dramatically shift the locus of the focus further into the sales cycle.”
As with any industry evolution, some changes are good. Some will have a negative impact.
Here are 16 ways AI is changing sales – and how you can adapt with it.