# People.ai - AI Revenue Platform for Sales Teams > People.ai: AI-powered revenue intelligence platform helping sales teams increase productivity, boost pipeline visibility, and drive predictable growth. --- ### Page: https://www.people.ai Title: AI Revenue Platform for Sales Teams | People.ai Meta Description: Leverage sales automation and AI to grow revenue, create consistent sales processes, and develop more effective teams. Language: en Canonical URL: https://www.people.ai ## Headings Structure: H1: Stop Managing Tools. Start Moving Deals. H2: Used by the world's leading companies H2: Spreadsheets. Stale data. Chasing reps. Adopt a data-driven sales
strategy and ditch. H2: Get answers that give you control of your forecast H2: Every revenue detail.All in one place. H2: The right actions, with the right buyers, in the right accounts H2: Implement and adopt a winning sales process H2: Helping customers achieve their goals H2: Thousands of businesses have already seen transformational results H3: This new forecasting solution gives us a crystal-clear view of our pipeline and puts actionable insights directly in the hands of every seller and manager — changing the game for how we plan and execute H3: For a company our size, if you multiply those time savings by every rep, manager, and leader globally, People.ai basically pays for itself. H3: People.ai empowered our sellers to approach their deals in a more strategic and methodical manner, as well as provided the key insights they needed to close deals more efficiently H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: With People.ai, we’ve removed the guesswork from our sales process and set our sellers up for success. H3: There are many sales methodologies, and no one is necessarily better than another. What really matters is high adoption, enforceability, and CRM compliance. People.ai is fully integrated with our CRM and took just a few clicks to set up. This made it incredibly appealing and lets us guarantee high usage of our chosen process. H3: People.ai makes the data that we are collecting more meaningful. When you come into a new leadership role, you wonder if you can trust the data that existed before you joined. Because of People.ai, I know I can trust the data and confidently run my sales org off of it. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Join the Ranks. H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Stop Managing Tools. Start Moving Deals. H2: Used by the world's leading companies H2: Spreadsheets. Stale data. Chasing reps. Adopt a data-driven sales
strategy and ditch. H2: Get answers that give you control of your forecast H2: Every revenue detail.All in one place. H2: The right actions, with the right buyers, in the right accounts H2: Implement and adopt a winning sales process H2: Helping customers achieve their goals H2: Thousands of businesses have already seen transformational results H3: This new forecasting solution gives us a crystal-clear view of our pipeline and puts actionable insights directly in the hands of every seller and manager — changing the game for how we plan and execute H3: For a company our size, if you multiply those time savings by every rep, manager, and leader globally, People.ai basically pays for itself. H3: People.ai empowered our sellers to approach their deals in a more strategic and methodical manner, as well as provided the key insights they needed to close deals more efficiently H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: With People.ai, we’ve removed the guesswork from our sales process and set our sellers up for success. H3: There are many sales methodologies, and no one is necessarily better than another. What really matters is high adoption, enforceability, and CRM compliance. People.ai is fully integrated with our CRM and took just a few clicks to set up. This made it incredibly appealing and lets us guarantee high usage of our chosen process. H3: People.ai makes the data that we are collecting more meaningful. When you come into a new leadership role, you wonder if you can trust the data that existed before you joined. Because of People.ai, I know I can trust the data and confidently run my sales org off of it. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Join the Ranks. H2: Stop Managing Tools. Start Moving Deals. We build real AI that gathers your sales team’s activity and uses it to do the grunt work in your internal sales processes. So your people can get back to selling. Unify pipeline management and forecasting into a single pane of glass . Powered by custom AI Agents, trained on your revenue model. Gain clarity, reduce risk and get to closed/won faster. All of your GTM data from seller activities and sales tools. Easily surface and share insights across your entire organization. Make better decisions that drive real results. Align your account teams with automated, data-driven account strategies. Ensure repeatable success at scale, while better serving customers from pre-sale to post-sale, and through renewal. Automate deal qualification and easily visualize deal health to help move the right opportunities forward. Operate confidently and efficiently so you can win more revenue. increase in net new customer meetings Join the thousands of other teams empowering their workforce with AI. We build real AI that gathers your sales team’s activity and uses it to do the grunt work in your internal sales processes. So your people can get back to selling. --- ### Page: https://www.people.ai/about-us/contact-us Title: Contact Us | People.ai Meta Description: Have a question? Want to talk to someone on our team? Language: en Canonical URL: https://www.people.ai/about-us/contact-us ## Headings Structure: H1: Contact us H2: Email H2: Phone H2: Address H3: This is the default text value H2: Used by the world's leading companies H2: FAQ ## Main Content: H1: Contact us H2: Email H2: Phone H2: Address H3: This is the default text value H2: Used by the world's leading companies H2: FAQ Have a question? Want to talk to someone on our team?We'd love to hear from you. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. Fully integrated generative AI sales solution that automates manual tasks, inspects account and deal health, and enables prescriptive coaching recommendations. Yes, People.ai supports multiple CRMs, giving you a unified view of all sales activities across your organization for complete visibility and smarter revenue growth. Emails, calendars, dialer calls, web conferencing, meeting transcripts, chats, other sales tools, and more. Opportunity Scorecards are fully configurable, allowing you to choose any methodology that fits your needs. Our team frequently implements popular frameworks like MEDDIC, BANT, Sandler, and Challenger. Data accuracy and security are top priorities. Our patented technology ensures that GTM engagements are captured securely while advanced NLP filters out non-business activities and sensitive information. With our industry-leading matching technology, activities are logged in the right place—across accounts, opportunities, contacts, and leads—based on your unique GTM motion and CRM configurations. Using a confidence score, we ensure data is not just captured but accurately matched to drive better visibility and decision-making. Whether you're a fast-growing startup or a large enterprise, People.ai is built to support you. Our platform adapts to your core business rituals, helping you establish a strong foundation for success and drive repeatable revenue—at any scale. Yes. We understand that with great data comes great responsibility. That’s why we’ve set high standards for security and compliance. For more information on our approach and a complete list of certifications, visit: https://www.people.ai/product/enterprise-scale-security. --- ### Page: https://www.people.ai/why-people-ai Title: Why People AI Meta Description: Real enterprise revenue intelligence, based on real data, to help you win real revenue (because bad data gets you nowhere). Language: en Canonical URL: https://www.people.ai/why-people-ai ## Headings Structure: H1: We believe sellers‍belong with customers,  not in systems. H2: From day one, People.ai has been guided by a simple principle H2: Grounded in Data H2: Data and AI You Can Trust.Results You Can See. H2: Context for an AI Future H2: Earning Customer Trust H2: We believe sellers‍ belong with customers, not in systems. ## Main Content: H1: We believe sellers‍belong with customers,  not in systems. H2: From day one, People.ai has been guided by a simple principle H2: Grounded in Data H2: Data and AI You Can Trust.Results You Can See. H2: Context for an AI Future H2: Earning Customer Trust H2: We believe sellers‍ belong with customers, not in systems. Over nine years and billions of deals, we have trained our AI on the patterns connecting the “who (contacts), what (activities) and why (deals)” of sales to know what success looks like in processes like forecasting, account planning, and opportunity management. Today, our AI learns what is unique in your sales process from your humans and your systems to act as an expert agent in human-led and agent-led sales processes. hrs of manual CRM data entry saved annually First agents, powered by LLMs, are very powerful experiences for people to interact with information. As these agents are asked to work more deeply with your enterprise systems through innovations like Model Context Protocol (MCP) and Agent to Agent (A2A), they need expert agents to match information and ensure agents and humans see only what they should see.People.ai specializes in this critical and difficult challenge, having solved it for some of the world’s largest sales teams. People.ai’s information security program is at the forefront of data protection among SaaS providers. We follow NIST and ISO (27001 | 27701| 27017) frameworks, which are integrated into the foundation, products, and operation of People.ai. Our security and privacy controls are designed to protect the data entrusted to us, leveraging least privilege access and Zero Standing Access across our ecosystem. --- ### Page: https://www.people.ai/solutions/executives Title: AI data revenue platform for executives Meta Description: People.ai empowers executives to identify risks, secure lasting customer relationships, and develop high-performing teams. Language: en Canonical URL: https://www.people.ai/solutions/executives ## Headings Structure: H1: Give your  team a winning edge on every deal H2: The AI data platform forexecutives H3: Call your forecast with confidence H3: Stop guessing and start winning H3: Execute perfectly on every account H3: Prioritize and close the right deals H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H2: Optimize account coverage with a data-first approach H2: Want to get started? H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Sales Territory Management: The Definitive Guide H2: GTM Insider H2: Give your  team a winning edge on every deal ## Main Content: H1: Give your  team a winning edge on every deal H2: The AI data platform forexecutives H3: Call your forecast with confidence H3: Stop guessing and start winning H3: Execute perfectly on every account H3: Prioritize and close the right deals H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H2: Optimize account coverage with a data-first approach H2: Want to get started? H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Sales Territory Management: The Definitive Guide H2: GTM Insider H2: Give your  team a winning edge on every deal Achieve repeatable and predictable revenue.Build stronger sales teams. Everything you need to win. All in one place. An end-to-end pipeline management and forecasting solution equips you with real-time insights for improved accuracy. Prevent surprises with early deal-slip indicators so you can rescue at-risk revenue and eliminate guesswork People.ai powers strategic opportunity and team management by unifying all revenue details in one place. Use actionable next steps to unlock improved performance and better results Build highly personalized account strategies using the right context and data. Validate and optimize execution in real-time. Grow and maintain stronger customer relationships. Qualify deals with confidence using AI and a standardized sales process. Easily understand what’s working so you can level-up every seller on the team. Facilitate cross-functional collaboration from a single dashboard to drive growth. Leverage automated insights to identify engagement gaps, focus on key personas, and drive revenue growth. Achieve repeatable and predictable revenue. Build stronger sales teams. --- ### Page: https://www.people.ai/get-demo Title: Demo the Leading Sales Tracking & Automation Platform Meta Description: Get started with a demo of the leading sales tracking and automation platform and join other great companies making smarter sales decisions. Language: en Canonical URL: https://www.people.ai/get-demo ## Headings Structure: H1: Stop Managing Tools. 
Start Moving Deals. H2: Thank You H2: Used by the world's leading companies H2: FAQ ## Main Content: H1: Stop Managing Tools. 
Start Moving Deals. H2: Thank You H2: Used by the world's leading companies H2: FAQ The only AI data platform built specifically for go-to-market teams. People.ai helps you standardize and modernize the four core sales rituals that will take you from “create” to “close.” With People.ai you can: Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. Fully integrated generative AI sales solution that automates manual tasks, inspects account and deal health, and enables prescriptive coaching recommendations. Yes, People.ai supports multiple CRMs, giving you a unified view of all sales activities across your organization for complete visibility and smarter revenue growth. Emails, calendars, dialer calls, web conferencing, meeting transcripts, chats, other sales tools, and more. Opportunity Scorecards are fully configurable, allowing you to choose any methodology that fits your needs. Our team frequently implements popular frameworks like MEDDIC, BANT, Sandler, and Challenger. Data accuracy and security are top priorities. Our patented technology ensures that GTM engagements are captured securely while advanced NLP filters out non-business activities and sensitive information. With our industry-leading matching technology, activities are logged in the right place—across accounts, opportunities, contacts, and leads—based on your unique GTM motion and CRM configurations. Using a confidence score, we ensure data is not just captured but accurately matched to drive better visibility and decision-making. Whether you're a fast-growing startup or a large enterprise, People.ai is built to support you. Our platform adapts to your core business rituals, helping you establish a strong foundation for success and drive repeatable revenue—at any scale. Yes. We understand that with great data comes great responsibility. That’s why we’ve set high standards for security and compliance. For more information on our approach and a complete list of certifications, visit: https://www.people.ai/product/enterprise-scale-security. --- ### Page: https://www.people.ai/blog Title: Insights and Knowledge on Sales, Marketing, Revenue Operations | People.ai Meta Description: Read our blog for the latest insights, trends, and best practices on sales, marketing, revenue operations, and customer success. Stay ahead of the curve with People.ai's expert perspectives and thought leadership. Language: en Canonical URL: https://www.people.ai/blog ## Headings Structure: H1: Revenue Intelligence Insights & Sales Best Practices H2: 3 Blind Spots Buried in Every Forecast H3: 3 Blind Spots Buried in Every Forecast H3: Close Q4 Deals Without Desperation H3: CRO's don't need AI, they need answers. H3: Three New Ways to Get Instant Forecast Answers H3: The Magic Question That Will Actually Improve Your Sales Forecast H3: The 4-Step Playbook to Transform Your Team Into AI Masters H2: Resource H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Revenue Intelligence Insights & Sales Best Practices H2: 3 Blind Spots Buried in Every Forecast H3: 3 Blind Spots Buried in Every Forecast H3: Close Q4 Deals Without Desperation H3: CRO's don't need AI, they need answers. H3: Three New Ways to Get Instant Forecast Answers H3: The Magic Question That Will Actually Improve Your Sales Forecast H3: The 4-Step Playbook to Transform Your Team Into AI Masters H2: Resource H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H2: Topics H2: Stop Managing Tools. Start Moving Deals. Discover expert insights on AI-powered forecasting, pipeline management, and sales execution. Learn proven strategies to help your revenue team close more deals. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/events-webinars Title: Events & Webinars Meta Description: Learn from the people who do data better than anyone. Get the insights and strategies you need to refocus your business. Language: en Canonical URL: https://www.people.ai/events-webinars ## Headings Structure: H1: Explore all of our events and webinars H2: Upcoming H2: On Demand H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Explore all of our events and webinars H2: Upcoming H2: On Demand H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H2: Stop Managing Tools. Start Moving Deals. Learn from the people who do data better than anyone. Get the insights and strategies you need to refocus your business. Register now for your next learning session. Watch anytime, anywhere. Access recorded sessions, product demos, and expert presentations on AI-powered sales and forecasting. --- ### Page: https://www.people.ai/newsroom Title: People.ai news and press releases Meta Description: Achievements, acquisitions, and advances – read about how we’re revolutionizing RevOps and reshaping the world of business. Language: en Canonical URL: https://www.people.ai/newsroom ## Headings Structure: H1: Newsroom H2: People.ai Bolsters Its Senior Leadership Team With First Chief Customer Officer and SVP of Marketing H2: People.ai Names New CCO and SVP of Marketing | Press Release H2: People.ai Appoints Jason Ambrose as CEO H2: People.ai Launches AI Forecasting for Revenue Clarity H2: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row H2: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors H2: People.ai Launches AI Platform for Microsoft Dynamics H2: People.ai Names Linda Simovic Chief Product Officer H2: People.ai Joins Deloitte Fast 500 with 613% Growth H2: People.ai Launches SalesAI: GenAI Built for Sales Growth H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Newsroom H2: People.ai Bolsters Its Senior Leadership Team With First Chief Customer Officer and SVP of Marketing H2: People.ai Names New CCO and SVP of Marketing | Press Release H2: People.ai Appoints Jason Ambrose as CEO H2: People.ai Launches AI Forecasting for Revenue Clarity H2: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row H2: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors H2: People.ai Launches AI Platform for Microsoft Dynamics H2: People.ai Names Linda Simovic Chief Product Officer H2: People.ai Joins Deloitte Fast 500 with 613% Growth H2: People.ai Launches SalesAI: GenAI Built for Sales Growth H2: Stop Managing Tools. Start Moving Deals. Achievements, acquisitions, and advances – read about how we’re revolutionizing RevOps and reshaping the world of business --- ### Page: https://www.people.ai/product/forecasting Title: Forecasting Meta Description: End guesswork and lost deals. People.ai's AI-native platform provides real-time visibility and empowers you to confidently hit your number. Language: en Canonical URL: https://www.people.ai/product/forecasting ## Headings Structure: H1: Get answers that give you control of your forecast H3: This new forecasting solution gives us a crystal-clear view of our pipeline and puts actionable insights directly in the hands of every seller and manager — changing the game for how we plan and execute H2: Built for revenue leaders who need answers now, not reports by Friday. H2: See what's really happening H3: The Full Picture H2: Spot risk before it costs you H3: Why it matters H2: Understand what changed H3: Why it matters H2: Not sure if your forecasting process is broken? H2: Explore what’s possible H3: Unify GTM data from seller activities and gain complete revenue visibility. H3: Standardize deal qualification and turn insights into action. H3: Standardize deal qualification and turn insights into action. H2: Introducing the First AI-Native Forecasting Solution ## Main Content: H1: Get answers that give you control of your forecast H3: This new forecasting solution gives us a crystal-clear view of our pipeline and puts actionable insights directly in the hands of every seller and manager — changing the game for how we plan and execute H2: Built for revenue leaders who need answers now, not reports by Friday. H2: See what's really happening H3: The Full Picture H2: Spot risk before it costs you H3: Why it matters H2: Understand what changed H3: Why it matters H2: Not sure if your forecasting process is broken? H2: Explore what’s possible H3: Unify GTM data from seller activities and gain complete revenue visibility. H3: Standardize deal qualification and turn insights into action. H3: Standardize deal qualification and turn insights into action. H2: Introducing the First AI-Native Forecasting Solution No spreadsheets, no chasing reps, no "I thought we had it." Just the answers you need to rescue deals and call your number with confidence. Sellers tell stories. You need answers. ‍ Fast, accurate answers about where deals stand. Inconsistent qualification kills forecast accuracy. Protect revenue because you saw it coming Stop explaining variance. Start understanding it. No more guesswork. Just clean answers about what changed and why. Pressure test your forecast process against Susan’s five red flags. See how People.ai gives every team—from sales to RevOps to customer success—the answers they need to win. Explore how you can turn sales rituals into a strategic advantage using People.ai --- ### Page: https://www.people.ai/product/forensics Title: Unify GTM data and drive smarter sales decisions Meta Description: Capture and unify all GTM data to eliminate guesswork, identify risks, and scale winning sales behaviors. Leverage data-driven insights and automation to make smarter, more strategic decisions. Language: en Canonical URL: https://www.people.ai/product/forensics ## Headings Structure: H1: Every revenue detail.All in one place. H2: Move from guesswork to strategic decisions using a data-centric strategy proven to deliver results. Proactively identify risks, take action based on automated recommendations, and replicate winning behaviors at scale. H2: Territory Coverage H2: Account Coverage H2: Persona Coverage H2: Rep Coaching H2: Explore how innovative sales and RevOps leaders use People.ai H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Optimize account coverage with a data-first approach H2: Explore what’s possible H3: Gain clarity, proactively reduce risk, and take the right steps to get to closed/won. H3: Standardize deal qualification and turn insights into action. H3: Standardize deal qualification and turn insights into action. H2: Every revenue detail. All in one place. ## Main Content: H1: Every revenue detail.All in one place. H2: Move from guesswork to strategic decisions using a data-centric strategy proven to deliver results. Proactively identify risks, take action based on automated recommendations, and replicate winning behaviors at scale. H2: Territory Coverage H2: Account Coverage H2: Persona Coverage H2: Rep Coaching H2: Explore how innovative sales and RevOps leaders use People.ai H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Optimize account coverage with a data-first approach H2: Explore what’s possible H3: Gain clarity, proactively reduce risk, and take the right steps to get to closed/won. H3: Standardize deal qualification and turn insights into action. H3: Standardize deal qualification and turn insights into action. H2: Every revenue detail. All in one place. Unify your GTM data and understand exactly what works and how to drive better results. Gain a macro view of which accounts are actively being worked on and which have been left untouched. Effortlessly reassign accounts to enhance coverage, boost rep productivity, and unlock additional growth through optimized resource allocation. Gain a micro view of each account to deeply understand what’s happening. Spot engagement gaps, uncover missing next steps, and take proactive measures to keep deals on track. Strengthen your approach with insights rooted in proven success tactics. Unlock a deep understanding of your buying group. Identify target personas. Know predicted purchasing power and inferred win rate. Strategically focus your efforts on the right people to close the deal. Stop coaching blindly based on human judgment alone. Use real-time dashboards to pinpoint exactly how to help each rep succeed. Identify and replicate winning behaviors at scale while proactively rescuing at-risk revenue. Evaluate territory coverage, ensure account engagement, spot-check persona interactions, and coach with confidence using data-driven insights. Leverage automated insights to identify engagement gaps, focus on key personas, and drive revenue growth. See how People.ai gives every team—from sales to RevOps to customer success—the answers they need to win. Unify your GTM data and understand exactly what works and how to drive better results. --- ### Page: https://www.people.ai/glossary Title: Sales Term Glossary Meta Description: Knowledge is power. Hear secrets and strategies from today’s top leaders and coaches. Language: en Canonical URL: https://www.people.ai/glossary ## Headings Structure: H1: Glossary H2: Sales Calls: The Backbone of Selling H2: What is a sales funnel? H2: Sales Leads – The Backbone of Your Sales Organization H2: Sales Metrics From A to Z H2: Understanding Sales Operations H2: The Sales Playbook: Your Guide to the Game of Sales H2: The Role of the Sales Representative H2: Sales Training: Taking Your Team to the Next Level H2: Used by the world's leading companies H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Glossary H2: Sales Calls: The Backbone of Selling H2: What is a sales funnel? H2: Sales Leads – The Backbone of Your Sales Organization H2: Sales Metrics From A to Z H2: Understanding Sales Operations H2: The Sales Playbook: Your Guide to the Game of Sales H2: The Role of the Sales Representative H2: Sales Training: Taking Your Team to the Next Level H2: Used by the world's leading companies H2: Stop Managing Tools. Start Moving Deals. Whether you are a beginner or an expert in a particular subject, a glossary page can be an invaluable tool for enhancing your knowledge and comprehension. Cold calling drives pipeline growth. Learn how sales calls, scripts, and tracking help boost performance—and how People.ai enhances your results. Visualize and optimize your customer journey with a smart sales funnel. See how People.ai helps you forecast, track, and plug revenue leaks. Learn how lead generation, qualification, and tracking fuel sales success—and how People.ai helps boost conversion and forecast accuracy. Track the right sales metrics and KPIs to boost revenue and accountability. Discover how People.ai surfaces insights that drive performance. Sales operations reduce friction, improve forecasting, and drive efficiency. See how People.ai empowers data-driven decisions and better sales outcome Discover how a sales playbook helps reps follow repeatable steps to meet quota, boost revenue, and improve with insights from People.ai. Learn how sales reps succeed by setting goals, tracking progress, and using AI tools like People.ai for coaching and performance insights. Effective sales training focuses on activities that drive revenue. Learn how People.ai helps track, coach, and scale what works across your team. --- ### Page: https://www.people.ai/product/account-execution Title: AI-powered account strategy to align teams and scale success Meta Description: Use AI to streamline account strategy, align teams, and drive repeatable success. Standardize selling motions, define clear next steps, and improve customer engagement from pre-sale to renewal. Language: en Canonical URL: https://www.people.ai/product/account-execution ## Headings Structure: H1: The right actions, with the right buyers, in the right accounts H2: Let AI do the heavy lifting when it comes to account strategy. Go from incomplete account plans and sales execution missteps to completely aligned account teams, detailed next steps with the right stakeholders, and a clear vision for success. H2: Account Strategy H2: Account Management H2: Relationship Mapping H2: Whitespace Analysis H3: People.ai empowered our sellers to approach their deals in a more strategic and methodical manner, as well as provided the key insights they needed to close deals more efficiently H2: Build dynamic account plans in an instant H2: Explore what’s possible H3: Unify GTM data from seller activities and gain complete revenue visibility. H3: Gain clarity, proactively reduce risk, and take the right steps to get to closed/won. H3: Standardize deal qualification and turn insights into action. H2: The right actions, with the right buyers, in the right accounts ## Main Content: H1: The right actions, with the right buyers, in the right accounts H2: Let AI do the heavy lifting when it comes to account strategy. Go from incomplete account plans and sales execution missteps to completely aligned account teams, detailed next steps with the right stakeholders, and a clear vision for success. H2: Account Strategy H2: Account Management H2: Relationship Mapping H2: Whitespace Analysis H3: People.ai empowered our sellers to approach their deals in a more strategic and methodical manner, as well as provided the key insights they needed to close deals more efficiently H2: Build dynamic account plans in an instant H2: Explore what’s possible H3: Unify GTM data from seller activities and gain complete revenue visibility. H3: Gain clarity, proactively reduce risk, and take the right steps to get to closed/won. H3: Standardize deal qualification and turn insights into action. H2: The right actions, with the right buyers, in the right accounts Strategize and execute a clear path to close for every deal, renewal, and upsell. Gain a clear picture of each account with all of the relevant context and data. Autofill your account plan with public and non-public data in seconds - directly in your CRM. Ensure the entire account team is in sync on how to best serve your customers. Keep your account plan from going stale—make them easily accessible and always up to date, fueling your strategy and personalizing your approach to each account. As you execute your unique plan, leverage generative AI summaries and an AI agent for real-time updates, suggested next steps, potential risks, and more—helping you best serve each account. Gain a deep understanding of key stakeholders in your accounts. Know their predicted purchasing power and inferred win rate so you can build connections with the right people. AI automatically detects new contacts and prompts you to add them to your relationship map, so it's always up-to-date and never stale. Understand your footprint within each account, and easily spot growth potential in both existing and target customers. Clearly visualize opportunities to replace competitors and drive upsells. Leverage relationships, align with customer needs, and prioritize high-potential opportunities to drive long-term growth. See how People.ai gives every team—from sales to RevOps to customer success—the answers they need to win. Strategize and execute a clear path to close for every deal, renewal, and upsell. --- ### Page: https://www.people.ai/product/opportunity-management Title: AI-driven deal qualifications to turn insights into revenue Meta Description: Leverage AI to transform customer signals into action, standardize sales processes, and uncover at-risk deals. Gain deep buyer insights and confidently execute every step of the sales cycle. Language: en Canonical URL: https://www.people.ai/product/opportunity-management ## Headings Structure: H1: Implement and adopt a winning sales process H2: Qualify deals with confidence using AI and a standardized sales process. Spot and fix at-risk deals while gaining deep buyer insights. Strategically navigate every step of the sales cycle. H2: Opportunity Qualification H2: Risk Resolution H2: Buyer Insights H2: Consistent Sales Process H3: There are many sales methodologies, and no one is necessarily better than another. What really matters is high adoption, enforceability, and CRM compliance. People.ai is fully integrated with our CRM and took just a few clicks to set up. This made it incredibly appealing and lets us guarantee high usage of our chosen process. H2: Focus on strategy, not status updates H2: Explore what’s possible H3: Unify GTM data from seller activities and gain complete revenue visibility. H3: Standardize deal qualification and turn insights into action. H3: Standardize deal qualification and turn insights into action. H2: Implement and adopt a winning sales process ## Main Content: H1: Implement and adopt a winning sales process H2: Qualify deals with confidence using AI and a standardized sales process. Spot and fix at-risk deals while gaining deep buyer insights. Strategically navigate every step of the sales cycle. H2: Opportunity Qualification H2: Risk Resolution H2: Buyer Insights H2: Consistent Sales Process H3: There are many sales methodologies, and no one is necessarily better than another. What really matters is high adoption, enforceability, and CRM compliance. People.ai is fully integrated with our CRM and took just a few clicks to set up. This made it incredibly appealing and lets us guarantee high usage of our chosen process. H2: Focus on strategy, not status updates H2: Explore what’s possible H3: Unify GTM data from seller activities and gain complete revenue visibility. H3: Standardize deal qualification and turn insights into action. H3: Standardize deal qualification and turn insights into action. H2: Implement and adopt a winning sales process Strategize and execute a clear path to close for every deal, renewal, and upsell. Ensure your reps are qualifying every deal against the same standardized sales methodology. Let AI automatically complete your opportunity scorecard using key context from every customer interaction. Reps spend time on high-quality pipeline, driving better conversion rates and more revenue. Move from reactive to proactive by identifying and mitigating risk in key deals before they turn into lost revenue. Standardized qualification methods make it easy to see which opportunities are missing key winning components, ensuring reps aren’t wasting time on deals that won’t close. Tap in to key buyer insights based on historical deal data, including predicted buying power and inferred win rate, so you know which stakeholders have the capability to get the deal done. Build robust org charts that help you understand complex buying groups so you know exactly who you need to engage. Drive alignment and consistency across your sales team by ensuring everyone is following the same process, built directly into your workflow. Configurable playbooks and auto-filled deal scorecards make it simple for your sellers to uniformly run their pipeline, driving better win rates and bigger deals. Skip endless deal reviews and reclaim your time—focus on closing business, not just talking about it. See how People.ai gives every team—from sales to RevOps to customer success—the answers they need to win. Strategize and execute a clear path to close for every deal, renewal, and upsell. --- ### Page: https://www.people.ai/solutions/revenue-operations Title: AI data revenue platform for revenue operations Meta Description: Use People.ai for revenue operations to understand what’s working across your sales organization. Language: en Canonical URL: https://www.people.ai/solutions/revenue-operations ## Headings Structure: H1: Repeatable revenue without the guesswork H2: The AI data platform for revenue operations H3: A single view of your revenue operations H3: Maximize growth with flawless account execution H3: Qualify deals with confidence H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Forensics is a game changer for RevOps H2: Want to get started? H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Sales Territory Management: The Definitive Guide H2: GTM Insider H2: Repeatable revenue without the guesswork ## Main Content: H1: Repeatable revenue without the guesswork H2: The AI data platform for revenue operations H3: A single view of your revenue operations H3: Maximize growth with flawless account execution H3: Qualify deals with confidence H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Forensics is a game changer for RevOps H2: Want to get started? H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Sales Territory Management: The Definitive Guide H2: GTM Insider H2: Repeatable revenue without the guesswork Help your sales team succeed with complete, accurate, and enriched revenue operations data. Create a winning (and measurable) sales strategy. Unify your revenue data hidden in notes and sales tools. Understand key trends during every stage of the sales process to make smarter decisions and drive higher conversion rates. Automate account planning using AI so your sellers do it every time. Ensure the strategy sticks by using real-time data and customized AI to validate and execute the plan. Accurately qualify every opportunity so you have a true understanding of your pipeline. Avoid surprises and hit your number quarter after quarter. Get real-time deal insights based on actual data rather than incomplete CRM notes or seller narratives. Help your sales team succeed with complete, accurate, and enriched revenue operations data. --- ### Page: https://www.people.ai/customers Title: Customers | People.ai Meta Description: Learn how we help leading companies use their data to make smarter business decisions and increase their revenue intelligence Language: en Canonical URL: https://www.people.ai/customers ## Headings Structure: H1: See the power of data and AI in action. H2: Helping customers achieve their goals H2: Used by the world's leading companies H3: Proven results from winning sales teams. H3: Red Hat’s Revenue Transformation: From Fragmented Data to Forecasting H3: Medical Device Leader’s Account-Based Marketing Journey H3: Seismic Boosts Close Rates 6% with People.ai Tools H3: TTEC’s Sales Overhaul Boosts Wins & Rep Satisfaction H3: How Pluralsight Unlocked Rep Productivity H3: How Zoom used People.ai to Increase Rep Bookings by 42% H3: Hexagon PPM Transforms its Sales Strategy with People.ai Data and Insi H3: Anywhere Masters Sales Strategies with People.ai Plans H3: How ThoughtSpot Increased Campaign ROI for all ABM Activities H3: Five9 Saves 1,000+ Seller Hours Yearly with People.ai H2: Join the Ranks. H2: See the power of data and AI in action. ## Main Content: H1: See the power of data and AI in action. H2: Helping customers achieve their goals H2: Used by the world's leading companies H3: Proven results from winning sales teams. H3: Red Hat’s Revenue Transformation: From Fragmented Data to Forecasting H5: 50%+ H3: Medical Device Leader’s Account-Based Marketing Journey H3: Seismic Boosts Close Rates 6% with People.ai Tools H3: TTEC’s Sales Overhaul Boosts Wins & Rep Satisfaction H3: How Pluralsight Unlocked Rep Productivity H3: How Zoom used People.ai to Increase Rep Bookings by 42% H3: Hexagon PPM Transforms its Sales Strategy with People.ai Data and Insi H5: 25% H3: Anywhere Masters Sales Strategies with People.ai Plans H5: 92% H3: How ThoughtSpot Increased Campaign ROI for all ABM Activities H3: Five9 Saves 1,000+ Seller Hours Yearly with People.ai H5: 1000+ H2: Join the Ranks. H2: See the power of data and AI in action. The world’s best GTM leaders adopt a data-first approach to drive high-performing revenue orgs with People.ai. Increase win rate 
on deals using People.ai Decrease in 
sales cycle length Hours saved in 
manual data entry annually The world’s best GTM leaders adopt a data-first approach to drive high-performing revenue orgs with People.ai. --- ### Page: https://www.people.ai/assets/sales-operating-center Title: A single source of truth for your sales team Meta Description: Identify risks, streamline your workflow, and gain better control of your pipeline with People.ai. Language: en Canonical URL: https://www.people.ai/assets/sales-operating-center ## Headings Structure: H1: Tired of losing deals because you’re operating blind? H2: Use the power of People.ai to bring all of your sales data into one place. Keep everyone on the team focused on the right activities, with the right people, for the right opportunities. H2: Smart sales teams are using People.ai to grow revenue H2: Automated sales data capture, AI-powered insights H2: Sales operating center for revenue leaders H3: Introducing the first AI-native forecastingsolution Every revenue detail. H3: Every revenue detail.All in one place. H3: The right actions, with the right buyers, in the right accounts H3: Implement and adopt a winning sales process H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Explore what’s possible H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification H3: Why You Need These Sales Skills To Succeed H3: Why You Need a Sales Playbook and What Should Be In It H2: Tired of losing deals because you’re operating blind? ## Main Content: H1: Tired of losing deals because you’re operating blind? H2: Use the power of People.ai to bring all of your sales data into one place. Keep everyone on the team focused on the right activities, with the right people, for the right opportunities. H2: Smart sales teams are using People.ai to grow revenue H2: Automated sales data capture, AI-powered insights H2: Sales operating center for revenue leaders H3: Introducing the first AI-native forecastingsolution Every revenue detail. H3: Every revenue detail.All in one place. H3: The right actions, with the right buyers, in the right accounts H3: Implement and adopt a winning sales process H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Explore what’s possible H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification H3: Why You Need These Sales Skills To Succeed H3: Why You Need a Sales Playbook and What Should Be In It H2: Tired of losing deals because you’re operating blind? Are you tired of drowning in incomplete data and outdated account plans? We get it. We’ve heard time and again how data lives in spreadsheets, emails, or even just in reps’ heads, leading to siloed knowledge and inconsistent execution. Take a self-guided tour to learn how it works Think about all the valuable information sitting in your team's calls, meetings, emails, LinkedIn messages, and other sales tools. We automatically capture it all. Patented technology that goes beyond data collection Automatically filters out personal or confidential information for compliance and security Intelligently matches activity to the correct account or opportunity in your CRM Enriches data with critical insights on contact roles and buying influence Instantly know what’s going on in every account and get AI-powered insights in a single dashboard view. Get your sellers back to selling using automated workflows and up-to-date account information. Ultimately achieve better visibility and control of your sales pipeline. Unify pipeline management and forecasting into a single pane of glass . Powered by custom AI Agents, trained on your revenue model. Gain clarity, reduce risk and get to closed/won faster. all of your GTM data from seller activities and sales tools. Easily surface and share insights across your entire organization. Make better decisions that drive real results. Align your account teams with automated, data-driven account strategies. Ensure repeatable success at scale, while better serving customers from pre-sale to post-sale, and through renewal. Automate deal qualification and easily visualize deal health to help move the right opportunities forward. Operate confidently and efficiently so you can win more revenue. Are you tired of drowning in incomplete data and outdated account plans? We get it. We’ve heard time and again how data lives in spreadsheets, emails, or even just in reps’ heads, leading to siloed knowledge and inconsistent execution. --- ### Page: https://www.people.ai/product/trust-security Title: Trust & Security | People.ai Meta Description: We are keenly aware of the responsibility that comes with access to customer data, and we collaborate with our customers to build trust and confidence in sharing data with us. Language: en Canonical URL: https://www.people.ai/product/trust-security ## Headings Structure: H1: Enterprise security with People.ai H2: Used by the world's leading companies H2: Building customer trust at scale H3: Customer Trust H3: Data Encryption H3: Trusted Partners H3: Incident Response H3: Regulatory Compliance H3: Availability H2: Join the Ranks. ## Main Content: H1: Enterprise security with People.ai H2: Used by the world's leading companies H2: Building customer trust at scale H3: Customer Trust H3: Data Encryption H3: Trusted Partners H3: Incident Response H3: Regulatory Compliance H3: Availability H2: Join the Ranks. People.ai automates data capture, seamlessly integrating and scaling while exceeding security requirements. We build your confidence and trust with your data. The People.ai information security program is based on the NIST and ISO 27001 frameworks. Security and privacy are built into the People.ai foundation, in both the products that we offer and in the day-to-day work of every People.ai employee. We have designed security and privacy controls that protect the data entrusted to us and give us the ability to determine and assess the security posture of the organization. People.ai is transparent with our customers and prospective customers on our security and privacy controls around their data. We collaborate with our customers in order to build trust and ensure that our customers maintain a level of comfort in sharing data with People.ai. People.ai is certified in SOC 2 Type 2, ISO 27001, ISO 27701 – Privacy, ISO 27017 – Cloud Security, and CSA Star. In addition to these certifications, People.ai. has completed a Google OAuth verification. People.ai also maintains a Status Page with updates on the People.ai application that customers can subscribe to for alerts on any potential issues. All data provided to People.ai by our customers is encrypted at rest and in transit within the boundaries of the People.ai environment. Customer data in our systems is protected from loss, misuse, and unauthorized access, disclosure, alteration, and destruction. People.ai understands that who we choose as our third-party suppliers and vendors has a direct impact on our customers and the trust we have built with them. We strive to ensure that any third-party vendors or suppliers meet or exceed our expectations when it comes to security and privacy controls. A list of the People.ai sub-processors and vendors can be found here. People.ai has implemented an incident response program in line with ISO 27001 to identify, investigate, and remediate any potential security incidents. People.ai partners with customers to provide transparency in our incident response process and to work with customers in the event of a security incident impacting their services. We’re compliant with GDPR and CCPA. Please visit the  for more information. People.ai provides a 99.5% uptime SLA by running in a highly available AWS environment, including the use of AWS Shield for DDoS protections. --- ### Page: https://www.people.ai/product/partners-integrations Title: Partners & Integrations | People.ai Meta Description: Automate the collection of your sales, marketing, and customer success activity with integrations that lend power and insight into how your teams already do business. Language: en Canonical URL: https://www.people.ai/product/partners-integrations ## Headings Structure: H1: A Smarter Revenue Stack H2: Used by the world's leading companies H2: Strategic Partners H2: Go-To-Market Partners H2: Browse All Integrations H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: A Smarter Revenue Stack H2: Used by the world's leading companies H2: Strategic Partners H2: Go-To-Market Partners H2: Browse All Integrations H2: Stop Managing Tools. Start Moving Deals. Automate the collection of your sales, marketing, and customer success activity with integrations that lend power and insight into how your teams already do business. We’ve partnered with leading ISV and solution vendors to create compelling integrated solutions for our mutual customers, and coupled those solutions with joint go-to-market programs. Enhance seller execution with People.ai and Microsoft. By populating AI-driven insights directly in the apps where sellers already work, sales teams can increase productivity, tighten deal execution, and drive more opportunities to close. Use People.ai to enhance Salesforce with automated activity and contact creation, providing unique insights for team performance and deal rooms — and making your sellers more productive People.ai augments Oracle Fusion Sales by increasing sales productivity and driving great GTM success by automating data capture and providing unique insights into you customer-facing activities With People.ai Relationship Maps and ZoomInfo’s data, joint customers can visualize the engagement of complex buying groups, identify missing stakeholders, and search for new contacts—directly in your existing workflow. Combine conversation intelligence and AI-based engagement insights into a single, holistic view – empowering GTM teams to understand insights for all digital touchpoints. People.ai and Winning by Design partner to bring proven sales methodologies to life by embedding frameworks into daily workflows and automating qualification based on real buyer activity. This enables consistent execution, sharper pipeline focus, and less time spent on low-value deals. Together People.ai and Motiv provide your sales team with AI-driven insights fueled by automated data capture from all sources within your Oracle CRM, allowing prioritization and engagement of the right customers at the right time. SOAR’s partnership with People.ai accelerates results through the development and execution of sales, customer success, and go to market strategies. Enhance seller execution with People.ai and Microsoft. By populating AI-driven insights directly in the apps where sellers already work, sales teams can increase productivity, tighten deal execution, and drive more opportunities to close. Enhance seller execution with People.ai and Microsoft. By populating AI-driven insights directly in the apps where sellers already work, sales teams can increase productivity, tighten deal execution, and drive more opportunities to close. Use People.ai to enhance Salesforce with automated activity and contact creation, providing unique insights for team performance and deal rooms — and making your sellers more productive Take your pipeline generation to the next level by combining People.ai customer engagement scores with intent scores to prioritize account-based marketing campaigns People.ai augments Oracle Fusion Sales by increasing sales productivity and driving great GTM success by automating data capture and providing unique insights into you customer-facing activities With People.ai Relationship Maps and ZoomInfo’s data, joint customers can visualize the engagement of complex buying groups, identify missing stakeholders, and search for new contacts—directly in your existing workflow. Combine conversation intelligence and AI-based engagement insights into a single, holistic view – empowering GTM teams to understand insights for all digital touchpoints. Never miss a beat with automated notifications on customer engagements in the tool you already use (and love!) – Slack Automatically capture Webex meetings with People.ai for productivity gains and deep conversation intelligence insights. Empower teams to analyze meetings, upskill sales reps, and expedite onboarding with AI-powered insights directly within your workflows. Use People.ai intelligence to generate contacts and provide necessary information for targeting by Oracle Eloqua Marketing Automation Automatically capture emails, participants, and contact information for all your customer accounts directly into your CRM Collect meeting invitees’ information and time-spent with each prospect, automatically matching to records in your CRM Automatically create activities for each account and opportunity in your CRM while logging the go-to-market team’s time spent Leverage the power of Tableau with People.ai data and pre-built dashboards for advanced business analytics Integrate LinkedIn InMails with ClosePlan stakeholders and automatically capture and match the activity in your CRM Use People.ai intelligence to generate contacts and provide necessary information for targeting by Adobe Marketo Exchange Automatically capture Outreach emails to customers, update contacts, and identify influential individuals from ClosePlan relationship maps to be targeted by Outreach campaigns Improve Clari forecasting by integrating People.ai customer engagement scores with forecasts Automatically send collateral to prospects and capture all the activities in your CRM while understanding which opportunities are influenced by which content Use People.ai customer engagement scores to turbocharge your Demandbase account-based market campaigns Enhance risk analysis in customer renewals by incorporating the People.ai engagement score into Gainsight Using the opportunities created by Drift chatbots, leverage the power of People.ai to enrich the contacts and activities and manage the overall customer revenue process to completion Leverage the power of Snowflake to warehouse your People.ai data and perform further business analytics Single sign-on Okta Use Okta for authentication and SSO access to People.ai products and solutions Send collateral to customers and prospects while automating the activity capture, accurately matched to your CRM Use AWS S3 as your warehouse for People.ai data Enrich forecasts by including People.ai customer engagement scores with the Terret revenue forecast and activity views Use AWS Redshift as your warehouse for People.ai data Enable sellers to automatically update your CRM with GoToMeeting activities and links to the meetings Automate the collection of Microsoft Teams meeting activity and the link to the meeting, which is all intelligently matched to your CRM Sales engagement SendGrid Capture emails to accounts from Twilio SendGrid and update contacts matched to your CRM and ClosePlan relationship maps Warehouse People.ai data in Azure Ensure alignment between your CRM contacts and target influential contacts from ClosePlan to Salesloft-enabled marketing campaigns Use People.ai’s unique activity captures and patented opportunity-matching technology to enrich and extend Clearbit contact data Capture customer call information automatically in your CRM Free your sellers by automatically capturing call information in your CRM Enable quick access to People.ai data and business analytics via pre-built PowerBI dashboards Combine People.ai customer engagement scores with DemandScience customer intent to create targeted