Sales Support Operations
How to Use Artificial Intelligence and Digitalization Applications to Improve Processes
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Product details:
- Edition number 1
- Publisher Productivity Press
- Date of Publication 28 May 2026
- ISBN 9781041130246
- Binding Paperback
- No. of pages296 pages
- Size 254x178 mm
- Language English
- Illustrations 43 Illustrations, black & white; 43 Line drawings, black & white; 43 Tables, black & white 700
Categories
Short description:
This book helps sales professionals, support teams, process improvement experts, and internal consultants reduce operational complexity to improve sales operations.
MoreLong description:
This book helps sales professionals, support teams, process improvement experts, and internal consultants to reduce operational complexity to improve sales operations. In addition to proven process methodologies, it discusses how to integrate leading-edge technologies, such as Artificial Intelligence (AI), work task mining, digitalization, and data governance to reduce process complexity and friction.
It is estimated that salespeople spend less than 50% of their time selling products or services. For some organizations, this percentage is as low as 30%. Non-selling time is spent on administrative activities and prospecting for new customers. Administrative activities include sales reporting, expediting orders for different reasons, handling customer inquiries and complaints, training, and working through many tools, processes, and teams needed to get information or work done. The goal of this book is to show ways to remove administrative work tasks from sellers to increase deal velocity, give back selling time, and reduce lead time from quote to cash.
In parallel, the author discusses ways to automate these tasks using automation strategies, including AI for important work tasks, such as prospecting, lead management, creating quotes and proposals, preparing and managing customer meetings, and similar work. This book enhances customer, sales, support teams, and stakeholder satisfaction.
MoreTable of Contents:
Chapter 1: Sales Operations Chapter 2: Artificial Intelligence in Sales Chapter 3: Analyzing the Sales Process Chapter 4: Implementing Solutions Chapter 5: Transforming Sales Operations Conclusion
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