The document discusses using intelligent tools to help digital sales teams. It notes key seller questions around achieving sales targets and prioritizing clients effectively. It then outlines some of the challenges sales teams face like having too much data and tools, not enough time, and lack of insights. The solution discussed using a cognitive sales advisor that maps territories, provides insights, and helps answer questions to optimize sales processes. It aims to help sales teams prioritize, prepare for client engagements, and find new customers through a data-driven approach.

1. Intelligent tools for (Digital) Sales
1
data patterns process time busy!
Every time we solved for one
problem another one popped up!

2. What are the key seller questions for Sales?
◦ Show me the quickest way to achieve my sales target with optimized territory management!
◦ Give me sufficient insight to allow me prioritize, prepare and engage my client set effectively!
2

3. No competitive
information!
Contact details
are rubbish!
Who do I talk
to about what?
When should I
engage client?
3
How did we tackle the solution?
I’m too busy on
other stuff!
Too many
chefs!
I’ve no time!
Lot of effort for not
that much gain!!
transformation
Too much
data!
Too many
tools!
Too many
spreadsheets!
Too little
data!
technology
methodology

4. 4
methodology
You can’t solve a problem if you
have no data to answer it!
No competitive
information!
Who do I talk
to about what?
How do you know where your new
customers are if you’ve never met
them before?
We only have 10%
market share in SMB!

5. Where - Map Making for Sales Growth….
5

6. 6
How – how does the AI engine help me?

7. 7
technology
This is a data
science problem!
This is a technology
project!
This is a people and
behaviour problem!

8. Who did we ask to solve and build?
8
Chief DATA
Office
Chief ANALYTICS
Office
Digital SALES
Teams
Who do I talk
to about what?
What answers?
Agile DESIGN
Teams
What questions?
What data?
Where do I find
new clients?
Cognitive Sales Advisor (CSA)

9. 9
What are the Jobs To Be Done?

10. 10
transformation
Good method and a great tool
won’t change anything if you have
too much ‘noise’ in sales teams
I’m too busy on
other stuff!
Too many chefs in
the kitchen!
I’ve no time!

11. Why are we doing this?
11
A RAIN of lists
No PRIORITIES
Quality => TIME
No FEEDBACK
Business As Usual
1-2%
lead
conversion
1
integrated
outbound
funnel
1
client
conversation
covering all
Reasons of Call
8-10%
lead
conversion
SMART DemandGen
1
2
3
4

12. 12
Final Thoughts