Full article at https://business.linkedin.com/sales-solutions/case-studies/technology/sap#

They analyzed over 1M sales call recordings with machine learning to identify what super successful salespeople do differently than their peers. It turns out, there are 9 things they do that close deals. Why the best salespeople never “mirror” their prospects, despite conventional wisdom telling them otherwise A key type of language mega successful salespeople use (that other people don’t) How the best salespeople win competitive deals Two “hacks” that will help you do demos

If you have not taken a look at SalesForce.com's Einstein you should. The challenge with Einstein is going to be having enough quality well tagged training data for the machine learning. However if anyone can figure that out its SalesForce. www.einstein.com

Pace Productivity did some work on determining where sales reps spend their time and where they should spend their time. For the full article please goto; https://www.paceproductivity.com/single-post/2017/02/09/How-Sales-Reps-Spend-Their-Time

10 AI commandments To frame the best AI project, it’s worth considering these 10 AI commandments, as accumulated by AIexperts: Don’t pretend AI is human: AI is mathematics, not magic, so stop referring to it as a person and realize that it is, in fact, a computer. Follow the full customer journey: it’s better to answer a handful of questions well than answer a ton [and badly]. Don’t get hung up on the idea of a chatbot: focus on the cognitive experience and explore other UIs

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