A New Digital Reality: Personalized Science

By Oliver Tang, CMO, CloudApps

Back in the 90’s, B2B enterprise deals were closed on yachts, golf courses, and of course, in the pub. Fast forward 10-15 years, every user journey is tracked, scored and filtered through a digital funnel and magically popping out as an MQL. Now, however, a new dawn of digital reality has been forced upon us by a deadly disease that shook up the world.

Covid-19 has changed the ways of doing business in all sectors across the globe. The latest McKinsey’s research does not come as a surprise. Senior B2B decision makers across the globe surveyed concludes that B2B selling will never go back to normal.

Key findings from the McKinsey B2B survey includes:

  • more than 70% prefer digital self-service and remote human engagement over face-to-face interactions, including sectors where field sales traditionally dominated.
  • more than 70% of B2B leaders were open to remote purchases of greater than $50k and 27% open to $500k.
McKinsey B2B Trend

The new norm

Let’s face it; we are never going to return to normal ways of doing business. Digital selling is only going to become more forensic, highly personal and scientific. Those who refuse to pivot will risk losing their competitive edge and may never recover.

Enter the realm of ‘Personalized Science’, an area where highly advanced AI is being used to guide reps to perform the most impactful activities and tasks at precisely the right time for that individual customer and for their unique set of circumstances. Delivering AI guided selling at a level of granularity never before seen in the field of sales insights.

Sales Rep working from Home

Not all AI are the same

To the untrained eye, AI is just a buzzword, everything is AI – but is it? Most forms of artificial intelligence in existence these days are simply fine tuning a regression model. This means, optimising a statistical model based on predefined variables and learning, then making informed decisions based on what it has learned. This is not as savvy as it sounds, because in reality, pre-defined variables are never going to provide high accuracy in predicting the future. For example, Barcelona FC is not going to win every game by 2 goals, otherwise we’d all be millionaires by now.

Deep Learning

On the other hand, AI based on deep learning algorithms mimics the workings of the human brain in processing data, an artificial neural network, for use in detecting objects, recognizing speech, translating languages, and making decisions. Deep learning AI is able to learn without human supervision, drawing from data that is both unstructured and unlabeled, just like humans do.

Meaning that deep learning AI can learn and make intelligent decisions on its own, thereby making it way more powerful and accurate than machine learning based on predefined data parsed into a statistical model.

Peronalization Science

So, when deciding on a digital transformation AI platform, don’t be fooled by the tricks and gimmicks of a fancy UI dashboard. Make sure you understand the kind of data that is being produced to feed those dashboards. Ask the right questions and understand the difference between deep learning AI and shallow AI algorithms.

The adoption of AI into a business environment should push the boundaries of predictive data and personalization science, instead of merely displaying historical data.

CloudApps, the only ‘Deep Learning’ CRM platform

CloudApps is the first and only provider of ‘Deep Learning’ powered AI in the CRM sector.

Trust comes from reliability.

The CloudApps AI engine is unique in its ability to generate forecasts that are over 95% accurate.

How is it so accurate? Because the CloudApps AI engine:

  1. Learns from rich behavioural data: More data delivers greater accuracy. We generate a rich data audit trail for every deal based on high-value sales behaviours, not simple sales activity.
  2. Uncovers from the deal journey: Timing is everything. The data picture we build is time-sequenced, recording not just which sales behaviour happened but crucially when.
  3. Uses the latest innovation: Not all AI is as smart. We use the very latest ‘Deep Learning’ algorithms that significantly outperform traditional AI.

Our Deep Learning AI engine delivers unprecedented levels of accuracy. Powering our customers to achieve results that include:

  • 95% forecast accuracy
  • 60% more selling time
  • 20% increase in win rate

All with a level of accuracy you can trust.

Why not challenge us to show you the power of the CloudApps Sales Effectiveness Platform by booking your very own live demo.

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