account-based marketing campaigns Automate email and contact capture from Sendbloom emails, match the information to your CRM, and identify key individuals via ClosePlan Leverage People.ai intelligence to generate contacts and information for targeting by HubSpot Marketing Hub Include People.ai customer engagement scores with Xactly Forecasting to provide deeper insights into your forecast Incorporate the People.ai customer engagement score in Totango to improve your understanding of customer renewal risk Automatically log customer calls and time spent in your CRM Automate the delivery of People.ai contacts to your chosen marketing automation system --- ### Page: https://www.people.ai/product/integrations/microsoft Title: AI-driven sales insights and recommendations Meta Description: With People.ai for Microsoft Sales Copilot, sellers will get AI-driven insights natively inside the places they already spend their time — Microsoft Outlook, and Microsoft Teams. With opportunity insights right at their fingertips, go-to-market teams can make sure they’re spending their time with the right people and taking the right actions in accounts to drive more deals to closed-won. Language: en Canonical URL: https://www.people.ai/product/integrations/microsoft ## Headings Structure: H1: Better together H2: People.ai for Microsoft Dynamics 365 Sales H2: Key Benefits H3: Automatic Contact Capture & Enrichment H3: Intuitive Account Insights H3: Unified Data Across Your Tech Stack H3: RevOps Empowerment H3: Pipeline Visibility & Coaching H3: Stakeholder Engagement Tracking H2: People.ai for Microsoft Copilot for Sales H2: Key Benefits H3: Embedded Account & Opportunity Insights H3: Enriched Contact Intelligence H3: Decision-Maker Alignment H3: Stakeholder & Connection Recommendations H3: Engagement Tracking & Alerts H3: AI-Powered Deal Guidance H3: Real-Time Meeting Insights H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Learn More About Microsoft + People.ai H3: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Better together H2: People.ai for Microsoft Dynamics 365 Sales H2: Key Benefits H3: Automatic Contact Capture & Enrichment H3: Intuitive Account Insights H3: Unified Data Across Your Tech Stack H3: RevOps Empowerment H3: Pipeline Visibility & Coaching H3: Stakeholder Engagement Tracking H2: People.ai for Microsoft Copilot for Sales H2: Key Benefits H3: Embedded Account & Opportunity Insights H3: Enriched Contact Intelligence H3: Decision-Maker Alignment H3: Stakeholder & Connection Recommendations H3: Engagement Tracking & Alerts H3: AI-Powered Deal Guidance H3: Real-Time Meeting Insights H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Learn More About Microsoft + People.ai H3: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft H2: Stop Managing Tools. Start Moving Deals. Increase sales productivity and efficiency by bringing People.ai's AI-powered sales data and insights into the Microsoft tools sellers know and love. Unlock insights from your complete, accurate, and enriched sales data with easy-to-use generative AI right inside of your Microsoft D365 Sales CRM. Surface risks, identify key stakeholders, understand engagement levels, and get next steps in real-time on every account to ensure reps have the context they need to convert pipeline and drive higher win rates. Automatic contact capture and enrichment gives you deep insights into the players in every deal—embedded directly in Dynamics 365 Sales. Detailed and intuitive insights allow your sales team to better understand everything that’s going on within an account. Bring scattered data from across your tech stack directly inside your Microsoft tools in a single view. Empower your RevOps team with the information to answer essential business questions, aiding in planning, hiring, forecasting decisions, and territory alignment Give your sales orgs complete visibility to the activities that create and advance pipeline, allowing managers to effectively coach their teams and drive more predictable revenue. Easily allow reps to see stakeholder engagement levels so they keep buyers involved at every stage of a deal. Plus, give them visibility when an engaged contact begins to disengage. With People.ai for Microsoft Sales Copilot, sellers will get AI-driven insights natively inside the places they already spend their time — Microsoft Outlook and Microsoft Teams. With opportunity insights right at their fingertips, go-to-market teams can make sure they’re spending their time with the right people and taking the right actions in accounts to drive more deals to closed-won. Bring insights around accounts, contacts, and opportunities directly into the seller workflow. Provide reps with enriched contact cards, including title, contact info, persona, seniority, and more. Ensure your reps are engaging the right decision-makers and stakeholders throughout the deal. Engage the right people at the right accounts with recommended missing Stakeholders and internal Connections that can help make introductions. Let reps easily see stakeholder engagement levels so they keep buyers involved at every stage of a deal. Plus, get visibility when an engaged contact begins to disengage. Enable reps with AI-powered summaries and suggestions for next steps, such as who from the buying group needs to be reached or risk that needs to be mitigated. Help sellers stay engaged in digital meetings by unlocking real-time visibility into attendees. --- ### Page: https://www.people.ai/product/integrations/salesforce Title: Drive more revenue through automation and insights. People.ai + SalesForce | People.ai Meta Description: People.ai and Salesforce combine to automate activity capture, surface account insights, and help reps close more deals, faster. Language: en Canonical URL: https://www.people.ai/product/integrations/salesforce ## Headings Structure: H1: Drive more revenue through automation and insights. H2: Key Benefits / Features H3: Free up sellers time H3: Find hidden pipeline H3: Gain complete account visibility H3: No change management H2: Used by the world's leading companies H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Drive more revenue through automation and insights. H2: Key Benefits / Features H3: Free up sellers time H3: Find hidden pipeline H3: Gain complete account visibility H3: No change management H2: Used by the world's leading companies H2: Stop Managing Tools. Start Moving Deals. People.ai and Salesforce combine to automate activity capture, surface account insights, and help reps close more deals, faster. Automatically capture and populate activities to accounts and opportunities, and people to contact roles. No more manual entry. Surface dormant deals and personas. You have the data you need Historic and on-going engagement scores to drive new business and renewals. Know the path to success. People.ai works with your existing interfaces, sales methodology, and workflow. Don’t change what works for you. --- ### Page: https://www.people.ai/product/integrations/oracle Title: Revenue Intelligence for the Enterprise. People.ai + Oracle | People.ai Meta Description: People.ai and Oracle combine to drive increased sales productivity, greater deal success, and increase buyer satisfaction by automatically capturing account activity and surfacing engagement insights. Language: en Canonical URL: https://www.people.ai/product/integrations/oracle ## Headings Structure: H1: Revenue Intelligence for the Enterprise. H2: Key Benefits / Features H3: Free up sellers time H3: Find hidden pipeline H3: Gain complete account visibility H3: No change management H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Enterprise Revenue Intelligence for Oracle Fusion Sales ## Main Content: H1: Revenue Intelligence for the Enterprise. H2: Key Benefits / Features H3: Free up sellers time H3: Find hidden pipeline H3: Gain complete account visibility H3: No change management H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Enterprise Revenue Intelligence for Oracle Fusion Sales People.ai and Oracle combine to drive increased sales productivity, greater deal success, and increase buyer satisfaction by automatically capturing account activity and surfacing engagement insights. Vice President, Product Management, Oracle Customer Experience Automatically capture and populate activities to accounts and opportunities, and people to contact roles. No more manual entry. Surface dormant deals and personas. You have the data you need Historic and on-going engagement scores to drive new business and renewals. Know the path to success. People.ai works with your existing interfaces, sales methodology, and workflow. Don’t change what works for you. --- ### Page: https://www.people.ai/product/integrations/zoominfo Title: ZoomInfo - Reveal key contacts, drive deals forward - People.ai Meta Description: Win more revenue with People.ai's Relationship Maps and  ZoomInfo's best-in-class B2B data. Language: en Canonical URL: https://www.people.ai/product/integrations/zoominfo ## Headings Structure: H1: Reveal key contacts, drive deals forward. H2: Key Benefits / Features H3: Visualized Buying Groups H3: Stakeholder Gap Identification H3: ZoomInfo-Powered Workflows H3: Access to Industry - Leading Data H3: Strategic Stakeholder Engagement H3: CRM-Native Relationship Maps H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Want to be the first to experience? H3: Thank You ## Main Content: H1: Reveal key contacts, drive deals forward. H2: Key Benefits / Features H3: Visualized Buying Groups H3: Stakeholder Gap Identification H3: ZoomInfo-Powered Workflows H3: Access to Industry - Leading Data H3: Strategic Stakeholder Engagement H3: CRM-Native Relationship Maps H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Want to be the first to experience? H3: Thank You Win more revenue with People.ai's Relationship Maps and  ZoomInfo'sbest-in-class B2B data. Joint customers can easily create robust Relationship Maps, view historic and upcoming activities, and see stakeholder engagement levels in People.ai. Then, add net-new contacts directly from ZoomInfo by searching by name, email, or title—all within the CRM. Visualizes complex buying groups, their activities, and level of engagement so reps can understand the role that each stakeholder plays in driving a deal forward Enhance deal execution by helping reps identify gaps and engage missing stakeholders with accurate contact info Streamlines workflows by enabling users to search ZoomInfo for contacts by name, email, or title, and add new contacts to a People.ai Relationship Map directly in the CRM Gives reps and BDRs access to ZoomInfo’s industry-leading contact database, which has over 65M verified phone numbers and 150M verified email addresses Enables reps to take a strategic approach that allows them to identify the correct stakeholders, engage them, and win larger deals, faster Relationship Maps are directly available in your CRM where they can be easily viewed, used, and edited across the org With People.ai + Zoominfo, reps have a comprehensive view of large groups of stakeholders and can ensure they are investing time in the contacts and activities that will move deals down the pipeline.Get on our list to be the first to try when the integration becomes available. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/product/integrations/zoom Title: Unprecedented Insights. Unparalleled Pipeline Health. | People.ai Meta Description: Combine conversation intelligence and AI-based engagement insights into a single, holistic view – empowering GTM teams to understand buyers’ roles and engagement levels across all digital touchpoints. By understanding “who is who,” sales teams can strategically plot next steps with the right people and personas to grow pipeline, increase deal size, improve win rate, and shorten sales cycles. Language: en Canonical URL: https://www.people.ai/product/integrations/zoom ## Headings Structure: H1: Unprecedented Insights. Unparalleled Pipeline Health. H2: Get a Sneak Peek of Our Solution H2: Key Benefits / Features H3: From Notes to Automation H3: Deep Buyer Understanding H3: Scalable Sales Coaching H3: Single Source of Truth H3: Holistic Engagement View H3: Smart Data Capture & Enrichment H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Zoom IQ for Sales & People.ai ## Main Content: H1: Unprecedented Insights. Unparalleled Pipeline Health. H2: Get a Sneak Peek of Our Solution H2: Key Benefits / Features H3: From Notes to Automation H3: Deep Buyer Understanding H3: Scalable Sales Coaching H3: Single Source of Truth H3: Holistic Engagement View H3: Smart Data Capture & Enrichment H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Zoom IQ for Sales & People.ai Combine conversation intelligence and AI-based engagement insights into a single, holistic view – empowering GTM teams to understand buyers’ roles and engagement levels across all digital touchpoints. By understanding “who is who,” sales teams can strategically plot next steps with the right people and personas to grow pipeline, increase deal size, improve win rate, and shorten sales cycles. Goodbye, note-taking. Hello, automation! Fuel your CRM with complete visibility into all digital engagements. Improve seller productivity and allow sellers to do what they do best – sell! Gain a deep understanding of “who is who,” including time spent across engagement channels and previous deals each buyer contact was involved in. Allow sellers and revenue leaders to strategically plot next steps, derisk deals, and drive more revenue – quicker! Coach at scale by unlocking deep details into every GTM engagement. Showcase best practices from day one, improving team performance and providing the best customer experience – all while driving more revenue. Complete, accurate data is now the single source of truth across the GTM function, bringing visibility and removing friction. The results? Predictable growth, improved forecast accuracy, and a scalable GTM motion. Gain a holistic view of all engagements, enhanced with rich attendee data within your existing tech stack – no change management required. Tap into the only solution that accurately filters out private information, matches the right engagement data to the right CRM records, and automatically creates and continuously enriches contacts in your CRM. --- ### Page: https://www.people.ai/product/integrations/winning-by-design Title: Turn your proven sales methodology into AI-powered execution. Meta Description: Together, People.ai and Winning by Design help customers transform revenue operations by combining AI-driven insights with proven sales frameworks—driving consistency in the sales process and delivering value through better deal qualification, pipeline focus, and reduced time on low-value deals. Language: en Canonical URL: https://www.people.ai/product/integrations/winning-by-design ## Headings Structure: H1: Transform your sales methodology with AI-powered, data-driven qualification at scale. H2: Key Benefits / Features H3: Standardized Opportunity Qualification H3: AI-Powered Scorecards H3: Productivity Through Automation H3: Proactive Risk Management H3: Accurate Forecasting H3: Stronger Account Execution H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Improving Your Opportunity Qualification with Chad O’Connor ## Main Content: H1: Transform your sales methodology with AI-powered, data-driven qualification at scale. H2: Key Benefits / Features H3: Standardized Opportunity Qualification H3: AI-Powered Scorecards H3: Productivity Through Automation H3: Proactive Risk Management H3: Accurate Forecasting H3: Stronger Account Execution H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Improving Your Opportunity Qualification with Chad O’Connor People.ai and Winning by Design turn sales frameworks into action by automatically scoring deals based onreal buyer interactions directly in your CRM. Discover how sales leaders use the SPICED methodology, combined with People.ai’s Automated Opportunity Scorecards, to improve conversion rates and drive more revenue. Improve opportunity qualification by applying a standardized and consistent framework across every seller and deal. Ensure consistent adoption of your sales methodology with CRM-native, AI-powered Opportunity Scorecards. Prioritize high-value activities by automating manual data entry and freeing reps to close more deals. Spot risk early and take proactive action to keep deals on track and maximize revenue. Improve forecast accuracy by basing predictions on real activity data rather than guesswork. Strengthen customer relationships through enhanced account execution insights. --- ### Page: https://www.people.ai/product/integrations/6sense Title: People.ai | 6sense Meta Description: Together, 6sense + People.ai enable revenue teams to prioritize the right leads, easily uncover in market accounts and all relevant members of buying teams Language: en Canonical URL: https://www.people.ai/product/integrations/6sense ## Headings Structure: H1: Today’s B2B buyers are anonymous, fragmented and resistant. H2: Key Benefits / Features H3: Automatic Contact Discovery H3: Smarter Predictive Models H3: Holistic Account Engagement View H3: Targeted Engagement H3: Gap Identification & Correction H2: How It Works H2: Used by the world's leading companies H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Today’s B2B buyers are anonymous, fragmented and resistant. H2: Key Benefits / Features H3: Automatic Contact Discovery H3: Smarter Predictive Models H3: Holistic Account Engagement View H3: Targeted Engagement H3: Gap Identification & Correction H2: How It Works H2: Used by the world's leading companies H2: Stop Managing Tools. Start Moving Deals. Together, 6sense + People.ai enable revenue teams to prioritize the right leads, easily uncover in market accounts and all relevant members of buying teams Automatically uncover and update all contacts and contact roles engaged in buying cycles. Enhance predictive models with activities recorded in CRM to better prioritize lead and contact engagement. Give a complete picture of sales of all engagement and reach within accounts. Engage the right contacts with the right content and campaigns at the right time. Identify and correct engagement gaps for high-value in-market accounts. 6sense delivers AI insights that give revenue teams the ability to uncover demand signals, prioritize accounts and actions, and engage B2B buying teams. People.ai’s Enterprise Revenue Intelligence Solution captures all CRM activities, contacts, and contact roles for accounts engaged in deal cycles — and keeps them evergreen with continually updated information.With 6sense and People.ai, you can uncover the complete buying team for in market accounts, enhance predictions and prioritization for leads and contacts, and orchestrate engagement with high-value, priority accounts. --- ### Page: https://www.people.ai/product/integrations/slack Title: Slack Meta Description: Remove the friction between you and your CRM. People.ai Bot in Slack let’s you know what meetings are happening, and with whom. All People.ai Bot asks for in return? Drop your post-call notes and select your meeting category – helping you maintain tip-top CRM hygiene while increasing seller productivity. Language: en Canonical URL: https://www.people.ai/product/integrations/slack ## Headings Structure: H1: We work, where you work H2: Key Benefits / Features H3: Automated Activity Capture H3: Unified Engagement Insights H3: Seamless CRM Updates H3: Automatic Contact Creation & Enrichment H3: AI-Powered Deal Q&A H2: Connect to Slack H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: We work, where you work H2: Key Benefits / Features H3: Automated Activity Capture H3: Unified Engagement Insights H3: Seamless CRM Updates H3: Automatic Contact Creation & Enrichment H3: AI-Powered Deal Q&A H2: Connect to Slack H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: Stop Managing Tools. Start Moving Deals. The People.ai bot for Slack puts AI-powered insights, a modernized CRM, and a streamlined workflow directly in the hands of your sales org. People.ai captures activities between customers and your GTM teams – including relevant Slack activities – filters out private or unrelated info, and matches each activity to the corresponding account and opportunity in the CRM. Then, People.ai turns that data into action that guides your team down the path to closed-won. The People.ai bot for Slack meets you where you are by putting AI-powered data and action directly inside everyone’s favorite app. Remove manual data entry from reps’ to-do list - automatically capture Slack activities and match to the correct account and opportunity in the CRM Unify conversations with prospects across Slack, email, LinkedIn, and meetings and get insights around at-risk deals, suggested next steps, and detailed account summaries Eliminate the manual burden of navigating to and updating Salesforce by updating CRM fields directly in Slack Ensure every engaged prospect is captured and enriched in the CRM. Every new contact your team engages with in Slack is captured and created as a new contact in the CRM, automatically associated with the right account and opportunity and enriched with seniority level, buying power, and engagement score. Get real-time answers to all of your pipeline-related questions. For example, “Hey People.ai, what is the latest on this deal?”, and get a breakdown of the latest developments in the opportunity, potential risks, and the path to closing You must be an admin in both People.ai and Slack to connect to Slack. 1. In People.ai applications, go to Settings > Integrations > Slack. 2. Click Authorize Slack. You’re redirected to Slack, and asked to choose your Slack workspace. 3. Sign in to your Slack workspace. 4. In the permission request page, click Allow to give People.ai access to Slack. You’re redirected back to our applications page. You are now connected to Slack. 5. If you want to turn on Slack notifications for People.ai users, enable notifications under configurations profile. --- ### Page: https://www.people.ai/product/integrations/webex Title: People.ai Webex Integration Meta Description: Utilize AI-powered summaries to assess risk levels on deals and gauge the overall state of accounts. By understanding nuanced conversational cues, proactively identify challenges and opportunities, enabling informed decision-making to mitigate risks, capitalize on opportunities, and drive account growth. Language: en Canonical URL: https://www.people.ai/product/integrations/webex ## Headings Structure: H1: Empowering GTM Teams: Deeper AI-Enhanced Deal Insights. H2: Key Benefits / Features H3: Automated Meeting Summaries H3: From Notes to Automation H3: Unified Engagement View H3: Scalable Coaching Insights H2: Connect to Webex H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Empowering GTM Teams: Deeper AI-Enhanced Deal Insights. H2: Key Benefits / Features H3: Automated Meeting Summaries H3: From Notes to Automation H3: Unified Engagement View H3: Scalable Coaching Insights H2: Connect to Webex H2: Stop Managing Tools. Start Moving Deals. Utilize AI-powered summaries to assess risk levels on deals and gauge the overall state of accounts. By understanding nuanced conversational cues, proactively identify challenges and opportunities, enabling informed decision-making to mitigate risks, capitalize on opportunities, and drive account growth. Extract meeting and deal summaries directly from Webex meeting transcripts, providing concise insights into key discussions and outcomes. Goodbye, note-taking. Hello, automation! Fuel your CRM with complete visibility into all Webex engagements. Improve seller productivity and allow sellers to do what they do best – sell! Gain a holistic view of all engagements, enhanced with rich attendee data within your Webex data – no change management required. Unlock detailed insights into every GTM interaction, facilitating scalable coaching opportunities to enhance team performance and elevate customer experiences. You must be an admin in both People.ai and Webex to connect. 1. In People.ai applications, go to Settings > Integrations > Webex. 2. Click Authorize Webex. You’re redirected to Webex. 3. Sign in to your Webex workspace. 4. In the scope request page, click Allow to give People.ai access to Webex recordings. You’re redirected back to our applications page. You are now connected to Webex. 5. If you want to turn on Webex integration for People.ai users, enable ingest for users under configurations profile. --- ### Page: https://www.people.ai/privacy Title: People.ai Privacy Policy Meta Description: People.ai is committed to respecting and protecting your privacy. This privacy policy (“Privacy Policy”) is intended to help you understand what data we collect... Language: en Canonical URL: https://www.people.ai/privacy ## Headings Structure: H1: Privacy H3: Email H3: Phone H3: Office ## Main Content: H1: Privacy H3: Email H3: Phone H3: Office People.ai is committed to respecting and protecting your privacy. This privacy policy (“Privacy Policy”) is intended to help you understand what data we collect, what we do with it, how we protect it, and what choices you have with regard to our collection and processing of your data through your use of our services (the “Services”) through the People.ai website https://people.ai (the “Website”), and the People.ai application https://app.people.ai (the “App”) (collectively referred to as the “Sites”). By using the Services, visiting the Website, or using the App, you consent to the collection, transfer, processing, storage, disclosure, and other uses described in this Privacy Policy. 2. TYPES OF INDIVIDUALS This Privacy Policy details our commitment to the privacy of individuals who are: Collectively, we refer to the individuals, above, as collectively as “Users.” An individual may fall into more than one category of individual. For example, an individual may attend one of our sponsored events and be classified as an Attendee, and then a Site Visitor when visiting the Sites. The terms “People.ai,” “we,” “us,” and “our” refer to People.ai, Inc. This Privacy Policy applies to the Website, the App, and all subpages and successor pages found within their respective domains. The Privacy Policy applies to data that relates to the Personal Information (defined below) of the Users and the Customer Activity Data (defined below) of our Customers. The data may be collected through use of the Services; visiting the Sites; or communicating with People.ai through email, chat, or other channel. The Privacy Policy does not apply to de-identified or aggregated Personal Information or data lawfully made available from federal, state, or local records. De-identified or aggregated data is data that does not personally identify you. An example would be, how many users have a certain postal code. The Privacy Policy does not apply to any third party website, which may be linked to from the Sites. The information collected through these third party websites are governed by the privacy policies of the respective third party websites. Please refer to your individual contracts for specifics on our data retention and deletion policy. 4. WHAT DATA WE COLLECT 4.1. Information you provide to us When you visit our Sites or contact us, we might collect Personal Information that you voluntarily submit to us, such as through a web form, in an email, in a chat message, or other form of electronic communication. Personal Information collected in this way includes identifiers, such as your name, business address, email address, similar identifiers, commercial information, and professional or employment-related information relevant to you as an agent of your business. 4.2. Information from web technologies When Site Visitors and Registered Users visit our Sites or use our Services various web technologies may collect information in relation to your use of the Sites. For example, we may collect browser information, device data, logs, IP addresses, the page of the Sites you request, the date and time of the request, and the time spent on the Sites or page. The Additional Information Link Some of the pages on the Sites may contain “cookies.” A cookie is a small data file that may be sent to your web browser and stored on your computer. This allows our server to recognize a computer when it revisits the Sites. The cookies also help People.ai analyze trends, track user movement in the site, and gather demographic information about our users as a whole. Most web browsers can be configured to not accept cookies, or to notify you if a cookie is sent to you. You may also consider visiting aboutcookies.org, which provides helpful information about cookies. You can choose to disable cookies for the Sites but, blocking cookies may prevent or reduce the extent to which the Sites or Services can be used or customized by you. Please note that opting out of receiving cookies may not exercise your other data rights. Some pages of the Sites (and our e-mails) may contain small electronic files known as web beacons (also referred to as clear gifs, pixel tags, and single-pixel gifs) that permit us, for example, to count users that visited those pages or opened an email and for other related website statistics (for example, recording the popularity of certain website content and verifying system and server integrity). These web technologies may identify a device (e.g., your computer) without identifying you individually. In many instances it is not possible for us to tie together information collected about Site Visitors to an Identifiable Individual, Attendee, or Registered User. Accordingly, adjusting your browser settings to refuse cookies may not exercise your opt-out or other rights (to the extent they apply to your jurisdiction) with respect to the information we collect about you as an Identifiable Individual. Exercising your rights as an Identifiable Individual, Attendee, or Registered User you may be required to provide additional information, as described below. 4.3. Information from Services People.ai collects information and data for the purpose of creating our graph database and providing the Services. We collect information and data to help us compile, organize, and verify this information. The collected information can include: 5. HOW WE USE YOUR INFORMATION 5.1. General use of your information We may use the information we collect about you to perform our obligations under our End User Service Agreement (“EUSA”) with our Customers on the basis of our legitimate interest including to provide, operate, maintain, improve, and promote the Sites and the Services. We also use the collected information to provide you with information that you may request from us, to notify you about updates to the Privacy Policy, or for any other purpose described when you provide the information. 6. DATA SHARING & DISCLOSURE We may disclose Customer Activity Data, which may include Personal Information, to other companies or third parties under any of the following circumstances: 6.1. Customers and Partners We use Personal Information to provide the Services to our customers and partners. 6.2. Sub-processors (Third-Party Service Providers) We may transfer information, including Personal Information, to our sub-processors, which we use to provide our services. These sub-processors may have access to or process your Personal Information for the purpose of providing these services for us (and in turn, you). We prohibit our sub-processors to use any Personal Information for their marketing purposes or for any other purpose than in connection with the services they provide to us. 6.3. As Required by Law In certain situations, we may be required to disclose Personal Information in response to lawful requests by public authorities, including to meet national security or law enforcement requirements. We may disclose Personal Information to respond to subpoenas, court orders, or legal process, or to establish or exercise our legal rights or defend against legal claims. We may also share such information if we believe it is necessary to investigate, prevent, or take action regarding illegal activities, suspected fraud, situations involving potential threats to the physical safety of any person, violations of our Service Agreement, or as otherwise required by law. To enforce the terms of an EUSA, prevent fraud or abuse of People.ai or its users, or to protect People.ai’s rights. 6.4. To Market Our Services: We may share information, including Personal Information, with our channel partners, solely for the purpose of enabling our channel partners to notify you about our Services. People.ai requires its channel partners to provide an opt-out option within its communications to you. By opting out, you are opting out of receiving future communication from our channel partner. 7. INTERNATIONAL TRANSFERS Personal Information collected on the Sites will be stored and processed in the United States, or in other countries if specifically agreed upon in an applicable EUSA, and by using the Sites, you consent to any such transfer of information outside of your country. Please note, we may transfer the Customer Data we collect about you to countries other than the country where we originally collected it for the purposes processing the data and operating the Services. If we transfer your information to outside of the country of collection, we will protect that information as described in this Privacy Policy and take steps, where necessary, to ensure that international transfers comply with applicable laws. 8. CHILDREN’S PERSONAL INFORMATION Our Services are not intended for or directed to persons under the age of 13. Accordingly, we do not knowingly collect Personal Information from children under the age of 13. If you are under the age of 13, do not submit any Personal Information to us via email, the Sites, through our Services, or through other channels. Any person who provides information to us through registration or in any other manner on the Sites or through the Services represents to People.ai that they are 13 years of age or older. If you believe that we have mistakenly collected such information, please notify us at security@people.ai so that we may immediately delete the information. 9. ADDITIONAL INFORMATION PER USER TYPE We may collect data on how you use the Sites, to improve the Sites and the Services. This may include the ability to reproduce your actions on the Sites, your IP address, your browser and device characteristics, and other such data, for the purpose of Sites and Service improvement. We may collect Personal Information from you if you choose to contact us through the Sites. 9.2. Registered Users Our Services are intended for use by enterprise companies. Where our Services are made available to you, a Registered User, through a Customer of ours, that enterprise is the data controller of your personal information. Your data privacy questions and requests should initially be submitted to the Customer in its capacity as your data controller. People.ai is not responsible for our Customers’ privacy or security practices which may be different than this Privacy Policy. Where we are the data controller of Personal Information (for example, for Site Visitors and Attendees), then we retain the Personal Information we collect where we have an ongoing legitimate business need or purpose to do so. (For example, providing you with our Services, to enable your participation in an event, and to comply with applicable legal, tax or accounting requirements, is a legitimate purpose.) We ask for and may collect personal information such as your name, address, phone number, commercial information, and email address when you register for or attend a sponsored event or other events at which any member of the People.ai participates. We collect this information to facilitate your registration or attendance of the event and to send you related or followup communications. 10.1. Cookies and Similar Technologies. Your browser or device can allow you to opt-out of data collection from cookies or similar technologies by setting your browser to refuse all or some of the web technologies (e.g., cookies) employed on the Sites. Please note that your experience using the Sites or the Services might be degraded, or certain functionalities may not work, if you opt-out to such collection. 10.2. Marketing Communications If you wish to opt-out of our use of your contact information for our direct marketing purposes, you can click the “Unsubscribe” button located within the most recent marketing email you received from us, or contact us at privacy@people.ai. You may also use the DO NOT SELL MY INFO button on the bottom of each page. Depending on where you are located, you may have additional rights to opt-out of certain uses of Personal Information, know what Personal Information we’ve collected, or request that we delete your Personal Information. Please review the JURISDICTION SPECIFIC NOTICES, below, to determine if these rights apply to you. 11. JURISDICTION SPECIFIC NOTICES People.ai is based in the United States. The Sites and Services are controlled and operated by us from the United States and are not intended to subject us to the laws or jurisdiction of any state, country or territory other than that of the United States. Your Personal Information may be collected, transferred to, stored and otherwise processed in any country where we have facilities or in which we engage service providers, and by using the Sites and/or Services you consent to the transfer of information to countries outside of your country of residence, including the United States, which may have data protection rules that are different from those of your country. You may be entitled to additional privacy notices depending on where you are located. Please see the appropriate subsection below that may apply to you. The California Consumer Privacy Act (“CCPA”), which is effective as of January 1, 2020, regulates how we handle personal information of California residents and gives California residents certain rights with respect to their personal information. Under the CCPA, People.ai is both a “business” and a “service provider.” This subsection applies to information we collect in our role as a business. When we act as a service provider for our Customers (for example, by providing our services to another company that you interact with), we follow the processing instructions of our Customer with respect to how we process your personal information. 11.1.1. Information We May Collect IdentifiersIdentifiers such as a real name, alias, postal address, unique personal identifier, online identifier, internet protocol address, email address, account name, or other similar identifiers.California Customer Record InformationIdentifiers such as name, address, telephone number, employment, employment history.Internet or other electronic network activity informationInternet or other electronic network activity information, information regarding a consumer’s interaction with an internet website, application, or advertisement.Geolocation dataCity, state, country, time zone, or the city in which an employer’s company is located.Professional or employment-related informationJob title, employer name, role, or industry.InferencesInferences drawn from any of the information identified in this subdivision to create a profile about a consumer. Please note that under the CCPA, Personal Information does not include: For each of the categories of information, above, we collect the information from a variety of sources, including directly from you, from your devices, from your social media profiles, from our Customers, and/or from third party providers. 11.1.2. Use of Personal Information We collect this Personal Information to provide the Services; to protect the rights, privacy, and safety of the Users and Services; and to improve the Services. For example, in the last 12 months, People.ai used Personal Information for one or more of the following purposes: 11.1.2. Disclosure for a Business Purpose People.ai may disclose your personal information to a third party for a business purpose. When we disclose Personal Information for a business purpose to a third party, the third party must keep the Personal Information confidential and not use the Personal Information for any other purpose except the purpose for which we provided the Personal information to the third party. In the 12 months prior to this Privacy Policy’s last update we’ve provided the following categories of Personal Information: identifiers, internet or other electronic network activity information, and geolocation data to our service providers. Our service providers provide services such as web hosting, backend infrastructure, log analysis, customer service, email and web services, security and other auditing, advertising or marketing, and similar services. 11.1.3. Disclosure for a Commercial Purpose The CCPA broadly defines selling Personal Information as “selling, renting, releasing, disclosing, disseminating, making available, transferring, or otherwise communicating orally, in writing, or by electronic or other means, a consumer’s personal information by the business to a third party.” In light of this broad definition, many types of data transfers are considered a “sale” under the CCPA. In the past 12 months, we’ve disclosed Personal Information from the following categories in a manner that may be considered a sale under the CCPA: identifiers; record information; internet or other electronic network activity information; geolocation data; professional or employment-related information; and inferences. As described below, you can opt-out of our “sale” of your Personal Information. 11.1.4. Your Rights Under the CCPA The CCPA provides individual California consumers with several individual rights with respect to Personal Information. Under the CCPA, a California consumer has the right to request: 11.1.5. Right to Opt-Out of Sales of Personal Information You have the right to direct us not to sell your Personal Information on a going-forward basis. Please click the DO NOT SELL MY INFO link, which can also be found in the footer of our homepage. 11.1.6. Exercising your rights To exercise these rights, please submit a request to one of our contact options: Please be as specific as possible in relation to which right you would like to exercise. The requests can only be granted for a  verifiable customer request. Please provide sufficient information about yourself so we can confirm that your request is a verifiable customer request, including at a minimum your name and email address. Once we receive your request, we will review it, determine whether we can verify your identity, and process the request accordingly. We will respond to your request within 45 days of receipt, or notify you if we require additional time. We will not respond to requests that do not include at least your name and email address. We will provide you with the Personal Information in a usable format that allows you to transmit the Personal Information to another entity. You may also designate an authorized agent to make a request on your behalf. In order for us to process a request from your authorized agent, we must (i) confirm that the agent is a natural person or business entity registered with the Secretary of State that you have authorized to act on your behalf, (ii) receive from you a copy of the written authorization that provides the authorized agent to act on your behalf, and (iii) verify your identity by asking you to provide us sufficient information in order to do so. You may only make a verifiable consumer request for access or data portability twice within a 12-month period. Any disclosures we provide will only cover the 12-month period preceding the verifiable consumer request’s receipt. We do not charge a fee to process or respond to your verifiable consumer request unless it is excessive, repetitive, or manifestly unfounded. If we determine that the request warrants a fee, we will tell you why we made that decision and provide you with a cost estimate before completing your request. 11.1.7. Non-Discrimination for exercising your rights You have the right not to receive discriminatory treatment for the exercise of your rights under the CCPA, subject to certain limitations. Please note that we reserve the right to offer you certain financial incentives as permitted by the CCPA that may result in different prices, rates, or quality levels. Any CCPA-permitted financial incentive we offer will reasonably relate to your personal information’s value and contain written terms that describe the program’s material aspects. Participation in a financial incentive program requires your prior opt-in consent, which you may revoke at any time by contacting us. To ensure appropriate levels of security People.ai applies technical, administrative and organizational security measures to prevent against accidental or unlawful destruction and loss, alteration, unauthorized disclosure or access, in particular where the processing involves the transmission of data over a network, and against other unlawful forms of processing. People.ai has undergone a Service Organization Control 2 (“SOC”) audit, and a copy of People.ai’s most recent report is available to Customers upon request from security@people.ai. As of the date of this Privacy Policy, the environment which hosts People.ai’s Services maintains multiple certifications for its data centers, including SOC reports, PCI Certification, and ISO 27001 compliance. Please visit the AWS Compliance website at https://aws.amazon.com/compliance/ for further information. 13. CHANGES TO THIS PRIVACY NOTICE Changes to this Privacy Policy may be made from time to time and will be posted on this page as legal, regulatory, or operational requirements change. If we make material changes to People.ai’s Privacy Policy, we will provide notice on the Sites or via email. However, we encourage you to periodically review this page for the latest information on our privacy practices. If you continue to use the Services, after those changes are in effect, you agree to the revised Privacy Policy. 14. GOOGLE API COMPLIANCE People.ai’s use and transfer to any other app of information received from Google APIs will adhere to Google API Services User Data Policy, including the Limited Use requirements. If you have any questions or concerns about this Privacy Policy or our privacy practices, please don’t hesitate to contact support@people.ai, or subscribe below for updates. --- ### Page: https://www.people.ai/about-us Title: Unlock your complete GTM story with data | People.ai Meta Description: Driven by innovation, People.ai helps go-to-market organizations thrive in a data-enhanced, AI-first world. Language: en Canonical URL: https://www.people.ai/about-us ## Headings Structure: H1: Future-proof your business 
with AI-first GTM solutions that drive sustained growth and innovation H2: People.ai is empowering a future where every aspect of go-to-market operations is optimized and productivity is supercharged with AI. H2: Before People.ai, every rep was also a detective, working like Sherlock Holmes to uncover the story of each deal. H2: Used by the world's leading companies H2: Our Leadership H2: Board Members H2: Our Investors H2: Ready to join our team? H2: Heading goes here ## Main Content: H1: Future-proof your business 
with AI-first GTM solutions that drive sustained growth and innovation H2: People.ai is empowering a future where every aspect of go-to-market operations is optimized and productivity is supercharged with AI. H2: Before People.ai, every rep was also a detective, working like Sherlock Holmes to uncover the story of each deal. H2: Used by the world's leading companies H2: Our Leadership H2: Board Members H2: Our Investors H2: Ready to join our team? H2: Heading goes here Unlock your data. Give every seller the complete story. Driven by innovation for over 8 years, we provide organizations with the “how” to thrive in this data-enhanced, AI-first world. The data was scattered everywhere - in emails, calendar entries, Slack messages, call recordings, and more. It took hours and hours to piece it all together into something a rep or sales leader could use to move a deal forward.People.ai was founded in 2016 to solve this problem by automating the capture of all GTM team activities and helping organizations build a robust and accurate data foundation that reveals what’s really going on in the business.Today, we are taking sales technology to the next level by leveraging best-in-class generative AI to help our customers unleash the full value of the data foundation they’ve built using our solutions. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/product/sub-processors Title: People.ai Sub-Processors Meta Description: To support delivery of our Services, People.ai, Inc. (or one of our affiliates listed below) may engage and use data processors (each a ‘Sub-processor’) with access to certain (i) Customer Data as defined in your End User Services Agreement, including all attachments to it, (the ‘Agreement’), Language: en Canonical URL: https://www.people.ai/product/sub-processors ## Headings Structure: H1: Sub-Processors H2: List of Sub-Processors H2: Third Parties H2: Infrastructure and Operations H2: Information About Customers, Users, and Others H2: Affiliates H3: Updates H3: This is the default text value ## Main Content: H1: Sub-Processors H2: List of Sub-Processors H2: Third Parties H2: Infrastructure and Operations H2: Information About Customers, Users, and Others H2: Affiliates H3: Updates H3: This is the default text value To support delivery of our Services, People.ai, Inc. (or one of our affiliates listed below) may engage and use data processors (each a ‘Sub-processor’) with access to certain (i) Customer Data as defined in your End User Services Agreement, including all attachments to it, (the ‘Agreement’), and (ii) ‘Operational Customer Information’, which is data we collect from you and your users, and about you and your users, in accordance with our Privacy Policy. Operational Customer Information may include personal data as that term is defined in the General Data Protection Regulation, (EU) 2016/679, but is not otherwise Customer Data. This page provides important information about the identity, location, and role of each Sub-processor. Terms used on this page but not defined have the meaning set forth in your Agreement. People.ai uses third party Sub-processors to process Customer Data and Operational Customer Data on our behalf, provide infrastructure services, and to help us deliver professional services, customer support, email notifications and other interactions with customers, users, and others. Prior to engaging any third party Sub-processor, People.ai evaluates the third party’s privacy, security and confidentiality practices, and executes an agreement implementing its applicable obligations. People.ai uses the following Sub-processors to host Customer Information or provide other infrastructure that helps with delivery of our Services: As our business grows and evolves, the Sub-processors we engage may also change. We endeavor to provide subscribed owners of the Customer’s account with notice of any new Sub-processors to the extent required under the Agreement, along with posting such updates here. Please check back frequently for updates. --- ### Page: https://www.people.ai/about-us/careers Title: Careers | People.ai Meta Description: Great people. Great challenges. Great opportunities. Join a highly talented team and take on important technical challenges that are revolutionizing Revenue Operations and Intelligence. Language: en Canonical URL: https://www.people.ai/about-us/careers ## Headings Structure: H1: Grow your career at People.ai H2: You will be happy to join our team. H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H2: When it comes to your deals, you don’t know what you don’t know. ## Main Content: H1: Grow your career at People.ai H2: You will be happy to join our team. H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H3: Job Department H2: When it comes to your deals, you don’t know what you don’t know. Great people. Great challenges. Great opportunities. Join a highly talented team and take on important technical challenges that are revolutionizing Revenue Operations and Intelligence. We offer compensation packages that allow you to share in our long-term success! We are a remote-first company. Work from home or join us at our San Francisco-based HQ. We offer a monthly phone and Internet allowance, as well as office setup reimbursement for new hires Batteries, even proverbial ones, need to be recharged. Take the time you need when you need it. We schedule holidays for everyone to be offline at once to unplug and recharge For birthing and non-birthing parents, plus adoption and foster leave We offer medical, dental, and vision plans, plus HSA, FSA, and dependent care Employer-paid life insurance, AD&D, long-term disability, and short-term disability coverage Save for your retirement on a pre-tax and/or post-tax basis --- ### Page: https://www.people.ai/privacy-management Title: Privacy Management Meta Description: People.ai Privacy Management: Empowering California consumers to control how their business-related data is collected, stored, and shared. Access, delete, or opt-out of data usage in accordance with CCPA. Language: en Canonical URL: https://www.people.ai/privacy-management ## Headings Structure: H1: Privacy Management Software H2: Responsible Disclosure of Security Issues H3: One More Step! ## Main Content: H1: Privacy Management Software H2: Responsible Disclosure of Security Issues H3: One More Step! If you are a California consumer (as defined by the CCPA), you may have the right to access your Personal Information, request the deletion of your Personal Information, and opt-out of the “sale” (as defined by the CCPA) of your Personal Information on a going-forward basis.‍People.ai takes reasonable steps to only collect and use information related to companies and the professionals that work for them. These steps include taking steps to only collect and use a professional's information in relation to their business identify. For example, we attempt to exclude information such as your personal email address. Accordingly, please provide your business email when completing the below form. Otherwise, we may not be able to complete your request. People.ai appreciates the role of the community in helping each other keep software secure, for the company and our customers. Please submit findings to security@people.ai with a description and key details of the security issue. You should avoid causing any disruptions of our systems in your research actions, and keep your findings confidential until we have had a reasonable time to review, analyze, and fix the issue. While we do not have a bug bounty program at this time, we are happy to offer recognition for your ethical work in keeping the software community safe and secure. Your identity needs to be confirmed.Please check your email for confirmation, click confirm and we will start your request. --- ### Page: https://www.people.ai/sell-better-building-trust Title: Sell Better Building Trust Meta Description: Turn every prospect into a champion with People.ai’s AI-powered relationship intelligence. Identify true decision-makers, build trust that closes deals, and win bigger, faster, and more often. Language: en Canonical URL: https://www.people.ai/sell-better-building-trust ## Headings Structure: H1: Stop Chasing Closes. 
