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TRANSCRIPT
Your New Revenue Engine: Why Artificial Intelligence is the Future of Sales
July 20, 2016
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Today’s Speakers
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Peter Borden, VP Strategic Sales & Marketing, General Tool Company
Roger Ciliberto, Senior Vice President, Companybook
Matt Conway, President, Companybook
Gerhard Gschwandtner, Founder & CEO, Selling Power
Nancy Nardin, Founder & President, Smart Selling Tools
Eamonn O'Connell, Principal, Inside Sales Solutions
Fireside Chat about A.I.
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Gerhard Gschwandtner & Nancy Nardin
A.I. Makes Your Experience Better & Easier
• While A.I. may be a ‘scary’ term
• Actually you are already using A.I. with visits to Amazon
• Apple iPhone Siri
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Amazon and Apple Apply A.I. to Facilitate the Buying Process
Why A.I. for Sales?
“Oh *bleep*, where is my next deal coming from?”…said every salesperson ever
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Sales Challenges
Why A.I. for Sales?
“A.I. made my market bigger.”…said company executive
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Sales Challenges
Grow Your Business with A.I.
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Having the Ability to Maximize Revenue by Knowing Your True Addressable Market
+
TREE
TOTAL (TAM) =
LOW HANGING FRUIT
TRUE
ORCHARD
A.I.
Focus on Market Segments
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Normal Mode Keyword Search: ERP, 43K
Focus on Market Segments
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Normal Mode Keyword Search: ERP, Segmented, Revenue Ascending, 2.5K
Focus on Market Segments
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Normal Mode Keyword Search: ERP, Segmented, Revenue Descending, 2.5K
Focus on Market Segments
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Normal Mode Keyword Search: Cell Towers, 13K
Focus on Market Segments
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Normal Mode Keyword Search: Yoga Pants, 5K
Focus on Market Segments
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Advanced Mode Keyword Search: Ecommerce AND: Retail, 97K
Peter Borden, VP Strategic Sales & Marketing
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General Tool Company Cincinnati, OhioAerospace and Defense Supplier
www.gentool.com
GTC’s Experience with A.I.
• It’s all about time• What Sales wants…qualified prospects• One platform for everything• Power Generation, Aircraft Engine, Carbon Fiber, Defense Contracts• Different Generations of Sellers and Buyers• Younger teaching older• Whatever you want to call it…it works
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Companybook at GTC
Eamonn O’Connell, Director of Campaign Management | Inside Sales Solutions
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Inside Sales SolutionsNew York, NY / St. Petersburg, FLHigh Touch Customer Centric Managed Services Provider for Technology Companies
www.isaless.com
ISS’s Experience with A.I.
Challenges selling in 2016:• Prospects are much more aware of the business landscape• Customers are looking for a more strategic approach – projects
and budgets• Decision Makers are harder to speak to and have become more
selective on appointments they take unless there is a business need
Companybook helps ISS:• Drill down on account selection for our clients • Become more strategic on Decision Makers we are looking to speak to• Gain real time alerts/intelligence on prospects landscapes / buying
cycles etc.
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Companybook at ISS
Demo + Gift Card
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See How A.I. Can Help You Find Your True Addressable Market
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PERSONALIZED DEMO
THANK YOU!www.companybooknetworking.com
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