The Business Challenge
Gartner recently released its AI Guided Selling report which surveyed global Chief Sales Officers (CSOs), and found that the Covid-19 outbreak had caught many Gartner clients unprepared – in particular, those that relied heavily on human-to-human interactions.
Given these market dynamics, Gartner stressed the imperative for CSOs to revamp their sales processes – both internal operational processes and customer-facing engagement areas. In particular, focus was underscored to improve sales operating practices to accelerate the usage of AI guided selling tools to focus on the best win opportunities, reduce predictive churn and enable real time guided selling. With its fast-growing business, Purolator wanted to increase foresight on its sales forecasts, be able to predict win rates, and provide stronger sales coaching tools to increase conversion rates. In 2018, Purolator chose SalesChoice’s (SC’s) Insight EngineTM to guide its North American salesforce, direct and indirect, due to SC’s ease of use, powerful prioritization insights, and guided coaching layer.
The Solution
A Salesforce ISV Partner, SalesChoice analyzes data from the Sales Cloud and builds a unique AI model for every client rather than assuming one size fits all, to ensure the data integrity of each client’s predictions.
SalesChoice customized its AI Insight EngineTM for Purolator to allow guiding insights for both new and renewal opportunities, across six different divisions. The dynamic AI models revealed how different the win factors were for each division, allowing Purolator’s sales teams to have relevant guidance on how to focus and win more in their regions.
Jeff Green, Senior Vice-President of Sales and Customer Experience at Purolator, speaks to the importance of using cutting-edge technologies to maintain Purolator’s position as an industry leader; and is leading the charge in using AI to continuously improve business practices across the Purolator Customer Value Chain.
At Purolator, SalesChoice’s Insight EngineTM is integrated with Salesforce Einstein leveraging its Business Intelligence Layer, where all of Purolator’s sales reporting lies, while predictive forecasting and rich guided selling insights are driven by SalesChoice, thereby blending the best of both worlds.
“Our brand is anchored in Ending Revenue Uncertainty, using AI,” says Dr. Cindy Gordon, CEO and Founder, SalesChoice Inc. “There are a lot of black box AI approaches in the CRM market, and we wanted to ensure that our clients could trust our predictions so much, that we built a real-time audit trail, proving whether what we said would happen – did happen or not; so, our value is 100% clear. We are the easiest, the most comprehensive, and the smartest platform for AI Sales Enablement on top of Salesforce data sets. And it all starts with ensuring our customers have complete data, otherwise AI cannot deliver the promise of ending the uncertainty of inaccurate revenue forecasts or advising sales professionals on their next best actions.”
To end sales inefficiencies & revenue uncertainty, book your personalized demo at SalesChoice to learn how we can save your company precious time, build your company an integrated Customer Relationship Management platform and advance your company into the Age of Data Sciences.