Start Building Champions. H3: Thank You H2: Used by the world's leading companies H2: FAQ ## Main Content: H1: Stop Chasing Closes. 
Start Building Champions. H3: Thank You H2: Used by the world's leading companies H2: FAQ Turn Every Prospect Into a True Partner With AI-Powered Relationship Intelligence Ghosted again? Stuck in “just checking in” mode? Deals don’t die because your product isn’t good—they die because trust never took root. And without trust, there are no champions fighting for you behind closed doors. The best sellers don’t leave trust to chance. They know exactly who to win over, how to get in their ear, and when to strike—because they’re armed with insights, not just instincts. If you’re still guessing, you’re already behind. Why Sellers Lose Deals Before They Even Start Build Trust That Converts with People.ai Every day you guess, you waste cycles on people who can’t—or won’t—move the deal forward. It’s time to stop chasing and start champion-building. See how top sellers use AI to win bigger, faster, and more often. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. Fully integrated generative AI sales solution that automates manual tasks, inspects account and deal health, and enables prescriptive coaching recommendations. Yes, People.ai supports multiple CRMs, giving you a unified view of all sales activities across your organization for complete visibility and smarter revenue growth. Emails, calendars, dialer calls, web conferencing, meeting transcripts, chats, other sales tools, and more. Opportunity Scorecards are fully configurable, allowing you to choose any methodology that fits your needs. Our team frequently implements popular frameworks like MEDDIC, BANT, Sandler, and Challenger. Data accuracy and security are top priorities. Our patented technology ensures that GTM engagements are captured securely while advanced NLP filters out non-business activities and sensitive information. With our industry-leading matching technology, activities are logged in the right place—across accounts, opportunities, contacts, and leads—based on your unique GTM motion and CRM configurations. Using a confidence score, we ensure data is not just captured but accurately matched to drive better visibility and decision-making. Whether you're a fast-growing startup or a large enterprise, People.ai is built to support you. Our platform adapts to your core business rituals, helping you establish a strong foundation for success and drive repeatable revenue—at any scale. Yes. We understand that with great data comes great responsibility. That’s why we’ve set high standards for security and compliance. For more information on our approach and a complete list of certifications, visit: https://www.people.ai/product/enterprise-scale-security. --- ### Page: https://www.people.ai/path-to-revenue Title: Let data and AI drive your path to revenue. Meta Description: Let data and AI drive your path to revenue. Get started with a demo of the leading sales tracking and automation platform and join other great companies making smarter sales decisions. Language: en Canonical URL: https://www.people.ai/path-to-revenue ## Headings Structure: H1: Be one of the first to experience fact-fueled forecasting H2: Book your Custom Demo H3: Thank You ## Main Content: H1: Be one of the first to experience fact-fueled forecasting H2: Book your Custom Demo H3: Thank You Start calling your number with confidence. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/msa-v2 Title: Services Agreement Meta Description: People.ai Software Services Agreement Language: en Canonical URL: https://www.people.ai/msa-v2 ## Headings Structure: H1: People.ai Software Services Agreement H3: Exhibit A H3: Support and Service Level Exhibit ## Main Content: H1: People.ai Software Services Agreement H4: 1. Provision of Services H4: 2. Responsibilities H4: 3. Information Security H4: 4. Fees H4: 5. Proprietary Rights H4: 6. Confidentiality H4: 7. Warranty And Warranty Disclaimer H4: 8. Indemnification H4: 9. Limitations of Liability H4: 10. Term and Termination H4: 11. Free Services H4: 12. Definitions. H4: 13. General Terms H3: Exhibit A H3: Support and Service Level Exhibit This Master Services Agreement (“Agreement”) is entered into by People.ai, Inc. (“People.ai”), a Delaware corporation and the entity listed as the customer on the applicable Order Form (“Customer”) as of the Effective Date (as defined below), with People.ai and Customer sometimes referred to individually as a “Party” and collectively as the “Parties,”. This Agreement will be effective on the date Customer enters into an Order Form or other ordering document referencing this Agreement (the “Effective Date”). For good and valuable consideration, the receipt and sufficiency of which is hereby acknowledged, the Parties agree as follows: In addition to the defined terms found throughout this Agreement, the following define terms will apply: “Business Day” means a day, other than Saturday, Sunday, or other day on which commercial banks in San Francisco, California are authorized or required by law to be closed for business. “Business Hours” means 8:00 AM–6:00 PM Pacific Time on Business Days. “Error” means any reproducible failure of the Service to operate in all material respects in accordance with the Documentation and, to the extent consistent with and not limiting the then-current specifications and documentation located at https://help.people.ai or as provided for in the main body of the Agreement. “Support and Maintenance” means support and maintenance purchased by Customer in an applicable Order Form. “Support Hours” means 8:00 AM–6:00 PM Pacific Time and 10 AM–8 PM Eastern European Time on Business Days. Severity Level of Error Business Critical Failures: An Error that · Disables or materially impairs: (a) any critical function of the Service; (b) Customer’s use of any critical function of the Service; or (c) the entire system, and no work around is available; or · Puts data integrity at risk. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every two (2) hours during Support Hours until resolution of the Error. Significant Business Impact: Errors that either: · Disables or materially impairs a material function of the Services; · Data entry or access is materially impaired on a limited basis ; or · Administrators are temporarily unable to access the Services, but the Services otherwise continue to operate in accordance with the Documentation. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every eight (8) hours during Support Hours until resolution of the Error. Minor Service Error: Error that: · Results in the Services operating with minor issues that can be addressed with a work around; or · Affects a small number of Customers. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every three (3) Business Days during Support Hours until resolution of the Error. Low Service Error: Minor impacts to usage/availability. · Requests for assistance, information, or services that are routine in nature. Includes spelling errors, design issues, usability issues. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every five (5) Business Days during Support Hours until resolution of the Error. Such Errors will be resolved, if at all, in a subsequent product release or maintenance update. --- ### Page: https://www.people.ai/people-ai-software-services-agreement Title: Software Services Agreement Meta Description: Services Agreement previous version Language: en Canonical URL: https://www.people.ai/people-ai-software-services-agreement ## Headings Structure: H1: People.ai Software Services Agreement H3: Exhibit A H3: Support and Service Level Exhibit ## Main Content: H1: People.ai Software Services Agreement H4: 1. Provision of Services H4: 2. Responsibilities H4: 3. Information Security H4: 4. Fees H4: 5. Proprietary Rights H4: 6. Confidentiality H4: 7. Warranty And Warranty Disclaimer H4: 8. Indemnification H4: 9. Limitations of Liability H4: 10. Term and Termination H4: 11. Free Services H4: 12. Definitions. H4: 13. General Terms H3: Exhibit A H3: Support and Service Level Exhibit This Master Services Agreement (“Agreement”) is entered into by People.ai, Inc. (“People.ai”), a Delaware corporation and the entity listed as the customer on the applicable Order Form (“Customer”) as of the Effective Date (as defined below). This Agreement will be effective on the date Customer enters into an Order Form or other ordering document referencing this Agreement (the “Effective Date”). For good and valuable consideration, the receipt and sufficiency of which is hereby acknowledged, the parties agree as follows: In addition to the defined terms found throughout this Agreement, the following define terms will apply: “Business Day” means a day, other than Saturday, Sunday, or other day on which commercial banks in San Francisco, California are authorized or required by law to be closed for business. “Business Hours” means 8:00 AM–6:00 PM Pacific Time on Business Days. “Error” means any reproducible failure of the Service to operate in all material respects in accordance with the Documentation and, to the extent consistent with and not limiting the then-current specifications and documentation located at https://help.people.ai or as provided for in the main body of the Agreement. “Premier Support Services” means services purchased by Customer in an applicable Order Form. Premier Support Services may include one-time deployment services and are provided in addition to Support Services. “Support Hours” means 8:00 AM–6:00 PM Pacific Time and 10 AM–8 PM Eastern European Time on Business Days. Severity Level of Error Business Critical Failures: An Error that · Disables or materially impairs: (a) any critical function of the Service; (b) Customer’s use of any critical function of the Service; or (c) the entire system, and no work around is available; or · Puts data integrity at risk. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every two (2) hours during Support Hours until resolution of the Error. Significant Business Impact: Errors that either: · Disables or materially impairs a material function of the Services; · Data entry or access is materially impaired on a limited basis ; or · Administrators are temporarily unable to access the Services, but the Services otherwise continue to operate in accordance with the Documentation. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every eight (8) hours during Support Hours until resolution of the Error. Minor Service Error: Error that: · Results in the Services operating with minor issues that can be addressed with a work around; or · Affects a small number of Customers. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every three (3) Business Days during Support Hours until resolution of the Error. Low Service Error: Minor impacts to usage/availability. · Requests for assistance, information, or services that are routine in nature. Includes spelling errors, design issues, usability issues. Work towards a resolution will begin immediately upon Response in during Support Hours and at the beginning of the next Support Hours if the Service Request is set outside of Support Hours. Unless otherwise agreed to by the Parties, Resolution Status will be reported to Customer every five (5) Business Days during Support Hours until resolution of the Error. Such Errors will be resolved, if at all, in a subsequent product release or maintenance update. --- ### Page: https://www.people.ai/closeplan-application-terms-and-conditions Title: Terms and Conditions for ClosePlan Meta Description: These Terms and Conditions govern Customer’s use of the Services. By accepting this Agreement, by (1) clicking a box indicating acceptance, (2) executing an order form that references this agreement, or (3) using the Free Services, Customer agrees to the terms of this Agreement. Language: en Canonical URL: https://www.people.ai/closeplan-application-terms-and-conditions ## Headings Structure: H1: ClosePlan Application Terms and Conditions ## Main Content: H1: ClosePlan Application Terms and Conditions These Terms and Conditions govern Customer’s use of the Services. By accepting this Agreement, by (1) clicking a box indicating acceptance, (2) executing an order form that references this agreement, or (3) using the Free Services, Customer agrees to the terms of this Agreement. If the individual accepting this Agreement is accepting on behalf of a company or other legal entity, such individual represents that they have the authority to bind such entity and its Affiliates to these terms and conditions, in which case the term “Customer” shall refer to such entity and its affiliates. If the individual accepting this agreement does not have such authority, or does not agree with these terms and conditions, such individual must not accept this agreement and may not use the services. ClosePlan’s direct competitors are prohibited from accessing or otherwise using the Services, except with ClosePlan’s express written permission. 1. Definitions.1.1. “Agreement” means these Terms and Conditions.1.2. “Free Services” means Services that ClosePlan makes available to Customer free of charge. Free Services exclude Services offered as Purchased Services.1.3. “Free Users” means individuals for whom the Customer has provisioned Free Services.1.4. “Purchased Services” means Services that Customer purchases under an Order Form, as distinguished from Free Services.1.5. “Services” means the software-as-a-service offerings offered to the Customer as Free Services or Purchased Services.1.6. “User” means an individual that (i) the Customer authorizes to use the Services and (ii) the Customer has purchased a subscription for the individual or, for Free Services, the Free Users. 2. License to Use Service. Subject Customer’s compliance with the terms and conditions of this Agreement and the applicable Order Form, ClosePlan grants Customer a limited, non-exclusive, non-transferable, non-sublicenseable right during the Term, solely for use by then-current Users in accordance with the terms and conditions herein, to access the Service through Customer’s Salesforce.com, Inc. instance (“Salesforce Instance”) for Customer’s internal business purposes in connection with Customer’s Salesforce Instance. 3. Fees and Payment.3.1. Fees. Customer agrees to pay all fees in accordance with the Order Form and this Agreement. The fees do not include any taxes or duties of any kind, which may be imposed by any governmental entity on Customer’s subscription to the Service, and Customer will be solely responsible for all such taxes. All fees paid are non-refundable. All amounts are quoted in and must be paid in US dollars. In addition to any other rights granted to ClosePlan herein, ClosePlan reserves the right to suspend Customer’s access to and use of the Service if Customer fails to pay any amount owed on or before its due date. Customer agrees that its purchase is not contingent on the delivery of any future functionality or features, or dependent on any oral or written public comments made by us regarding future functionality or features.3.2. Licenses Acquired Through Resellers. In the event that you purchased the licenses described herein through an authorized reseller (a “Reseller”) of ClosePlan, Customer shall make all payments to Reseller. Reseller may offer different prices or different or additional terms and conditions for use of the Services than made available by ClosePlan. Any such different or additional terms and conditions (including any additional warranties) are between Customer and Reseller and ClosePlan assumes no responsibility for such terms. 4. Free Services.4.1. If Customer registers on ClosePlan’s or an Affiliate’s website for Free Services, use of the Free Services is provided pursuant to the terms and conditions of this Agreement. In the event of a conflict between this section and any other portion of this Agreement, this section shall control. Free Services are provided to Customer that has not yet purchased Purchased Services and are provided without charge up to the limits as described in Section 4.2. Usage over the limits described in Section 4.2 requires Customer to purchase additional resources or services. The additional resources or services will be described in an Order Form, detailing the Purchased Services and pricing applicable to the use of the Purchased Services. Customer agrees that ClosePlan, in its sole discretion and for any or no reason, may terminate Customer’s access to the Free Services or any part thereof. Customer agrees that any termination of Customer’s access to the Free Services may be without prior notice, and Customer agrees that ClosePlan will not be liable to Customer or any third party for such termination. Customer is solely responsible for exporting Customer Data from the Free Services prior to termination of Customer’s access to the Free Services for any reason, provided that if ClosePlan terminates Customer’s account, except as required by law ClosePlan will provide Customer a reasonable opportunity to retrieve its Customer Data.4.2. Free Service Limits. If Customer registers on ClosePlan’s or an Affiliate’s website for Free Services, the Free Services include (i) up to twenty-five (25) full Relationship Map Licenses per Customer and (ii) up to forty (40) Relationship Map Read Only Licenses per Customer. 5. Restrictions.5.1. Prohibited Uses. Customer may not directly or indirectly rent, lease, sell, license, assign, loan, use for timesharing or service bureau purposes or otherwise transfer the Service to any third party. Customer may not directly or indirectly (a) reverse engineer, decompile, disassemble or attempt to reconstruct, identify or discover any source code, underlying ideas, user interface techniques or algorithms of the Service by any means whatsoever, except to the extent the foregoing restrictions are expressly prohibited by applicable law; (b) remove or destroy any copyright notices or other proprietary markings; (c) attempt to circumvent any use restrictions or gain unauthorized access to the Service, computer systems or networks related to the Service; (d) modify or create derivative works based on the Service; (e) copy or distribute the Service; (f) allow use of the Service by anyone other than user(s) authorized and paid for by Customer or Customer’s Free Users; (g) knowingly transmit through the Service unlawful, libelous, tortious, defamatory, threatening, vulgar, or obscene material or material containing viruses or other harmful code; or (h) otherwise use the Service other than as permitted in Section 2. Customer acknowledges that ClosePlan may utilize technological controls to ensure Customer’s compliance with this Agreement.5.2. Compliance. Customer is responsible and liable for all activity of its Users and shall abide by all applicable local, state, national and foreign laws, treaties and regulations in connection with its use of the Service, including those related to data privacy, international communications and the transmission of technical or personal data. Customer shall: (i) use commercially reasonable efforts to prevent unauthorized access to, or use of, the Service, and will notify us promptly of any unauthorized use of any password or account or any other known or suspected breach of security; (ii) report to ClosePlan immediately and use reasonable efforts to stop immediately any unauthorized copying or distribution of content that is known or suspected by Customer or Customer’s users; and (iii) not impersonate another User or provide false identity information to gain access to or use the Service. Customer will not attempt to or use its access to the Service to knowingly interfere with or disrupt the integrity or performance of the Service or the data contained therein. 6. Term; Termination; Survival.6.1. Term. This Agreement commences on the date Customer first accepts it and continues until all subscriptions hereunder have expired or have been terminated.6.2. Term for Purchased Services. The term for Purchased Services, unless stated otherwise in the applicable Order Form, will commence on the date specified in the applicable Order Form and will remain in force for the term specified in the applicable Order Form (“Initial Term”). Thereafter, the term for the Purchased Services will automatically renew for successive one-year terms (each, a “Renewal Term” and together with the Initial Term, the “Term”) unless Customer provides notice of non-renewal at least 60 days before the expiration of the then applicable term. The number of Users subscribed during any Renewal Term will be the number of Users subscribed at the end of the immediately proceeding term unless otherwise described in an Order Form. If ClosePlan wishes to increase the price of the Service for any Renewal Term, ClosePlan will give Customer notice of such proposed price increase not less than 90 days before the expiration of the then applicable term.6.3. Termination. Either party shall have the right to terminate this Agreement in the event of a material breach of this Agreement by the other party, which material breach has not been cured within 30 days of receipt of written notice thereof, except in the case of Customer’s failure to pay any fees when due hereunder, which must be cured within 7 days after receipt of written notice from ClosePlan. Upon any termination for cause by Customer, ClosePlan shall refund to Customer any prepaid, unused fees applicable to the remaining portion of the subscription term following the effective date of termination. Either party may terminate this Agreement if the other party becomes the subject of an involuntary petition in bankruptcy or other proceeding relating to insolvency, receivership, or liquidation, if such petition is not dismissed within 60 days of filing. Upon termination of this Agreement for any reason, the rights granted to Customer hereunder will immediately terminate and Customer shall immediately discontinue any use of the Service. Termination shall not relieve Customer of the obligation to pay any fees accrued or payable prior to the effective date of termination.6.4. Survival. Sections 3, 5, 6.4, 8, 9, and 11–14 will survive any expiration or termination of this Agreement. 7. Support and Upgrades.7.1. Support. Support for Purchased Services will be available during normal business hours Monday through Friday (9:00am-5:00pm PT) (“Business Hours”) via email. “PT” means Pacific Standard Time or Pacific Daylight Time, whichever is currently in effect for San Francisco, California.7.2. Upgrades. From time to time, ClosePlan may upgrade the Service. Such updates are provided without charge provided that Customer has paid all applicable fees then due. Customer agrees that ClosePlan can automatically push upgrades of the ClosePlan AppExchange package to the Customer’s Salesforce Instance. ClosePlan will notify Customer five (5) business days prior to pushing the upgrade to Customer’s Salesforce Instance. Unless otherwise indicated in the foregoing notice, ClosePlan will push the upgrade to the Customer’s Salesforce Instance during non-Business Hours. 8. Confidentiality.“Confidential Information” means information disclosed by either party to the other, whether orally, electronically or in writing, which is designated as confidential or would reasonably be considered to be confidential under the circumstances by a reasonable person. ClosePlan’s Confidential Information includes, but not be limited to, Service, documentation, technology and technical information, product designs and business processes. Each party agrees to use Confidential Information solely to perform this Agreement and not to disclose, or permit to be disclosed, either directly or indirectly, Confidential Information to any third party without the other’s prior written consent. Each party shall safeguard the Confidential Information of the other party using at least the same measures it uses to protect its own confidential information, but in no event less than reasonable care. Notwithstanding the foregoing, neither party bears responsibility for safeguarding information that is (i) publicly available without breach of an obligation owed to the disclosing party hereunder, (ii) obtained from third parties not under confidentiality restrictions, (iii) independently developed or known to the recipient without breach of an obligation owed to the disclosing party, or (iv) required to be disclosed by order of court or other governmental entity. If either party breaches or threatens to breach the provisions of this Section 8, each party agrees that the non-breaching party will have no adequate remedy at law and is therefore entitled to immediate injunctive and other equitable relief. 9. Ownership of Rights.9.1. ClosePlan Technology. The rights granted hereunder do not constitute a transfer or sale of ClosePlan’s or ClosePlan’s licensors’ ownership rights in or to the Service, including, without limitation: (a) the Service and the applicable documentation; (b) ClosePlan’s name, logo, domain name, product names and other trademarks; and (c) hardware, processes, algorithms, user interfaces, know-how and other trade secrets or technology (collectively, “ClosePlan Technology”). The ClosePlan Technology is protected by applicable intellectual property laws, including, but without limitation, United States copyright laws and international treaties. Except for the rights granted above, ClosePlan and its licensors retain all right, title and interest in and to ClosePlan Technology, including all intellectual property rights therein.9.2. Customer’s Data. As between the parties, Customer owns the data in Customer’s Salesforce Instance and ClosePlan makes no claim of ownership to any data in Customer’s Salesforce Instance. Customer acknowledges and agrees that the Service will access and use customer data from Customer’s Salesforce Instance, but solely to the extent necessary to provide, improve, and modify the Services.9.3. Feedback. Customer grants to ClosePlan a worldwide, perpetual, irrevocable, royalty-free license to use and incorporate into its services any suggestion, enhancement request, recommendation, correction or other feedback provided by Customer or Customer’s Users relating to the operation ClosePlan or its Affiliate’s services. 10. Service Performance.Customer acknowledges that access to and use of the Service is dependent on the availability and proper functioning of Customer’s Salesforce Instance and that ClosePlan has no control over Customer’s Salesforce Instance. ClosePlan disclaims responsibility and liability for any inability to access or use the Service, or degradation of the performance of the Service, to the extent caused by issues, problems, or malfunctions of, or inaccessibility to, Customer’s Salesforce Instance or other third party owned or controlled technology. Customer is solely responsible for the configuration of Customer’s Salesforce Instance and all technology and services necessary to access and use Customer’s Salesforce Instance. 11. Warranties and Disclaimers.11.1. Customer Obligations and Warranties. Customer shall be solely responsible for all activities in connection with the Service that are performed by the Users. Without limiting the generality of the foregoing, Customer shall: (i) comply with all applicable laws and regulations in performing Customer’s obligations hereunder; and (ii) be solely responsible for the accuracy, reliability, and quality of any information or data submitted by Customer to ClosePlan or processed using the Service. Customer warrants that any data, content, or materials used, stored or created by Customer using the Service will not infringe the copyright, trade secret, patent, privacy, publicity, or other proprietary or intellectual property right of any third party. In the event of any breach, or reasonably anticipated breach, of any of Customer’s warranties, representations, or obligations, or if Customer infringes or misappropriate ClosePlan’s intellectual property rights, in addition to any other remedies available at law or in equity, ClosePlan will have the right to immediately, in ClosePlan’s sole discretion, suspend Customer’s access to or use of the Service and/or terminate this Agreement, if deemed reasonably necessary by ClosePlan to prevent any harm to ClosePlan or its business.11.2. ClosePlan Warranties. ClosePlan warrants that: (i) it shall comply with all applicable laws and regulations in performing its obligations hereunder; (ii) it will provide the Service in a manner consistent with general industry standards reasonably applicable to the provision thereof; and (iii) it owns or otherwise has sufficient rights in the Service to grant to Customer the rights to use the Service granted herein. Customer’s exclusive remedy and ClosePlan’s entire liability for a breach of the warranties in Section 11.2(i) and 11.2 (ii) are those described in Section 6.3 and for a breach of the warranty of Section 11.2(iii), the indemnification described in Section 12 (Indemnification).11.3. Disclaimers. THE SERVICE IS PROVIDED ON AN “AS IS” BASIS. CUSTOMER ASSUMES ALL RESPONSIBILITY FOR SELECTION OF THE SERVICE TO ACHIEVE ITS INTENDED RESULTS AND FOR THE USE OF AND RESULTS OBTAINED FROM THE SERVICE. TO THE MAXIMUM EXTENT PERMITTED BY APPLICABLE LAW, CLOSEPLAN DISCLAIMS ALL WARRANTIES, EITHER EXPRESS, IMPLIED, STATUTORY OR OTHERWISE, INCLUDING, BUT NOT LIMITED TO, IMPLIED WARRANTIES OF MERCHANTABILITY, NONINFRINGEMENT, QUALITY, ACCURACY, FITNESS FOR A PARTICULAR PURPOSE. CLOSEPLAN DOES NOT WARRANT THAT THE SERVICE WILL BE UNINTERRUPTED OR ERROR-FREE, OR THAT THE FUNCTIONS OF THE SERVICE WILL MEET CUSTOMER’S REQUIREMENTS. 12. Indemnification.12.1. Subject to this Agreement, ClosePlan shall defend Customer, at ClosePlan’s expense, against any claims made or brought against Customer by a third party, arising out of a claim or demand alleging that Customer’s use of the Service as contemplated hereunder infringes a U.S. patent, copyright or trademark of a third party, or misappropriates such third party’s trade secrets. Further, ClosePlan shall indemnify against all costs (including reasonable legal fees and expenses) finally awarded against Customer by a court of competent jurisdiction or an arbitrator or agreed to in a written settlement agreement signed by us. ClosePlan may, at its option and expense: (a) procure for Customer the right to continue using the Service; (b) replace or modify the Service so that it is no longer infringing but continues to provide comparable functionality; or (c) terminate this Agreement and Customer’s access to the Service and refund any amounts previously paid for the Service attributable to the remainder of the then-current subscription term. ClosePlan will have no liability to Customer for any infringement action that arises out of a breach of the terms and conditions of this Agreement by Customer or of the use of the Service (i) after it has been modified by Customer or a third party without ClosePlan’s prior written consent, or (ii) in combination with any other service, equipment, software or process not provided by us where the combination is the basis for the infringing activity.12.2. Subject to this Agreement, Customer shall defend ClosePlan, at Customer’s expense, against any claims made or brought against us by a third party, arising out of a claim or demand alleging that any data or content submitted by Customer to ClosePlan or the Service infringes, misappropriates, or violates any rights of a third party including any third party intellectual property rights. Further, Customer shall indemnify and hold us harmless against all costs (including reasonable legal fees and expenses) finally awarded by a court of competent jurisdiction or an arbitrator, or agreed to in a written settlement agreement signed by Customer.12.3. Promptly upon receiving notice of a claim or demand, the indemnified party shall (a) give the indemnifying party prompt written notice of the claim; (b) give the indemnifying party sole control of the defense and settlement of the claim (provided that the indemnifying party may not settle or defend any claim unless it unconditionally releases the indemnified party of all liability); and (c) provide to the indemnifying party, at indemnifying party’s sole cost and expense, all reasonable assistance in the defense or settlement of such claim. The indemnifying party’s indemnification obligation shall be offset only to the extent its ability to defend or settle a claim is materially prejudiced by the indemnified party’s failure to provide prompt notice of the claim as required in subsection (a) of the aforementioned sentence.12.4. This Section 12 states the indemnifying party’s sole liability to, and the indemnified party’s exclusive remedy against, the other party for any type of claim described in this Section 12. 13. Limitation of Liabilities.13.1. EXCEPT FOR A PARTY’S OBLIGATIONS UNDER SECTION 12 (INDEMNIFICATION), UNDER NO CIRCUMSTANCES WILL A PARTY BE LIABLE FOR LOSS OF PROFITS, BUSINESS OR DATA (EVEN IF THE SAME WERE JUDGED BY A COURT TO BE DIRECT LOSSES) OR FOR ANY CONSEQUENTIAL, SPECIAL, INDIRECT, INCIDENTAL OR PUNITIVE DAMAGES WHATSOEVER (INCLUDING, WITHOUT LIMITATION, DAMAGES FOR BUSINESS INTERRUPTION, LOSS OF BUSINESS INFORMATION OR OTHER SUCH PECUNIARY LOSS), WHETHER BASED ON BREACH OF CONTRACT, TORT (INCLUDING NEGLIGENCE), STRICT LIABILITY, PRODUCT LIABILITY OR OTHERWISE, ARISING OUT OF THE USE OR INABILITY TO USE THE SERVICE, EVEN IF ADVISED OF THE POSSIBILITY OF SUCH DAMAGES. EXCEPT FOR A PARTY’S OBLIGATIONS UNDER SECTION 12 (INDEMNIFICATION), OR CUSTOMER’S BREACH OF THE RESTRICTIONS IN SECTION 5.1, IN NO EVENT SHALL EITHER PARTY’S AGGREGATE LIABILITY FOR DAMAGES ARISING OUT OF THIS AGREEMENT EXCEED THE FEES PAID BY CUSTOMER FOR THE SERVICE FOR THE IMMEDIATELY PRECEDING 6-MONTH PERIOD. THE FOREGOING LIMITATIONS SHALL APPLY NOTWITHSTANDING ANY FAILURE OF THEIR ESSENTIAL PURPOSE.13.2. NOTWITHSTANDING ANYTHING TO THE CONTRARY IN THIS AGREEMENT, FOR FREE SERVICES THE SERVICES ARE PROVIDED “AS-IS” WITHOUT ANY WARRANTY AND CLOSEPLAN SHALL HAVE NO INDEMNIFICATION OBLIGATIONS NOR LIABILITY OF ANY TYPE WITH RESPECT TO THE SERVICES FOR THE FREE SERVICES UNLESS SUCH EXCLUSION OF LIABILITY IS NOT ENFORCEABLE UNDER APPLICABLE LAW IN WHICH CASE CLOSEPLAN’S LIABILITY WITH RESPECT TO THE FREE SERVICES SHALL NOT EXCEED $1,000.00. WITHOUT LIMITING THE FOREGOING, CLOSEPLAN AND ITS AFFILIATES AND ITS LICENSORS DO NOT REPRESENT OR WARRANT TO CUSTOMER THAT: (A) CUSTOMER’S USE OF THE FREE SERVICES WILL MEET CUSTOMER’S REQUIREMENTS AND (B) CUSTOMER’S USE OF THE FREE SERVICES WILL BE UNINTERRUPTED, TIMELY, SECURE OR FREE FROM ERROR. NOTWITHSTANDING ANYTHING TO THE CONTRARY IN THIS AGREEMENT, CUSTOMER SHALL BE FULLY LIABLE UNDER THIS AGREEMENT TO CLOSEPLAN AND ITS AFFILIATES FOR ANY DAMAGES ARISING OUT OF CUSTOMER’S USE OF THE FREE SERVICES, ANY BREACH BY CUSTOMER OF THIS AGREEMENT, AND ANY OF CUSTOMER’S INDEMNIFICATION OBLIGATIONS HEREUNDER. 14. Miscellaneous.14.1. Changes. ClosePlan reserves the right to modify the terms and conditions of this Agreement at any time upon reasonable notice to Customer. Continued use of the Service after any such change shall signify Customer’s consent to such change.14.2. Governing Law; Venue. This Agreement shall be governed by the law of the State of California without giving effect to any conflicts of laws principles that require the application of the law of a different jurisdiction, and any disputes, actions, claims or causes of action arising out of or in connection with this Agreement or the Service shall be subject to the exclusive jurisdiction of the state and federal courts located in San Francisco, California. If any provision of this Agreement is held by a court of competent jurisdiction to be invalid or unenforceable, then such provision(s) shall be construed, as nearly as possible, to reflect the intentions of the invalid or unenforceable provision(s), with all other provisions remaining in full force and effect.14.3. Assignment. This Agreement may not be assigned by either party without the prior written approval of the other party, (such approval not to be unreasonably withheld) except in connection with (i) a merger, consolidation, or similar transaction involving (directly or indirectly) a party, (ii) a sale or other disposition of all substantially all of the assets of a party, or (iii) any other form of combination or reorganization involving (directly or indirectly) such party. Any purported assignment in violation of this section shall be void.14.4. Waiver; Force Majeure. ClosePlan’s failure to enforce any right or provision in this Agreement shall not constitute a waiver of that or any future right or provision unless acknowledged and agreed to by us in writing. Any delay in or failure of performance by either party under this Agreement will not be considered a breach of this Agreement and will be excused to the extent caused by any “force majeure” event.14.5. Entire Agreement. This Agreement comprises the entire agreement between Customer and ClosePlan and supersedes all prior or contemporaneous negotiations, discussions or agreements, whether written or oral, between the parties regarding the subject matter contained herein. No text or information set forth on any other email or document shall modify the terms and conditions of this Agreement.14.6. Notices. All notices, required or permitted under this Agreement must be delivered in writing by email, courier, or by certified or registered mail (postage prepaid and return receipt requested) to the other party at its address set forth in this Agreement. Notice hereunder will be effective (a) if delivered by email, upon sending to the email address specified in the Order Form, or (b) if delivered by courier or certified or registered mail, three (3) days after being deposited in the mail with the carrier or postal authority of the receiving party’s country and addressed to the other party as specified in the Order Form. --- ### Page: https://www.people.ai/terms-and-conditions-eusa-10-17-17 Title: Terms And Conditions eusa 10 17 17 Meta Description: This End User Service Agreement (“EUSA”) describes the terms and conditions under which you (“Customer”) may access and use People.ai’s Services. Language: en Canonical URL: https://www.people.ai/terms-and-conditions-eusa-10-17-17 ## Headings Structure: H1: Terms and Conditions H3: End User Service Agreement H3: 1. PROVISION OF THE SERVICES H3: 2. RESTRICTIONS AND RESPONSIBILITIES H3: 3. PROPRIETARY RIGHTS H3: 4. CONFIDENTIALITY H3: 5. DATA USE AND RESTRICTIONS H3: 6. PAYMENT OF FEES; TAXES H3: 7. TERM AND TERMINATION H3: 8. REPRESENTATIONS AND WARRANTIES; DISCLAIMER H3: 9. LIMITATION OF LIABILITY ## Main Content: H1: Terms and Conditions H3: End User Service Agreement H3: 1. PROVISION OF THE SERVICES H3: 2. RESTRICTIONS AND RESPONSIBILITIES H3: 3. PROPRIETARY RIGHTS H3: 4. CONFIDENTIALITY H3: 5. DATA USE AND RESTRICTIONS H3: 6. PAYMENT OF FEES; TAXES H3: 7. TERM AND TERMINATION H3: 8. REPRESENTATIONS AND WARRANTIES; DISCLAIMER H3: 9. LIMITATION OF LIABILITY This End User Service Agreement (“EUSA”) describes the terms and conditions under which you (“Customer”) may access and use People.ai’s Services. 1.1 Scope; Services. This EUSA applies to Customer’s use of the online services offered by People.ai (the “Services”) that are listed in one or more People.ai ordering documents signed by the Parties (each an “Order Form”). This EUSA and all executed Order Forms, including any exhibits thereto, together form the Agreement between the parties. All capitalized terms not defined herein have the meaning attributed to them in the Order Form. Subject to the terms of this EUSA and the applicable Order Form, People.ai will perform the Services identified in the Order Form. 1.2 Account Registration. As part of Customer’s account registration process, Customer will identify administrative accounts for Customer’s People.ai account (“Corporate Accounts”). Customer understands that People.ai’s performance depends on Customer identifying its Corporate Account. People.ai will not be responsible for any delays in performance of the Services resulting from Customer’s failure to meet this obligation. 1.3 End Users. Customer may use the Corporate Accounts to provide its employees and consultants who are the intended end users access to the Services (each, an “End User”), up to the maximum number of End Users permitted in the Order Form. Customer shall enable the Services to be used only by End Users who are then-current employees or then-current consultants of Customer during the Initial Term, or any applicable renewal term. 1.4 Operating Hours and System Maintenance. People.ai shall use commercially reasonable efforts to ensure that the Customer receives uninterrupted and continuing service throughout the term of the Agreement. However, People.ai will not be responsible for any inaccessibility to the Services which: (a) results from scheduled downtime, including a maintenance period every week, which Customer is notified about in advance, (b) results from a failure of equipment, software or services not under the direct control of People.ai, (c) or is a result of causes beyond the reasonable control of People.ai, including any force majeure event as described in Section 11.5 below. 1.5 Third Party Services. The Services may enable linking with one or more online third-party communication services, such as email, calendaring, phone, VOIP, CRM and chat services (“Third-Party Services”). Customer’s right to use such Third Party Services is governed by the terms and conditions established by each Third Party Services provider with Customer and Customer warrants and represents that it will comply with any such terms and conditions. Customer is responsible for paying all fees charged by its Third Party Service providers. 1.6 Support Services. During the Term, People.ai will provide the support services identified in an Order Form. 1.7 Training. People.ai will provide training and informational support on the use of the Services to the number of manager users (“Manager Users”) designated in the Order Form. Manager Users control the access of End Users to the Services. People.ai is not responsible for training or providing direct support on the use of the Services to End Users. Customer will be responsible for front line support/training to its End Users. Without limiting the previous sentence, Manager Users may determine access usage for End Users. 1.8 Professional Services. If People.ai provides other professional services to Customer, then the professional services shall be provided by People.ai pursuant to a separate professional services agreement. 2.1 Account and Password. All users designated by Customer will have the right to log in to the Site and access the Services solely through single sign-on (“SSO”) or Open Authorization (“OAuth”) authentication protocols and tokens. People.ai accounts do not support login or password driven authentication. A user subscription may not be shared or used by more than one user. People.ai does not receive or store your password for these third party services. Customer shall have sole responsibility for all activities relating to each user’s account and shall immediately inform People.ai of any unauthorized use of a user account. Customer shall also be solely responsible for maintaining the security of all login names, passwords and token-based authentication information needed to access the Third Party Services. 2.2 Restrictions. Customer agrees not to, directly or indirectly: reverse engineer, decompile, disassemble or otherwise attempt to discover the source code, object code or underlying structure, ideas, know-how or algorithms of the Services, Documentation or unique data produced by the Services (except to the extent such restrictions are contrary to applicable law); modify, translate, or create derivative works based on the Services; or copy, rent, lease, distribute, assign, sell, or otherwise commercially exploit, transfer, or encumber rights to the Services; or remove any proprietary notices or labels. 2.3 Responsibilities. Customer will use the Services only in compliance with all applicable laws and regulations (including, but not limited to, any export restrictions). Although People.ai has no obligation to monitor Customer’s use of the Services, People.ai may do so and may prohibit any use of the Services it reasonably concludes is in violation of this Agreement or any applicable law or regulation. 3.1 Reservation of Rights. People.ai retains all right, title, and interest in the Services and all intellectual property rights (including all past, present, and future rights associated with works of authorship, including exclusive exploitation rights, copyrights, and moral rights, trademark and trade name rights and similar rights, trade secret rights, patent rights, and any other proprietary rights in intellectual property of every kind and nature) therein. No rights are granted to Customer hereunder other than as expressly set forth herein and People.ai reserves all rights not expressly granted herein. 3.2 Feedback. Feedback provided to People.ai may be used to develop and improve the Service or new products and services. To the maximum extent permitted by law, Customer grants People.ai a non-exclusive, perpetual, irrevocable, royalty-free, worldwide right and license to use any such feedback for any purpose without any obligation or compensation to Customer (or End User). 4.1 Confidential Information. “Confidential Information” means all information disclosed by a party (“Disclosing Party”) to the other party (“Receiving Party”) that: (a) is marked as confidential or proprietary, (b) is disclosed verbally and identified as confidential or proprietary at the time of disclosure or (c) by its nature is normally and reasonably considered confidential. Confidential Information includes, but is not limited to, business and marketing plans, business processes, technical information, and non-public information regarding features, functionality and performance of the Services. However, Confidential Information shall not include any information that: (a) is or becomes generally available to the public, (b) was known to the Receiving Party prior its disclosure by the Disclosing Party, (c) is received from a third party without a breach of any obligation owed to the Disclosing Party, or (d) was independently developed by the Receiving Party. 4.2 Protection of Confidential Information. The Receiving Party shall: (a) use the same degree of care that it uses to protect the confidentiality of its own Confidential Information but in no event less than reasonable care, (b) not use any Confidential Information of the Disclosing Party for any purpose except as permitted herein, and (c) to limit access of Confidential Information of the Disclosing Party to those of its employees, contractors and agents who need such access for purposes consistent with this Agreement. 4.3 Disclosure of Confidential Information. Notwithstanding the foregoing confidentiality restrictions, the Receiving Party may disclose Confidential Information to the extent required by law or court order, provided the Receiving Party gives the Disclosing Party prior notice of such compelled disclosure (to the extent legally permitted) and an opportunity to oppose or limit such disclosure. 5.1 Customer Data. “Customer Data” means data and information submitted by Customer directly or through the Third Party Services to People.ai. Subject to the limited licenses granted herein, Customer retains all right, title and interest in the Customer Data. 5.2 License. Customer grants People.ai a non-exclusive, worldwide, and royalty-free license during the Term to use the Customer Data (a) to provide the Services in accordance with this Agreement; (b) in accordance with People.ai’s Privacy Policy, located at privacy; or (c) as expressly permitted in writing by Customer. Customer further grants People.ai a non-exclusive, perpetual, worldwide, and royalty-free license to use any aggregate and/or masked data that cannot be linked or associated back to the Customer to develop machine learning data models, perform benchmark testing and improve the Services. 5.3 Protection of Customer Data. People.ai will maintain administrative, physical, and technical safeguards to ensure the protection of Customer Data at a level which meets industry best practices. Before People.ai engages Third Party Service providers, such as Amazon Web Services, to enable the People.ai to perform the Services contemplated by this Agreement, People.ai will ensure that the third party maintains data security safeguards and standards that are consistent with those required by this Agreement. People.ai will notify Customer of any unauthorized access to Customer Data (such access, a “Security Incident”) within two business days of People.ai’s knowledge of the Security Incident, regardless of whether the Security Incident triggers any applicable breach notification law. 5.4 GDPR Compliance. If, and to the extent, any Customer Data contains any personal information, People.ai will process this data in compliance with GDPR standards. People.ai will use reasonable efforts to cooperate with Customer in responding to regulatory or data subject inquiries received by Customer about People.ai’s collection and processing of the Customer Data containing personal information from individuals. If, at any point, Customer receives a request from an individual to delete any personally identifiable information, People.ai will comply with such request and delete any personally identifiable information of the individual. If, at any time, Customer receives a data portability request for any individual, People.ai will honor the request and provide the individual with the export of their personal information in compatible format to the destination of their choice. In the event of a Personal Data breach, People.ai will comply with the data breach obligations as outlined in Article 33 (Notification of the personal data breach to the supervisory authority) and Article 34 (Communication of a personal data breach to the data subject) of the GDPR. 6.1 Fees and Payment. Customer shall pay all fees specified in the Order Form (“Fees”). Payment obligations are non-cancellable and, except as expressly set forth herein, all Fees paid by Customer are non-refundable. 6.2 Invoicing, Payment, and Taxes. Prior to the start of each contract term, Customer will be invoiced for the full amount due. Customer shall pay all invoices within thirty (30) days after the invoice date. Unless otherwise stated, People.ai’s Fees do not include any taxes, levies, duties or similar governmental assessments of any nature, including but not limited to value-added, sales, use, or withholding taxes, assessable by any local, state, provincial, federal or foreign jurisdiction (collectively, “Taxes”). Customer shall be responsible for all Taxes associated with Services other than taxes based on People.ai’s net income. If Customer is in breach of this section, People.ai shall be entitled to charge default interest on the outstanding fees in the amount of one percent (1.0%) per month, or the maximum permitted by law, whichever is lower, or suspend or terminate access to the Services, at its sole option. 7.1 Term of Agreement. This Agreement will commence on the Effective Start Date, set forth in the Order Form, and continue for the Initial Term, as stated therein, unless earlier terminated in accordance with the Agreement. Thereafter, the Agreement will be extended automatically for periods of time equivalent to the Initial Term or the then-current renewal term, subject to the terms of this Agreement, unless the Agreement is cancelled in writing at least thirty (30) days prior to the expiration of the Initial Term or the then-current renewal term. The number of users subscribed during any renewal term shall be the number of users subscribed at the end of the previous term, as described in any applicable Order Form. Any initial pricing and/or payment terms shall only be applicable to the Initial Term. Any price increase for a renewal term shall not exceed five percent (5%) of the pricing for the Services in the immediately prior subscription term. 7.2 Termination for Cause. Either party may terminate this Agreement: (a) upon thirty (30) days notice if the other party materially breaches any of the terms or conditions of this Agreement and fails to cure such breach during this period, (b) upon the institution by or against the other party of insolvency, receivership or bankruptcy proceedings, (c) upon the other party’s making an assignment for the benefit of creditors, or (d) upon the other party’s dissolution or ceasing to do business. If Customer terminates this Agreement because of People.ai’s uncured material breach of this Agreement, Customer shall be entitled to a pro-rata refund for the portion of the remainder of the Term that has been pre-paid and is subject to the material breach. In no event will any termination relieve Customer of the obligation to pay any fees payable to People.ai for the period prior to the effective date of termination. 