Unpacking Predictive Intelligence
Predictive intelligence uses data to create unique customer experiences based on specific behavior and preferences. Read more about Qualified’s approach to predictive intelligence and how it’s used to supercharge both Qualified Signals and your sales team.
It’s well known the B2B sales field is not immune to the trends around Artificial Intelligence (AI). The primary use cases involve using AI to translate vast amounts of data into information, and ultimately insights in order to develop effective sales strategies and tactics. But that is just one segment of use.
Another emerging segment is around predictive intelligence — which is typically considered a black box. Predictive Intelligence sounds a lot like science fiction, but in actuality it’s a straightforward premise. Simply put, it refers to the use of AI to determine the right time and points of intervention in a sales cycle. It is basically about anticipating what needs to happen, with whom, and when, to get the best possible result in a sales cycle — and using AI to help get those insights.
Predictive Intelligence is especially helpful in high growth companies where there are thousands of potential customers, all in various stages of the sales cycle. Using historical data, it allows you to identify customers who are at the point of purchase, allowing sales teams to run more efficient and focused sales cycles with the highest yield. Additionally, predictive intelligence is an extremely helpful tool for marketers to be able to create personalized interactions with their customers. According to this Salesforce Marketing Intelligence Report, a data-driven approach to marketing continues to be top-of-mind for most marketers with technologies like AI (58%) and marketing analytics platforms (57%) leading the charge.
Like all AI applications, predictive intelligence is only as good as the data that goes into it. While the data points may vary with each company or use case, they can broadly be bucketed into three different categories:
Qualified Signals looks at these three sets of data points mentioned above, alongside many others, to give you a data based prediction into when the right time of action would be. We do so by showcasing an intent score, alongside the buying trend coupled with your Salesforce Opportunity data, so you can make the best determination for action. Additionally, we arm you with a series of out-of-the-box use cases, taking the guesswork out of how to use these various data points to your advantage.
Qualified signals uses predictive intelligence to help you:
Predictive Intelligence is no longer a thing of the future, it’s here right now! While closing deals will always remain at the heart of defining success in B2B sales, using predictive intelligence can help substantially optimize and expedite how we close business today. Help your sales team succeed by arming them with the data points they need to close deals efficiently and scale your business.
As the Director of Business Intelligence and Strategy at Qualified, Tooba is currently finishing her Algorithmic Data Science PhD from MIT. She specializes in looking at AI models and how they interact with both big and small data to gain insights.
AI is underpinning the future of sales and marketing, but we're just at the beginning of using it for a strategic, data-driven advantage.