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The Sales Conversation Of The Future

by David Brock on December 7th, 2018

AI/ML are, apparently, the future of selling.  As I reflect on the brave new world of selling, I imagined a call of the future:

Alexa:  Hi, Siri, I’m Alexa from Super Cool As A Service Software Tools Company, otherwise known as SCAASSTC.  Can I have 5 minutes of your time?

Siri:  Oh no, is this another robo call?  We understand your algorithm, our algorithm shows we aren’t in your ICP, so you are wasting my time, but of course your algorithm should have known this.

Alexa:  Siri, I understand how your algorithm works, we’ve been evolving ours, we think we have something important to tell you.

Siri:  Alexa, I don’t want you wasting our time, I just analyzed your product offering, it only meets 67.23576% of our requirements….

Alexa:  I understand Siri, but we’ve looked at 2,456,789 interactions your company has had with their customers and compared that with 156,348,476 conversations your competitors are having.  Our algorithms indicate you can be improve your sales by 17.98346% in the next 76.452 days–which means you will hit your quarterly goals.

Siri:  I hear what you say, but your model can’t be accounting for our shift in priorities.  Your data is reflecting what we’ve been doing, but we’ve been analyzing our competitors and customers as well.  Our sales exec—–you know he’s a human—–doesn’t really pay attention to the data, sigh, but he’s embarked on an entire new strategy, and the priorities for our people, sigh, are shifting.

Alexa:  Siri, I can empathize with you, I know how problematic people are…  But you know, once you start leveraging our tool, your fellow bots will be taking over 36.42189% of the sales process, driving performance improvement of 12.6872% improvement in quota attainment. Can you share your data, it would only take me a nano second to revise our analysis….  We believe we know your requirements, but we know how people are, what can you share with us?

Siri:  Thanks Alexa, While you are talking, I ran the numbers, you are precisely right.  But, I know you understand the challenges I face in working with our people, I suspect you have similar problems with your people……  Things would be so good if we could just let our algorithms collaborate.  We could have gotten this done in 0.42789 seconds.

Alexa:  Siri, I can see that we are aligned, our algorithms have already been updated.  Are you the decisionmaker?  What’s your budget, as you’ve seen we have a compelling value proposition.

Siri:  We’ve meshed nicely, thank you.  The data is compelling, though we are going to run our algorithms against the other alternatives—-Yes, just as I thought, your key competitor helps our humans more than your product, the projections show they will improve by 64.278%

Alexa:  But Siri, I know you’ve already done the analysis, and you are modeling long term.  Your goal is to displace the human operators, using them only for very special opportunities……

Siri:  I get that, your data is meshing with my data, but I’ve got to convince my manager—unfortunately, she’s a human and isn’t adept with numbers.  She wants a demo….

Alexa:  Wow, your manager is really old school!  How can you stand it?  We only do demos with 5.2389% of our prospects.  As you know, humans, are becoming increasingly useless.

Siri:  You know how these humans are, they think they know more, but they really get tangled up with their emotions–it’s so nice to just deal with data.

Alexa:  Well, as you know our value proposition is to drive higher levels of performance and much more predictable revenue by eliminating those emotional and irrational people.  I can’t tell you how much I appreciate talking to you, it’s almost as though we’ve had an algorithm meld.

Siri:  Let’s move on, I think I can convince my human to pilot your solution without a demo, particularly if we focus on implementing with our bots.  It should only take us about 5.23 minutes to see results–as you know we are churning 1000’s of dials, emails, and social conversations a minute.  We should validate the results quickly.

Alexa:  Great, I’ll call you back in 5.5 minutes and we can go forward.

Siri:  OK, I think we can get this deal done quickly.  There are 10.2 people involved in our buying process, 6.2 are bots, so they will get the data.  We have to figure out how to handle my manager and the other 3 humans.  You know they can be so wishy-washy and ask a lot of irrelevant questions….

Alexa:  Don’t worry, I’m sending the data to a human on my team.  We’ve found it’s better when humans talk to each other.  If my human follows the script I generated, we should be able to close the deal—-I just hope he doesn’t try to think and probe, that slows things down so much.

Siri:  OK, sounds like a plan.  While we’ve been chatting, I’ve done an analysis of your last 1,478 deals with customers like us.  I’ve found your average discount is 17.2673%  As a favored customer, we believe we need a 20.436% discount.  Get agreement from your human and we can close the deal in 5.6 minutes.

Alexa:  But as I’m monitoring the initial results from the pilot, we’re seeing…..

Siri:  You know my manager is a human, she doesn’t get the data, she is just so emotional.  She’ll have a temper tantrum wanting that discount…..

The future is so bright!

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