7.3 Term Extension. For the period of time between the execution of this Agreement, and the First Login Date, which shall be defined as the date on which the first user is able to successfully login to the Services, regardless of whether the user actually logs in, People.ai shall extend the Term of the Agreement by the same number of days at no additional charge. 7.4 Effect of Termination. Upon the effective date of expiration or termination of this Agreement: (a) Customer’s license to use the Services and upload Customer Data to the Services ceases, (b) any and all payment obligations of Customer will immediately become due and (c) except as set forth herein, People.ai shall cause all confidential Customer Data to be deleted from the Services during People.ai’s next data backup cycle. 7.5 Surviving Provisions. The provisions of this Agreement that, by their nature and content, must survive the completion, rescission, termination or expiration of this Agreement in order to achieve the fundamental purposes of this Agreement shall so survive and continue to bind the Parties. Without limiting the generality of the foregoing, the Parties specifically acknowledge that the following provisions shall survive and continue to bind the Parties: accrued rights to payment, proprietary rights, confidentiality obligations, data use and restrictions, warranty disclaimers, limitations of liability, indemnification obligations, and the general provisions at Section 11. 8.1 People.ai Warranty. People.ai represents and warrants that: (a) it has all right and authority necessary to enter into and perform this Agreement, (b) it will perform the Services and the Support Services in a professional and workmanlike manner in accordance with generally prevailing industry standards and substantially in accordance with the Documentation (c) it owns all right, title and interest, or has license to use, the intellectual property composing the Services, and (d) subject to Customer’s compliance with the terms of this Agreement, People.ai’s provision of the Services will not violate any applicable United States law or United States regulation. 8.2 Customer Warranty. Customer represents and warrants that: (a) it has all right and authority necessary to enter into and perform this Agreement, (b) it owns all right, title, and interest in and to all Customer Data provided to People.ai, or possesses the necessary authorizations to provide this Customer Data to People.ai, (c) People.ai’s collection, use, and transfer of Customer Data will not violate Customer’s own internal data privacy policies, the rights of any third party, or any applicable laws and regulations, including data privacy, data protection, and data security laws and (d) Customer has all necessary rights to permit the Services to link with Customer’s Third Party Services. 8.3 Disclaimer. EXCEPT FOR THE WARRANTIES EXPLICITLY SET FORTH IN THIS SECTION 8, AND TO THE MAXIMUM EXTENT PERMITTED BY LAW, PEOPLE.AI HEREBY DISCLAIMS ALL WARRANTIES RELATING TO THE SUBJECT MATTER OF THIS AGREEMENT, EXPRESS OR IMPLIED, INCLUDING ALL IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, NON-INFRINGEMENT AND TITLE. PEOPLE.AI DOES NOT WARRANT THAT THE SERVICES WILL BE UNINTERRUPTED OR ERROR FREE; NOR DOES IT MAKE ANY WARRANTY AS TO THE RESULTS THAT MAY BE OBTAINED FROM USE OF THE SERVICES. THE PARTIES ACKNOWLEDGE THAT THE DISCLAIMERS IN THIS SECTION 8 ARE A MATERIAL PART OF THE AGREEMENT AND PEOPLE.AI WOULD NOT HAVE ENTERED INTO THIS AGREEMENT BUT FOR SUCH DISCLAIMERS. 9.1 Exclusion of Consequential Damages. IN NO EVENT SHALL EITHER PARTY BE RESPONSIBLE OR LIABLE FOR ANY PUNITIVE, SPECIAL, INDIRECT, INCIDENTAL, EXEMPLARY OR CONSEQUENTIAL DAMAGES (INCLUDING LOSS OF USE, DATA, BUSINESS REPUTATION, GOODWILL, OR PROFITS), HOWEVER CAUSED, WHETHER IN CONTRACT, TORT OR UNDER ANY OTHER THEORY OF LIABILITY, AND WHETHER OR NOT THE LIABLE PARTY HAS BEEN ADVISED OF THE POSSIBILITY OF SUCH DAMAGES. THE FOREGOING DISCLAIMER SHALL NOT APPLY TO THE EXTENT PROHIBITED BY APPLICABLE LAW.9.2 Limitation of Liability. IN NO EVENT SHALL EITHER PARTY’S AGGREGATE, CUMULATIVE LIABILITY FOR ANY CLAIMS ARISING OUT OF OR IN ANY WAY RELATED TO THIS AGREEMENT (WHETHER IN CONTRACT OR TORT OR UNDER ANY OTHER THEORY OF LIABILITY) EXCEED THE FEES PAID BY CUSTOMER TO PEOPLE.AI FOR THE SERVICES UNDER THIS AGREEMENT IN THE (TWELVE) 12 MONTHS PRIOR TO THE ACT THAT GAVE RISE TO THE LIABILITY. 10.1 People.ai Indemnification. People.ai will defend, indemnify and hold Customer harmless from any demand, claim, loss, liability or damages (“Claim”) that Customer may incur by reason of or arising out of any third party claim that: (a) the Services, as delivered by People.ai and used within the scope of this Agreement, infringe any patent or any copyright or misappropriates any trade secret in the United States; (b) that the Services, as delivered by People.ai and used within the scope of this Agreement, violate any applicable United States law or United States regulation; or (c) facts or circumstances that, if true, would constitute a breach by People.ai of the representations, warranties or covenants made under this Agreement. Notwithstanding the foregoing, if any portion of the Services and/or Site is likely to become or does become the subject of a claim of infringement or misappropriation of a patent, copyright, trade secret or other proprietary right, People.ai, at People.ai’s option and expense, may either: (a) procure for Customer the right to continue using the Services in accordance with the terms hereof, (b) replace or modify the allegedly infringing Services to make them non-infringing or legal, or, (c) if options (a) and (b) cannot be accomplished despite People.ai’s reasonable efforts, then People.ai may terminate this Agreement upon written notice to Customer and refund to Customer any prepaid amounts for unused Services. The indemnification obligations in this section 10.1 set forth People.ai’s sole and exclusive liability, and Customer’s sole and exclusive remedies, with respect to any claims of infringement, violation or misappropriation of third party intellectual property rights. Notwithstanding the foregoing, People.ai will have no obligation under this Section 10, or otherwise with respect to any Claim, to the extent based upon: (i) People.ai’s legal use and authorized use of the Customer Data, (ii) any unauthorized use, reproduction, or distribution of the Services, (iii) any breach of this Agreement by Customer (iv) any combination by Customer of the Services with other products, equipment, software or data not supplied by People.ai to the extent such combinations are not contemplated or required by this Agreement, (v) any modification of the Services or People.ai data by any person other than People.ai or its authorized agents or contractors, (vi) any activity after People.ai has provided Customer with a work around or modification that would have avoided such issue without materially adversely affecting the functionality or availability of the Services, (vii) any action by a third party that is not within People.ai’s control, or (viii) Customer’s breach of its representations and warranties. 10.2 Customer Indemnification. Customer will defend, indemnify and hold harmless People.ai against any Claim that People.ai may incur by reason of or arising out of a third party claim alleging: (a) that the Customer Data as delivered directly or indirectly by Customer to People.ai and used within the scope of this Agreement infringes any third party intellectual property right or violates any applicable law or regulation, or (b) facts or circumstances that, if true, would constitute a breach by Customer of its representations, warranties, or covenants made under this Agreement. 10.3 Indemnification Process. Each party’s indemnification obligations under this Section 10 are conditioned upon the indemnified party promptly (not less than thirty (30) days from notice of the Claim) giving written notice of the Claim to the indemnifying party and fully cooperating in the defense of any such Claim. The indemnifying party will have full control and authority over the defense, except that: (i) any settlement requiring the indemnified party to admit liability requires prior written consent of the indemnified party, not to be unreasonably withheld or delayed and (ii) the indemnified party may join in the defense with its own counsel at its own expense. 11. GENERAL PROVISIONS 11.1 Publicity. People.ai may use Customer’s company name and logo as a reference for marketing or promotional purposes on People.ai’s website and in other public or private communications with existing or potential People.ai customers, with Customer’s prior written consent, which shall not be unreasonably withheld, or if Customer publicly discloses that it is a Customer of People.ai. 11.2 Waiver of Rights. A party’s waiver of a breach or default by the other party of any provision of the Agreement shall not be construed as a waiver of any succeeding breach or default by the other party, nor shall a party’s failure to exercise or enforce any right or provision of the Agreement be deemed to be a waiver of such right or provision. 11.3 Severability. If any provision of this Agreement is unenforceable, such provision will be changed and interpreted to accomplish the objectives of such provision to the greatest extent possible under applicable law and the remaining provisions will continue in full force and effect.11.4 Assignment. Neither this Agreement nor any obligation or right hereunder may be assigned or transferred by either party without the prior written consent of the other party, which consent shall not be unreasonably withheld; provided, however, that both parties may assign this Agreement in whole without the other party’s prior consent to a successor in interest in connection with a merger, acquisition or sale of all or substantially all of its assets to which this Agreement relates on condition that such successor in interest agrees in writing to comply with all terms and conditions of this Agreement. 11.5 Force Majeure. Neither party shall be liable hereunder by reason of any failure or delay in the performance of its obligations, other than payment obligations, due to events beyond the reasonable control of such Party, such as strikes, shortages, riots, fires, acts of God, war, terrorism, or governmental action. 11.6 Independent Contractors. The Parties’ relationship is that of independent contractors. No agency, partnership, joint venture, or employment is created as a result of this Agreement and neither party has any authority of any kind to bind the other party in any respect. 11.7 No Third Party Beneficiaries. There are no third party beneficiaries to this Agreement. 11.8 Governing Law; Jurisdiction. This Agreement will be governed by the laws of the State of California without giving effect to conflict of law principles that would require the application of the law of a different jurisdiction. Any action or proceeding arising from or relating to this Agreement shall be brought in a federal court in the Northern District of California or in a state court in San Francisco County, California, and each Party irrevocably submits to the exclusive jurisdiction and venue of any such court in any such action or proceeding. 11.9 Notice. Ordinary day-to-day operational communications may be conducted by email or telephone communications. Any other notices required by this Agreement will be in writing and will be deemed to have been duly given when received if sent by: (i) personal delivery, (ii) by certified or registered mail (return receipt requested), or (iii) by commercial express courier (with tracking capabilities) to the address specified in the most recent Order Form (or such other address as may be specified in writing in accordance with this Section). 11.10 Counterparts. This Agreement may be executed in counterparts, each of which shall be deemed to be an original. 11.11 Entire Agreement. This Agreement, consisting of the Order Form, the Exhibits thereto, and this EUSA, embodies the entire understanding between the parties with respect to the subject matter hereof and supersedes any and all prior understandings and agreements, oral or written, relating thereto. This Agreement may only be amended in writing signed by authorized representative of both parties. --- ### Page: https://www.people.ai/subscription-management Title: People.ai Subscription Management Meta Description: Manage your subscriptions Language: en Canonical URL: https://www.people.ai/subscription-management ## Headings Structure: H1: Subscription Management H3: Thank You ## Main Content: H1: Subscription Management H3: Thank You Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/assets/sales-account-execution Title: Account Execution for Sales Teams Meta Description: Real-time data and collaborative workflows for sales teams to improve account planning. Language: en Canonical URL: https://www.people.ai/assets/sales-account-execution ## Headings Structure: H1: Tired of Poor Account Execution Costing you Deals? H2: What is AccountExecution? H3: Account Execution covers these key areas: H2: Drive Alignment Across Your Account Teams with Our Account Execution H3: Account Strategy H3: Account Management H3: Relationship Mapping H3: Whitespace Analysis H2: Resources for better account execution H3: RevOps Account Forensics with Jamie Carney H3: GTM Insider: Creative Ways to Get In-person Meetings H3: Sales Productivity Tools: Boost Your Productivity With These 5 Chrome Extensions H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: How to Write a Trade Show Follow Up Email + Examples H3: How To Introduce Yourself In An Email + Examples H2: Better account execution starts with People.aice? H3: Thank You ## Main Content: H1: Tired of Poor Account Execution Costing you Deals? H2: What is AccountExecution? H3: Account Execution covers these key areas: H2: Drive Alignment Across Your Account Teams with Our Account Execution H3: Account Strategy H3: Account Management H3: Relationship Mapping H3: Whitespace Analysis H2: Resources for better account execution H3: RevOps Account Forensics with Jamie Carney H3: GTM Insider: Creative Ways to Get In-person Meetings H3: Sales Productivity Tools: Boost Your Productivity With These 5 Chrome Extensions H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: How to Write a Trade Show Follow Up Email + Examples H3: How To Introduce Yourself In An Email + Examples H2: Better account execution starts with People.aice? H3: Thank You Do it Better with People.ai Account Execution is the set of consistent sales processes (we call them Sales Rituals) that are essential to building and maintaining strong customer relationships. Many organizations struggle with incomplete or outdated account plans and information. Data lives in spreadsheets, emails, or even just in reps’ heads, making it difficult to update or share. This leads to siloed knowledge and inconsistent execution. With the right Account Execution strategy in place, you can be confident that everyone on the team is doing their part and working toward a common goal. Gain a clear picture of each account with all of the relevant context and data. Autofill your account scorecard with public and non-public data in seconds. Build a thoughtful and actionable account plan directly in the CRM to ensure the correct actions are taken in each stage of the sales process. Successfully follow through and execute your account plan. Leverage real-time data to continually validate next steps throughout the entire sales process while getting important deal updates, suggestions, potential risks, and meeting summaries from your custom AI assistant. Unlock a deep understanding of your buying group, including target personas, predicted purchasing power, and inferred win rate. Strategically focus your efforts on the right people to close the deal using AI. Automatically detect new contacts and add them to your Relationship Map, ensuring your Map is always up-to-date and never stale. Understand your footprint within each account and easily spot growth potential in both existing and target customers. Clearly visualize opportunities to replace competitors and drive upsells. Achieve consistency and visibility across your account teams using unified data, easy-to-use account planning tools, and dynamic AI-powered workflows. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/assets/opportunity-management Title: AI-powered opportunity qualification with People.ai Meta Description: Make opportunity qualification easy and accurate with real-time data in a single dashboard view. Language: en Canonical URL: https://www.people.ai/assets/opportunity-management ## Headings Structure: H1: Consistently execute a winning sales process H2: Is your pipeline filled with hidden deal killers? H2: What is opportunity management? H3: Opportunity management covers: H2: Qualify deals with confidence using People.ai H3: Opportunity Qualification H3: Risk Resolution H3: Buyer Insights H3: Consistent Sales Process H2: Resources for better opportunity management H3: Is Your CRM Missing Key Conversations? People.ai’s Bot for Slack is Filling That Gap. H3: [Data] 5 Characteristics of Closed-Won Deals H2: Better opportunity management starts with People.ai H3: Thank You ## Main Content: H1: Consistently execute a winning sales process H2: Is your pipeline filled with hidden deal killers? H2: What is opportunity management? H3: Opportunity management covers: H2: Qualify deals with confidence using People.ai H3: Opportunity Qualification H3: Risk Resolution H3: Buyer Insights H3: Consistent Sales Process H2: Resources for better opportunity management H3: Is Your CRM Missing Key Conversations? People.ai’s Bot for Slack is Filling That Gap. H3: [Data] 5 Characteristics of Closed-Won Deals H2: Better opportunity management starts with People.ai H3: Thank You Stop wasting your time and money developing overly complicatedsales processes that don't get used. Give your sellers what they want: easy-to-use opportunity management tools that actually help them close deals faster. Get better visibility and control of your sales pipeline using data and AI. Opportunity management is the set of consistent sales processes (we call them Sales Rituals) that are essential to keeping every opportunity on track. With an effective and easy-to-use strategy in place, you can be confident that everyone on the team is focused on the right activities for each opportunity. Enable reps to stay focused on the right activities for each opportunity. Easily understand which deals are going to close - and which ones probably aren’t. Identify risk before it stops a deal, and separate fact from fiction to ensure you don’t lose revenue. Understand complex buying groups and sales processes with best-in-class insights that unlock the path forward. Easily help every seller follow your sales process to increase win rates and deal size. Improve sales process adoption, accurately qualify opportunities, and help sellers expertly manage every deal using dynamic AI-powered workflows and complete data. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/assets/forecasting Title: People.ai | Forecasting Meta Description: Call your number with confidence! People.ai transforms sales forecasting from reactive to proactive, ensuring accurate predictions & revenue ops success. Language: en Canonical URL: https://www.people.ai/assets/forecasting ## Headings Structure: H1: Stop working on your forecast. Start working from it. H2: What you get with People.ai Forecasting: H3: 1 BILLION + H3: 80+ PATENTS H3: 9+ YEARS H2: Why We're Different From Everyone Else H2: Your forecast shouldn’t be work. It should work for you. H2: Know Where You Stand. Know Where You'll Land. H3: Thank You H2: Stop working on your forecast. Start working from it. ## Main Content: H1: Stop working on your forecast. Start working from it. H2: What you get with People.ai Forecasting: H3: 1 BILLION + H3: 80+ PATENTS H3: 9+ YEARS H2: Why We're Different From Everyone Else H2: Your forecast shouldn’t be work. It should work for you. H2: Know Where You Stand. Know Where You'll Land. H3: Thank You H2: Stop working on your forecast. Start working from it. A forecast that works for you—not the other way around. Ready to transform your forecasting from guesswork to growth engine? Thank you for subscribing. Your forecast isn't a recap or a rollup—it's your revenue strategy. While other platforms surface activity, we surface truth. --- ### Page: https://www.people.ai/sell-better-ai-research Title: Sell Better AI Research Meta Description: Learn how agent-led research creates consistently higher-converting prospecting. Language: en Canonical URL: https://www.people.ai/sell-better-ai-research ## Headings Structure: H1: Stop Building Lists. Start Building Revenue-Ready Intelligence. H2: The question is: are they getting research, or are they getting revenue intelligence? H3: What's Coming H2: The sales leaders who win in 2025 won't be the ones with the best ChatGPT prompts. They'll be the ones whose systems do the thinking for  their sellers. H2: Stay in the know, subscribe to our GTM Newsletter to get industry trends, predictions, and data-driven best practices. H2: For Sales Leaders Who Are Ready to Scale Intelligence, Not Just Activity ## Main Content: H1: Stop Building Lists. Start Building Revenue-Ready Intelligence. H2: The question is: are they getting research, or are they getting revenue intelligence? H3: What's Coming H2: The sales leaders who win in 2025 won't be the ones with the best ChatGPT prompts. They'll be the ones whose systems do the thinking for  their sellers. H2: Stay in the know, subscribe to our GTM Newsletter to get industry trends, predictions, and data-driven best practices. H2: For Sales Leaders Who Are Ready to Scale Intelligence, Not Just Activity While your team manually researches prospects in ChatGPT, smart sales leaders are automating the entire research-to-outreach pipeline. Learn how agent-led research creates consistently higher-converting prospecting. The Current State: Most teams are stuck in prompt-by-prompt research - asking ChatGPT for company overviews, hunting down pain points, then manually stitching it together into outbound campaigns. It's better than nothing, but it's not scalable. Agent-led collaboration where your research doesn't stop at surface insights. Instead of sellers spending hours crafting prompts, expert agents automatically: While Jordan and Doug showed you how to think like a researcher, consider this: What if your research could think like your best seller? That's where agentic collaboration changes everything. The Bottom Line: Great research wins deals. But automated research wins at scale. --- ### Page: https://www.people.ai/what-to-consider-before-your-contract-renewal Title: People.ai | Your Renewal Is Coming. Should You Sign It? Meta Description: Your renewal window is your leverage. Stop paying for ‘good enough’ forecasting tools. Get transparency, control, and results with People.ai. Language: en Canonical URL: https://www.people.ai/what-to-consider-before-your-contract-renewal ## Headings Structure: H1: Your Renewal Is Coming. Should You Sign It? H2: Renewal season always hits during Q4, when you least have time to think about it. While it’s easy to hit that auto-renew and move on, it may not be the best decision for you or your team. ‍The real question to ask isn’t, “Do we need this?” Instead, it’s time to ask, “Is this actually helping us move the needle? H2: When “Good Enough” Costs Too Much H3: The Trust Gap H3: The Hidden Tax H3: The Support Trap H2: Transparent, Self-Service, Action-Oriented Forecasting H2: 1. Transparency You Can Defend H2: 2. Self-Service That Respects Your Time H2: 3. Buyer Reality, Not Rep Optimism H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: The Measurable Impact H2: What Now? H3: Experience Better Forecasting H3: Grab Our Forecasting Evaluation Checklist H2: Making the Switch Is Easier Than You Think H3: AI Transparency & Trust H3: Data Completeness H3: Actionable Guidance H3: ROI & Business Impact H3: Competitive Landscape H3: The 3 Questions That Matter Most H3: Next Steps: Don't Auto-Renew Out of Convenience ## Main Content: H1: Your Renewal Is Coming. Should You Sign It? H2: Renewal season always hits during Q4, when you least have time to think about it. While it’s easy to hit that auto-renew and move on, it may not be the best decision for you or your team. ‍The real question to ask isn’t, “Do we need this?” Instead, it’s time to ask, “Is this actually helping us move the needle? H2: When “Good Enough” Costs Too Much H3: The Trust Gap H3: The Hidden Tax H3: The Support Trap H2: Transparent, Self-Service, Action-Oriented Forecasting H2: 1. Transparency You Can Defend H2: 2. Self-Service That Respects Your Time H2: 3. Buyer Reality, Not Rep Optimism H3: Standardized account planning is beneficial for AEs but also… sales engineering and leadership. It has tremendously improved collaboration across departments. H3: I can attest that People.ai data has become MORE valuable to our sales team in this climate. Activities are a leading indicator to pipe and we can’t get enough leading indicators right now. H3: Every customer-facing activity happening in our sales org is captured in Salesforce, the contact is created, and it gets associated with the right opportunity—with no extra effort from our sales team. H2: The Measurable Impact H2: What Now? H3: Experience Better Forecasting H3: Grab Our Forecasting Evaluation Checklist H2: Making the Switch Is Easier Than You Think H3: AI Transparency & Trust H3: Data Completeness H3: Actionable Guidance H3: ROI & Business Impact H3: Competitive Landscape H3: The 3 Questions That Matter Most H3: Next Steps: Don't Auto-Renew Out of Convenience Sure, your sales tools might check the boxes but they could be costing you more than you realize in time, money, and missed opportunities. When your rep's gut contradicts a black-box AI, who wins? The human. Every time. AI without transparency hides the “why,” and the fallout is clear: The real cost of your platform goes far beyond the invoice once you factor in: When help comes too late, your team pays the price: Forecasting platforms that actually drive results have three things in common: reduction in manual data entry If you’re starting to question your tech stack, we can help with a few quick resources: --- ### Page: https://www.people.ai/sitemap Title: Sitemap Meta Description: Explore the comprehensive sitemap of our website, offering quick access to all key pages and sections. Language: en Canonical URL: https://www.people.ai/sitemap ## Headings Structure: H1: People.ai Site Map H2: Company H2: Products H2: Solutions H2: Resources H2: Events H2: Glosaries H2: Blogs H2: News ## Main Content: H1: People.ai Site Map H2: Company H2: Products H2: Solutions H2: Resources H2: Events H2: Glosaries H2: Blogs H2: News --- ### Page: https://www.people.ai/book-a-meeting Title: People.ai | Talk to Our Team Meta Description: Get started with a demo of the leading sales tracking and automation platform and join other great companies making smarter sales decisions. Language: en Canonical URL: https://www.people.ai/get-demo ## Headings Structure: H1: Talk to Our Team H2: Thank You ## Main Content: H1: Talk to Our Team H2: Thank You Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/solutions/professional-services Title: Professional Services Meta Description: Improve rep efficiency by executing your end-to-end sales process (without leaving your CRM) Language: en Canonical URL: https://www.people.ai/assets/professional-services ## Headings Structure: H1: Transform your GTM performance and grow pipeline faster H2: Used by the world's leading companies H2: People.ai is invested in your success H3: Accelerate your business outcomes H3: Plan for change management H3: Operationalize a data-driven culture H3: Assess your GTM maturity and tech stack H2: Providing the tools, strategies, and expertise to optimize GTM performance H3: Implementation and Deployment H3: Premier Services and Support H3: Data Services H3: Historical Activity Look-back H3: Customized Services H3: Training Services H3: We work with external partners to buy tools and software and sometimes it’s hard to know if they’re invested in our success. But People.ai has proven they care about our partnership. They’ve asked how the tool works and if issues are being resolved. That relationship building is important for me in a partnership, and just another way People.ai has shown its value. H2: Partner with us to optimize revenue performance and advance your team’s GTM maturity ## Main Content: H1: Transform your GTM performance and grow pipeline faster H2: Used by the world's leading companies H2: People.ai is invested in your success H3: Accelerate your business outcomes H3: Plan for change management H3: Operationalize a data-driven culture H3: Assess your GTM maturity and tech stack H2: Providing the tools, strategies, and expertise to optimize GTM performance H3: Implementation and Deployment H3: Premier Services and Support H3: Data Services H3: Historical Activity Look-back H3: Customized Services H3: Training Services H3: We work with external partners to buy tools and software and sometimes it’s hard to know if they’re invested in our success. But People.ai has proven they care about our partnership. They’ve asked how the tool works and if issues are being resolved. That relationship building is important for me in a partnership, and just another way People.ai has shown its value. H2: Partner with us to optimize revenue performance and advance your team’s GTM maturity Elevate Your Revenue Team’s Performance Leverage our proven blueprint to quickly deliver results during the deployment phase and positively impact all GTM operations Rely on our expertise developed across 100s of enterprise rollouts. Avoid common pitfalls and plan for effective change management Being data-driven is a mindset. Leverage playbooks to optimize the adoption of the technology and business processes that underpin a data-first culture Assess where you are on the maturity curve and build a roadmap for GTM growth across people, process, and technology Services to help you fast-track your deployment, get users onboarded efficiently, and accelerate your time to first value. Unlock better business outcomes by having our experts be part of your journey. Our most popular offering combines services, training, and enhanced support. Unleash the full power of your data with advanced planning and benchmarking use cases, supported via Tableau dashboards hosted by People.ai Use up to two years of historical activity data to build benchmarks and establish a baseline – an important starting point in your GTM performance journey Services tailored to your needs, from bespoke implementation to custom analytics to business process development and enablement program design An array of instructor led and self-paced training options to get you up and running quickly. Leverage best practices developed across 100s of customers. --- ### Page: https://www.people.ai/topic/account-coverage Title: People.ai | Account Coverage Meta Description: Articles on account coverage strategies to help teams prioritize, plan, and maximize customer engagement. Language: en Canonical URL: https://www.people.ai/topic/account-coverage ## Headings Structure: H1: Account Coverage H2: Articles H3: The Renewal Revolution: Revenue Protection is a Team Sport H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: What Are The Most Effective Sales Team Structures? H3: Sales Territory Management: The Definitive Guide H3: Activity Data: The Missing Link for Effective Territory Planning H2: Resources H3: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H3: Shape the Future of Territory Design With a Data-Centric Approach H3: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H3: Optimize Your Revenue Operations and Pipeline Generation Engine H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Account Coverage H2: Articles H3: The Renewal Revolution: Revenue Protection is a Team Sport H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: What Are The Most Effective Sales Team Structures? H3: Sales Territory Management: The Definitive Guide H3: Activity Data: The Missing Link for Effective Territory Planning H2: Resources H3: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H3: Shape the Future of Territory Design With a Data-Centric Approach H3: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H3: Optimize Your Revenue Operations and Pipeline Generation Engine H2: Topics H2: Stop Managing Tools. Start Moving Deals. Ensure optimal account coverage across your team with strategies for allocation, capacity planning, and resource optimization. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/account-execution Title: People.ai | Account Execution Meta Description: Content focused on account execution, sales actions, and daily habits that drive predictable outcomes. Language: en Canonical URL: https://www.people.ai/topic/account-execution ## Headings Structure: H1: Account Execution H2: Articles H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: RevOps Account Forensics with Jamie Carney H3: Automated Activity and Contact Capture for Account Executives H3: GTM Insider: Creative Ways to Get In-person Meetings H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: Boost Sales Productivity with These 5 Must-Have Chrome Extensions H2: Resources H3: Blog: Pipeline Data for RevOps H3: Playbook: Align Marketing & Sales for Stronger Pipeline H3: Build and Unleash a High-performing RevOps Engine H3: Top 5 Ways RevOps Teams Can Create a High-Performing Pipeline Engine H3: Validate Engagement with Key Accounts and Personas H3: Validate Engagement with Key Stakeholders in Every Opportunity H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Account Execution H2: Articles H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: RevOps Account Forensics with Jamie Carney H3: Automated Activity and Contact Capture for Account Executives H3: GTM Insider: Creative Ways to Get In-person Meetings H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: Boost Sales Productivity with These 5 Must-Have Chrome Extensions H2: Resources H3: Blog: Pipeline Data for RevOps H3: Playbook: Align Marketing & Sales for Stronger Pipeline H3: Build and Unleash a High-performing RevOps Engine H3: Top 5 Ways RevOps Teams Can Create a High-Performing Pipeline Engine H3: Validate Engagement with Key Accounts and Personas H3: Validate Engagement with Key Stakeholders in Every Opportunity H2: Topics H2: Stop Managing Tools. Start Moving Deals. Execute flawlessly on strategic accounts with actionable insights to align teams, engage stakeholders, and close bigger deals. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/account-management Title: People.ai | Account Management Meta Description: Insights on managing accounts, strengthening relationships, and supporting long-term customer growth. Language: en Canonical URL: https://www.people.ai/topic/account-management ## Headings Structure: H1: Account Management H2: Articles H3: The Renewal Revolution: Revenue Protection is a Team Sport H3: Account Planning: Defining a Sales Account Plan Strategy H3: Relationship Management: Definition and Guide H3: People.ai Announces New Account Planning Capabilities H3: 15 Questions For Building Rapport With Customers H3: What is Incentive Compensation? 10 Strategies From Sales Orgs H2: Resources H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H3: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Account Management H2: Articles H3: The Renewal Revolution: Revenue Protection is a Team Sport H3: Account Planning: Defining a Sales Account Plan Strategy H3: Relationship Management: Definition and Guide H3: People.ai Announces New Account Planning Capabilities H3: 15 Questions For Building Rapport With Customers H3: What is Incentive Compensation? 10 Strategies From Sales Orgs H2: Resources H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H3: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H2: Topics H2: Stop Managing Tools. Start Moving Deals. Strengthen customer relationships, expand existing accounts, and drive retention with strategic account management tactics. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/account-strategy Title: People.ai | Account Strategy Meta Description: Articles on building effective account strategies that align teams and support revenue growth. Language: en Canonical URL: https://www.people.ai/topic/account-strategy ## Headings Structure: H1: Account Strategy H2: Articles H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: Soft Skills Matter Most in AI Economy: Insights from Xapa CEO H2: Resources H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H3: Enable Effective Account Planning and Tracking in Your CRM H3: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H3: Optimize Your Revenue Operations and Pipeline Generation Engine H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Account Strategy H2: Articles H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: Soft Skills Matter Most in AI Economy: Insights from Xapa CEO H2: Resources H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H3: Enable Effective Account Planning and Tracking in Your CRM H3: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H3: Optimize Your Revenue Operations and Pipeline Generation Engine H2: Topics H2: Stop Managing Tools. Start Moving Deals. Develop winning account strategies with proven frameworks for planning, prioritization, and long-term relationship growth. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/ai-innovators Title: People.ai | AI Innovators Meta Description: Insights on AI innovation, emerging technology, and how modern teams use AI to drive better sales results. Language: en Canonical URL: https://www.people.ai/topic/ai-innovators ## Headings Structure: H1: AI Innovators H2: Articles H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: Conversational Intelligence is Dead H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 6 Ways We’re Challenging Everything You Know About Forecasting H2: Resources H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Boost Pipeline Velocity & Conversion with Marketing H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: AI Innovators H2: Articles H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: Conversational Intelligence is Dead H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 6 Ways We’re Challenging Everything You Know About Forecasting H2: Resources H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Boost Pipeline Velocity & Conversion with Marketing H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Topics H2: Stop Managing Tools. Start Moving Deals. Discover how leading revenue teams leverage AI and automation to forecast accurately, qualify deals faster, and drive predictable growth. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/buyer-insights Title: People.ai | Buyer Insights Meta Description: Content exploring buyer behavior, trends, and insights that help teams tailor their approach. Language: en Canonical URL: https://www.people.ai/topic/buyer-insights ## Headings Structure: H1: Buyer Insights H2: Articles H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H3: Relationship Mapping for Account Executives with Erik King H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: GTM Insider: Creative Ways to Get In-person Meetings H3: GenAI: The 'Magic Tech' Revolutionizing BI with Google’s Danny Lange H2: Resources H3: What's Throttling Your Sales Pipeline Engine? H3: 3 Obstacles Throttling Your Pipeline Engine H3: MEDDICC Template and Guide H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Buyer Insights H2: Articles H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H3: Relationship Mapping for Account Executives with Erik King H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: GTM Insider: Creative Ways to Get In-person Meetings H3: GenAI: The 'Magic Tech' Revolutionizing BI with Google’s Danny Lange H2: Resources H3: What's Throttling Your Sales Pipeline Engine? H3: 3 Obstacles Throttling Your Pipeline Engine H3: MEDDICC Template and Guide H2: Topics H2: Stop Managing Tools. Start Moving Deals. Understand your buyers better with insights on personas, stakeholder mapping, and decision-making patterns that drive wins. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/consistent-sales-process Title: People.ai | Consistent Sales Process Meta Description: Guidance on creating consistent sales processes that improve execution and team performance. Language: en Canonical URL: https://www.people.ai/topic/consistent-sales-process ## Headings Structure: H1: Consistent Sales Process H2: Articles H3: 3 Blind Spots Buried in Every Forecast H3: Close Q4 Deals Without Desperation H3: CRO's don't need AI, they need answers. H3: Three New Ways to Get Instant Forecast Answers H3: Conversational Intelligence is Dead H3: A New Way to Sell: Agentic Collaboration Frees Sellers H2: Resources H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Blog: Pipeline Data for RevOps H3: Measure the Performance of Your Sales Qualification Methodology H3: Drive Higher Sales Methodology Adoption With CRM-Native Tools H3: Five Key Capabilities to Prime Your Pipeline H3: 3 Steps to Prepare for a Healthier Pipeline H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Consistent Sales Process H2: Articles H3: 3 Blind Spots Buried in Every Forecast H3: Close Q4 Deals Without Desperation H3: CRO's don't need AI, they need answers. H3: Three New Ways to Get Instant Forecast Answers H3: Conversational Intelligence is Dead H3: A New Way to Sell: Agentic Collaboration Frees Sellers H2: Resources H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Blog: Pipeline Data for RevOps H3: Measure the Performance of Your Sales Qualification Methodology H3: Drive Higher Sales Methodology Adoption With CRM-Native Tools H3: Five Key Capabilities to Prime Your Pipeline H3: 3 Steps to Prepare for a Healthier Pipeline H2: Topics H2: Stop Managing Tools. Start Moving Deals. Standardize your sales methodology to improve win rates, accelerate deals, and create a repeatable path to revenue success. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/culture Title: People.ai | Culture Meta Description: Articles about culture, team alignment, and the behaviors that shape high-performing organizations. Language: en Canonical URL: https://www.people.ai/topic/culture ## Headings Structure: H1: Culture H2: Articles H3: Ukrainian Women Who Code at People.ai H3: People.ai Sweeps Comparably “Best Place to Work” Awards H2: Resources H3: 3 Ways AI Aligns Marketing & Sales for Pipeline Success H3: The Keys to Unleashing GTM Transformation in Life Sciences H3: 5 Steps to Producing Successful GTM Transformation in Manufacturing H3: 5 Steps to Elevating GTM Transformation in Life Sciences H3: The Ultimate Guide to GTM Transformation for Life Sciences H3: 5 Steps to GTM Transformation for Manufacturing H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Culture H2: Articles H3: Ukrainian Women Who Code at People.ai H3: People.ai Sweeps Comparably “Best Place to Work” Awards H2: Resources H3: 3 Ways AI Aligns Marketing & Sales for Pipeline Success H3: The Keys to Unleashing GTM Transformation in Life Sciences H3: 5 Steps to Producing Successful GTM Transformation in Manufacturing H3: 5 Steps to Elevating GTM Transformation in Life Sciences H3: The Ultimate Guide to GTM Transformation for Life Sciences H3: 5 Steps to GTM Transformation for Manufacturing H2: Topics H2: Stop Managing Tools. Start Moving Deals. Transform your revenue culture with change management strategies, team alignment practices, and organizational best practices. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/forecasting Title: People.ai | Forecasting Meta Description: Insights on forecasting accuracy, sales predictability, and improving revenue visibility. Language: en Canonical URL: https://www.people.ai/topic/forecasting ## Headings Structure: H1: Forecasting H2: Articles H3: 3 Blind Spots Buried in Every Forecast H3: The Magic Question That Will Actually Improve Your Sales Forecast H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: Four Steps to Curing Forecast Anxiety H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: 5 Red Flags to Watch for During Forecasting H2: Resources H3: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H3: Why Pipeline Cures All H3: 7 Keys to Accurate Sales Forecasts and a Healthier Pipeline H3: Five Key Capabilities to Prime Your Pipeline H3: Accelerating Sales and Marketing Efforts Through AI H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Forecasting H2: Articles H3: 3 Blind Spots Buried in Every Forecast H3: The Magic Question That Will Actually Improve Your Sales Forecast H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: Four Steps to Curing Forecast Anxiety H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: 5 Red Flags to Watch for During Forecasting H2: Resources H3: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H3: Why Pipeline Cures All H3: 7 Keys to Accurate Sales Forecasts and a Healthier Pipeline H3: Five Key Capabilities to Prime Your Pipeline H3: Accelerating Sales and Marketing Efforts Through AI H2: Topics H2: Stop Managing Tools. Start Moving Deals. Learn proven strategies to improve forecast accuracy, reduce risk, and build predictable revenue pipelines with data-driven insights. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/inspection Title: People.ai | Inspection Meta Description: Articles on deal inspection, pipeline review, and improving execution through better visibility. Language: en Canonical URL: https://www.people.ai/topic/inspection ## Headings Structure: H1: Inspection H2: Articles H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: Four Steps to Curing Forecast Anxiety H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: 5 Red Flags to Watch for During Forecasting H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H2: Resources H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Inspection H2: Articles H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: Four Steps to Curing Forecast Anxiety H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: 5 Red Flags to Watch for During Forecasting H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H2: Resources H2: Topics H2: Stop Managing Tools. Start Moving Deals. Drive accountability and performance with effective deal reviews, pipeline inspections, and data-driven analysis techniques. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/opportunity-management Title: People.ai | Opportunity Management Meta Description: Insights on managing opportunities, sales stages, and improving close rates. Language: en Canonical URL: https://www.people.ai/topic/opportunity-management ## Headings Structure: H1: Opportunity Management H2: Articles H3: A New Way to Sell: Agentic Collaboration Frees Sellers H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: Relationship Mapping for Account Executives with Erik King H3: Executive Deal Reviews for RevOps with Jamie Carney H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H2: Resources H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Build and Unleash a High-performing RevOps Engine H3: Top 5 Ways RevOps Teams Can Create a High-Performing Pipeline Engine H3: Validate Engagement with Key Stakeholders in Every Opportunity H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Opportunity Management H2: Articles H3: A New Way to Sell: Agentic Collaboration Frees Sellers H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: Relationship Mapping for Account Executives with Erik King H3: Executive Deal Reviews for RevOps with Jamie Carney H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H2: Resources H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Build and Unleash a High-performing RevOps Engine H3: Top 5 Ways RevOps Teams Can Create a High-Performing Pipeline Engine H3: Validate Engagement with Key Stakeholders in Every Opportunity H2: Topics H2: Stop Managing Tools. Start Moving Deals. Navigate complex deals with confidence using strategies for deal structuring, stakeholder engagement, and risk mitigation. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/opportunity-qualification Title: People.ai | Opportunity Qualification Meta Description: Content focused on qualification frameworks and how teams identify true opportunities. Language: en Canonical URL: https://www.people.ai/topic/opportunity-qualification ## Headings Structure: H1: Opportunity Qualification H2: Articles H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H2: Resources H3: Measure the Performance of Your Sales Qualification Methodology H3: Drive Higher Sales Methodology Adoption With CRM-Native Tools H3: 3 Steps to Prepare for a Healthier Pipeline H3: MEDDICC Template and Guide H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Opportunity Qualification H2: Articles H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H2: Resources H3: Measure the Performance of Your Sales Qualification Methodology H3: Drive Higher Sales Methodology Adoption With CRM-Native Tools H3: 3 Steps to Prepare for a Healthier Pipeline H3: MEDDICC Template and Guide H2: Topics H2: Stop Managing Tools. Start Moving Deals. Qualify opportunities effectively using proven methodologies like MEDDIC to focus on winnable deals and improve conversion. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/pipeline-management Title: People.ai | Pipeline Management Meta Description: Guidance on pipeline management, deal flow, and building predictable revenue. Language: en Canonical URL: https://www.people.ai/topic/pipeline-management ## Headings Structure: H1: Pipeline Management H2: Articles H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: Automated Sales Activity Capture: What It Is & Why It Matters H2: Resources H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H3: Playbook: Align Marketing & Sales for Stronger Pipeline H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Pipeline Management H2: Articles H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: Automated Sales Activity Capture: What It Is & Why It Matters H2: Resources H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H3: Playbook: Align Marketing & Sales for Stronger Pipeline H2: Topics H2: Stop Managing Tools. Start Moving Deals. Master the art of pipeline optimization with expert strategies to create, nurture, and convert opportunities into closed deals. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/pipeline-visibility Title: People.ai | Pipeline Visibility Meta Description: Articles on pipeline visibility, helping teams spot risks, understand deal health, and improve revenue predictability. Language: en Canonical URL: https://www.people.ai/topic/pipeline-visibility ## Headings Structure: H1: Pipeline Visibility H2: Articles H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H2: Resources H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Pipeline Visibility H2: Articles H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H2: Resources H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H2: Topics H2: Stop Managing Tools. Start Moving Deals. Gain complete visibility into your pipeline health, engagement signals, and deal progress to make informed revenue decisions. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/relationship-mapping Title: People.ai | Relationship Mapping Meta Description: Articles on relationship mapping, helping teams understand account connections, influence networks, and stakeholder engagement. Language: en Canonical URL: https://www.people.ai/topic/relationship-mapping ## Headings Structure: H1: Relationship Mapping H2: Articles H3: Relationship Mapping for Account Executives with Erik King H3: GTM Insider: Creative Ways to Get In-person Meetings H3: GTM Insider: CRO Insights from RKO H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H2: Resources H3: Boost Pipeline Velocity & Conversion with Marketing H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Relationship Mapping H2: Articles H3: Relationship Mapping for Account Executives with Erik King H3: GTM Insider: Creative Ways to Get In-person Meetings H3: GTM Insider: CRO Insights from RKO H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H2: Resources H3: Boost Pipeline Velocity & Conversion with Marketing H2: Topics H2: Stop Managing Tools. Start Moving Deals. Map stakeholder relationships, identify champions, and build buying committees that accelerate deals and increase win rates. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/rep-coaching Title: People.ai | Rep Coaching Meta Description: Articles on rep coaching, skill development, and helping sales teams improve performance through consistent guidance. Language: en Canonical URL: https://www.people.ai/topic/rep-coaching ## Headings Structure: H1: Rep Coaching H2: Articles H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: Automated Activity and Contact Capture for Account Executives H2: Resources H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Build and Unleash a High-performing RevOps Engine H3: Validate Engagement with Key Accounts and Personas H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Rep Coaching H2: Articles H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: Automated Activity and Contact Capture for Account Executives H2: Resources H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Build and Unleash a High-performing RevOps Engine H3: Validate Engagement with Key Accounts and Personas H2: Topics H2: Stop Managing Tools. Start Moving Deals. Equip your sales team with coaching strategies, productivity tips, and best practices to improve performance and hit quota. