Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins

With Brian Hirt, Director of Product Management for Zilliant.

Salespeople have a lot of information and data thrown their way and CRM doesn’t make it any easier to digest or to act on. What they need are insights that can only be delivered by way of AI and machine learning like:

  • Which customers’ orders are in decline?
  • What products should customers be buying but aren’t?
  • How much is the customer willing to pay?
  • Is this deal winnable?
If you had infinite time and resources, you could have analysts go through every account and identify which are in decline, what types of products certain customers buy, who hasn’t purchased the full portfolio, take action on when pricing isn’t up to par. The reality is, you’d need a hundred of them working 80 hours a work. That’s not feasible.

- Brian Hirt, Director of Product Management, Zilliant