Intelligent Applications in the Modern Sales Organization

Abstract

Applications powered by artificial intelligence (AI) and machine learning (ML) have become a crucial factor for success in modern sales organizations. This chapter investigates how Salesforce achieves scalable AI for businesses of all sizes and explores sales applications of AI and machine learning that are most common across industries. It is divided into three sections. The first section gives an introduction to AI and machine learning. The second section shows how data and automated machine learning models provide the foundation for AI applications and explains how Salesforce achieves scalable AI and machine learning for business applications. The third section demonstrates how AI applications impact the modern sales organization and the work of sales representatives. AI does not replace humans; it allows sales organizations to better engage with prospects and customers. Sales representatives using AI outperform their counterparts that rely purely on traditional methods.

Citation

Picareta, G., Weissheim, E. and Klöhn, M. (2021), "Intelligent Applications in the Modern Sales Organization", Einhorn, M., Löffler, M., de Bellis, E., Herrmann, A. and Burghartz, P. (Ed.) The Machine Age of Customer Insight, Emerald Publishing Limited, Leeds, pp. 19-35. https://doi.org/10.1108/978-1-83909-694-520211003