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/risk-resolution Title: People.ai | Risk Resolution Meta Description: Articles on resolving deal and account risks, improving visibility, and helping teams address issues before they impact revenue. Language: en Canonical URL: https://www.people.ai/topic/risk-resolution ## Headings Structure: H1: Risk Resolution H2: Articles H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: Four Steps to Curing Forecast Anxiety H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 5 Red Flags to Watch for During Forecasting H2: Resources H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Drive Higher Sales Methodology Adoption With CRM-Native Tools H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Risk Resolution H2: Articles H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: Four Steps to Curing Forecast Anxiety H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 5 Red Flags to Watch for During Forecasting H2: Resources H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Drive Higher Sales Methodology Adoption With CRM-Native Tools H2: Topics H2: Stop Managing Tools. Start Moving Deals. Identify and resolve deal risks early with proven strategies to spot red flags, mitigate slippage, and save at-risk revenue. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/territory-planning Title: People.ai | Territory Planning Meta Description: Articles on territory planning, helping teams organize accounts, focus efforts, and drive more effective sales coverage. Language: en Canonical URL: https://www.people.ai/topic/territory-planning ## Headings Structure: H1: Territory Planning H2: Articles H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Sales Territory Management: The Definitive Guide H3: Activity Data: The Missing Link for Effective Territory Planning H3: The Template for Creating a Successful Sales Plan H2: Resources H3: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H3: Shape the Future of Territory Design With a Data-Centric Approach H3: Optimize Your Revenue Operations and Pipeline Generation Engine H3: Five Key Capabilities to Prime Your Pipeline H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Territory Planning H2: Articles H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Sales Territory Management: The Definitive Guide H3: Activity Data: The Missing Link for Effective Territory Planning H3: The Template for Creating a Successful Sales Plan H2: Resources H3: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H3: Shape the Future of Territory Design With a Data-Centric Approach H3: Optimize Your Revenue Operations and Pipeline Generation Engine H3: Five Key Capabilities to Prime Your Pipeline H2: Topics H2: Stop Managing Tools. Start Moving Deals. Optimize territory design and coverage with data-driven strategies to balance workload, maximize capacity, and drive growth. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/topic/whitespace-analysis Title: People.ai | Whitespace Analysis Meta Description: Insights on whitespace analysis, identifying growth opportunities, and uncovering untapped potential within accounts. Language: en Canonical URL: https://www.people.ai/topic/whitespace-analysis ## Headings Structure: H1: Whitespace Analysis H2: Articles H3: Account Planning: Defining a Sales Account Plan Strategy H3: AI-Powered Relationship Intelligence: Feb 2023 Launch Recap H3: People.ai Announces New Account Planning Capabilities H2: Resources H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Whitespace Analysis H2: Articles H3: Account Planning: Defining a Sales Account Plan Strategy H3: AI-Powered Relationship Intelligence: Feb 2023 Launch Recap H3: People.ai Announces New Account Planning Capabilities H2: Resources H2: Topics H2: Stop Managing Tools. Start Moving Deals. Uncover expansion opportunities within existing accounts by identifying whitespace, cross-sell potential, and untapped value. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/categories/articles Title: People.ai | Article Meta Description: Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. Language: en Canonical URL: https://www.people.ai/categories/articles ## Headings Structure: H1: Articles H2: 3 Blind Spots Buried in Every Forecast H3: 3 Blind Spots Buried in Every Forecast H3: Close Q4 Deals Without Desperation H3: CRO's don't need AI, they need answers. H3: Three New Ways to Get Instant Forecast Answers H3: The Magic Question That Will Actually Improve Your Sales Forecast H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H2: How to Get Started with AI in your Sales Organization H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H3: Playbook: Align Marketing & Sales for Stronger Pipeline H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Articles H2: 3 Blind Spots Buried in Every Forecast H3: 3 Blind Spots Buried in Every Forecast H3: Close Q4 Deals Without Desperation H3: CRO's don't need AI, they need answers. H3: Three New Ways to Get Instant Forecast Answers H3: The Magic Question That Will Actually Improve Your Sales Forecast H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: See What Your Pipeline Isn’t Saying H3: Your Pipeline is Full of Lies H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H2: How to Get Started with AI in your Sales Organization H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H3: Playbook: Align Marketing & Sales for Stronger Pipeline H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Topics H2: Stop Managing Tools. Start Moving Deals. Discover articles that help GTM and RevOps teams improve pipeline, process, and execution. --- ### Page: https://www.people.ai/categories/resources Title: People.ai | Resource Meta Description: Expert insights on sales forecasting, pipeline management, and revenue operations. Learn how leading teams use AI to close more deals with confidence. Language: en Canonical URL: https://www.people.ai/categories/resources ## Headings Structure: H1: Resources H2: 3 Blind Spots Buried in Every Forecast H2: How to Get Started with AI in your Sales Organization H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H3: Playbook: Align Marketing & Sales for Stronger Pipeline H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Topics H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Resources H2: 3 Blind Spots Buried in Every Forecast H2: How to Get Started with AI in your Sales Organization H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H3: Blog: Pipeline Data for RevOps H3: Boost Pipeline Velocity & Conversion with Marketing H3: Playbook: Align Marketing & Sales for Stronger Pipeline H3: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Topics H2: Stop Managing Tools. Start Moving Deals. Explore our library of guides, playbooks, and eBooks designed to help revenue teams leverage AI, align sales and marketing, and build predictable pipeline growth. --- ### Page: https://www.people.ai/author/aman-sirohi Title: People.ai | Aman Sirohi Meta Description: Insights from Aman Sirohi, a revenue operations and data-driven GTM leader focused on optimizing sales performance, workflows, and business outcomes. Language: en Canonical URL: https://www.people.ai/author/aman-sirohi ## Headings Structure: H1: Aman Sirohi H2: Chief Information Security Officer H3: People.ai Leverages Google and Mandiant to Optimize AI Revenue Platform Security H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft 365 Certification H3: People.ai Achieves Three More Security Certifications, Furthering Our Commitment to Your Protection and Trust H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Aman Sirohi H2: Chief Information Security Officer H3: People.ai Leverages Google and Mandiant to Optimize AI Revenue Platform Security H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft 365 Certification H3: People.ai Achieves Three More Security Certifications, Furthering Our Commitment to Your Protection and Trust H2: Stop Managing Tools. Start Moving Deals. Aman Sirohi is the Chief Information Security Officer at People.ai. He has broad experience envisioning and delivering a wide range of security solutions in complex, multi-stakeholder environments in industries including technology, consulting retail, and fintech. Aman’s seasoned leadership and dedication to building trust among stakeholders help People.ai engage with boards, customers, and partners in critical discussions related to cybersecurity. He also brings to People.ai a reputation for developing team members as they grow in their careers. Aman has a Bachelor of Science in Computer Engineering from Santa Clara University. --- ### Page: https://www.people.ai/author/calli-millang Title: People.ai | Calli Millang Meta Description: Explore insights from Calli Millang, a content and marketing professional specializing in GTM strategy, storytelling, and driving customer engagement. Language: en Canonical URL: https://www.people.ai/author/calli-millang ## Headings Structure: H1: Calli Millang H2: Solutions Marketing Manager H3: Redefining the Future of Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: People.ai Brings Together Meeting Transcripts, Deal Insights, & Pre-Call Intelligence to Keep Teams Aligned H3: Is Your CRM Missing Key Conversations? People.ai’s Bot for Slack is Filling That Gap. H3: Visualize Complex Buying Groups and Close Larger Deals Faster with People.ai + ZoomInfo H3: 3 Ways Sales Leaders Can Create a Culture of Data-Driven Coaching in Their Sales Org H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Calli Millang H2: Solutions Marketing Manager H3: Redefining the Future of Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: People.ai Brings Together Meeting Transcripts, Deal Insights, & Pre-Call Intelligence to Keep Teams Aligned H3: Is Your CRM Missing Key Conversations? People.ai’s Bot for Slack is Filling That Gap. H3: Visualize Complex Buying Groups and Close Larger Deals Faster with People.ai + ZoomInfo H3: 3 Ways Sales Leaders Can Create a Culture of Data-Driven Coaching in Their Sales Org H2: Stop Managing Tools. Start Moving Deals. Calli is a dynamic product marketer specializing in SaaS solutions for revenue teams. With a deep understanding of what drives go-to-market organizations, Calli turns complex technologies into compelling, value-based product narratives. Calli excels at working cross-functionally across product, sales, and marketing to bring People.ai's Gen AI solutions to life for customers. --- ### Page: https://www.people.ai/author/caroline-carney Title: People.ai | Caroline Carney Meta Description: Caroline Carney is a Journalism student at The University of Kansas Language: en Canonical URL: https://www.people.ai/author/caroline-carney ## Headings Structure: H1: Caroline Carney H2: Intern H3: Conversational Intelligence is Dead H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Caroline Carney H2: Intern H3: Conversational Intelligence is Dead H2: Stop Managing Tools. Start Moving Deals. Caroline Carney is a Journalism student at The University of Kansas and brings her knowledge of Media Arts and Production to assist the marketing team at People.ai. --- ### Page: https://www.people.ai/author/chad-oconnor Title: People.ai | Chad O'Connor Meta Description: Explore insights from Chad O’Connor, a seasoned sales leader with expertise in CX, BI, eCommerce, MDM, and enterprise solution selling. Language: en Canonical URL: https://www.people.ai/author/chad-oconnor ## Headings Structure: H1: Chad O'Connor H2: SVP of Sales H3: 3 Blind Spots Buried in Every Forecast H3: Four Steps to Curing Forecast Anxiety H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: GTM Insider: Creative Ways to Get In-person Meetings H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Chad O'Connor H2: SVP of Sales H3: 3 Blind Spots Buried in Every Forecast H3: Four Steps to Curing Forecast Anxiety H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: GTM Insider: Creative Ways to Get In-person Meetings H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H2: Stop Managing Tools. Start Moving Deals. 28 years of Sales and Management experience working with Enterprises solving business challenges; including Engineering Technology, Customer Experience, Business Intelligence, eCommerce and Master Data Management. President's Club and overachievement of quota in all positions with proven success delivering results, developing key relationships, managing and completing complex sales to executives. Strong communication and presentation skills. --- ### Page: https://www.people.ai/author/chris-albro Title: People.ai | Chris Albro Meta Description: Insights from Chris Albro, CRO at People.ai with deep expertise in scaling revenue teams, driving operational excellence, and leading high-growth GTM strat Language: en Canonical URL: https://www.people.ai/author/chris-albro ## Headings Structure: H1: Chris Albro H2: Chief Revenue Officer H3: See What Your Pipeline Isn’t Saying H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Chris Albro H2: Chief Revenue Officer H3: See What Your Pipeline Isn’t Saying H2: Stop Managing Tools. Start Moving Deals. CRO for People.ai, Chris Albro has a diverse background with over a decade of experience in sales across the customer lifecycle (pre-sales, sales, professional services and customer success) at leading SaaS companies. A seasoned leader, Chris uses this knowledge to define product differentiators, coach sales reps in reaching their full potential and, ultimately, build pipeline. --- ### Page: https://www.people.ai/author/chris-carrow Title: People.ai | Chris Carrow Meta Description: Chris Carrow, Regional Vice President Language: en Canonical URL: https://www.people.ai/author/chris-carrow ## Headings Structure: H1: Chris Carrow H2: Regional Vice President of Sales H3: Close Q4 Deals Without Desperation H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Chris Carrow H2: Regional Vice President of Sales H3: Close Q4 Deals Without Desperation H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H2: Stop Managing Tools. Start Moving Deals. Chris Carrow is a high performing sales leader passionate about building go-to-market sales strategies and leading teams. He specializes on building teams that pursue aggressive goals through genuine candor, creative vision, and a tenacious pursuit to win. --- ### Page: https://www.people.ai/author/danny-lai Title: People.ai | Danny Lai Meta Description: Expert insights from Danny Lai, People.ai product leader with deep experience in CRM, data platforms, analytics, enterprise software, and AI. Language: en Canonical URL: https://www.people.ai/author/danny-lai ## Headings Structure: H1: Danny Lai H2: Staff Product Manager H3: Activity Matching Will Make or Break Your Sales AI Tool H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Danny Lai H2: Staff Product Manager H3: Activity Matching Will Make or Break Your Sales AI Tool H2: Stop Managing Tools. Start Moving Deals. Danny Lai is an accomplished Staff Product Manager at People.ai with over 20 years of experience in enterprise software. Holding a M.Eng/M.S. in Computer Science from MIT, Danny has spent more than a decade at leading CRM companies, including Salesforce and Oracle. His expertise spans CRM, data platforms, data management, data analytics, AI, and GenAI. --- ### Page: https://www.people.ai/author/jamie-carney Title: People.ai | Jamie Carney Meta Description: Expert insights from Jamie Carney, a RevOps leader focused on data-driven strategy, process optimization, and building scalable revenue operations. Language: en Canonical URL: https://www.people.ai/author/jamie-carney ## Headings Structure: H1: Jamie Carney H2: VP of Revenue Operations, Field Strategy H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Jamie Carney H2: VP of Revenue Operations, Field Strategy H2: Stop Managing Tools. Start Moving Deals. A data driven leader, Jamie Carney serves as VP of Revenue Operations for People.ai. Jamie is well-versed in the world of SaaS, hosting a podcast and even writing a book on the subject. His passion for the industry helps him challenge the status quo, pushing his team towards excellence while using analytics as his guide. --- ### Page: https://www.people.ai/author/jason-ambrose Title: People.ai | Jason Ambrose Meta Description: CEO Jason Ambrose drives People.ai’s growth, blending enterprise software leadership with a vision for data-driven revenue transformation. Language: en Canonical URL: https://www.people.ai/author/jason-ambrose ## Headings Structure: H1: Jason Ambrose H2: Chief Executive Officer H3: CROs Don’t Need AI. They Want to Reach Answer Nirvana. H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Jason Ambrose H2: Chief Executive Officer H3: CROs Don’t Need AI. They Want to Reach Answer Nirvana. H2: Stop Managing Tools. Start Moving Deals. Jason Ambrose is the Chief Executive Officer of People.ai. With more than two decades of leadership experience in enterprise software, Jason has led global teams across sales, operations, and strategy to drive transformation and growth. In his previous role as Senior Vice President of Marketing and Strategy, Jason guided a key moment of growth for People.ai, helping to shape the company’s forward-looking business strategy that will define its next phase of scale and product evolution. His background includes leadership roles at McKinsey, Appirio, and Motive Partners, where he specialized in scaling enterprise software and delivering outcomes for B2B sales organizations. Jason is passionate about redefining how revenue teams work by bringing precision and trusted, data-driven answers to both humans and AI agents at scale. --- ### Page: https://www.people.ai/author/jessica-denny Title: People.ai | Jessica Denny Meta Description: Insights from Jessica Denny, a marketing strategist blending creativity and analytics to drive impactful content and customer engagement. Language: en Canonical URL: https://www.people.ai/author/jessica-denny ## Headings Structure: H1: Jessica Denny H2: Content and Campaigns Manager H3: Building Consistency into Your Sales Process with SVP of Sales, Chris Albro H3: Sales Leaders: Improving Your Opportunity Qualification with Chad O’Connor H3: The Renewal Revolution: Revenue Protection is a Team Sport H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: RevOps Account Forensics with Jamie Carney H3: Relationship Mapping for Account Executives with Erik King H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Jessica Denny H2: Content and Campaigns Manager H3: Building Consistency into Your Sales Process with SVP of Sales, Chris Albro H3: Sales Leaders: Improving Your Opportunity Qualification with Chad O’Connor H3: The Renewal Revolution: Revenue Protection is a Team Sport H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: RevOps Account Forensics with Jamie Carney H3: Relationship Mapping for Account Executives with Erik King H2: Stop Managing Tools. Start Moving Deals. Jessica is a seasoned marketing and content strategist, passionate about creating customer-centric content and compelling brand stories. She bridges creative thinking with analytical decision-making, helping sales, marketing, and revenue operations professionals leverage GTM AI. --- ### Page: https://www.people.ai/author/jillian-pedersen Title: People.ai | Jillian Pedersen Meta Description: Insights from Jillian Pedersen, a content marketing leader crafting sales-focused stories and helping GTM teams communicate with clarity and impact. Language: en Canonical URL: https://www.people.ai/author/jillian-pedersen ## Headings Structure: H1: Jillian Pedersen H2: Lead, Content Marketing H3: Your Pipeline is Full of Lies (And You Know It) H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Jillian Pedersen H2: Lead, Content Marketing H3: Your Pipeline is Full of Lies (And You Know It) H2: Stop Managing Tools. Start Moving Deals. Jillian Pedersen is Lead of Content Marketing at People.ai. She brings over a decade of marketing and communications experience to the company, crafting messages that resonate with sales leaders and pinpoint solutions for their top pains. No stranger to AI herself, Jillian is always looking for opportunities to streamline workflows and help her team become more efficient. --- ### Page: https://www.people.ai/author/john-ream Title: People.ai | John Ream Meta Description: Expert insights from John Ream, a cloud enterprise Sales Engineer with deep experience in GTM, RevOps, ERP, retail tech, and SaaS integrations Language: en Canonical URL: https://www.people.ai/author/john-ream ## Headings Structure: H1: John Ream H2: Enterprise Solution Engineer H3: Good Data is Essential to Unlocking the Power of GenAI. But What Does "Good Data" Really Mean? H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: John Ream H2: Enterprise Solution Engineer H3: Good Data is Essential to Unlocking the Power of GenAI. But What Does "Good Data" Really Mean? H2: Stop Managing Tools. Start Moving Deals. An experienced Sales Engineer with a demonstrated history of working in the cloud enterprise computer software industry in the North American Market. Skilled in GTM, Revenue Operations and Intelligence, WFM, HCM, ERP, POS, Ecommerce, Accounting and Financials, Sales, Retail, Inventory Management, WMS and relevant technology integrations. By continuously working to become a multi-faceted and inquisitive business professional I have been able to help organizations achieve their desired outcomes leveraging cloud SaaS enterprise applications. Through my professional career I have learned immense amount from the various successful organizations and individuals and strive to help them achieve their desired business and employee centric goals. --- ### Page: https://www.people.ai/author/laura-palmer Title: People.ai | Laura Palmer Meta Description: Insights from Laura Palmer, a 25-year tech sales leader who helped scale Google Cloud and Unity, driving enterprise adoption, GTM strategy, and innovation. Language: en Canonical URL: https://www.people.ai/author/laura-palmer ## Headings Structure: H1: Laura Palmer H2: Chief Revenue Officer H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: GTM Insider: CRO Insights from RKO H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Laura Palmer H2: Chief Revenue Officer H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: GTM Insider: CRO Insights from RKO H2: Stop Managing Tools. Start Moving Deals. Laura has spent the last 25 years in technology sales and GTM leadership roles. She was one of the early employees at Google Cloud, where she helped large enterprises understand, adopt, and drive value from the cloud. Prior to joining People.ai, she was at the forefront of real-time 3D technology at Unity Technologies bringing their 3D engine to industrial verticals while scaling global go-to-market teams, and leading to a successful IPO in 2020. --- ### Page: https://www.people.ai/author/mariah-petrovic Title: People.ai | Mariah Petrovic Meta Description: Insights from Mariah Petrovic, a communications leader focused on storytelling, brand voice, and creating meaningful audience connections. Language: en Canonical URL: https://www.people.ai/author/mariah-petrovic ## Headings Structure: H1: Mariah Petrovic H2: Sr. Content and Communications Manager H3: 6 Steps to AI Success from Trailblazing Business Leaders H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen on Navigating AI Unknowns H3: Most Sales AI Tools Don’t Work. They’re Missing an Important Data Piece of the Puzzle. H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: Ukrainian Women Who Code at People.ai H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Mariah Petrovic H2: Sr. Content and Communications Manager H3: 6 Steps to AI Success from Trailblazing Business Leaders H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen on Navigating AI Unknowns H3: Most Sales AI Tools Don’t Work. They’re Missing an Important Data Piece of the Puzzle. H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: Ukrainian Women Who Code at People.ai H2: Stop Managing Tools. Start Moving Deals. I am a a senior content and communications leader who loves to use storytelling to make complex topics relatable to a broader audience. I believe in connecting with people in meaningful ways, whether in writing great content, leading events, developing executive-level communications, or in one-on-one interactions. I have broad experience in developing and executing go-to market messaging and communications strategy for leading companies like People.ai, Dell, and Esri. I love leading and executing content marketing programs and have vast experience in customizing content for specific audiences, multi-channel content distribution strategy, development of assets, content audits, and GTM content support. I spent five years working for a membership organization for C-Suite executives and helped plan and execute events ranging from intimate dinners to national conferences. --- ### Page: https://www.people.ai/author/natalie-wolf Title: People.ai | Natalie Wolf Meta Description: Driving customer success through adoption, value, revenue protection, and scalable team growth with a proven, strategic approach. Language: en Canonical URL: https://www.people.ai/author/natalie-wolf ## Headings Structure: H1: Natalie Wolf H2: CCO H3: The 4-Step Playbook to Transform Your Team Into AI Masters H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Natalie Wolf H2: CCO H3: The 4-Step Playbook to Transform Your Team Into AI Masters H2: Stop Managing Tools. Start Moving Deals. I am a trailblazing force in driving customer success, protecting baseline revenue, building a strategy for customer adoption, value, and growing teams for scale. --- ### Page: https://www.people.ai/author/oleg Title: People.ai | Oleg Rogynskyy Meta Description: Insights from Oleg Rogynskyy, founder of People.ai, with deep expertise in AI, data platforms, and building innovative enterprise technology companies. Language: en Canonical URL: https://www.people.ai/author/oleg ## Headings Structure: H1: Oleg Rogynskyy H2: Founder, Chief Executive Officer, & Board Member H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: A New Way to Sell: How Agentic Collaboration Will Free Sellers from Systems H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Oleg Rogynskyy H2: Founder, Chief Executive Officer, & Board Member H3: 5 Critical Security Questions to Ask When Your Vendors Merge H3: A New Way to Sell: How Agentic Collaboration Will Free Sellers from Systems H2: Stop Managing Tools. Start Moving Deals. Oleg is the CEO and Founder of People.ai. Prior to People.ai Oleg helped start and scale three big data companies, two of which, including Oleg’s own Semantria, were subsequently acquired. He has a passion for data science, machine learning, and text analytics. At People.ai Oleg is leveraging these technologies to solve the age-old problem of measuring and optimizing human productivity through sales automation tools. --- ### Page: https://www.people.ai/author/richard-harris Title: People.ai | Richard Harris Meta Description: Award-winning GTM strategist and sales leader transforming modern sales with N.E.A.T. Selling™ and human-centric leadership. Language: en Canonical URL: https://www.people.ai/author/richard-harris ## Headings Structure: H1: Richard Harris H2: The Harris Consulting Group H3: The Magic Question That Will Actually Improve Your Sales Forecast H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Richard Harris H2: The Harris Consulting Group H3: The Magic Question That Will Actually Improve Your Sales Forecast H2: Stop Managing Tools. Start Moving Deals. Richard Harris is a multi-award-winning GTM strategist, sales leader expert, and sales trainer who has fundamentally reshaped how modern companies approach sales conversations and customer engagement using his N.E.A.T. Selling™ sales strategy. His approach to sales leadership emphasizes both high performance and human-centric values, making him one of the most respected voices in modern sales transformation. As the founder of The Harris Consulting Group, he has earned recognition as a 5-time Salesforce Sales Leader and 5-time AAiSP Top Sales Leader for his innovative "Earn The Right” methodology, which transforms how sales teams navigate customer relationships and drive revenue. Harris's client portfolio spans Fortune 500 and Saas enterprises like General Electric, Visa, Zoom, Salesforce, and Gainsight to early stage and high-growth start-ups such as Dusty Robotics, Lattice,  and Second Nature, demonstrating the versatility and effectiveness of his approach across different business scales. Beyond his consulting work, Harris is the co-founder of Surf and Sales Summit. His thought leadership and expertise have made him a sought-after guest speaker on numerous business and sales podcasts. A passionate advocate for mental health awareness in sales, Harris balances his professional achievements with his role as a husband and father of two sons. --- ### Page: https://www.people.ai/author/sonya-subramaniam Title: People.ai | Sonya Subramaniam Meta Description: Insights from Sonya Subramaniam, a product strategist solving complex business problems across industries with user-centered design and analytics. Language: en Canonical URL: https://www.people.ai/author/sonya-subramaniam ## Headings Structure: H1: Sonya Subramaniam H2: Staff Product Manager H3: Fall Release: Three New Ways to Get Instant Forecast Answers H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Sonya Subramaniam H2: Staff Product Manager H3: Fall Release: Three New Ways to Get Instant Forecast Answers H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H2: Stop Managing Tools. Start Moving Deals. I am a Product Strategist currently based out of Toronto. My passions include bringing technology and strategic thinking together to solve people and business problems across many different industries, while also delivering a high-quality product. --- ### Page: https://www.people.ai/author/stephanie-madsen Title: People.ai | Stephanie Madsen Meta Description: Insights from Stephanie Madsen, a GTM and enablement leader focused on customer success, presales, and personal development for high performers. Language: en Canonical URL: https://www.people.ai/author/stephanie-madsen ## Headings Structure: H1: Stephanie Madsen H2: Director, Product Marketing H3: Spring Release: From Rituals to Revenue—Now with Forecast Accuracy H3: Skip Dreaded Sales Tasks and Have Your Best Quarter Yet with Next-Level Generative AI H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H3: 3 Ways Zoom and People.ai Are Bringing AI to the Forefront of Sales H3: February 2023 Product Launch Recap: AI-Powered Relationship Intelligence H3: Product Launch Recap: Clarity to Sell Above the Line H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Stephanie Madsen H2: Director, Product Marketing H3: Spring Release: From Rituals to Revenue—Now with Forecast Accuracy H3: Skip Dreaded Sales Tasks and Have Your Best Quarter Yet with Next-Level Generative AI H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H3: 3 Ways Zoom and People.ai Are Bringing AI to the Forefront of Sales H3: February 2023 Product Launch Recap: AI-Powered Relationship Intelligence H3: Product Launch Recap: Clarity to Sell Above the Line H2: Stop Managing Tools. Start Moving Deals. Wife, mom, eternal optimist, personal development enthusiast, doughnut lover, and dreamer. I’m also a (self-proclaimed) triple threat - My experience spans PreSales, Post-Sales, and Marketing. My journey to B2B tech started over seven years ago when I was looking for a way to work smarter, not harder as an HR professional. I became obsessed with introducing technology that increased efficiency, improved productivity, and streamlined systems (so I could focus on the work that matters).These game-changing tech purchases inspired me to shift gears (Hello, PreSales!) to showcase what's possible to customers around the Globe when you invest in innovative technology. My love for PreSales was STRONG. So strong, I wrote about it weekly, created a course on it, and mentored dozens of individuals looking to break into the industry. What I loved most about PreSales? Telling a good story. Challenging the status quo. Helping hundreds of customers say goodbye to an old way of thinking, and embrace a new way! My ability to tell a story, in a creative way led me to Marketing. So, here I am - Continually learning and growing while sharing my love for technology with the world. Thanks for stopping by! Let’s connect. #ThroughStephsSpecsSpecialties:Consulting, solution demonstrations, return on investment, deal strategy, proof of concepts, integrations, course creation, and product marketing, --- ### Page: https://www.people.ai/author/susan-zuzic Title: People.ai | Susan Zuzic Meta Description: Insights from Susan Zuzic, a sales strategist with deep experience guiding teams through complex enterprise cycles and driving customer outcomes. Language: en Canonical URL: https://www.people.ai/author/susan-zuzic ## Headings Structure: H1: Susan Zuzic H2: President, Global Sales H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 5 Red Flags to Watch for During Forecasting H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Susan Zuzic H2: President, Global Sales H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 5 Red Flags to Watch for During Forecasting H2: Stop Managing Tools. Start Moving Deals. Susan's brings experience from thousands of sales cycles, helping advise and transform digital experiences and revenue funnels for marketing and sales professionals throughout her career. Her deep domain expertise in AI SaaS Enterprise sales in RevTech, Martech and Adtech helps her build and lead winning sales teams with a strong focus on go to market strategy. --- ### Page: https://www.people.ai/author/victor-oliveros Title: People.ai | Victor Oliveros Meta Description: Insights from Victor Oliveros, a product and design leader with expertise in AI, user experience, and building enterprise-grade SaaS solutions. Language: en Canonical URL: https://www.people.ai/author/victor-oliveros ## Headings Structure: H1: Victor Oliveros H2: SVP of Product Management & Design H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H3: How to Develop a Generative AI Roadmap Your Organization Can Trust H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Victor Oliveros H2: SVP of Product Management & Design H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H3: How to Develop a Generative AI Roadmap Your Organization Can Trust H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H2: Stop Managing Tools. Start Moving Deals. Victor Oliveros leads the product and design teams at People.ai. He is responsible for product vision and execution as well as user experience and visual design. Prior to joining People.ai, Victor was a VP of Product at Salesforce working on the Salesforce platform. Throughout his 6 years at Salesforce he gained deep sales tech knowledge as well as helping Fortune 1000 companies be successful with CRM. Victor is passionate about delivering the next wave of enterprise solutions based on differentiated data, generative AI, and human centric design. --- ### Page: https://www.people.ai/news/news Title: People.ai | News Meta Description: Stay updated with the latest news in GTM, sales technology, and revenue operations from industry experts. Language: en Canonical URL: https://www.people.ai/news/news ## Headings Structure: H1: News H2: People.ai Launches AI Forecasting for Revenue Clarity H2: People.ai Launches AI Forecasting for Revenue Clarity H2: People.ai & Zoom Partner to Shorten Cycles, Close Deals H2: People.ai & Zoom Partner to Shorten Cycles, Close Deals H2: ClosePlan + People.ai: The Future of Revenue Operations and Intelligen H2: ClosePlan + People.ai: The Future of Revenue Operations and Intelligen H2: CEO Behind People.ai Raises $60M to Fix Sales Challenges H2: CEO Behind People.ai Raises $60M to Fix Sales Challenges H2: Twitter Loses 9M Users & More SMB Tech News This Week H2: Twitter Loses 9M Users & More SMB Tech News This Week H2: People.ai and the Race to Build the Intelligent Enterprise H2: People.ai and the Race to Build the Intelligent Enterprise H2: VentureBeat: People.ai Raises $30M for AI Sales Analysis H2: VentureBeat: People.ai Raises $30M for AI Sales Analysis H2: TechCrunch: People.ai Raises $30M Series B Led by Andreessen Horowitz H2: TechCrunch: People.ai Raises $30M Series B Led by Andreessen Horowitz H2: ZDNet: People.ai Gets $30M from a16z to Tackle Workload H2: ZDNet: People.ai Gets $30M from a16z to Tackle Workload H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: News H2: People.ai Launches AI Forecasting for Revenue Clarity H2: People.ai Launches AI Forecasting for Revenue Clarity H2: People.ai & Zoom Partner to Shorten Cycles, Close Deals H2: People.ai & Zoom Partner to Shorten Cycles, Close Deals H2: ClosePlan + People.ai: The Future of Revenue Operations and Intelligen H2: ClosePlan + People.ai: The Future of Revenue Operations and Intelligen H2: CEO Behind People.ai Raises $60M to Fix Sales Challenges H2: CEO Behind People.ai Raises $60M to Fix Sales Challenges H2: Twitter Loses 9M Users & More SMB Tech News This Week H2: Twitter Loses 9M Users & More SMB Tech News This Week H2: People.ai and the Race to Build the Intelligent Enterprise H2: People.ai and the Race to Build the Intelligent Enterprise H2: VentureBeat: People.ai Raises $30M for AI Sales Analysis H2: VentureBeat: People.ai Raises $30M for AI Sales Analysis H2: TechCrunch: People.ai Raises $30M Series B Led by Andreessen Horowitz H2: TechCrunch: People.ai Raises $30M Series B Led by Andreessen Horowitz H2: ZDNet: People.ai Gets $30M from a16z to Tackle Workload H2: ZDNet: People.ai Gets $30M from a16z to Tackle Workload H2: Stop Managing Tools. Start Moving Deals. Get the latest insights on GTM strategies, sales technology, and revenue operations from leading industry experts. --- ### Page: https://www.people.ai/news/press-release Title: People.ai | Press Release Meta Description: Read our latest press releases. Language: en Canonical URL: https://www.people.ai/news/press-release ## Headings Structure: H1: Press Release H2: People.ai Names New CCO and SVP of Marketing | Press Release H2: People.ai Names New CCO and SVP of Marketing | Press Release H2: People.ai Appoints Jason Ambrose as CEO H2: People.ai Appoints Jason Ambrose as CEO H2: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row H2: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row H2: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors H2: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors H2: People.ai Launches AI Platform for Microsoft Dynamics H2: People.ai Launches AI Platform for Microsoft Dynamics H2: People.ai Names Linda Simovic Chief Product Officer H2: People.ai Names Linda Simovic Chief Product Officer H2: People.ai Joins Deloitte Fast 500 with 613% Growth H2: People.ai Joins Deloitte Fast 500 with 613% Growth H2: People.ai Launches SalesAI: GenAI Built for Sales Growth H2: People.ai Launches SalesAI: GenAI Built for Sales Growth H2: People.ai Among 2023’s Fastest-Growing US Companies H2: People.ai Among 2023’s Fastest-Growing US Companies H2: Stop Managing Tools. Start Moving Deals. ## Main Content: H1: Press Release H2: People.ai Names New CCO and SVP of Marketing | Press Release H2: People.ai Names New CCO and SVP of Marketing | Press Release H2: People.ai Appoints Jason Ambrose as CEO H2: People.ai Appoints Jason Ambrose as CEO H2: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row H2: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row H2: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors H2: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors H2: People.ai Launches AI Platform for Microsoft Dynamics H2: People.ai Launches AI Platform for Microsoft Dynamics H2: People.ai Names Linda Simovic Chief Product Officer H2: People.ai Names Linda Simovic Chief Product Officer H2: People.ai Joins Deloitte Fast 500 with 613% Growth H2: People.ai Joins Deloitte Fast 500 with 613% Growth H2: People.ai Launches SalesAI: GenAI Built for Sales Growth H2: People.ai Launches SalesAI: GenAI Built for Sales Growth H2: People.ai Among 2023’s Fastest-Growing US Companies H2: People.ai Among 2023’s Fastest-Growing US Companies H2: Stop Managing Tools. Start Moving Deals. Official announcements on product launches, partnerships, industry recognition, and company milestones. --- ### Page: https://www.people.ai/event-format/live-event Title: People.ai | Live Event Meta Description: Register for People.ai live conferences and in-person events. Network with sales leaders and learn revenue strategies. Language: en Canonical URL: https://www.people.ai/event-format/live-event ## Headings Structure: H1: Live Event H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy ## Main Content: H1: Live Event H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy Join us in person for exclusive networking, hands-on workshops, and expert sessions on revenue intelligence and sales innovation. --- ### Page: https://www.people.ai/event-format/on-demand Title: People.ai | On Demand Meta Description: Browse on-demand event recordings and webinars tailored for sales, RevOps, GTM strategy and revenue growth. Language: en Canonical URL: https://www.people.ai/event-format/on-demand ## Headings Structure: H1: On Demand H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy ## Main Content: H1: On Demand H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy Watch anytime, anywhere. Access recorded sessions, product demos, and expert presentations on AI-powered sales and forecasting. --- ### Page: https://www.people.ai/event-format/virtual-event Title: People.ai | Virtual Event Meta Description: Attend online events from anywhere. Join live streams with Q&A, expert panels, and product announcements from People.ai. Language: en Canonical URL: https://www.people.ai/event-format/virtual-event ## Headings Structure: H1: Virtual Event H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy ## Main Content: H1: Virtual Event H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy Connect from anywhere with live virtual events featuring industry experts, product launches, and interactive Q&A on revenue operations. --- ### Page: https://www.people.ai/event-format/webinar Title: People.ai | Webinar Meta Description: Sign up for upcoming webinars featuring sales forecasting best practices, pipeline strategies, and AI implementation. Language: en Canonical URL: https://www.people.ai/event-format/webinar ## Headings Structure: H1: Webinar H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy ## Main Content: H1: Webinar H3: It’s the final stretch of the year, and every deal counts. H3: It’s the final stretch of the year, and every deal counts. H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: A Sales Leader’s Guide to Building Pipeline You Can Trust H3: How Mitel is Amplifying Sales Impact Using AI H3: How Mitel is Amplifying Sales Impact Using AI H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H3: The New Science of Opportunity Management H3: The New Science of Opportunity Management H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Forecasting LinkedIn Live - On-Demand Webinar H3: Intro to The Sales Shift H3: Intro to The Sales Shift H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: New AI Security Threats and Tactics H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H3: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy Learn from industry leaders with interactive webinars on sales forecasting, pipeline management, and AI-powered revenue intelligence. --- ### Page: https://www.people.ai/resource/4-reasons-why-your-sales-methodology-is-failing-and-how-to-fix-it Title: People.ai | 4 Reasons Why Your Sales Methodology is Failing Meta Description: Take your sales methodology from static and ineffective to dynamic and measurable using an easy-to-update Salesforce-native qualification tool. Language: en Canonical URL: https://www.people.ai/resource/4-reasons-why-your-sales-methodology-is-failing-and-how-to-fix-it ## Headings Structure: H1: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Take your sales methodology from static and ineffective to dynamic and measurable using an easy-to-update Salesforce-native qualification tool. As a Sales or Operations leader, deploying your new sales qualification methodology as Fields in Salesforce on the Opportunity is tempting. On paper, this approach is a quick and easy configuration change. So why does adding fields to track your methodology fail? And why is it so hard to measure the success of your sales methodology? There’s a better way and it starts with Opportunity Scorecards from People.ai. With this playbook, you’ll learn how to: People.ai Opportunity Scorecards don’t replace your sales methodology. They help make your sales methodology work for you by offering flexible customization, unprecedented visibility into each opportunity, easy risk mitigation, and customized reporting capabilities. Use Opportunity Scorecards directly inside your CRM to correlate measurable scores with sales activity to ensure consistent, efficient processes and increased pipeline conversion. Read the playbook to learn more Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/5-keys-to-unlocking-accurate-sales-forecasts-in-fiscal-year-2023 Title: People.ai | 5 Keys to Unlocking Accurate Sales Forecasts Meta Description: Learn how taking a data-first approach to building pipeline can improve forecasting accuracy by 90% and lead to hitting more predictable revenue targets. Language: en Canonical URL: https://www.people.ai/resource/5-keys-to-unlocking-accurate-sales-forecasts-in-fiscal-year-2023 ## Headings Structure: H1: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H2: View On-Demand H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Keys to Unlocking Accurate Sales Forecasts in Fiscal Year 2023 H2: View On-Demand H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Discover how a data-first pipeline strategy boosts forecasting accuracy by 90% and helps achieve more predictable revenue targets. The sales forecast. Easily one of the biggest areas of operational expense for RevOps. Yet, only a quarter of us get it right even 75% of the time. Why? Because our organizations rely too much on gut instinct. Let’s change that as we kick off 2023. View our webinar to explore 5 keys to improving forecast accuracy in the new fiscal year. Here’s a hint – it’s all about data and pipeline growth. During this on-demand event, we highlight how to: Learn how taking a data-first approach to building pipelines can improve forecasting accuracy by 90% and lead to hitting more predictable revenue targets. You can't miss this event! Tune in now or at your leisure. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/5-signs-for-revops-that-the-sales-pipeline-needs-repair Title: People.ai | Blog: Pipeline Data for RevOps Meta Description: Discover 5 key roadblocks to operations success and proven strategies to overcome them, building a high-performing RevOps engine. Language: en Canonical URL: https://www.people.ai/resource/5-signs-for-revops-that-the-sales-pipeline-needs-repair ## Headings Structure: H1: Blog: Pipeline Data for RevOps H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Blog: Pipeline Data for RevOps H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Discover 5 key roadblocks to operations success and proven strategies to overcome them, building a high-performing RevOps engine. Revenue operations (RevOps) teams face numerous challenges when partnering with their counterparts from sales, marketing, and enablement to create and convert pipeline today. Budgets are shrinking, resources are often constrained, and customer acquisition costs are on the rise, squeezing profitability and margins. The key is for RevOps to work with other go-to-market (GTM) teams as a well-orchestrated engine that capitalizes on every opportunity across key accounts. Enabling that seamless integration of efforts starts with allocating resources to the accounts and personas displaying the highest level of purchase intent. Yet many organizations struggle to do so because they lack the necessary visibility into coordinated investments and ongoing execution. In this eBook, we explore 5 of the biggest roadblocks that impact RevOps execution and prohibit GTM teams from achieving revenue goals. We’ll also outline proven ways to clear these obstacles in pursuit of building and unleashing a high-performing RevOps engine. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/5-steps-to-gtm-transformation-for-manufacturing Title: People.ai | 5 Steps to GTM Transformation for Manufacturing Meta Description: Your manufacturing leverages advanced tech for production—are you empowering sales, marketing, and ops teams with the same innovation? Language: en Canonical URL: https://www.people.ai/resource/5-steps-to-gtm-transformation-for-manufacturing ## Headings Structure: H1: 5 Steps to GTM Transformation for Manufacturing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Steps to GTM Transformation for Manufacturing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Your manufacturing leverages advanced tech for production—are you empowering sales, marketing, and ops teams with the same innovation? Your manufacturing company calls upon the most advanced technology, processes, and methodologies to power its production line. What are you doing to empower your sales, marketing, and operations teams in the same way? Now your go-to-market (GTM) teams can harness the data, AI, and automation that Deloitte says manufacturers looking to unlock growth must embrace in all aspects of their operations—not just on the factory floor. With People.ai, you can solve the GTM growth challenge caused by the unreliable, inaccurate data in your CRM system—without forcing your GTM teams to learn a new tool. Download this eBook to learn how to Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/5-ways-marketing-can-use-ai Title: People.ai | 5 Ways AI Helps Marketing Drive Revenue for Your Org Meta Description: Learn five ways marketing can harness the power of automation, AI, and data-fueled insights to position itself as a strategic partner to sales. Language: en Canonical URL: https://www.people.ai/resource/5-ways-marketing-can-use-ai ## Headings Structure: H1: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Ways AI Helps Marketing Drive Revenue for Your Org H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Learn five ways marketing can harness the power of automation, AI, and data-fueled insights to position itself as a strategic partner to sales. Gartner predicts that by 2026, B2B organizations that leverage an “orchestrated customer engagement” model will outperform their competition in revenue growth by 50%. The highest-performing sales and marketing teams succeed by calling upon a unified data set fueled by automation, AI, and precise recommendations surfaced in the tools they already use. In this list, learn how to: Download the list to learn more Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/5-ways-revops-can-create-a-high-performing-pipeline-engine Title: People.ai | 5 Ways RevOps Teams Build High-Performing Pipelines Meta Description: Explore 5 critical capabilities today's RevOps teams need to boost pipeline creation, tighten deal execution, and win more revenue. Language: en Canonical URL: https://www.people.ai/resource/5-ways-revops-can-create-a-high-performing-pipeline-engine ## Headings Structure: H1: Top 5 Ways RevOps Teams Can Create a High-Performing Pipeline Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Top 5 Ways RevOps Teams Can Create a High-Performing Pipeline Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Explore 5 critical capabilities today's RevOps teams need to boost pipeline creation, tighten deal execution, and win more revenue. Many RevOps teams continue to rely on patchworks of data and anecdotal evidence about priority accounts and in-flight deals. Meanwhile, the best RevOps teams collaborate with cross-functional visibility, fueled by objective, complete, and actionable data that is accessible to all extended go-to-market (GTM) teams.Here are 5 key capabilities your organization needs to create a high-performing pipeline engine. