How AI is Poised to Transform Sales

In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way.

This week I interview Tom Victory, VP of Marketing at Aviso.

NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

TOM: Although there are a lot of emerging technologies debuting in the sales and marketing space, Aviso is singularly focused on advancing the adoption of AI to transform sales organizations in the coming 12-24 months and beyond. We’re working closely with many of our early adopter customers like DellEMC, Splunk, and GitHub to promote their unique use cases and strip away the skepticism we see from non-adopters. We firmly believe that AI, more than any other new technology, is poised to transform sales by providing a new level of predictability and actionable insights that will help teams close more deals and forecast with extreme accuracy. We’re just beginning to realize the true benefits of applying AI to sales, and we believe that this technology will become table stakes within 2-3 years.

NANCY: HOW SHOULD COMPANIES DECIDE WHICH APPROACHES TO SALES TRANSFORMATION ARE RIGHT FOR THEM?

TOM: Considering the sheer volume of solutions available for sales in the marketplace today, it can become very confusing to determine which tools and approaches make the most sense for your sales organization. The question these teams should be asking themselves is “which of these tools is helping me sell more?”

Many tools enable alternate and unique ways of managing sales and marketing data, but none of them provide an AI-driven approach to selling and forecasting. During this internal analysis, it’s critical that any organization assess the standard cost vs. value estimates for their tool stack, as well as general adoption, and look to replace inefficient or underperforming investments with game-changing solutions that actually move the sales “needle.” We strongly believe that the successful adoption of AI by sales leaders, managers and reps will enable a fundamental shift towards more data-driven and predictable outcomes.

NANCY: WHAT ARE YOUR TIPS FOR ENSURING THAT TECHNOLOGIES CONTRIBUTE TO SALES TRANSFORMATION IN A MEASURABLE AND IMPACTFUL WAY?

TOM: It’s incumbent on any reputable sales organization to regularly assess the ROI and effectiveness of their sales tools and actively look to replace underperforming solutions with more proven solutions that deliver tangible value. During this assessment exercise, it’s critical to isolate these underperforming solutions and collaborate closely with sales and marketing leadership to communicate findings and recommend more effective alternatives.

Many of the sales organizations we encounter are skilled at summarizing and analyzing sales data, but none of them are actually relying on that data to contribute to a higher rate of deal closure or drive more effective forecasting from Day 1 of the Quarter.

As with any sales tools, leadership needs to agree in advance on success metrics and hold themselves accountable if a tool or solution does not deliver as expected. That being said, we believe that AI and its ability to surface insights and isolate the deals with the best chance to close, is delivering real, rapid value to sales teams and will continue to have a major impact on sales.

NANCY: HOW IS YOUR SOLUTION TRANSFORMING YOUR CUSTOMERS’ SALES ORGANIZATIONS?

TOM: Our customers are seeing many clear and demonstrable benefits by leveraging our AI-powered platform for sales. Last Quarter we were able to deliver an aggregate forecast accuracy rate of at least 90 percent on Day 1 of the Quarter across our entire installed base, enabling sales and sales ops leaders to provide better guidance to management, as well as proactively course correct, and shift focus to the deals with the best chance to close.

We have helped our customers close, on average, 20 percent more deals per Quarter by leveraging our highly accurate WinScores and Insights. The continued adoption of AI in sales will help to extend our solution footprint across other industries and help transform them into more efficient teams that drive higher, more predictable revenue outcomes.