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How AI Is Changing Sales
How AI Is Changing Sales

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[Analytics and data science](/topic/subject/analytics-and-data-science)

# How AI Is Changing Sales

by [Victor Antonio](/search?term=Victor Antonio)

July 30, 2018

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## Summary.

Companies are using AI in all kinds of innovative ways to advance their businesses. Sales is a key area where AI can be particularly valuable. Sales managers face the daunting challenge of trying to predict where their team’s total sales numbers will fall each quarter. Using an AI algorithm, managers are now able to predict with a high degree of accuracy next quarter’s revenue, which in turn would help a company, from an operations standpoint, to better manage inventory and resources. Today, an AI algorithm could tell you what the ideal discount rate should be for a proposal to ensure that you’re most likely to win the deal. AI algorithms can also help generate sales leads, and identify which of your existing clients are more likely to buy a better version of what they currently own (up-sell) and/or which are most likely to want a new product offering altogether (cross-sell). Using AI, sales managers can now use dashboards to visually see which salespeople are likely to hit their quotas along with which outstanding deals stand a good chance of being closed.

[Leer en español](/2018/07/how-ai-is-changing-sales?language=es) [Ler em português](/2018/07/how-ai-is-changing-sales?language=pt)

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Companies are using AI in all kinds of innovative ways to advance their businesses. If you’ve ever searched Netflix to watch a movie, AI (a recommendation algorithm) was no doubt used in your decision about what to watch.  If you’ve shopped on Amazon, your decision about what to buy was also influenced by AI (via an association algorithm).  If you’ve ever ordered an Uber, AI (a location algorithm) was used to have a car in your vicinity quickly.  If you ever had a thought about a product or a vacation, and it seemed to suddenly pop up on your search page or in your email inbox, I can assure you it was based on AI (a classification algorithm) monitoring your online activity.

Read more on [**Analytics and data science**](/topic/subject/analytics-and data science?ab=articlepage-topic) or related topics [**Sales and marketing**](/topic/subject/sales-and marketing?ab=articlepage-topic) and [**Technology and analytics**](/topic/subject/technology-and analytics?ab=articlepage-topic)

VA

[Victor Antonio](/search?term=Victor%20Antonio&amp;search_type=search-all) is co-author of [_Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling._](https://www.amazon.com/Sales-Ex-Machina-Artificial-Intelligence-ebook/dp/B079323TLB)

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Read more on [**Analytics and data science**](/topic/subject/analytics-and data science?ab=articlepage-topic) or related topics [**Sales and marketing**](/topic/subject/sales-and marketing?ab=articlepage-topic) and [**Technology and analytics**](/topic/subject/technology-and analytics?ab=articlepage-topic)

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)

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