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/7-keys-to-forecasting-accuracy Title: People.ai | 7 Keys to Accurate Sales Forecasts and a Healthier Pipeline Meta Description: Read our listicle to discover the 7 keys to unlocking accurate sales forecasts, building a healthier pipeline, and driving revenue growth. Language: en Canonical URL: https://www.people.ai/resource/7-keys-to-forecasting-accuracy ## Headings Structure: H1: 7 Keys to Accurate Sales Forecasts and a Healthier Pipeline H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns ## Main Content: H1: 7 Keys to Accurate Sales Forecasts and a Healthier Pipeline H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns Read our listicle to discover the 7 keys to unlocking accurate sales forecasts, building a healthier pipeline, and driving revenue growth. Go-to-market leaders: It needs to be said. You can't forecast your way to growth. Sure, the forecast is important. It helps manage investments and the bottom line. Yet, many organizations continue to be underwhelmed by the accuracy of their forecasts. If you're in this camp, download our listicle to discover how shifting your focus to data and pipeline not only positions your business for more predictable revenue growth, but improved forecast accuracy will inevitably follow. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/build-and-unleash-a-high-performing-revops-engine Title: People.ai | Build and Unleash a High-performing RevOps Engine Meta Description: RevOps and GTM leaders can boost sales productivity, CRM hygiene, and deal execution with People.ai's powerful AI-driven tools. Language: en Canonical URL: https://www.people.ai/resource/build-and-unleash-a-high-performing-revops-engine ## Headings Structure: H1: Build and Unleash a High-performing RevOps Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Build and Unleash a High-performing RevOps Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations RevOps and GTM leaders can boost sales productivity, CRM hygiene, and deal execution with People.ai's powerful AI-driven tools. RevOps teams face numerous challenges when helping create and convert pipeline today. As a result, RevOps must partner with other GTM leaders to improve sales productivity, CRM hygiene, and deal execution to win more revenue.Read our solution brief for a more detailed primer on the challenges today's RevOps organizations face, then discover the key capabilities you need to supercharge your revenue engine with AI, automation, and better data that boost pipeline creation and tighten deal execution. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/building-the-next-gen-revenue-engine-for-marketing Title: People.ai | Building the Next Gen Revenue Engine for Marketing Meta Description: Building the Next Gen Revenue Engine for Marketing Language: en Canonical URL: https://www.people.ai/resource/building-the-next-gen-revenue-engine-for-marketing ## Headings Structure: H1: Building the Next Gen Revenue Engine for Marketing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Building the Next Gen Revenue Engine for Marketing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Building the Next Gen Revenue Engine for Marketing Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/building-the-next-gen-revenue-engine-for-operations Title: People.ai | Building the Next Gen Revenue Engine for Operations Meta Description: Building the Next Gen Revenue Engine for Operations Language: en Canonical URL: https://www.people.ai/resource/building-the-next-gen-revenue-engine-for-operations ## Headings Structure: H1: Building the Next Gen Revenue Engine for Operations H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Building the Next Gen Revenue Engine for Operations H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Building the Next Gen Revenue Engine for Operations Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/building-the-next-gen-revenue-engine-for-sales Title: People.ai | Building the Next Gen Revenue Engine for Sales Meta Description: Building the Next Gen Revenue Engine for Sales Language: en Canonical URL: https://www.people.ai/resource/building-the-next-gen-revenue-engine-for-sales ## Headings Structure: H1: Building the Next Gen Revenue Engine for Sales H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Building the Next Gen Revenue Engine for Sales H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Building the Next Gen Revenue Engine for Sales Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/drive-higher-sales-methodology-adoption-with-crm-native-tools Title: People.ai | Boost Sales Methodology Adoption with CRM-Integrated Tools Meta Description: Read our checklist to see how powering your sales methodology with automation and CRM-native capabilities can lead to record adoption and win rates. Language: en Canonical URL: https://www.people.ai/resource/drive-higher-sales-methodology-adoption-with-crm-native-tools ## Headings Structure: H1: Drive Higher Sales Methodology Adoption With CRM-Native Tools H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Drive Higher Sales Methodology Adoption With CRM-Native Tools H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Read our checklist to see how powering your sales methodology with automation and CRM-native capabilities can lead to record adoption and win rates. Go-to-market teams spend a great deal of time, effort, and money on sales qualification methodologies. Yet, many struggle to ensure these processes and supporting tools are actually used by reps to improve sales operations and revenue results. One reason? Sellers aren’t logging important qualification data into your CRM. Instead, deal details are scattered across spreadsheets, post-it notes, and emails between your sellers and prospective buyers. This lack of visibility into the adoption and impact of your sales methodology has a cascading impact on your business: at-risk deals, wasted time, revenue slippages, and missed forecasts. Wish to avoid this scenario? Read our use case checklist to learn how AI, automation, and CRM-native capabilities can help you drive an easy, repeatable framework for sellers to adopt and leverage your selected sales qualification methodology. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/enable-effective-account-planning-and-tracking-in-your-crm Title: People.ai | Enable Effective Account Planning and Tracking in Your CRM Meta Description: Read our checklist to see how CRM-native account planning tools can help sales teams build and execute account-level strategies with ease. Language: en Canonical URL: https://www.people.ai/resource/enable-effective-account-planning-and-tracking-in-your-crm ## Headings Structure: H1: Enable Effective Account Planning and Tracking in Your CRM H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth ## Main Content: H1: Enable Effective Account Planning and Tracking in Your CRM H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: Generative AI Use Cases for Sales Organizations H3: Use AI to Turn Seller Insights into Strategic Revenue Growth Read our checklist to see how CRM-native account planning tools can help sales teams build and execute account-level strategies with ease. Successful sales organizations use account planning as the foundation of consistent, reliable growth. However, chances are that your account planning process feels shaky and disconnected, like a house without a solid foundation. You’re not alone. Most organizations don’t have a solid account planning process. In fact, more than half don’t take advantage of account planning at all. One reason why? Because most account planning is done using a series of offline tools or templates – most of which aren’t connected to your system of record: the CRM. If you believe that quota attainment and revenue growth are built on solid account plan execution, then it’s time to take a closer look at how you construct them, from the ground up. Read our use case checklist to discover the tools and capabilities you need to properly create, track, measure, and enhance your annual account plans throughout the entire year. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/enterprise-ai-maturity-model Title: People.ai | How to Get Started with AI in your Sales Organization Meta Description: A step by step guide to leveraging AI across enterprise sales organizations. Language: en Canonical URL: https://www.people.ai/resource/enterprise-ai-maturity-model ## Headings Structure: H1: How to Get Started with AI in your Sales Organization H2: Milestone 1: Collecting AI Ready Data Sets‍ H2: Milestone 2: Utilizing Public LLMs‍ H2: Milestone 3: Combining your private data set with public data into a private LLM‍ H2: Milestone 4: Applications for Go-To-Market Teams‍ H3: ‍Next Best Action‍ H3: Auto-Build Account Plans H3: Auto-Qualify Deals with MEDDIC (or any sales methodology) H3: Executive summaries H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: How to Get Started with AI in your Sales Organization H2: Milestone 1: Collecting AI Ready Data Sets‍ H2: Milestone 2: Utilizing Public LLMs‍ H2: Milestone 3: Combining your private data set with public data into a private LLM‍ H2: Milestone 4: Applications for Go-To-Market Teams‍ H3: ‍Next Best Action‍ H3: Auto-Build Account Plans H3: Auto-Qualify Deals with MEDDIC (or any sales methodology) H3: Executive summaries H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations A step by step guide to leveraging AI across enterprise sales organizations. The release of ChatGPT in November 2022 was a monumental milestone in the evolution of AI technology. Here was an AI solution that was quickly adopted by the masses and went from an experiment to the proving ground for AI solutions in the Enterprise. Over the last year, companies have been reevaluating the impact of AI as they suddenly realize this technology is real and can provide practical use-cases to their go-to-market teams. Years of talking about AI and seeing it under-deliver are over. Here are the milestones enterprise go-to-market (GTM) teams should aim to meet when developing a sales AI roadmap. As AI becomes democratized, your biggest differentiator will be your organization's unique data set. Everyone has access to ChatGPT for drafting emails or writing blog posts (note- no AI went into the creation of this article). There is no inherent competitive advantage in using AI for tasks that any Sales Rep or Marketer has access to already. This is where an AI ready data set becomes so important. This is your white truffle. The thing that makes your deployment of AI unique and more powerful than what can be found in public data sets. Just having CRM data isn’t enough. You need activity data matched to CRM records, filtered for anything sensitive or personal, and enriched with contact persona data. So here is the problem, if you are relying on your GTM teams to give you data, it will inevitably be wildly inaccurate, incomplete, and ultimately negatively impact your ability to deploy an AI strategy. The alternative to relying on sales reps to provide anecdotal data is AI-powered automated activity capture, which captures every interaction a rep has on an opportunity and automatically notates it to the correct contact in your CRM. Let’s look at a common use-case for generative AI: Next Best Action in a sales campaign. With just CRM data or incomplete data sets AI will attempt to return something like this: When you inject accurate persona and activity data the LLM can return much more specific insights. Like this: The difference between the two is staggering. CRM field level data from an Opportunity or an Account alone is not enough to provide AI insights. Generative AI needs the following to provide meaningful insights: ‍NOTE: None of this is possible without a comprehensive AI data strategy. There are many solutions that have pieces of data (call recordings, outbound emails) but these solutions do not provide all of the key data points to drive an AI strategy. If you are talking to a vendor about data to feed AI models ask them if they can provide the data sets listed above. They may claim they can do all of this but you should challenge them to show live AI use-cases using all of these data points. As we prepare a data set to drive Enterprise AI, you can start to utilize public LLMs to solve for rep productivity. Many repeatable activities that reps do every day or every quarter should be automated to improve efficiency and accuracy. A great example of this is account planning, most account plans live in slides or word docs and are updated on a quarterly basis. The templates are clunky and there is no reporting on progress. To make matters worse, lots of the data in an account plan is public information that can come from an LLM. Take a common Account Planning question: Who are the competitors to this Account? Most reps would be off to google to do research on the industry. Using generative AI, is something that could be automatically populated into the Account plan so the rep doesn’t need to lift a finger. Here’s an example of an AI-Generated response to a public LLM to save typing and research time for your team: While some scenarios are great for public LLMs (like ChatGPT and Bard), as an enterprise you can’t just throw your data into a public model. You don’t want a public LLM using your sensitive customer data to train itself and who knows how this will materialize in front of other users. In fact, many organizations now prohibit the use of public LLM tools in the workplace due to data privacy concerns. The data from Milestone 1 is full of insights about your customers and how they engage with your teams These are all data points that can fuel generative AI use-cases, but data privacy prevents us from using most public  LLMs. People.ai uses proprietary AI models to distill millions of data points into sales insights including: We then use a private, enterprise grade generative AI model hosted on Microsoft Azure to translate those insights into easy to understand language. People.ai now acts as a gateway, ensuring your private data remains private. With a private LLM like People.ai, you can rest assured that your data is not being used to fuel public LLMs that can reuse your data in nefarious ways. In seconds, you receive AI generated summaries, coaching recommendations, undetected deal risk, next best action, and more. These outputs are available wherever you work (email, CRM, copilot applications, via API, or our solution).  ‍ Now that we have set up our AI infrastructure and built good data sets, it is time to release AI to our teams. There are a bunch of applications for AI in GTM teams, here a few examples: The holy grail of sales insights, Next Best Action tells your team what they should be doing in their deals. Regardless of experience, every sales rep can benefit from data-driven pointers on what they should be doing in a deal and AI-generated next best action recommendations help them move their opportunities in the right direction. Account planning is an extremely time consuming process that requires lots of research but doesn’t often pay off because it's a one time process. By embedding your Account Plans into CRM and automating the data entry, you can save reps tons of time and get them back into the field to execute on their plan. Completing sales methodology is another time consuming process that sales reps tend to dread. Even though qualifying your deals improves win rates and deal velocity, the manual manual effort required from reps can feel overwhelming. This can be a huge time sink when you magnify this problem across thousands of deals without automation. Creating an Executive Summary on a customer account requires significant research and a prolific memory. With AI, you can pull together every interaction to give execs and overlays quick updates on the status of an account without spending hours pulling together the information. These are just a few of the applications that you can deploy with AI as you move through the maturity model. This is not science fiction, the technology is here to today and already being deployed. It will transform your business and moving quickly through this maturity model will help you get the jump on your competitors. Learn how to create an AI roadmap your organization can trust. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/experience-people-ais-summer-launch Title: People.ai | (On-Demand) - People.ai’s Summer Launch Meta Description: With summer ending, revenue leaders are planning ahead, thinking about how to improve strategies and make next year even better. Language: en Canonical URL: https://www.people.ai/resource/experience-people-ais-summer-launch ## Headings Structure: H1: (On-Demand) - People.ai’s Summer Launch H2: September 13, 2022 - 11am PT | 2pm ET H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: (On-Demand) - People.ai’s Summer Launch H2: September 13, 2022 - 11am PT | 2pm ET H4: Oleg Rogynskyy H5: CEO and Founder - People.ai H4: Art Harding H5: Chief Operating Officer - People.ai H4: Katrina Gosek H5: Vice President, Product Management, Oracle Customer Experience H4: Seth Mars H5: Principal Analyst - Forrester H4: Victor Oliveros H5: VP, Product Management - People.ai H4: Stephanie Madsen H5: Senior Sales Engineer - People.ai H4: Thomas Brence H5: Vice President of Product Marketing - People.ai H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations With summer ending, revenue leaders are planning ahead, thinking about how to improve strategies and make next year even better. Summer is winding down. As we move to the back portion of the year, many enterprise revenue leaders like yourself start to think about how to make next year even better. You're probably asking yourself... Questions like this require clarity. Clarity requires visibility. Visibility requires the latest advancements in Enterprise Revenue Intelligence.Join us for our Late Summer Launch Event where we’ll be showcasing how new innovations in our solutions can help you gain deeper visibility as you enter the ever-critical phase of annual planning.Our executive and product teams will highlight how our new capabilities help to: We’ll also be joined by guest speakers from Forrester and Oracle to share their perspectives on what’s needed to have a successful year ahead.Register today and be entered to win a pair of Ray-Ban sunglasses.You won’t want to miss this special event!‍Register Now! Oleg is the CEO and Founder of People.ai. Prior to People.ai Oleg helped start and scale three big data companies, two of which, including Oleg’s own Semantria, were subsequently acquired. He has a passion for data science, machine learning, and text analytics. At People.ai Oleg is leveraging these technologies to solve the age-old problem of measuring and optimizing human productivity through sales automation tools.esse has over 15 years of sales engineering experience and most recently served as Sr. Director, Sales Engineering at Talkdesk. He has spent the better part of his career working closely with strategic enterprise accounts, helping to drive technical success and sustained growth for customers as well as at data-driven, customer-centric companies such as Salesforce and Mixpanel. Art Harding brings over 20 years of hands-on operations experience at B2B companies and most recently served as SVP, GTM Strategy & Operations at New Relic, Inc. Before that, he held a variety of roles across services, sales, and operations driving business growth to $1B in annual revenue at enterprise companies such as VERITAS / Symantec, VMware, and Riverbed. Harding will lead all business operations at People.ai. Katrina leads product and market strategy for the Sales Portfolio within Oracle CX product development. She has nearly twenty years-experience in the customer experience arena which has given her many opportunities to define and continually evolve the best product strategy for customers – and the best market strategy for the business. She has a BA from Vanderbilt in European Studies, a Masters from Harvard in Renaissance French Literature and an MBA from Babson College in Technology Intensive Enterprises. Seth brings more than 20 years of experience leading sales operations, service operations, and marketing organizations. He excels at leveraging data, process, and technology to drive growth in organizations of all sizes and in all industries. Victor and his team are responsible for People.ai’s product vision, roadmap, and delivery. Previously, he spent 5 years as a product leader at Salesforce building enterprise scale user experience platforms.He has a passion for combining AI with delightful user experiences as well as creating an environment where product managers are able to do the best work of their careers. Professionally, Steph is a former purchaser and implementer of SaaS technology, turned PreSales professional. She joins us from http://Chorus.ai and is an energetic storyteller, who is passionate about solving problems, and identifying solutions through the use of technology. Thomas Brence is the Vice President of Product Marketing at People.ai. He is responsible for messaging, positioning, content creation, thought leadership, analyst relations, and competitive intelligence. Prior to joining People.ai, Thomas spent eight years with Informatica where he managed product marketing for three of their seven product lines. In 2021, Thomas was short-listed in the top 10 for Product Marketing Leader of the Year with the Product Marketing Alliance – a global community of over 40,000 product marketers. Before his time at Informatica, Thomas spent the previous nine years directing Marketing and Product Marketing for an industry-leading government contractor. Thomas holds a Bachelor of Science degree in Marketing and a Master of Business Administration degree from Saint Francis University in Loretto, Pennsylvania. He currently resides in Raleigh, North Carolina. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/five-key-capabilities-for-more-effective-sales-planning Title: People.ai | 5 Key Capabilities for More Effective Sales Planning Meta Description: Effective sales planning requires more than just an initial plan. Iterate, track progress, and measure impact by leveraging these core capabilities. Language: en Canonical URL: https://www.people.ai/resource/five-key-capabilities-for-more-effective-sales-planning ## Headings Structure: H1: 5 Key Capabilities for More Effective Sales Planning H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Key Capabilities for More Effective Sales Planning H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Effective sales planning requires more than just an initial plan. Iterate, track progress, and measure impact by leveraging these core capabilities. Annual planning is a key exercise for every enterprise sales team. Yet, many plans are hampered by low-quality data and inadequate insights into accounts and opportunities. The results? Inequitable sales territories, scrapped account plans, and overutilized resources. Read our listicle to discover five capabilities your organization needs to form data-driven, actionable plans that yield a healthier pipeline and better sales outcomes. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/five-key-capabilities-to-prime-your-pipeline Title: People.ai | Five Key Capabilities to Prime Your Pipeline Meta Description: Many GTM teams struggle with poor CRM data and weak sales methods. Learn 5 key capabilities for better pipeline and sales execution. Language: en Canonical URL: https://www.people.ai/resource/five-key-capabilities-to-prime-your-pipeline ## Headings Structure: H1: Five Key Capabilities to Prime Your Pipeline H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns ## Main Content: H1: Five Key Capabilities to Prime Your Pipeline H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns Many GTM teams struggle with poor CRM data and weak sales methods. Learn 5 key capabilities for better pipeline and sales execution. Many go-to-market (GTM) teams are inadequately prepared to deliver better pipeline coverage. These teams are handcuffed by poor-quality CRM data and a sales methodology that isn’t fully operational.Meanwhile, best-in-class organizations have laid the right foundation for better sales planning and downstream execution. Read our listicle to tap into 5 core capabilities your team needs. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/five-steps-to-elevating-gtm-transformation-in-life-sciences Title: People.ai | 5 Steps to Elevating GTM Transformation in Life Sciences Meta Description: Data, AI, and automation are at the heart of GTM transformation in life sciences. Explore 5 key capabilities your team needs for success. Language: en Canonical URL: https://www.people.ai/resource/five-steps-to-elevating-gtm-transformation-in-life-sciences ## Headings Structure: H1: 5 Steps to Elevating GTM Transformation in Life Sciences H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Steps to Elevating GTM Transformation in Life Sciences H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Data, AI, and automation are at the heart of GTM transformation in life sciences. Explore 5 key capabilities your team needs for success. AI and automation are critical to the future of healthcare – 98% of life sciences organizations have or plan to implement an AI strategy and 99% expect that strategy to result in cost savings, which can be passed along to patients while providing better care. As your enterprise continues to modernize its go-forward strategy, your GTM data needs to be at the front and center. Here are five steps you can take to develop a healthier pipeline and grow revenue. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/five-steps-to-producing-successful-gtm-transformation-in-manufacturing Title: People.ai | 5 Steps to Drive GTM Success in Manufacturing Meta Description: Data, AI, and automation are at the heart of GTM transformation in manufacturing. Explore 5 key capabilities your team needs for success. Language: en Canonical URL: https://www.people.ai/resource/five-steps-to-producing-successful-gtm-transformation-in-manufacturing ## Headings Structure: H1: 5 Steps to Producing Successful GTM Transformation in Manufacturing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Steps to Producing Successful GTM Transformation in Manufacturing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Data, AI, and automation are at the heart of GTM transformation in manufacturing. Explore 5 key capabilities your team needs for success. Nearly 95% of manufacturing leaders agree that automation and AI are critical to their company’s digital transformation efforts. As your enterprise continues to modernize its go-forward strategy, your GTM data needs to be at the front and center. Here are five steps you can take to develop a more predictable pipeline and grow revenue. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/five-warning-signs-your-crm-needs-a-health-check Title: People.ai | 5 Warning Signs Your CRM Needs a Health Check Meta Description: Over 90% of executives agree that their CRM isn't helping drive growth. Read 5 warning signs your life sciences team needs a CRM health check. Language: en Canonical URL: https://www.people.ai/resource/five-warning-signs-your-crm-needs-a-health-check ## Headings Structure: H1: 5 Warning Signs Your CRM Needs a Health Check H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Warning Signs Your CRM Needs a Health Check H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Over 90% of executives agree that their CRM isn't helping drive growth. Read 5 warning signs your life sciences team needs a CRM health check. Go-to-market leaders in life sciences: 90% of all executives agree – their CRM isn’t helping their business grow. This shortcoming stems from a core challenge – sparsely, sporadically, and poorly populated CRM data. Read our listicle to explore 5 warning signs your life sciences organization needs a CRM health check. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/five-warning-signs-your-crm-needs-some-fine-tuning Title: People.ai | 5 Warning Signs Your CRM Needs Some Fine-tuning Meta Description: Over 90% of execs agree their CRM isn't helping drive growth. Read 5 warning signs your manufacturing team needs a CRM maintenance check. Language: en Canonical URL: https://www.people.ai/resource/five-warning-signs-your-crm-needs-some-fine-tuning ## Headings Structure: H1: 5 Warning Signs Your CRM Needs Some Fine-tuning H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 5 Warning Signs Your CRM Needs Some Fine-tuning H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Over 90% of execs agree their CRM isn't helping drive growth. Read 5 warning signs your manufacturing team needs a CRM maintenance check. Read the listicleGo-to-market leaders in manufacturing: 90% of all executives agree – their CRM isn’t helping their business grow. This shortcoming stems from a core challenge – sparsely, sporadically, and poorly populated CRM data. Read our listicle to explore 5 warning signs your manufacturing organization needs a CRM maintenance check. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/four-life-sciences-industry-trends-that-could-hurt-your-sales-targets Title: People.ai | 4 Life Sciences Trends Impacting Your Sales Targets Meta Description: Like most industries, buying preferences in life sciences are going digital. Read four trends that will impact your sales and GTM efforts. Language: en Canonical URL: https://www.people.ai/resource/four-life-sciences-industry-trends-that-could-hurt-your-sales-targets ## Headings Structure: H1: 4 Life Sciences Industry Trends That Could Hurt Your Sales Targets H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 4 Life Sciences Industry Trends That Could Hurt Your Sales Targets H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Like most industries, buying preferences in life sciences are going digital. Read four trends that will impact your sales and GTM efforts. Today, 97% of hospitals use group purchasing organizations (GPOs) to improve purchasing efficiency. Digital buying preferences are paving the way, as life science buyers are better equipped to make more informed decisions, ultimately improving health care for patients.But how does increased digitalization impact your sales org and other go-to-market (GTM) functions? Here are four trends you should be mindful of as you examine your revenue engine and sales processes: Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/four-manufacturing-industry-trends-that-could-derail-your-sales-targets Title: People.ai | 4 Manufacturing Trends That Could Disrupt Sales Targets Meta Description: Like most industries, buying preferences in manufacturing are going digital. Read four trends that will impact your sales and GTM efforts. Language: en Canonical URL: https://www.people.ai/resource/four-manufacturing-industry-trends-that-could-derail-your-sales-targets ## Headings Structure: H1: 4 Manufacturing Industry Trends That Could Derail Your Sales Targets H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 4 Manufacturing Industry Trends That Could Derail Your Sales Targets H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Like most industries, buying preferences in manufacturing are going digital. Read four trends that will impact your sales and GTM efforts. According to Deloitte, 95% of manufacturing leaders agree that automation and AI are critical to their company’s future success. Yet, most efforts to date have focused on manufacturing lines and distribution – not on the go-to-market (GTM) functions responsible for actually marketing and selling products or services. Here are four trends that highlight why your organization can't afford to be among the laggards. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/fuel-your-crm-with-better-data-and-prepare-for-better-revenue-results Title: People.ai | Boost CRM Data Quality to Drive Better Revenue Results Meta Description: Discover how automated activity capture helps sellers sell more, admin less, and achieve better revenue results with our checklist. Language: en Canonical URL: https://www.people.ai/resource/fuel-your-crm-with-better-data-and-prepare-for-better-revenue-results ## Headings Structure: H1: Fuel Your CRM with Better Data and Prepare for Better Revenue Results H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Fuel Your CRM with Better Data and Prepare for Better Revenue Results H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Discover how automated activity capture helps sellers sell more, admin less, and achieve better revenue results with our checklist. Every organization has a vision of what a successful sales team looks like. It’s unlikely you set your sights on salespeople spending over half their day manually updating the CRM instead of selling. Yet, this is a problem for over 60% of sales organizations. How can you free your reps from the tedium of data entry? Read our checklist to learn why automated data capture and other CRM-native capabilities can prep your sellers to spend more time selling and closing deals. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/generative-ai-use-cases-for-sales-organizations Title: People.ai | Generative AI Use Cases for Sales Organizations Meta Description: Learn basic and advanced ways teams can start leveraging GenAI for sales right now to enhance real-time decision-making. Language: en Canonical URL: https://www.people.ai/resource/generative-ai-use-cases-for-sales-organizations ## Headings Structure: H1: Generative AI Use Cases for Sales Organizations H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Generative AI Use Cases for Sales Organizations H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Learn basic and advanced ways teams can start leveraging GenAI for sales right now to enhance real-time decision-making. Generative AI’s human-like responses act as the bridge between massive amounts of data and your sales team’s ability to understand and use it in real-time decision making. It’s the next step in realizing the full potential of revenue intelligence – making insights personalized, and immediately actionable. At its best, GenAI helps sales teams automate time consuming tasks, move faster, and sell smarter. Here are some common and advanced ways sales organizations can leverage the technology. Basic - Most organizations only have rudimentary use cases for generative AI deployed. Advanced - People.ai has generative AI solutions for advanced use cases available today. The magic behind generative AI at People.ai: Since we’ve been securely collecting and analyzing sales data automatically on behalf of customers for nearly a decade (we can do this for you too), our AI models are trained on more high quality, specialized data than anyone else’s. To read the full list of generative AI use cases for sales teams, click here. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/hbr-pulse-survey-accelerating-sales-and-marketing-efforts-through-ai Title: People.ai | Accelerating Sales and Marketing Efforts Through AI Meta Description: Discover how AI will transform sales and marketing in your organization. Get HBR's 'Accelerating Sales and Marketing Efforts Through AI' report. Language: en Canonical URL: https://www.people.ai/resource/hbr-pulse-survey-accelerating-sales-and-marketing-efforts-through-ai ## Headings Structure: H1: Accelerating Sales and Marketing Efforts Through AI H2: About People.ai H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Accelerating Sales and Marketing Efforts Through AI H2: About People.ai H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Discover how AI will transform sales and marketing in your organization. Get HBR's 'Accelerating Sales and Marketing Efforts Through AI' report. As artificial intelligence (AI) begins to deliver on its promises, sales and marketing teams are discovering that not only can AI reduce the amount of human effort required in daily work, but it also can provide the intelligence needed to focus on the highest-value tasks, shaping a far more productive and impactful workday backed by data where everyone is focused on the most important tasks that drive business. Where do enterprises see AI benefiting and shaping the future of work? In this Harvard Business Review Analytic Services Survey (HBR), more than 320 participants were asked about their current views of AI and to look out over the next three years to predict how AI will shape their businesses. The HBR survey revealed that after implementing AI solutions, not only do salespeople become more productive at their jobs, but they also report an increase in their individual happiness. Furthermore, some 82% of large companies surveyed believe AI has the ability to significantly improve the alignment of sales and marketing, with the largest benefit coming from less time on administrative activities like data entry. This move away from time spent on administrative activities enables workers to focus on higher-minded, more fulfilling, and impactful work. How can AI shape the future of work at your organization? Get your free copy of the full report. People.ai is a state-of-the-art sales and marketing platform which leverages the power of artificial intelligence to link people, activities, and engagement across the buying journey. Automatically capturing all sales, marketing & customer success activity, the People.ai platform drives actionable revenue insights for both sales and marketing leaders. Fortune 1000 companies choose People.ai to automate contact creation, identify decision-making units, model buyer behavior, increase forecast accuracy, improve marketing effectiveness, and simply close deals faster. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/how-marketing-can-meaningfully-increase-pipeline-velocity-and-conversion Title: People.ai | Boost Pipeline Velocity & Conversion with Marketing Meta Description: In this eBook, learn how marketing and sales teams can align on goals and improve performance using better data and automation through AI. Language: en Canonical URL: https://www.people.ai/resource/how-marketing-can-meaningfully-increase-pipeline-velocity-and-conversion ## Headings Structure: H1: Boost Pipeline Velocity & Conversion with Marketing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Boost Pipeline Velocity & Conversion with Marketing H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations In this eBook, learn how marketing and sales teams can align on goals and improve performance using better data and automation through AI. Today’s marketing teams face constant pressure to generate more and higher quality pipeline than ever. To succeed, it’s a must for them to tightly partner with their sales counterparts. However, this is challenging in light of: In this e-Book, you’’ll learn how to: When go-to-market teams work from the same dataset, marketing can stop playing the volume numbers game. Instead, they can allocate investments to the right accounts and personas, and align with sales to engage influencers, decision makers or even detractors within key accounts. Download the e-Book to learn more Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/how-to-surface-hidden-pipeline-and-execute-laser-focused-abm-campaigns Title: People.ai | Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns Meta Description: A detailed guide for marketers to uncover sales team activities and compliment their efforts with perfectly timed and contextualized customer outreach. Language: en Canonical URL: https://www.people.ai/resource/how-to-surface-hidden-pipeline-and-execute-laser-focused-abm-campaigns ## Headings Structure: H1: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations A detailed guide for marketers to uncover sales team activities and compliment their efforts with perfectly timed and contextualized customer outreach In many organizations, there’s a data chasm between sales and marketing teams, resulting in a lack of visibility into each team’s pipeline activities. This internal misalignment can lead to a poor customer experience in the form of mixed messages, duplicate contact efforts, too much or too little engagement, and a general lack of brand consistency. The solution to this problem is automated activity capture. All of your sales team’s activities (think: calls, meetings, demos, emails, etc) are captured and assigned to the correct contact, account, and opportunity in your CRM. Marketing can leverage this information to launch coordinated and personalized campaigns in lockstep with sales. With this approach, GTM teams will be able to: Download the Playbook to learn how Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/infographic-3-ways-to-turn-marketing-and-sales-into-partners-in-pipeline-creation-using-ai Title: People.ai | 3 Ways AI Aligns Marketing & Sales for Pipeline Success Meta Description: Learn about the three most common misunderstandings between marketing and sales and how better data is helping solve them. Language: en Canonical URL: https://www.people.ai/resource/infographic-3-ways-to-turn-marketing-and-sales-into-partners-in-pipeline-creation-using-ai ## Headings Structure: H1: 3 Ways AI Aligns Marketing & Sales for Pipeline Success H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 3 Ways AI Aligns Marketing & Sales for Pipeline Success H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Learn about the three most common misunderstandings between marketing and sales and how better data is helping solve them. Conflict between sales and marketing teams is so deeply ingrained in company culture that it’s accepted as the norm. Here at People.ai, we’ve found the common denominator that brings sales and marketing teams together: actionable, AI and data-driven insights integrated right into the tools they’re already using. Learn more about the three most common misunderstandings between marketing and sales and how better data is helping solve them. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/measure-the-performance-of-your-pipeline-engine Title: People.ai | Measure the Performance of Your Pipeline Engine Meta Description: To generate more revenue and improve your bottom-line, it's imperative that your GTM teams maximize the impact of every opportunity. Language: en Canonical URL: https://www.people.ai/resource/measure-the-performance-of-your-pipeline-engine ## Headings Structure: H1: Measure the Performance of Your Pipeline Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Measure the Performance of Your Pipeline Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations To generate more revenue and improve your bottom-line, it's imperative that your GTM teams maximize the impact of every opportunity. To generate more revenue and improve your bottom-line, it's imperative that your GTM teams maximize the impact of every opportunity. But many organizations lack the depth of visibility into their accounts and opportunities, including engagement with key stakeholders, to effectively close more deals, faster.Read our solution brief for a quick primer on the challenges today's organizations face, as well as the capabilities that can help you improve the way you create and convert pipeline. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/measure-the-performance-of-your-sales-qualification-methodology Title: People.ai | Track Sales Qualification Success with Performance Metrics Meta Description: Read our use case checklist to discover how your sales team can improve the adoption and performance of your sales qualification methodology. Language: en Canonical URL: https://www.people.ai/resource/measure-the-performance-of-your-sales-qualification-methodology ## Headings Structure: H1: Measure the Performance of Your Sales Qualification Methodology H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Measure the Performance of Your Sales Qualification Methodology H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Read our use case checklist to discover how your sales team can improve the adoption and performance of your sales qualification methodology. Enterprise sales teams that effectively adopt and leverage their company’s qualification methodology and get consistent coaching see an average of 73% quota attainment. But without real-time insight into rep activity, management has no way to answer how well the sales methodology is working. And asking reps to manually enter these details into CRMs or a separate sales tool is often met with resistance. Organizations that successfully implement sales methodologies make it easy for their reps to stick to the process. These groups install repeatable, scalable, and predictable processes for their reps to use throughout the sales cycle. Read our use case checklist to see how you can achieve better results with your sales methodology, including higher win rates, faster sales cycles, improved efficiency, and other outcomes you expected upon implementation. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/meddicc-template-and-guide Title: People.ai | MEDDICC Template and Guide Meta Description: Today’s high-performing sales teams are driven by a rigorous discipline of planning and organization. Language: en Canonical URL: https://www.people.ai/resource/meddicc-template-and-guide ## Headings Structure: H1: MEDDICC Template and Guide H2: What Is the MEDDICC Sales Qualification? H2: Why Should You Use MEDDICC? H2: Beginning the MEDDICC Sales Process H2: MEDDICC Sales Qualification Steps & Examples H3: 1. Metrics H3: 2. Economic Buyer H3: 3. Decision Criteria H3: 4. Decision Process H3: 5. Identify Pain H3: 6. Champion H3: 7. Competition H2: Why Should You Use the MEDDICC Template H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: MEDDICC Template and Guide H2: What Is the MEDDICC Sales Qualification? H2: Why Should You Use MEDDICC? H2: Beginning the MEDDICC Sales Process H2: MEDDICC Sales Qualification Steps & Examples H3: 1. Metrics H3: 2. Economic Buyer H3: 3. Decision Criteria H3: 4. Decision Process H3: 5. Identify Pain H3: 6. Champion H3: 7. Competition H2: Why Should You Use the MEDDICC Template H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Today’s high-performing sales teams are driven by a rigorous discipline of planning and organization. The MEDDICC sales qualification process is a standardized B2B framework that was developed by Dick Dunkel of the Parametric Technology Corporation in the 1990s. MEDDICC answers the following three questions: MEDDICC is a system of best practices for improving the enterprise opportunity qualification process, in order to help sales teams identify and focus on customers with the highest propensity to buy. MEDDICC is an acronym that stands for: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, and Competition. It doesn’t matter how good your sales team is if they’re not pitching to the right customers. MEDDICC helps B2B sales teams understand their audience more accurately and better qualify opportunities, ultimately leading to higher win rates. By using MEDDICC, your sales team will avoid overcommitting to the wrong opportunities and better understand what makes a quality prospect. To properly evaluate a sales opportunity, follow these six qualification steps. In doing so, your sales teams will have a stronger understanding of the customer’s requirement, whether the opportunity is worth pursuing and if you can win. What does the prospect hope to gain from your product or service? A metric should be a quantifiable measure of the value your organization’s products or services can provide. You will use this metric to prove ROI and help the customer build a business case.Qualified opportunity: The prospect has a clear, measurable metric for determining the value of your product or service. For example, how much time or money they can save as a result of implementing your offering.Unqualified opportunity: The prospect’s metrics are ambiguous; it is unclear how they will determine the difference your product or service makes. The economic buyer actually has the authority to make or approve the purchase. They have ultimate veto or approval power.Make sure you know who this is, engage them at the right stage of the opportunity, and do the right level of qualification when you meet with them. Otherwise, your deal will be at risk.Qualified opportunity: Your sales team can identify all of the key decision makers, including the economic buyer, and knows how and when to get in touch with them. You also know how to establish credibility with the economic buyer, such as the objectives they want to achieve. .Unqualified opportunity: It is unclear who is in charge of purchasing or budgeting in the prospect’s organization, or the other contacts are reluctant to introduce you to the economic buyer (which could be a red flag for the opportunity). How will the prospect evaluate your product or service compared to other vendor offerings? Decision criteria are the requirements your offering must satisfy for the customer to make an investment. These criteria are typically categorized based on financial, technical, and legal or regulatory requirements.Qualified opportunity: The prospect’s evaluation criteria matches their metrics for determining success and/or are reasonable in regard to the product or service offered. The economic buyer has signed off on the decision criteria, and your sales team is confident that your offering can satisfy them.Unqualified opportunity: Your team can’t determine how the prospect will decide whether or not to purchase your product, or they seem to have decision criteria that you can’t satisfy or that has little alignment with the value your offerings provide. What does the prospect’s decision-making process look like? What steps are involved, who will be involved, how long will it take, and what are the possible bottlenecks or pain points that may prevent or slow down the deal?Qualified opportunity: The prospect’s decision-making process is clear at all stages; your sales team can identify who is in charge of decision making at each level and why.Unqualified opportunity: The prospect’s decision-making process is ambiguous. Steps aren’t clearly defined, the timeline is well understood, and your sales team is not confident they would know why they may lose the deal. What are the prospect’s pain points or business challenges? What are the problems your product or service can actually solve for the prospect? Your prospect may or may not be aware of these pain points If they aren’t, help them understand the magnitude of the problem, what the impact would be if they left it unaddressed, and how resolving the issue can help their business initiatives.Qualified opportunity: The prospect can articulate the pain points, understands the impact, and knows they would genuinely benefit from your products or services (and your sales team is confident they can demonstrate why it’s helpful to the prospect).Unqualified opportunity: The prospect cannot identify any relevant pain points and/or the pain isn’t compelling enough for them to take action. In these cases, it’s unlikely that your sales team can confidently demonstrate the value of your products or services. A champion is someone within the prospect’s organization with a vested interest in purchasing your product or service. They are your primary advocate and have the power or influence to help advance the opportunity.Qualified opportunity: Someone within the prospect’s organization has a vested interest in purchasing your product or service, and your sales team is reasonably confident they will advocate for your product or service, even when you’re not present.Unqualified opportunity: You cannot identify a champion who has the right level of advocacy or influence and/or they are relucant to help connect you with others in the organization, such as the economic buyer. Outline the competitive landscape related to this opportunity. Understanding the competition (internal and external) will help you better position your offerings. Be sure to validate your strategy and key differentiators with your champion and economic buyer.Qualified opportunity: You have a good grasp of the other vendors you’re competing against for the opportunity. The differentiators for your product or service relative to the competition are well documented and understood by your champion and economic buyer, and they understand the inherent value.Unqualified opportunity: You don’t yet know who you’re competing against, and you can’t validate any competitive positioning with your buyers. Much like MEDDICC itself, the MEDDICC template is meant to expedite and optimize your sales qualification process. By applying a single, standardized MEDDICC template to each prospect, you will quickly identify which are qualified or, conversely, which prospects require more nurturing or are not a good fit . Not only will this help you improve your win rate in the immediate term, but it will also help you optimize your ideal customer profile (ICP) moving forward. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/optimize-the-use-of-your-gtm-teams-with-ai-powered-data-and-automation Title: People.ai | Optimize GTM Teams with AI-Driven Data and Automatio Meta Description: Read our checklist to see how AI-powered engagement data can optimize territory designs, account plans, and the use of your entire GTM team. Language: en Canonical URL: https://www.people.ai/resource/optimize-the-use-of-your-gtm-teams-with-ai-powered-data-and-automation ## Headings Structure: H1: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Optimize the Use of Your GTM Teams with AI-powered Data and Automation H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Read our checklist to see how AI-powered engagement data can optimize territory designs, account plans, and the use of your entire GTM team. As the saying goes, a chain is only as strong as its weakest link. Successful go-to-market (GTM) team leaders are keenly aware of which of their organization’s chains are most likely to break and understand how to reinforce them. These teams use AI, automation, and data to allocate resources more efficiently and accurately. As a result, territory designs become easier and more equitable. Accounts can be assigned or reassigned based on facts, rather than waiting for complaints from customers. And business and deal reviews are more effective because they’re fueled by data, not anecdotes. Read our use case checklist to learn more about how to optimize the use of your entire GTM team, and achieve results such as increased sales capacity, reduced churn, and higher quota attainment. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/optimize-your-revenue-operations-and-pipeline-generation-engine Title: People.ai | Optimize Revenue Operations & Boost Pipeline Generation Meta Description: Improve pipeline health and revenue by refining strategic account planning and territory design through continuous improvement efforts. Language: en Canonical URL: https://www.people.ai/resource/optimize-your-revenue-operations-and-pipeline-generation-engine ## Headings Structure: H1: Optimize Your Revenue Operations and Pipeline Generation Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Optimize Your Revenue Operations and Pipeline Generation Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Improve pipeline health and revenue by refining strategic account planning and territory design through continuous improvement efforts. To improve the health of your pipeline and generate more revenue, it's imperative that you drive continuous improvement efforts for activities such as strategic account planning and territory designs. But many organizations struggle with these activities because they lack high-quality GTM data and the ability to enable these efforts where sellers already work: their CRM.Read our solution brief for a quick primer on the challenges today's organizations face, as well as the capabilities that can get you on the right path. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/proven-ways-to-align-marketing-with-sales-for-faster-stronger-pipeline Title: People.ai | Playbook: Align Marketing & Sales for Stronger Pipeline Meta Description: Follow this playbook to align marketing with sales, ensuring seamless execution and driving faster, better pipeline growth. Language: en Canonical URL: https://www.people.ai/resource/proven-ways-to-align-marketing-with-sales-for-faster-stronger-pipeline ## Headings Structure: H1: Playbook: Align Marketing & Sales for Stronger Pipeline H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns ## Main Content: H1: Playbook: Align Marketing & Sales for Stronger Pipeline H4: This playbook will teach you how to correct your data problem and empower your marketers to do their jobs better and faster. H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns Follow this playbook to align marketing with sales, ensuring seamless execution and driving faster, better pipeline growth. Following the steps outlined in this playbook will ensure your marketing team executes in lockstep with sales and paves the way for faster, stronger pipeline. We focus on two key ways to boost alignment and pipeline: Who will benefit from this playbook? Marketing leaders who want tighter alignment with sales to focus investments and maximize impact by targeting the most promising accounts and personas. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/see-into-the-future-and-rescue-dormant-deals-with-the-revenue-command-center Title: People.ai | Revive Dormant Deals with People.ai Revenue Command Center Meta Description: Go-to-market (GTM) teams now have more data and information than ever before at their fingertips. Language: en Canonical URL: https://www.people.ai/resource/see-into-the-future-and-rescue-dormant-deals-with-the-revenue-command-center ## Headings Structure: H1: Revive Dormant Deals with People.ai Revenue Command Center H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Revive Dormant Deals with People.ai Revenue Command Center H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Go-to-market (GTM) teams now have more data and information than ever before at their fingertips. Go-to-market (GTM) teams now have more data and information than ever before at their fingertips. But are they able to easily harness and trust that data, and then turn it into AI-driven, predictable insights to improve decision-making and results?They can with the People.ai Revenue Command Center, which combines the power of Data Foundation and ClosePlan to optimize AI-driven insights with people-driven engagement. Read our solution brief to see why the future of enterprise revenue intelligence is already here, where teams can harness the power of AI to ensure that pipeline performance is more predictable than ever before. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/shape-the-future-of-territory-design-with-a-data-centric-approach Title: People.ai | Redefine Territory Design Using a Data-Driven Approach Meta Description: Read our checklist to see how a data-centric approach can optimize territory designs, resulting in improved rep retention, productivity, and win rates. Language: en Canonical URL: https://www.people.ai/resource/shape-the-future-of-territory-design-with-a-data-centric-approach ## Headings Structure: H1: Shape the Future of Territory Design With a Data-Centric Approach H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Shape the Future of Territory Design With a Data-Centric Approach H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Read our checklist to see how a data-centric approach can optimize territory designs, resulting in improved rep retention, productivity, and win rates Many sales organizations struggle with territory designs because they're based on little more than guesswork and hunches. As a result, some reps have too few accounts while others feel overwhelmed. In either scenario, you experience churn, a failure to meet quota, and revenue gaps. On the other hand, organizations that take a data-centric approach to territory design experience a number of benefits: better sales productivity, higher rates of retention, improved win rates, and larger deals. Read our use case checklist to learn more about how to optimize your territory designs using data, AI, and automation. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/supercharge-your-pipeline-with-a-smarter-crm Title: People.ai | Supercharge Your Pipeline with a Smarter CRM Meta Description: Today's GTM teams must do more with less, investing in costly CRMs and methods. Yet, without the right foundation, success remains elusive. Language: en Canonical URL: https://www.people.ai/resource/supercharge-your-pipeline-with-a-smarter-crm ## Headings Structure: H1: Supercharge Your Pipeline with a Smarter CRM H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns ## Main Content: H1: Supercharge Your Pipeline with a Smarter CRM H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns Today's GTM teams must do more with less, investing in costly CRMs and methods. Yet, without the right foundation, success remains elusive. Today’s go-to-market organizations are being forced to do more with less, and invest in expensive CRMs and methodologies to maximize revenue. But without the proper groundwork, these CRM investments lack the data to power the pipeline, as well as downstream sales planning and execution efforts.Read our solution brief for a quick primer on the challenges today's organizations face regarding their CRM and sales methodologies, then discover the key capabilities you need to supercharge your GTM engine with better data. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/the-keys-to-unleashing-gtm-transformation-in-life-sciences Title: People.ai | The Keys to Unleashing GTM Transformation in Life Sciences Meta Description: Life sciences companies struggle with data-led sales management, but are familiar with the basic concepts since they’re commonly used in production. Language: en Canonical URL: https://www.people.ai/resource/the-keys-to-unleashing-gtm-transformation-in-life-sciences ## Headings Structure: H1: The Keys to Unleashing GTM Transformation in Life Sciences H2: On-Demand Now! H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: The Keys to Unleashing GTM Transformation in Life Sciences H2: On-Demand Now! H4: Art Harding H5: Chief Operating Officer - People.ai H4: Mark Galant H5: Sr. Director - People.ai H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Life sciences companies struggle with data-led sales management, but are familiar with the basic concepts since they’re commonly used in production. Life sciences companies struggle with data-led sales management, but are familiar with the basic concepts since they’re commonly used in production.Begin your journey with People.ai’s 5-step plan: Art Harding brings over 20 years of hands-on operations experience at B2B companies and most recently served as SVP, GTM Strategy & Operations at New Relic, Inc. Before that, he held a variety of roles across services, sales, and operations driving business growth to $1B in annual revenue at enterprise companies such as VERITAS / Symantec, VMware, and Riverbed. Harding will lead all business operations at People.ai. Mark has over 20 years experience helping B2B companies transform their marketing and operations, and has held senior roles in marketing, operations, SCM, and information technology—many of which focused on digital transformation. Most recently, Mark was at People.ai customer PTC, where he was VP, Customer References & Alliances Marketing. Mark has held a variety of management positions at B2B companies such as AspenTech, Stanley Black & Decker, and JD Edwards. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/the-ultimate-guide-to-gtm-transformation-for-life-sciences Title: People.ai | The Ultimate Guide to GTM Transformation for Life Sciences Meta Description: Life sciences leverage advanced tech for R&D—are you equipping sales, marketing, and operations teams with the same cutting-edge tools? Language: en Canonical URL: https://www.people.ai/resource/the-ultimate-guide-to-gtm-transformation-for-life-sciences ## Headings Structure: H1: The Ultimate Guide to GTM Transformation for Life Sciences H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: The Ultimate Guide to GTM Transformation for Life Sciences H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Life sciences leverage advanced tech for R&D—are you equipping sales, marketing, and operations teams with the same cutting-edge tools? Your life sciences enterprise calls upon the most advanced technologies, processes, and methodologies to power new product development and research. What are you doing to empower your sales, marketing, and operations teams in the same way?The past few years have seen selling transform dramatically. Not only are buyers spending less time with sellers than ever before, but they’re also engaging sellers later in the buying journey and involving more of their peers in (increasingly digital) purchasing decisions.Enterprises can’t afford to continue with business as usual — now more than ever, it’s critical that your go-to-market (GTM) teams harness the power of data, AI, and automation to drive growth. With People.ai, you can solve the challenge caused by unreliable, inaccurate data in your CRM and bring the full potential of your sales and marketing engine to life.Download this eBook to learn how to: Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/three-hurdles-to-overcome-for-effective-sales-planning Title: People.ai | 3 Hurdles to Overcome for Effective Sales Planning Meta Description: Most GTM teams struggle with sales planning due to a lack of a reliable, repeatable, and data-centric approach. Do you face these hurdles? Language: en Canonical URL: https://www.people.ai/resource/three-hurdles-to-overcome-for-effective-sales-planning ## Headings Structure: H1: 3 Hurdles to Overcome for Effective Sales Planning H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 3 Hurdles to Overcome for Effective Sales Planning H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Most GTM teams struggle with sales planning due to a lack of a reliable, repeatable, and data-centric approach. Do you face these hurdles? Why do most large enterprise go-to-market (GTM) teams struggle with the sales planning process as it relates to optimizing revenue operations? The problem is the lack of a reliable, repeatable, and data-centric approach to both short- and long-term planning. Read our infographic to explore the three largest hurdles to effective sales planning. Are any of these tripping up your sales organization? Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/three-obstacles-throttling-your-pipeline-engine Title: People.ai | 3 Obstacles Throttling Your Pipeline Engine Meta Description: Explore the three biggest roadblocks that impact go-to-market execution, and get prescriptive advice on how to build a higher-performing pipeline engine. Language: en Canonical URL: https://www.people.ai/resource/three-obstacles-throttling-your-pipeline-engine ## Headings Structure: H1: 3 Obstacles Throttling Your Pipeline Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 3 Obstacles Throttling Your Pipeline Engine H4: Explore the three biggest roadblocks that impact go-to-market execution, and get prescriptive advice on how to build a higher-performing pipeline engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Discover 3 major roadblocks to GTM execution and actionable advice to create a high-performing pipeline engine. Your go-to-market (GTM) teams need to maximize the impact of every opportunity by building more pipeline and converting it to revenue. Improved levels of operational visibility and better buyer intelligence are required, but several obstacles stand in the way. Explore the three biggest roadblocks in our eBook: The eBook also outlines proven ways for overcoming these obstacles to unleash a high-performance pipeline engine. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/three-steps-to-prepare-for-a-healthier-pipeline Title: People.ai | 3 Steps to Prepare for a Healthier Pipeline Meta Description: Discover how to prepare for a healthier pipeline by fueling your CRM with more data on key accounts and fully operationalizing your sales methodology. Language: en Canonical URL: https://www.people.ai/resource/three-steps-to-prepare-for-a-healthier-pipeline ## Headings Structure: H1: 3 Steps to Prepare for a Healthier Pipeline H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: 3 Steps to Prepare for a Healthier Pipeline H4: Discover how to prepare for a healthier pipeline by fueling your CRM with more data on key accounts and fully operationalizing your sales methodology H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Discover how to prepare for a healthier pipeline by fueling your CRM with more data on key accounts and fully operationalizing your sales methodology. Your go-to-market (GTM) teams must work more efficiently than ever to deliver a healthy pipeline and convert it to more revenue. To set them up for success, you need to put in place the foundational elements that empower them to focus on engaging the most promising accounts showing the highest level of purchasing intent.Read our workbook to explore three essential ingredients for preparing your team to build a healthier pipeline: You’ll also get prescriptive guidance on how to assess your strengths and identify areas for improvement, ultimately preparing your teams to execute at an unmatched level of excellence. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/top-five-ways-to-fine-tune-your-pipeline-engine Title: People.ai | Top Five Ways to Fine-tune Your Pipeline Engine Meta Description: Many GTM teams still depend on fragmented data and anecdotes to understand priority accounts, stakeholders, and opportunities. Language: en Canonical URL: https://www.people.ai/resource/top-five-ways-to-fine-tune-your-pipeline-engine ## Headings Structure: H1: Top Five Ways to Fine-tune Your Pipeline Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Top Five Ways to Fine-tune Your Pipeline Engine H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Many GTM teams still depend on fragmented data and anecdotes to understand priority accounts, stakeholders, and opportunities. Many go-to-market (GTM) organizations continue to rely on patchworks of data and anecdotal evidence about priority accounts, stakeholders, or opportunities. Meanwhile, the best GTM teams collaborate with cross-functional visibility, fueled by objective, complete, and actionable data that is accessible to all teams.Read our listicle to discover 5 key capabilities your organization needs to fine-tune your pipeline engine. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/top-warning-sign-your-pipeline-is-underprepared Title: People.ai | Top Warning Signs Your Sales Pipeline Is Underprepared Meta Description: Your go-to-market (GTM) teams must work more efficiently than ever to deliver a healthy pipeline and convert it to more revenue. Language: en Canonical URL: https://www.people.ai/resource/top-warning-sign-your-pipeline-is-underprepared ## Headings Structure: H1: Top Warning Signs Your Sales Pipeline Is Underprepared H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns ## Main Content: H1: Top Warning Signs Your Sales Pipeline Is Underprepared H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns Your go-to-market (GTM) teams must work more efficiently than ever to deliver a healthy pipeline and convert it to more revenue. Your go-to-market (GTM) teams must work more efficiently than ever to deliver a healthy pipeline and convert it to more revenue. Unfortunately, the deck may very well be stacked against you.Read our infographic to explore 3 key reasons you should assess the state of your GTM engine, and pinpoint whether your teams are prepared to build and deliver a healthy pipeline. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/top-warning-signs-for-revops-that-your-pipeline-needs-some-repair Title: People.ai | Key Warning Signs Your RevOps Pipeline Needs Repair Meta Description: Read three of the top reasons that today's RevOps teams need to evaluate and improve the health of their pipeline and overall revenue engine. Language: en Canonical URL: https://www.people.ai/resource/top-warning-signs-for-revops-that-your-pipeline-needs-some-repair ## Headings Structure: H1: Top Warning Signs for RevOps That Your Pipeline Needs Some Repair H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns ## Main Content: H1: Top Warning Signs for RevOps That Your Pipeline Needs Some Repair H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Use AI to Turn Seller Insights into Strategic Revenue Growth H3: Surface Hidden Pipeline & Run Laser-Focused ABM Campaigns Read three of the top reasons that today's RevOps teams need to evaluate and improve the health of their pipeline and overall revenue engine. Your RevOps team must work more efficiently than ever when partnering with sales and marketing to deliver a healthy pipeline and win more revenue. Unfortunately, the deck may very well be stacked against you. If any of the following challenges from our infographic sound familiar, you likely need to change your tactics and overall approach. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/unleash-your-pipelines-full-potential-with-engagement-dashboards Title: People.ai | Maximize Pipeline Potential Using Engagement Dashboards Meta Description: We live in a data-driven world, but data is often locked in warehouses or BI tools, needing engineering skills to unlock its true value. Language: en Canonical URL: https://www.people.ai/resource/unleash-your-pipelines-full-potential-with-engagement-dashboards ## Headings Structure: H1: Unleash Your Pipeline's Full Potential With Engagement Dashboards H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Unleash Your Pipeline's Full Potential With Engagement Dashboards H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations We live in a data-driven world, but data is often locked in warehouses or BI tools, needing engineering skills to unlock its true value. We live in a data-driven world. The problem? Data often feels like it's kept under lock and key in a data warehouse or a business intelligence tool which require engineering or data science skills to extract any real value.Good news! Engagement Dashboards from People.ai can make the unclear, clear with user-friendly dashboards and data tables that provide 360-degree views into your GTM motions. Powered by patented AI insights, Engagement Dashboards allow sales teams to spend less time digging and more time derisking deals and strategically plotting next steps based on complete and accurate data. Read our feature brief to learn how you can experience shorter sales cycles, improved win rates, and larger deals – no complicated tools, custom development, or data science expertise required. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/unlock-complete-visibility-across-multiple-crms Title: People.ai | Unlock Full CRM Visibility to Maximize Revenue Growth Meta Description: High data quality tops CRM feature wishlists, yet only 22% of businesses achieve excellent data connectedness. What causes this gap? Language: en Canonical URL: https://www.people.ai/resource/unlock-complete-visibility-across-multiple-crms ## Headings Structure: H1: Maximize Revenue By Unlocking Complete Visibility Across Multiple CRMs H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Maximize Revenue By Unlocking Complete Visibility Across Multiple CRMs H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations High data quality tops CRM feature wishlists, yet only 22% of businesses achieve excellent data connectedness. What causes this gap? It’s no surprise “high-data quality” is the #1 desired feature of a CRM platform. However, only 22% of businesses report excellent data connectedness. Why the massive disconnect between the desired and current state? In short, because unifying data across complex multi-CRM environments is a costly, time-consuming endeavor requiring a data warehouse, BI tool, and additional engineering or data science expertise.The solution is CRM Connect from People.ai, a simple, cost-effective way to unify data from multiple CRMs into a single, easy-to-use tabular view. With CRM Connect, GTM teams can finally work off a single source of complete and accurate data – without the cost and complexity of traditional multi-CRM environments. Read our feature brief to learn more. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/use-ai-to-turn-seller-insights-into-strategic-revenue-growth Title: People.ai | Use AI to Turn Seller Insights into Strategic Revenue Growth Meta Description: Discover how a data-driven solution helps RevOps leaders streamline seller workflows, enhance data quality, and cut admin costs. Language: en Canonical URL: https://www.people.ai/resource/use-ai-to-turn-seller-insights-into-strategic-revenue-growth ## Headings Structure: H1: Use AI to Turn Seller Insights into Strategic Revenue Growth H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Use AI to Turn Seller Insights into Strategic Revenue Growth H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Discover how a data-driven solution helps RevOps leaders streamline seller workflows, enhance data quality, and cut admin costs. Ask any sales representative if they’re working all their assigned accounts and they’ll say, “Absolutely! I’m working every one of them.” You may think, “That’s odd. I barely see any activity in our CRM.” (But you take them for their word). Next, you ask the same sales representative if they want more assigned accounts and they say, “Yes! I’ll always accept more accounts.” If the above scenario sounds familiar, you’re probably a RevOps Leader. When you ask these questions and receive the same answers month after month, you may begin to feel stuck. You’ve been assigning accounts based on zip codes and sales representatives’ self-reported relationships. But you’re not seeing results, leading you to ask yourself tough questions. “Do we have a sales capacity problem?” “How do we increase sales representative productivity?” Until now, you haven’t had the data to answer these questions. Meet People.ai! We’re an enterprise revenue intelligence platform that helps you uncover the fastest path to revenue using AI and better data. People.ai connects to your go-to-market teams’ inboxes and calendars, and automatically captures and match those activities to relevant CRM accounts, opportunities, and contacts. You now deeply understand what accounts are, or are not, being actively worked. This allows you to re-allocate accounts or resources as needed to unlock additional revenue. Read the playbook to learn how it works Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/validate-engagement-with-key-accounts-and-personas Title: People.ai | Validate Engagement with Key Accounts and Personas Meta Description: Learn how AI-powered engagement data helps sellers target the right buyers, derisk opportunities, and boost win rates in key accounts. Language: en Canonical URL: https://www.people.ai/resource/validate-engagement-with-key-accounts-and-personas ## Headings Structure: H1: Validate Engagement with Key Accounts and Personas H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Validate Engagement with Key Accounts and Personas H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Learn how AI-powered engagement data helps sellers target the right buyers, derisk opportunities, and boost win rates in key accounts. The typical buying group for a complex B2B solution involves six to 10 decision-makers. To penetrate accounts of such size and complexity, sales reps must engage with the right personas as early and often as possible to close and derisk deals. Read our use case checklist to explore how leading sales organizations are leveraging engagement data and other AI-powered insights to validate reps are connecting with the right people, in the right accounts. The results? Improved rep productivity, a healthier pipeline, and higher win rates, just to name a few. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/validate-engagement-with-key-stakeholders-in-every-opportunity Title: People.ai | Ensure Stakeholder Engagement in Every Opportunity Meta Description: Read our checklist to see how AI and automation help sellers engage the right buyers in the right accounts to win bigger deals, faster. Language: en Canonical URL: https://www.people.ai/resource/validate-engagement-with-key-stakeholders-in-every-opportunity ## Headings Structure: H1: Validate Engagement with Key Stakeholders in Every Opportunity H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Validate Engagement with Key Stakeholders in Every Opportunity H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations Read our checklist to see how AI and automation help sellers engage the right buyers in the right accounts to win bigger deals, faster. As the adage goes, “time is of the essence” and your sales teams need every second of it to navigate buying groups and close contracts. Unfortunately, one tool that’s supposed to help reps stay on top of these large buying groups – org charts – is also an example of a time-waster for sales teams. Factor in other administrative tasks such as updating CRM data, and reps spend less than 30% of their time actually engaging key stakeholders in opportunities, putting deals and revenue at risk. Read our use case checklist to see why more organizations are turning to AI and automation to reduce manual tasks while giving reps, managers, and sales leaders better visibility into the right people they should be engaging to win bigger deals and shorten sales cycles. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/whats-throttling-your-sales-pipeline-engine Title: People.ai | What's Throttling Your Sales Pipeline Engine? Meta Description: GTM teams must maximize every opportunity, but obstacles like poor visibility and weak buyer intelligence hinder improved performance. Language: en Canonical URL: https://www.people.ai/resource/whats-throttling-your-sales-pipeline-engine ## Headings Structure: H1: What's Throttling Your Sales Pipeline Engine? H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: What's Throttling Your Sales Pipeline Engine? H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations GTM teams must maximize every opportunity, but obstacles like poor visibility and weak buyer intelligence hinder improved performance. Your go-to-market (GTM) teams need to maximize the impact of every opportunity. Improved levels of operational visibility and better buyer intelligence are required, but several obstacles stand in the way of achieving better GTM performance. Read our infographic to explore 9 stats that underscore the key challenges today's GTM teams face when trying to convert pipeline to revenue. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/resource/why-pipeline-cures-all Title: People.ai | Why Pipeline Cures All Meta Description: The forecast is always important, yet many teams struggle with accuracy. See why you should shift your focus to pipeline, and accuracy will follow. Language: en Canonical URL: https://www.people.ai/resource/why-pipeline-cures-all ## Headings Structure: H1: Why Pipeline Cures All H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations ## Main Content: H1: Why Pipeline Cures All H2: Get the Resource H2: Resource H2: Lorem ipsum dolor H3: How to Get Started with AI in your Sales Organization H3: 4 Reasons Why Your Sales Methodology is Failing (And How to Fix It) H3: Generative AI Use Cases for Sales Organizations The forecast is always important, yet many teams struggle with accuracy. See why you should shift your focus to pipeline, and accuracy will follow. The forecasting call: Ask any sales organization where it invests the highest level of operational expense, and this weekly ritual will inevitably be at the top of most lists. Yet, despite the time and effort, forecast accuracy continues to be underwhelming for many organizations. The People.ai take? Focus on data and pipeline health, and forecast accuracy will naturally follow. Read our white paper to explore why pipeline is a cure-all for organizations today. Lorem ipsum dolor sit amet, consectetur adipiscing elit. --- ### Page: https://www.people.ai/newsroom/ai-accelerates-growth-for-gtm-teams-says-hbr-survey Title: People.ai | Study: AI Accelerates Growth for GTM Teams, Says HBR Survey Meta Description: HBR Analytic Services Survey reveals that 82% of leaders agree AI will make sales & marketing more effective. Get your free copy of the report! Language: en Canonical URL: https://www.people.ai/newsroom/ai-accelerates-growth-for-gtm-teams-says-hbr-survey ## Headings Structure: H1: Study: AI Accelerates Growth for GTM Teams, Says HBR Survey ## Main Content: H1: Study: AI Accelerates Growth for GTM Teams, Says HBR Survey 82% of Enterprise leaders agree that artificial intelligence will make sales and marketing more effective San Francisco, CA – September 17, 2019 – People.ai, creators of the only Revenue Operations & Intelligence System powered by Artificial Intelligence (AI), sponsored the recent pulse survey from Harvard Business Review, sharing key findings that strengthen the importance of including AI in a business strategy. The results indicate how it will be critical for growth in the next 3-5 years by uncovering important insights from large companies who all have with the collective goal of driving deeper alignment through all go-to-market functions. According to HBR’s Pulse Survey, enterprises are seeking solutions that provide greater visibility and prioritization of revenue-generating activities. Research from the study shows that 51 percent of large companies already expect AI to automate processes, such as extracting and adding information from CRM systems, in the next three years. These enterprise businesses are rapidly turning to advanced technology to improve sales effectiveness through data-driven insights that help them close more pipeline. “AI is becoming more mainstream across the enterprise and delivering on its promise to help sales and marketing teams become more effective. Organizations are discovering that AI can reduce the amount of human effort on mundane administrative work and provide the intelligence and insights needed to focus on the highest-value tasks to help drive enterprise revenue,” said Dayle Hall, CMO of People.ai. “As a marketer, I use People.ai to ensure every campaign lead I generate is followed up on, to minimize lost leads and maximize campaign ROI. Our sales teams are also using it for real-time insights to identify who to target in the buying group to accelerate their deals. The survey outcomes, accurately reflect the momentum we are seeing in our product adoption and customer acquisition and we’re excited to be driving better alignment between sales and marketing with AI”. Momentum for AI across customer-facing teams is growing as noted by the recent Forbes list, where People.ai was listed as one of the most promising AI startups through the Forbes AI 50 list. “With People.ai, my team is no longer spending their days manually entering data into the CRM, and they’re now able to focus on what they do best—driving revenue for our organization,” said Greg Holmes, Head of Sales at Zoom. “Since deploying People.ai, we’ve seen productivity and sales activity grow significantly. I am able to ramp up reps faster and monitor the team’s activities, identify at-risk deals, and better understand which actions actually drive results.” Download your free copy of the report People.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing, and customer success, from manual data entry by automatically capturing all contact and customer activity data, dynamically updating CRM and other systems of record, and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor as a part of the Hype Cycle for CRM Sales Technology 2019. Forbes also ranked People.ai as one of the most promising AI startups through the Forbes AI 50 list. --- ### Page: https://www.people.ai/newsroom/closeplan-people-ai-the-future-of-revenue-operations-and-intelligence Title: People.ai | ClosePlan + People.ai: Future of Revenue Operations Meta Description: ClosePlan enhances People.ai by automating playbooks, scorecards, and relationship maps—helping teams drive faster, more predictable revenue growth. Language: en Canonical URL: https://www.people.ai/newsroom/closeplan-people-ai-the-future-of-revenue-operations-and-intelligence ## Headings Structure: H1: ClosePlan + People.ai: The Future of Revenue Operations and Intelligen ## Main Content: H1: ClosePlan + People.ai: The Future of Revenue Operations and Intelligen Today, we’re thrilled to announce that we’ve acquired ClosePlan - A strategic account planning application that allows sales teams to map out and execute sales strategy with tools embedded directly in Salesforce. ClosePlan extends the value of People.ai’s Sales Solution by automating sales playbooks, deal scorecards and relationship maps. Now, reps and managers can create and implement strategies that accelerate revenue growth and predictability. Adding To The Momentum of the People.ai Sales Solution In September we announced the launch of our New Sales Solution to provide a completely new experience for sales teams that leverages the rich automation and insights from the core People.ai platform to help sales teams anticipate risks, improve coaching and drive more predictable growth for the business. Year to date, we’ve seen usage triple, validating that we’ve addressed a core set of needs among sales managers and reps. While we’re pleased with the traction, we recognize that there’s an even greater opportunity to help sales organizations transition from an analog to a digital world--especially as remote work becomes the standard. In particular, we’re excited about the prospect of bringing even more automation and AI-powered insights to reps. The Story Gets Even Better With ClosePlan! ClosePlan has been recognized as a leader in its category, with a #1 G2 Crowd ranking for Customer Revenue Optimization and a perfect 5 star rating on Salesforce’s AppExchange. ClosePlan has invested significant resources in understanding and responding to the needs of its customers and the effort has clearly paid off. "As a customer of both ClosePlan and People.ai," said Kishen Mistry, Director, Sales Strategy & Technology at TIBCO, "we immediately recognized that no other company is delivering what People.ai offers. Marrying the two solutions will deliver a lift to sales productivity at a time when macro trends are creating incredible headwinds for sales." By combining the power of People.ai’s patented Revenue Operations and Intelligence (ROI) platform with ClosePlan’s suite of strategic account planning tools, we’re able to deliver an even more compelling experience for Sales execs, managers and reps. Here are some of the things that get me most excited about our newest acquisition: Focus on Deals You Can Win  Pursuing unwinnable deals is one of the biggest reasons sales reps miss quota. They consume valuable time and distract from opportunities with higher potential. But, during the early stages of a deal, reps struggle to separate the wheat from the chaff. And mid stage, it’s easy for reps to get emotionally invested and miss signals that indicate the need to change strategy or cut bait. These issues are particularly acute for new reps who lack the experience to separate real buyers from tire kickers. With People.ai and ClosePlan, every sales rep can consistently use their company’s opportunity qualification methodology. This provides reps and their managers with an objective standard they can use to prioritize deals, evaluate deal progression, and jointly determine how best to proceed. Mobilize Influencers and Champions In enterprise sales, the size of the buying committee gets larger by the year. When sales reps rely on a small number of relationships to close a deal, they undermine their chances to win.  Champion turnover, eleventh hour objections, and unforeseen steps in the sales process are only a few of the issues that derail deals when reps haven’t engaged all of the influencers and decision makers in the buying process. When companies deploy the integrated People.ai-ClosePlan solution, sales reps will understand who the buyer committee is and how to most effectively engage them during the initial sales process and in subsequent deal cycles. Run Flawless Sales Cycles Virtually every sales organization requires enterprise sales reps to invest in some kind of account planning process. But it can be painful, involving manual data pulls from different systems, cutting and pasting, and lots of back of the envelope calculations. And worst of all, as soon as the plans are complete, they’re out of date. People.ai and ClosePlan address these challenges by delivering context sensitive playbooks within the Salesforce interface. ClosePlan fits perfectly with People.ai’s vision of digital sales--it’s automated, smart and connected. We’re excited to welcome them to the team and look forward to helping our customers operationalize strategic account planning and execution in a fully-remote world. Interested in learning more about People.ai’s Sales Solution? Request a Demo. --- ### Page: https://www.people.ai/newsroom/deloitte-technology-fast-500 Title: People.ai | People.ai Joins Deloitte Fast 500 with 613% Growth Meta Description: Sales AI leader People.ai named to the Deloitte Technology Fast 500 list Language: en Canonical URL: https://www.people.ai/newsroom/deloitte-technology-fast-500 ## Headings Structure: H1: People.ai Joins Deloitte Fast 500 with 613% Growth ## Main Content: H1: People.ai Joins Deloitte Fast 500 with 613% Growth November 8, 2023 – People.ai, the enterprise sales AI leader, today announced that it has been named to the Deloitte Technology Fast 500 list of the fastest-growing technology companies in North America. People.ai grew by 613% from 2019 to 2022. The Deloitte Technology Fast 500 ranking marks another milestone for People.ai in a year that has included multiple new product innovations. SalesAI was recently announced as the most accurate and effective purpose-built generative AI sales solution on the market - now integrated into all People.ai products and via API wherever you work (CRM, email, productivity tools). It is the only generative AI solution that analyzes four different sets of data to offer a holistic and comprehensive view of revenue-influencing factors. Also this year, Microsoft selected People.ai as an integration partner to deliver AI-driven insights into Microsoft Sales Copilot, making generative AI-driven insights available right inside the Microsoft productivity tools sellers are already using. “We are at an inflection point in the evolution of enterprise sales,” said Oleg Rogynskyy, Founder & CEO at People.ai. “AI is already transforming our understanding of what is possible in terms of productivity, leadership effectiveness, and speed to value. We are inspired to see enterprise companies embracing - and in many cases pioneering - these innovative uses of AI. It speaks to a dramatic shift in how quickly enterprise companies are working to future proof their business. People.ai has been helping go-to-market teams overcome some of their biggest sales-related challenges for nearly a decade. We’ve proven that with AI and better data, it’s possible to accelerate sales cycles, dramatically improve sales coaching, eliminate time wasted on the wrong activities, and connect with the right champions - on every single opportunity, every single time. We’re thrilled to be recognized by Deloitte in this fast-growing space.” The Deloitte Technology Fast 500 recognizes 500 of the most innovative, fastest-growing companies across the technology, media, telecommunications, life sciences, fintech, and energy tech sectors in North America. A complete list of results can be found at www.fast500.com. “As a growing company, it’s always rewarding to be recognized for the ongoing commitment it takes to navigate obstacles, transform when necessary, and ultimately create a thriving business,” said Christie Simons, partner, Deloitte & Touche LLP and industry leader for technology, media and telecommunications within Deloitte’s audit and assurance practice. “Over the nearly 30 years we’ve been compiling the Technology Fast 500 we’ve seen new categories emerge, growth rates explode, and certain regional markets shine from the bright talent they attract. We are proud of all the winners for achieving this well-deserved honor.” To learn more about People.ai, please visit www.people.ai. For more information or to arrange an interview with a representative from People.ai, please contact: Mariah Petrovic, Head of Communications People.ai is an AI-powered revenue intelligence platform that helps customers win more revenue by providing go-to-market teams with enhanced pipeline visibility, more actionable insights, and a single source of truth for all sales activities. People.ai’s unique dataset, consisting of trillions of sales activities, millions of deals, 160 million business contacts, and 69 approved patents related to AI-based business insights, sets the company apart. Companies such as Verizon, IBM Red Hat, Snowflake, Zoom, and Palo Alto Networks rely on their enterprise-ready, patented AI technology. People.ai has also received recognition in the Gartner Market Guide for Revenue Intelligence Platforms, Inc. 5000 fastest-growing companies list, the Y Combinator Top Companies List, and the Forbes AI 50 list in 2022. Headquartered in San Francisco, CA, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. More About Deloitte Technology Fast 500 The Technology Fast 500 is an award program sponsored by Deloitte that recognizes 500 of the most innovative, fastest-growing companies across the technology, media, telecommunications, life sciences, fintech, and energy tech sectors in North America. Winning companies must have proprietary technology in market, with additional factors of determination that include percentage of fiscal-year revenue growth over a three-year period. The ranking is compiled from applications submitted directly to the Technology Fast 500 website and researched by Deloitte LLP using public company databases. --- ### Page: https://www.people.ai/newsroom/deloitte-technology-fast-500-2024 Title: People.ai | People.ai Named to Deloitte Technology Fast 500 List Meta Description: Sales AI leader People.ai is one of the the fastest-growing technology companies in North America. Language: en Canonical URL: https://www.people.ai/newsroom/deloitte-technology-fast-500-2024 ## Headings Structure: H1: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row ## Main Content: H1: People.ai Named to Deloitte Technology Fast 500 List for Second Year in a Row San Francisco, Calif. – November 21, 2024 – People.ai, the enterprise sales AI data platform, today announced that it has been named to the Deloitte TechnologyFast 500 list of the fastest-growing technology companies in North America for the second year in a row. The Deloitte Technology Fast 500 ranking marks another milestone for People.ai in a year that has included multiple new product innovations and industry honors. A year ago, the world was still exploring AI possibilities. This year, People.ai has been the industry’s AI innovation leader with the most accurate and effective purpose-built AI sales solution on the market – SalesAI. Our customers are using better data, AI, and automation to achieve incredible business results such as increased team effectiveness, leadership impact, and speed to value. Plus, strategic partner Microsoft recently recognized People.ai’s industry-leading security program with Microsoft 365 Certification. "At People.ai, we’ve always believed that true transformation in go-to-market success comes from a relentless focus on data that will power AI," said Oleg Rogynskyy, Founder & CEO of People.ai. "I'm proud of our commitment to product innovation and creating new ways for Enterprises to leverage actionable AI to drive better outcomes for their customers. While many companies are building ineffective AI products, our advanced data-first approach continues to set us apart. We are helping customers close deals faster, build deeper customer relationships, and strategically navigate every opportunity with confidence. We're honored that Deloitte recognizes our leadership as we redefine what AI can achieve for enterprise sales." The Deloitte Technology Fast 500 is a ranking of the fastest-growing technology, media, telecommunications, life sciences, fintech, and energy tech companies in North America, now in its 30th year. “Innovation, transformation and disruption of the status quo are at the forefront for this year’s Technology Fast 500 list, and there’s no better way to celebrate 30 years of program history,” said Christie Simons, partner, Deloitte & Touche LLP and industry leader for technology, media and telecommunications within Deloitte’s Audit & Assurance practice. “This year’s winning companies have demonstrated a continuous commitment to growth and remarkable consistency in driving forward progress. We extend our congratulations to all of this year’s winners — it’s an incredible time for innovation.” To learn more about People.ai, please visit www.people.ai. People.ai is the leading AI data platform for revenue teams. Since 2016, People.ai has been transforming how go-to-market teams improve sales effectiveness and win rates via industry-leading comprehensive data foundation and generative AI capabilities. With People.ai’s SalesAI platform, teams can unlock the value of their data to automate many strategic sales activities, including account planning, deal inspection, content generation, account enablement, and forecasting. Companies like Verizon, Cisco, and Okta rely on People.ai’s enterprise-grade, patented AI technology. Headquartered in San Francisco, California, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including ICONIQCapital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. About Deloitte Technology Fast 500 Now in its 30th year, the Deloitte Technology Fast 500provides a ranking of the fastest-growing technology, media, telecommunications, life sciences, fintech, and energy tech companies — both public and private —in North America. Technology Fast 500 award winners are selected based on percentage fiscal year revenue growth from 2020 to 2023. In order to be eligible for Technology Fast 500recognition, companies must own proprietary intellectual property or technologythat is sold to customers in products that contribute to a majority of the company’s operating revenues. Companies must have base-year operating revenuesof at least US $50,000, and current-year operating revenues of at least US$5million. Additionally, companies must be in business for a minimum of fouryears and be headquartered within North America. --- ### Page: https://www.people.ai/newsroom/elisa-steele-board-of-directors Title: People.ai | People.ai Appoints Elisa Steele to Board of Directors Meta Description: Silicon Valley tech veteran Elisa Steele joins the People.ai board after being a longtime strategic advisor to the company. Language: en Canonical URL: https://www.people.ai/newsroom/elisa-steele-board-of-directors ## Headings Structure: H1: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors ## Main Content: H1: People.ai Names Elisa Steele, Tech Veteran, to Board of Directors San Francisco, CA – June 25, 2024 – People.ai, a leading AI data platform for enterprise go-to-market (GTM) teams, today announces the appointment of Elisa Steele to its board of directors. After nearly seven years serving as a strategic advisor to People.ai, Elisa brings deep insights on the company, industry, and growth opportunities. A Silicon Valley business leader for over 30 years, Elisa has broad experience across consumer and enterprise businesses. She has held CEO, CMO, and Sales Leader titles at some of the most storied brands in tech. “Elisa brings a visionary approach and a wealth of leadership experience to our board,” said People.ai founder and CEO, Oleg Rogynskyy. “From day one–back in 2018–Elisa has understood the vision and potential of People.ai. She has witnessed our customers gain valuable data-driven insights from SalesAI that have helped improve their revenue motion from creation to close. Her insight with first-mover organizations is unparalleled and incredibly relevant as People.ai continues to provide industry-leading data and AI solutions for the world’s most innovative GTM organizations.” “I'm excited to join the board of People.ai and continue to help guide its path to success,” said Elisa Steele. “People.ai takes a unique and valuable data-first approach to AI. Their generative AI solution (SalesAI) finds the signals hidden in GTM data and surfaces them in specific, actionable ways. This allows complex sales organizations to create repeatable and scalable selling motions that achieve results." Elisa has led transformations to scale, growing and driving impact across many organizations, both large and small. She currently serves on the Board of Directors of Amplitude (AMPL), Bumble (BMBL), JFrog (FROG), and Procore Technologies (PCOR). She formerly served on the boards of Splunk (SPLK, acquired by Cisco), Cornerstone (CSOD), and others. Elisa joins People.ai’s other expert board members, including Peter Levine from Andreessen Horowitz, Nakul Mandan from Lightspeed Ventures, Will Griffith from ICONIQ Growth, Robin Matlock, former CMO of VMWare, as well as Andrey Akselrod and Oleg Rogynskyy, from People.ai. To learn more about People.ai, please visit www.people.ai. Mariah Petrovic, Communications Director at People.ai People.ai is the enterprise AI data platform for revenue teams. Since 2016, People.ai has been transforming how go-to-market teams improve sales effectiveness and win rates via industry-leading comprehensive data foundation and generative AI capabilities. With People.ai’s SalesAI platform, teams can unlock the value of their data to automate many strategic sales activities, including account planning, deal inspection, content generation, account enablement, and even forecasting. Companies like Verizon, IBM Red Hat, Cisco, Zoom, and Palo Alto Networks rely on People.ai’s enterprise-grade, patented AI technology. Headquartered in San Francisco, CA, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. To learn more, please visit www.people.ai. --- ### Page: https://www.people.ai/newsroom/lightspeed-venture-partners-leads-7-million-investment-in-people-ais-sales-analytics-tool Title: People.ai | Lightspeed Leads $7M Investment in People.ai Sales Analytics Meta Description: People.ai, using AI for sales productivity, raised $7M led by Lightspeed, with Index, Shasta, Y Combinator, and SV Angel joining. Language: en Canonical URL: https://www.people.ai/newsroom/lightspeed-venture-partners-leads-7-million-investment-in-people-ais-sales-analytics-tool ## Headings Structure: H1: Lightspeed Leads $7M Investment in People.ai Sales Analytics ## Main Content: H1: Lightspeed Leads $7M Investment in People.ai Sales Analytics This article was first published in VentureBeat by Bérénice Magistretti. People.ai, which uses artificial intelligence (AI) to better predict sales and marketing productivity, today announced funding of $7 million led by Lightspeed Venture Partners. Index Ventures and Shasta Ventures joined, as well as existing investors Y Combinator and SV Angel. People.ai connects via APIs to apps that include email, calendar, phone, DocuSign, GoToMeeting, and more, in order to gather data and analyze sales behavior. “By leveraging artificial intelligence, we instantly provide full historical analysis of your sales team’s data, helping you understand which behaviors led to desired outcomes,” wrote People.ai CEO Oleg Rogynskyy, in an email to VentureBeat. “We also identify potential problems well ahead of revenue impact and immediately save reps 30 to 45 percent of their time by completely automating the need for manual data entry.” People.ai’s subscription model is offered per seat — pricing varies based on the number of seats purchased. “Recently, we’ve been focusing on large enterprise deals with significant base and analytics components, combined with per-seat pricing, training, deployment, and other enterprise necessities,” wrote Rogynskyy. The chief executive says the company has more than 50 customers, including Gainsight, SalesLoft, and MemSQL.Other startups hovering in the predictive sales sector include Clari, Datahug, and InsightSquared. One of the more established companies is Inside Sales, which recently raised $50 million and is a favored contender for an initial public offering (IPO) this year. Before joining Y Combinator’s summer 2016 batch and founding People.ai that same year, Rogynskyy founded and sold Semantria to Lexalytics in 2014. People.ai will use today’s fresh injection of capital to hire engineers and invest in enterprise infrastructure, according to Rogynskyy. This includes boosting SOC2 security certification, enterprise deployment, onboarding, and more. Based in San Francisco, People.ai currently has 25 employees. --- ### Page: https://www.people.ai/newsroom/medallia-integrates-with-people-ai-to-increase-accuracy-and-completeness-of-customer-contact-information-in-salesforce Title: People.ai | Medallia + People.ai Boost Contact Accuracy in Salesforce Meta Description: Empowers sales teams to save time in obtaining critical customer sentiment during the sales cycle Language: en Canonical URL: https://www.people.ai/newsroom/medallia-integrates-with-people-ai-to-increase-accuracy-and-completeness-of-customer-contact-information-in-salesforce ## Headings Structure: H1: Medallia + People.ai Boost Contact Accuracy in Salesforce ## Main Content: H1: Medallia + People.ai Boost Contact Accuracy in Salesforce Empowers sales teams to save time in obtaining critical customer sentiment during the sales cycle --- ### Page: https://www.people.ai/newsroom/nakul-mandan-lsvp-our-journey-with-people-ai-and-whats-next Title: People.ai | Nakul Mandan (LSVP): Our Journey with People.ai Meta Description: This morning, People.ai announced its $30m Series B, led by Andreessen Horowitz. Language: en Canonical URL: https://www.people.ai/newsroom/nakul-mandan-lsvp-our-journey-with-people-ai-and-whats-next ## Headings Structure: H1: Nakul Mandan (LSVP): Our Journey with People.ai ## Main Content: H1: Nakul Mandan (LSVP): Our Journey with People.ai --- ### Page: https://www.people.ai/newsroom/new-sales-solution-capitalizes-on-leading-indicators-to-unlock-growth-c Title: People.ai | New Sales Solution Capitalizes On Leading Indicators To Unlo Meta Description: Splunk uses People.ai’s Sales Solution to boost rep productivity, track performance, and grow pipeline—supporting success for 20,000+ global customers. Language: en Canonical URL: https://www.people.ai/newsroom/new-sales-solution-capitalizes-on-leading-indicators-to-unlock-growth-c ## Headings Structure: H1: New Sales Solution Capitalizes On Leading Indicators To Unlock Growth ## Main Content: H1: New Sales Solution Capitalizes On Leading Indicators To Unlock Growth AI-driven coaching experience builds stronger managers, more productive reps San Francisco, CA – August 31st – Today People.ai announced the general availability of its new Sales Solution for sales reps and front-line sales managers. This product puts AI-powered recommendations and leading indicators at the center of the coaching experience.  Now, sales teams can anticipate risk, take action and proactively drive to desired results. “Splunk’s number one goal is customer success, and tools like People.ai are fundamental to our mission. Using People.ai’s new Sales Solution, the Splunk sales team can more effectively evaluate our sales performance, set stronger benchmarks for pipeline growth and better correlate activity against results, all of which helps increase rep productivity,” said Andrew Devlin, Area Vice President at Splunk. “We look forward to working closely with People.ai as we leverage their technology to help bring the power of Splunk’s Data-to-Everything™ Platform to our new sales pursuits, and more than 20,000 Splunk customers around the world.” “In studying how some of the most legendary sales leaders of our time run their teams,’ said Oleg Rogynskyy, Chief Executive Officer and co-founder at People.ai, ‘we discovered that virtually all of them lean heavily on the scrupulous use of activity-based leading indicators to beat their number. We realized that we could deliver something just as powerful using AI. Think of this product as a kind of co-pilot, enhancing a manager’s natural coaching abilities with consumable, data-driven insights. We deliver the telemetry that sales leaders need to help their teams win business and beat quota.” People.ai’s new Sales Solution is the first AI-driven product that translates true business activity into a curated coaching and deal review experience. Most sales technology relies on reps to manually update systems, but that isn’t the best use of their time and the resulting data sets are often incomplete. People.ai automatically captures behavior from every member of the go-to-market team (marketing, sales, customer success) by tapping into systems such as email, calendar, and Zoom. People.ai then uses machine learning to examine leading indicators of deal progression and generate recommendations to help reps and managers more effectively work with their teams, manage territories, accounts and individual deals. “Our mission at People.ai is to harness business activity to unlock growth,’ said Thomas Wyatt, Chief Product Officer at People.ai. ‘This product helps managers be better coaches through the power of leading indicators. It helps reps develop data-driven sales skills to perform at their best, and it helps companies grow revenue in a predictable way and at an accelerated rate. As Jeremy Duggan, President of WhiteHat puts it, ‘People.ai’s Sales Solution helps teams anticipate the news, and reshape it.  That’s the key to achieving great sales outcomes.’” According to a recent report from Forrester, The Democratization of B2B Sales, by Principal Analyst, Mary Shea, “B2B sales leaders who seize the moment will abandon traditional seller hierarchies, activate a wide range of employees on behalf of revenue goals, and find new ways to enable, organize, and motivate their teams to better meet the needs of current and future buyers.”  As companies use objective data and pointed recommendations to focus sellers on the actions that prospects and customers find most valuable, they’ll see their own success increase. People.ai’s Sales Solution provides the means to make this vision a reality. Companies that have already deployed the Sales Solution acknowledge the value it delivers. “Your ultimate goal is to get as many salespeople to hit quota as possible,” said Diane Palmer, Senior Director of Revenue Operations and Go to Market Strategy, New Relic. “Pipeline is a leading indicator of quota attainment and sales activity is a leading indicator of pipeline. People.ai is getting ahead of the problem that keeps me up at night.” If you’re interested in learning more about People.ai’s new Sales Solution, request a demo. People.ai delivers the industry’s leading ROI (Revenue Operations and Intelligence) platform.  Using patented AI technology, it transforms business activity data into recommendations that increase the impact of Sales, Marketing, and Operations. Companies such as Zoom, New Relic, and PTC rely on People.ai to grow revenue faster and more predictably. People.ai Press Contact --- ### Page: https://www.people.ai/newsroom/people-ai-accelerates-enterprise-sales-prospecting-and-forecasting Title: People.ai | People.ai Boosts Sales Prospecting & Forecasting Release Meta Description: Revenue Intelligence™ pioneers keep innovating, delivering full capabilities for enterprise go-to-market transformation and growth. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-accelerates-enterprise-sales-prospecting-and-forecasting ## Headings Structure: H1: People.ai Boosts Sales Prospecting & Forecasting with New Release ## Main Content: H1: People.ai Boosts Sales Prospecting & Forecasting with New Release The creators of the Revenue Intelligence™ category continue to innovate to deliver a full suite of capabilities for enterprise go-to-market transformation. San Francisco, CA, November 13, 2019 –  People.ai, creators of the Revenue Intelligence System™ powered by Artificial Intelligence (AI), today unveiled new capabilities focused on intelligent pipeline generation, prospecting, and forecasting. Fortune 500 companies undergoing digital and go-to-market transformation will be able to take advantage of the end-to-end solution for enterprise revenue operations, from pipeline generation, routing, reducing pipeline leakage, qualification, deal execution and forecasting all the way into renewals, expansions, advanced revenue analytics, relationship and interaction-driven prospecting capabilities. People.ai customers rely not only on the enterprise scalability of the platform, but also the company’s commitment to continuous innovation. Since inception, People.ai has filed 76 patent applications, with 70 of the patent applications expected to publish by the end of November as U.S. Patent Publications or International Applications under the Patent Cooperation Treaty. 29 U.S. Patent Applications have already received Notices of Allowances and are expected to start issuing November 26, 2019. The company continues to delight enterprise customers by releasing forward-looking capabilities that redefine how human engagement accelerates in business velocity.  In this latest release, People.ai aims to help customers double their sales win rates and drive revenue faster by delivering the industry’s most comprehensive Revenue Operations and Intelligence offerings. Enabling New Levels of Forecasting AccuracyPeople.ai Intelligent Forecasting Package Every enterprise revenue leader appreciates how critical it is to actively manage their pipeline and forecast accurately and with no surprises. The People.ai Intelligent Forecasting analyzes activity and persona engagement data for every opportunity and account to help sales teams identify which deals are likely to close and which are likely to fall out of the pipeline. People.ai then helps companies operationalize this insight through Opportunity Engagement Level, Deal Inspection, Pipeline Management, and optimize sales execution through The Wire. Powering the Next Generation of ProspectingPeople.ai Intelligent Prospecting Package In an intuitive and user-friendly interface, sellers are able to use the full breadth and depth of all personal and business connections and relationships within their organizations, to identify the next best leads in new target accounts, or additional executives to prospect into for existing opportunities and accounts, helping sales teams focus their time on precise and highly effective prospecting activities. Real-time Relationship PromptsPeople.ai Champion Tracking Enterprise buyers are 4x more likely to purchase the same product again, after a positive experience. In the past, sales teams have not had an easy or automated way to focus on previous buyers as their top priority leads. Using PeopleGraph™, People.ai’s proprietary map of the professional world, connecting professional entities and the knowledge that flows between them, Champion Tracking allows users to be notified when and where previous buyers, advocates, and champions have moved on to their next job. “In many ways, the future of selling is already here. Aided by the right toolset, modern B2B sellers receive AI-generated recommendations to assist with in-the-moment personalization, get analytics to understand buyers’ sentiment, and receive proactive warnings when deals are at risk. Organizations that invest in these modern tools will benefit as their vendors extend and deepen their AI capabilities through organic and inorganic means,” wrote Mary Shea, Principal Analyst at Forrester, in the November 2019 report Building The Business Case For A Modern Sales Enablement Toolset. “At People.ai, we pride ourselves for having our customer needs at the forefront of how we develop and deliver our products. We are building and delivering an end-to-end platform for enterprise go-to-market transformation that touches on every part of the revenue journey – from pipeline generation, to routing, to reducing pipeline leakage, to qualification, deal execution, forecasting, and all the way into renewals, expansions, and advanced revenue analytics – all based on revenue activity data” said Oleg Rogynskyy, CEO and co-founder of People.ai. “As the category of revenue intelligence continues to grow, we’re looking forward to delivering robust and complete solutions to our customers that empower all areas of revenue strategy, operations, and execution.” People.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Intelligence System™, People.ai frees all customer-facing teams, including sales, marketing, and customer success, from manual data entry by automatically capturing all contact and customer activity data, dynamically updating your CRM and other systems of record, and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor as a part of the Hype Cycle for CRM Sales Technology 2019. People.ai has been ranked on industry lists, including the Y Combinator Top Companies List and the Forbes AI 50 list. Media Contact:Kati Dahmkati.dahm@people.ai --- ### Page: https://www.people.ai/newsroom/people-ai-accelerates-growth-with-new-customers-and-partners-as-revenue-intelligence-gains-momentum-in-the-market Title: People.ai | People.ai Grows with New Customers & Partners, Revenue Soars Meta Description: Revenue intelligence gives sales real-time insights to speed up revenue,” said Aragon Research CEO Jim Lundy. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-accelerates-growth-with-new-customers-and-partners-as-revenue-intelligence-gains-momentum-in-the-market ## Headings Structure: H1: People.ai Grows with New Customers & Partners, Revenue Soars ## Main Content: H1: People.ai Grows with New Customers & Partners, Revenue Soars The creators of the Revenue Intelligence™ category expand capabilities with new partnerships. San Francisco, CA, November 5, 2019 –  People.ai, creators of the Revenue Intelligence SystemTM powered by Artificial Intelligence (AI), announced significant momentum in their enterprise expansion, after raising Series C from Iconiq Capital, Andreessen Horowitz, and Lightspeed Venture Partners in May 2019. This customer expansion, with companies such as Pure Storage, PTC, Hexagon, and Zoom, adds to a growing number of enterprises that are choosing People.ai’s platform to empower their go-to-market teams by increasing productivity and providing critical revenue insights. “Sales professionals need guidance and real-time insights to understand personas and activities at the critical stages of a deal.  Revenue intelligence is providing just that. Providers like People.ai are helping senior business leaders accelerate their time to revenue,” said Aragon Research CEO and Lead Analyst Jim Lundy. Following the Revenue Intelligence launch, People.ai has seen significant traction with customers in this fast-growing market. As customers rapidly adopt the technology, People.ai is investing in growing a robust partner ecosystem with complementary products and strategies to better serve enterprise customers across high tech, banking, financial services, telecom and other verticals. One of the first integrated solutions delivered to joint customers is a result of the combination of People.ai and Zoom [NASDAQ: ZM]. November marks the launch of the People.ai application on Zoom Marketplace, available in BETA for People.ai and Zoom customers. This enables leading enterprises to integrate data from voice and collaboration into their Revenue Intelligence architectures. People.ai is also fueling customers’ predictive revenue capabilities by partnering with 6sense, the leading account-based orchestration platform. Joint customers of People.ai and 6sense now have visibility into sales activity directly related to each in-market account, allowing sales teams to focus on accounts with a higher propensity to purchase while defocusing sales activity from accounts that may not be ready to transact. This results in higher revenue efficiency and productivity. “Partnering with People.ai is helping us deliver enriched business insights to joint customers,” said Viral Bajaria, CTO and Co-Founder of 6sense. “With rich sales rep activity data from People.ai, 6sense uncovers even more in-depth buying signals, which helps customers identify how to increase efficiencies in their sales cycles.” These business insights were realized by PTC, as they were able to find and accelerate revenue opportunities using both platforms. “With the help of 6sense, we have better visibility into which of our prospect accounts are likely looking to purchase a product in PTC’s portfolio.  With People.ai, we make sure 6sense signals are properly actioned by our sales teams for timely follow-up and effective execution,” said Mariana Cogan, SVP of Digital Marketing Strategy and Operations at PTC. “Enterprise go-to-market teams are searching for solutions that connect all of the dots, reducing friction and accelerating time to revenue,” said People.ai founder and CEO Oleg Rogynskyy. “We are staying focused on delivering AI to help customers maximize revenue capacity, productivity, and win rate. We are empowering our customers to accelerate time to revenue and are excited about being able to provide an end to end suite of Revenue Intelligence and Operations  solutions directly and via partnerships.” People.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing, and customer success, from manual data entry by automatically capturing all contact and customer activity data, dynamically updating your CRM and other systems of record, and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor as a part of the Hype Cycle for CRM Sales Technology 2019. People.ai has been ranked on industry lists, including the Y Combinator Top Companies List and the Forbes AI 50 list. Media Contact:Kati Dahm‍kati.dahm@people.ai --- ### Page: https://www.people.ai/newsroom/people-ai-acquires-salesforce-productivity-company-hero-research-and-launches-new-embedded-salesforce-experience Title: People.ai | People.ai Acquires Hero Research, Launches New SFDC Tools Meta Description: People.ai acquired Hero Research for faster Salesforce updates and launched a native experience for seamless access within Salesforce. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-acquires-salesforce-productivity-company-hero-research-and-launches-new-embedded-salesforce-experience ## Headings Structure: H1: People.ai Acquires Hero Research, Launches New SFDC Tools ## Main Content: H1: People.ai Acquires Hero Research, Launches New SFDC Tools Today, we are excited to announce two big milestones that represent a major step toward achieving our vision to unlock growth for B2B sales teams using the combination of AI and business activity data. Now, more so than ever, People.ai is poised to unlock new levels of productivity for the revenue team across sales, marketing and customer success. First, we’ve acquired Hero Research, a state-of-the-art Salesforce productivity app that allows sales reps to effortlessly access and update go-to-market systems such as Salesforce within Chrome using a simple and lightning fast GoogleSheets-like interface. Second, we’ve launched a new embedded Salesforce experience, allowing every member of the sales organization to access the power of People.ai natively from within Salesforce and without opening a single additional browser tab. Both announcements are really personal for me. I started my career in sales, and every day I was frustrated by our tools of the trade. I spent way too much time updating my pipeline, accounts, and field activity in Salesforce and I felt constrained to force fit my approach to selling into a clunky set of prescribed processes and rules. In the end, I kept my own spreadsheet to track what was happening across my accounts and opportunities. This allowed me to plug gaps in standard issue sales tools, but it also required me to spend even more of my time on admin since I had to duplicate data in two places. What frustrated me most was knowing that every hour I spent with these tools was an hour less spent selling. Once I became CEO, my point of view evolved. In order to run a thriving business, I needed scalable, repeatable processes that delivered consistent and predictable results. I also relied on accurate and complete data to optimize and improve sales conversion rates from the top to the bottom of the funnel. While I empathized with reps who wanted the autonomy to manage their pipeline their way, I saw how affording the field too much latitude broke the systems we relied on to understand, measure and run our business. I also recognized that as the quality of our data deteriorated, we lost our ability to inspect, benchmark and coach our field teams to success. And that’s when the lightbulb went on. Using the power of AI, we could develop a solution that delivered the best of both worlds—increased productivity and reliable data.  With today’s announcement, we’re bringing this vision to life. Here’s what I’m most excited about in our new Hero Research capabilities and embedded Salesforce experience. I love Hero Research because it delivers the thing every rep has been screaming for—a single pane of glass to do their job better than ever. No more tab sprawl, no more cutting and pasting, no more shadow spreadsheets. Now, with a Chrome browser and a few clicks, reps can create their own personalized window into Salesforce and other go-to-market systems like Gainsight and 6Sense. They’ll get access to critical sales data served up the way they want it and enhanced by People.ai AI-driven insights. And here’s the best part—it’s free for reps who can get up and running with one click and zero admin or IT support. It’s the easiest, most powerful tool reps will have in their quiver. As excited as I am about what we’re delivering with Hero Research, I recognize that reps and managers will still need to spend time inside of Salesforce. Sales Operations teams have invested heavily in mission critical workflows that can only be accessed within the solution and for decades they’ve been looking for a silver bullet that will maximize usage. That’s why we built an embedded Salesforce experience. We’ve seamlessly integrated the power of People.ai’s benchmarks, leading indicators and sales insights with Salesforce’s native pipeline, account and opportunity views. On top of that, we fill critical gaps in Salesforce with functionality reps love such as auto-populated relationship maps, deal scorecards and digital playbooks. People.ai does the heavy lifting by bringing the tools and the data into Salesforce, allowing sales ops to deliver a better end-user experience to their teams and giving reps new tools to accelerate bookings. Customers who have deployed the product tell me that in a few weeks, this solution has had a bigger impact on Salesforce adoption than years of serving up other carrots and sticks. Since the inception of People.ai, we’ve been committed to helping B2B enterprises take their average revenue per sales rep to new heights. Zoom is one of many examples. Prior to the pandemic, they realized a staggering 42% increase in pipeline and they continue to rely on us to keep pace with unprecedented demand for their solution.  With today’s announcements, we continue to advance our mission. Our new capabilities are going to blow you away. But don’t take my word for it. Try them out for yourself and let us know what you think. Click to Get Started with PeopleGlass for Free. --- ### Page: https://www.people.ai/newsroom/people-ai-among-2023s-fastest-growing-us-companies Title: People.ai | People.ai Among 2023’s Fastest-Growing US Companies Meta Description: Leading revenue intelligence platform named to the Inc. 5000 list for the second time Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-among-2023s-fastest-growing-us-companies ## Headings Structure: H1: People.ai Among 2023’s Fastest-Growing US Companies ## Main Content: H1: People.ai Among 2023’s Fastest-Growing US Companies Leading revenue intelligence platform named to the Inc. 5000 list for the second time San Francisco, Calif. – Aug. 15, 2023 – People.ai, the enterprise revenue intelligence leader, has been named to the Inc. 5000 list of the fastest-growing private companies for the second consecutive year. The Inc. 5000 award marks another milestone for People.ai in a year that has included multiple new product innovations for its customers including AI-powered account plans with Account GPT, more robust Engagement Dashboards providing complete visibility into account health and methodology adherence, and new visualizations and board design features to help sales leaders easily adhere to sales rituals and workflows. Also this year, Microsoft selected People.ai as an integration partner to deliver AI-driven insights into Microsoft Sales Copilot, making generative AI-driven insights available right inside the Microsoft productivity tools sellers are already using. “Since our founding almost eight years ago, we have been maniacally focused on creating a data foundation collected from sales teams' emails, calendars and calls. We believed that the AI of the future would rely on this data to improve sales productivity and ultimately win more revenue for large enterprises” said Oleg Rogynskyy, founder and CEO at People.ai. “Given the recent advances in AI innovation, our thesis has been proven right and we're now perfectly positioned to lead the GenAI revolution in go-to-market productivity, catalyzed by the improvements in Large Language Models. We’re thrilled to be recognized by Inc. as a frontrunner in this fast growing space.” Innovation and growth are the heart of any company named to the Inc. 5000 list. A complete list of results, including company profiles and an interactive database sorted by industry, region and other criteria, can be found at www.inc.com/inc5000. The top 500 companies are featured in the September issue of Inc. magazine, available on newsstands beginning Tuesday, August 23. “Running a business has only gotten harder since the end of the pandemic,” says Inc. editor in chief Scott Omelianuk. “To make the Inc. 5000 with the fast growth that itrequires is truly an accomplishment. Inc. is thrilled to honor the companies that are building our future.” To learn more about People.ai, please visit www.people.ai. People.ai is an AI-powered revenue intelligence platform that helps customers win more revenue by providing sales, RevOps, marketing, enablement, and customer success teams with valuable insights. Companies such as Verizon, IBM Red Hat, Snowflake, Zoom, and Palo Alto Networks rely on our enterprise-grade, patented AI technology. People.ai’s unique dataset, consisting of trillions of sales activities, millions of deals, 160 million business contacts, and 69 approved patents related to AI-based business insights, sets us apart. We use this specialized GTM data to train our models and provide our customers with tailored business predictions and unique buyer insights. People.ai has also received validation via Gartner Market Guide for Revenue Intelligence Platforms, the 5000 fastest-growing companies list, named a strong performer and the only enterprise-grade data management platform by Forrester Revenue Operations and Intelligence Wave, listed on the Y Combinator Top Companies List, and the Forbes AI 50 list in 2022. Headquartered in San Francisco, CA, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. To learn more, please visit www.people.ai More about Inc. and the Inc. 5000 Companies on the 2023 Inc. 5000 are ranked according to percentage revenue growth from 2019 to 2022. To qualify, companies must have been founded and generating revenue by March 31, 2019. They must be U.S.-based, privately held, for-profit, and independent — not subsidiaries or divisions of other companies — as of December 31, 2022. (Since then, some on the list may have gone public or been acquired.) The minimum revenue required for 2019 is $100,000; the minimum for 2022 is $2 million. As always, Inc. reserves the right to decline applicants for subjective reasons. Growth rates used to determine company rankings were calculated to four decimal places. Inc Business Media is the leading multimedia brand for entrepreneurs. Through its journalism, Inc. aims to inform, educate, and elevate the profile of our community: the risk-takers, the innovators, and the ultra-driven go-getters who are creating our future. Inc.’s award-winning work reaches more than 50 million people across a variety of channels, including events, print, digital, video, podcasts, newsletters, and social media. Its proprietary Inc. 5000 list, produced every year since 1982, analyzes company data to rank the fastest growing privately held businesses in the United States. The recognition that comes with inclusion on this and other prestigious Inc. lists, such as Female Founders and Power Partners, gives the founders of top businesses the opportunity to engage with an exclusive community of their peers, and credibility that helps them drive sales and recruit talent. For more information, visit www.inc.com. For more information on the Inc. 5000 Conference & Gala, slated for October 31, 2023 - November 2 in San Antonio, visit http://conference.inc.com/‍ BLASTmedia for People.ai peopleai@blastmedia.com --- ### Page: https://www.people.ai/newsroom/people-ai-and-the-race-to-build-the-intelligent-enterprise Title: People.ai | People.ai and the Race to Build the Intelligent Enterprise Meta Description: After “AI,” the question is “How to use it?” People.ai helps firms add intelligence to sales. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-and-the-race-to-build-the-intelligent-enterprise ## Headings Structure: H1: People.ai and the Race to Build the Intelligent Enterprise ## Main Content: H1: People.ai and the Race to Build the Intelligent Enterprise --- ### Page: https://www.people.ai/newsroom/people-ai-announces-245-yoy-customer-growth Title: People.ai | People.ai Announces 245% YoY Customer Growth Meta Description: According to McKinsey & Company, nearly all decision makers say remote sales will remain a core part of the sales process through 2021 and beyond. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-announces-245-yoy-customer-growth ## Headings Structure: H1: People.ai Announces 245% YoY Customer Growth ## Main Content: H1: People.ai Announces 245% YoY Customer Growth Revenue operations and intelligence leader adds former VMware CMO Robin Matlock to its board of directors SAN FRANCISCO, February 23, 2021 — People.ai, the leading revenue operations and intelligence (ROI) platform, today announced a 245% YoY increase in customers, serving major brands such as Verizon Connect, Okta, and Zoom. Additionally, former VMware CMO Robin Matlock will join People.ai’s board of directors. The company has also significantly expanded its executive team with five new vice presidents across product, sales, and marketing. These achievements coincide with another significant milestone for the company — its fifth anniversary. According to McKinsey & Company, which has published extensive research on modern sales behavior, close to 9 out of 10 decision makers say that remote sales practices will be a fixture throughout 2021 and beyond. With this shift, companies need to drive greater revenue productivity per account executive despite a highly distributed sales team. People.ai enables companies to realize these improvements by auto-populating CRM and other go-to-market (GTM) systems with business activity data such as meetings, emails, and contacts. It then uses patented AI to transform this data into insights that accelerate sales cycles, increase close rates and improve marketing ROI. When Zoom deployed People.ai, departments that utilized the solution generated a 42% increase in pipeline vs. Zoom’s control group. “People.ai is a crucial GTM partner that’s helping us shape our future, not simply react to it,” said Ryan Azus, CRO at Zoom. “It’s played a key role in our sales team’s success.” People.ai’s recent growth is underpinned by a host of product innovations and expansions within its partner ecosystem. In 2020, People.ai unveiled its new Sales Solution, enabling managers to coach sales reps with AI-powered recommendations and leading indicators made popular by the MEDDIC sales framework. Additionally, People.ai acquired ClosePlan in October 2020 to power a suite of sales planning solutions. And through its recent Medallia partnership, People.ai moved into Customer Experience (CX), helping companies strengthen their service and support processes. “The best GTM leaders rely on accurate data and insights to coach their teams and ultimately increase revenue,” said Oleg Rogynskyy, founder and CEO at People.ai. “People.ai has the right platform, people and partners in place to provide that end-to-end experience for the enterprise to succeed.” In 2020, People.ai also inspired the next generation of B2B sales leaders with incisive thought leadership. The company recently wrapped season two of its Legends of Sales and Marketing podcast, showcasing how today’s most successful CROs and CMOs have delivered unprecedented growth. The show has hosted top sales and marketing executives, including SAP Global CMO Alicia Tillman, former Parametric Technology Corporation (PTC) CRO John McMahon, and Salesforce President of Global Strategic Customers Jim Steele. Product innovation, thought leadership, and industry recognition, including its ranking as a Y Combinator Top Company for the third year running, have fueled aggressive expansion plans. People.ai carries this momentum into 2021, hiring rapidly to support recent growth, with a particular focus on world-class account executives and developers. Interested candidates can learn more on People.ai’s career page. People.ai delivers the industry’s leading ROI (Revenue Operations and Intelligence) platform. Using patented AI technology, it transforms business activity data into insights and coaching guidance that unlock growth for Sales, Marketing, and Operations. Companies such as Zoom, Slack, New Relic, and PTC rely on People.ai to increase marketing ROI and grow revenue. Mission North for People.ai peopleai@missionnorth.com --- ### Page: https://www.people.ai/newsroom/people-ai-announces-ai-native-forecasting-solution-to-drive-revenue-clarity-in-the-enterprise Title: People.ai | People.ai Launches AI Forecasting for Revenue Clarity Meta Description: People.ai announced its AI-native Forecasting solution, delivering smarter, more accurate revenue predictions for enterprises. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-announces-ai-native-forecasting-solution-to-drive-revenue-clarity-in-the-enterprise ## Headings Structure: H1: People.ai Launches AI Forecasting for Revenue Clarity H2: Contacts ## Main Content: H1: People.ai Launches AI Forecasting for Revenue Clarity H2: Contacts Delivers real-time pipeline visibility and AI-powered insights that remove gut feelings and bias from revenue predictions SAN FRANCISCO--(BUSINESS WIRE)--People.ai, a leading AI data platform, announced the general availability of its AI-native Forecasting solution. In a first for the industry, the new Forecasting capabilities deliver a "bottoms-up" approach that provides sales and revenue teams with an unprecedented 360-degree view of their deals and AI-driven insights into deal risk, progression, closing confidence, suggested next steps and more. AI has the potential to help sellers spend more time with customers which can mean a 30% improvement in win rates, according to Bain & Company. While traditional forecasting tools force users to rely primarily on manual entries, guesswork and CRM rollup summaries, People.ai's AI-native Forecasting solution integrates with Salesforce enabling sales teams to go beyond activity capture to reveal the deeper behaviors that drive success in one single pane of glass interface. By combining CRM data, such as stage and dollar value amounts, with comprehensive engagement analytics, such as from emails, calls, and meetings, persona engagement and custom AI signals, users get a new forecasting experience that provides real-time clarity and confidence, as well as improved accuracy and predictability, while eliminating the need for manual updates to drive performance. "Our bottoms-up forecasting approach focuses on deal-level inspection and rep accountability which goes above and beyond traditional approaches that rely on rollup summaries," said Oleg Rogynskyy, founder and CEO of People.ai. "Customers can finally get a true picture of deal progression by integrating methodology scorecards, engagement data and other detailed information so they can have a real view of where they are at against meeting their sales and revenue targets for the quarter, helping companies close deals faster, unlock new growth and gain a competitive advantage in the market today." The People.ai Forecasting solution provides: "This new forecasting solution gives us a crystal-clear view of our pipeline and puts actionable insights directly in the hands of every seller and manager — changing the game for how we plan and execute," said Greg Milosovic, Senior Director, Product Management at Red Hat. People.ai's AI-native Forecasting solution is currently available to customers. To learn more, please visit: https://www.people.ai/product/forecasting People.ai is the leading AI data platform for go-to-market teams, delivering the context of awareness and understanding about what’s happening in sales to both humans and agents. Since 2016, People.ai has processed and trained on billions of signals from emails, meetings, and messages to generate market awareness from customer activity. The platform then adds understanding by matching, filtering, and enriching that data to surface the most useful next steps, driving trillions of dollars in pipeline and revenue for customers. Unlike tools that only record calls or only forecast numbers, People.ai turns activity into actions that move deals forward. Sales teams use it to automate time-consuming, manual processes like account planning, deal reviews, enablement, and forecasting—so they can stay focused on winning. Companies like Verizon, IBM, Red Hat, Cisco, Zoom, and Palo Alto Networks use People.ai to grow revenue. The company has been recognized by Gartner, Forrester, Inc. 5000, Y Combinator Top Companies, and the Forbes AI 50. Based in San Francisco, People.ai is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. To learn more, please visit us at People.ai and follow us on LinkedIn. Source:  Businesswire - People.ai Announces AI-Native Forecasting Solution to Drive Revenue Clarity in the Enterprise Media Contactpeopleai@aircoverpr.com --- ### Page: https://www.people.ai/newsroom/people-ai-appoints-aman-sirohi-as-chief-information-security-officer Title: People.ai | People.ai Appoints Aman Sirohi as Chief Information Security Meta Description: Sirohi joins People.ai, aiming to lead the revenue intelligence market, focusing on data security and customer trust. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-appoints-aman-sirohi-as-chief-information-security-officer ## Headings Structure: H1: People.ai Appoints Aman Sirohi as Chief Information Security Officer ## Main Content: H1: People.ai Appoints Aman Sirohi as Chief Information Security Officer Redwood City, CA – Feb. 24, 2022 People.ai, the premiere Revenue Intelligence & Operations platform, today announced that Aman Sirohi has been named Chief Information Security Officer. Sirohi brings decades of experience envisioning and delivering technology and security solutions in complex enterprise environments across a spectrum of industries, from retail to telecommunications to technology. “I am thrilled to join People.ai at such an exciting time of growth and opportunity for the company, and for its current and future customers,” Sirohi said. “I share People.ai’s values as well as its commitment to lead this burgeoning revenue intelligence and operations market on every front. And I’m particularly excited to take the helm in our efforts to ensure the ironclad security of customer data, and to continuously build layers of trust with our customers and stakeholders – in every solution we deliver and in every interaction.” Most recently, Sirohi was Senior Director of Cybersecurity at Guidewire solutions. Prior to that, he led the cyber security delivery team at U.S. retail leader Ross. While at Accenture, Sirohi delivered enterprise solutions in the U.S. and dozens of countries for such iconic global brands as Cisco, Vodafone, Verizon and Marriott. “I am very excited to announce Aman as People.ai’s new Chief Information Security Officer,” said People.ai Founder and CEO Oleg Rogynskyy. “He brings a compelling combination of security expertise, vision and leadership that makes me very confident People.ai will continue to be the standard-bearer when it comes to securing customer data and in embedding privacy and compliance in everything we do.” The People.ai information security program is based on the NIST and ISO 27001 frameworks. The company completes an annual SOC 2 type 2 certification as well as ISO 27001 certification, both of which are available to all customers. In addition to these certifications, People.ai has also completed a Google OAuth Verification and CSA STAR Level 1 Attestation. For more information about People.ai’s information security program, visit Enterprise security with People.ai. Sirohi’s appointment follows the recent announcement of new People.ai CMO Mariana Prado Cogan and the close of a record-breaking 2021, which saw the revenue intelligence and operations category pioneer achieve 250% customer growth and close $100 million in Series D funding to accelerate investments in the company’s SmartData platform and its expansion into new industry segments and geographies. People.ai delivers the industry’s leading Revenue Intelligence platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing ROI. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom rely on People.ai to unlock growth. Andy ShaneBig Valley Marketing‍ashane@bigvalley.co214-498-4915 --- ### Page: https://www.people.ai/newsroom/people-ai-appoints-jason-ambrose-as-ceo Title: People.ai | People.ai Appoints Jason Ambrose as CEO Meta Description: As part of a planned succession, Ambrose will now lead People.ai into its next phase of growth as it redefines the traditional CRM landscape Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-appoints-jason-ambrose-as-ceo ## Headings Structure: H1: People.ai Appoints Jason Ambrose as CEO ## Main Content: H1: People.ai Appoints Jason Ambrose as CEO San Francisco, October 30, 2025 – People.ai, the leading AI data platform, today announced the appointment of Jason Ambrose, formerly Senior Vice President of Marketing and Strategy, to Chief Executive Officer. People.ai founder and former CEO, Oleg Rogynskyy, will continue serving on the People.ai board as he moves on to innovate in Defense technology.‍ "When I started the company, my goal was to help revenue teams work smarter with AI. We've built something that our customers love, and I could not be more proud of the team that made this happen," said Oleg Rogynskyy. "Jason has been the driving force behind our forward-looking strategy as part of our succession planning and I know his experience, clarity, and leadership will carry People.ai into an exciting new chapter. We've built something extraordinary together and I am confident that the best is yet to come." Ambrose has over two decades of leadership experience in scaling enterprise software and driving strategic transformation across sales, operations and AI-driven business solutions. He most recently served as Senior Vice President of Marketing and Strategy at People.ai, where he was pivotal in architecting the company's forward-looking business strategy, which will guide People.ai’s next phase of growth and product evolution. His background includes leadership roles at McKinsey, Appirio, and Motive Partners, specializing in scaling enterprise software and delivering outcomes for B2B sales organizations. “Oleg is a true pioneer who defined the application of AI in the enterprise, and we are deeply grateful for the undeniable market leader and foundation he built,” said Elisa Steele, Board Member at People.ai. “We couldn’t have a more capable leader to take the reins than Jason. Having already been pivotal in architecting our strategy, he possesses the rare mix of deep sales technology expertise and company vision needed to drive People.ai’s next era of evolution and scale.” “With our unmatched data foundation and deep AI expertise, People.ai is uniquely positioned to redefine the industry by providing actionable answers to humans and agents, wherever they need them. Where traditional sales relied on intuition and manual effort, we are bringing precision to the enterprise at scale: customers don’t need another dashboard; they need the right answer, right now, grounded in what’s actually happening in their business. I’m honored to lead this talented team into the next stage of growth and use AI to deliver even greater impact for our customers,” said Jason Ambrose. Source:  Businesswire - People.ai Appoints Jason Ambrose as CEO peopleai@aircoverpr.com --- ### Page: https://www.people.ai/newsroom/people-ai-appoints-linda-simovic-chief-product-officer Title: People.ai | People.ai Names Linda Simovic Chief Product Officer Meta Description: New Appointment Reflects Leadership in GTM AI Product Innovation and Delivering Value to Customers Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-appoints-linda-simovic-chief-product-officer ## Headings Structure: H1: People.ai Names Linda Simovic Chief Product Officer ## Main Content: H1: People.ai Names Linda Simovic Chief Product Officer SAN FRANCISCO, CA - March 13, 2024 People.ai, the category leader in enterprise sales productivity and AI solutions, today announced the appointment of Linda Simovic as EVP and Chief Product Officer. Simovic joins the company from People.ai’s strategic partner Microsoft, where she was Chief Product Officer of Customer Engagement Apps. While there, she led an initiative to enable AI and data-driven collaboration across Microsoft Sales Copilot and Microsoft Dynamics 365 Customer Engagement Applications. “At Microsoft, I led an AI-focused initiative to transform our customer engagement business applications,” said Simovic. “Through that work, I had the opportunity to collaborate with some of Microsoft’s most innovative AI and data technology partners, including People.ai. People.ai’s mission to empower organizations to thrive in an AI-enhanced world through connected data is one that I feel extremely passionate about. I believe that it’s one of the only companies with the right data foundation and AI technology to truly help customers in this space. I jumped at the opportunity to join such a cutting-edge and diverse team.” Simovic will lead People.ai’s product innovation, marketing, and corporate strategy. This will include the continued evolution of SalesAI, People.ai’s fully integrated generative AI sales solution. Built on comprehensive go-to-market engagement data and custom-tuned generative AI, SalesAI enables GTM teams to improve sales productivity and effectiveness while growing revenue. For nearly a decade, People.ai has been focused on helping customers capture sales activity data to build a robust data foundation of their deal and customer engagement history. Now, customers can leverage a single GTM AI platform to unlock the value of all that data, revolutionizing the way company leaders and teams approach revenue strategy, coaching, and deal execution. “The world is changing because of AI. There are some companies, like Microsoft, who have a clear understanding of how to help customers in this AI-powered future. Linda’s experience leading AI product innovation at Microsoft makes her the perfect person to help accelerate growth at People.ai,” said Oleg Rogynskyy, Founder and CEO at People.ai. “Over the past 14 months, I’ve had many opportunities to speak to Linda about the innovations we were seeing in the market, what was standing out, and predictions for the next 10 years and beyond. We both agree that People.ai’s unique position as an independent data and AI platform that spans across Microsoft, Salesforce, Oracle, Google, and other sources of customer engagement and activity data has never been more important. With Linda’s experience and dedication to customer-focused innovation, the next evolution of data and AI technology at People.ai is in good hands.” To learn more about People.ai’s GTM AI platform, visit www.people.ai. Since 2016, People.ai has been transforming how go-to-market teams improve their sales productivity & win rates via the most comprehensive data foundation and generative AI capabilities. With People.ai’s SalesAI platform, teams can unlock the value of their data to automate many strategic sales activities, including account planning, deal inspection, content generation, account enablement, and even forecasting. Companies such as Verizon, IBM Red Hat, Snowflake, Zoom, and Palo Alto Networks rely on People.ai’s enterprise-grade, patented AI technology. People.ai has been awarded 69 patents and has an additional 50+ under review. They’ve also received recognition via Gartner Market Guide for Revenue Intelligence Platforms, the Inc. 5000 fastest-growing companies list, named a strong performer and the only enterprise-grade data management platform by Forrester Revenue Operations and Intelligence Wave, listed on the Y Combinator Top Companies List, and the Forbes AI 50 list. --- ### Page: https://www.people.ai/newsroom/people-ai-appoints-new-chief-marketing-officer-and-chief-customer-officer Title: People.ai | People.ai Names New Chief Marketing & Customer Officers Meta Description: People.ai announced Dayle Hall as Chief Marketing Officer and Joel Hofman as Chief Customer Officer to lead its enterprise AI revenue platform efforts. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-appoints-new-chief-marketing-officer-and-chief-customer-officer ## Headings Structure: H1: People.ai Names New Chief Marketing & Customer Officers ## Main Content: H1: People.ai Names New Chief Marketing & Customer Officers Key executives join following recent Series B announcement November 06, 2018 – San Francisco, CA – People.ai, the AI platform for enterprise revenue, today announced the appointment of Dayle Hall as Chief Marketing Officer and Joel Hofman as Chief Customer Officer. The appointments follow People.ai’s recent Series B announcement that will fund commercial expansion, customer acquisition, and data science advancements. (Series B Press Release) “We’re excited to be expanding our executive team as we scale the business,” said Oleg Rogynskyy, Founder and CEO, People.ai. “The right talent is critical for any company and Dayle and Joel have the enterprise expertise that People.ai needs to help us quickly grow and scale.” Dayle Hall brings 20 years’ experience across all marketing disciplines. As CMO, he is responsible for all marketing activities including branding, product positioning, communications, customer acquisition, and go-to-market strategy. Joel Hofman is a 20-year tech industry veteran with a proven track record of leading and managing customer service teams and building long-term relationships with customers. In his role at People.ai Hofman will lead the Customer Success organization. Dayle Hall: “As a marketer, for years I’d been trying to solve the problem of sales and marketing alignment. Namely, getting the sales team to update the critical information in the CRM and understanding what happens to the marketing generated pipeline. People.ai is doing that and a lot more on predictive enterprise revenue and I immediately knew they had the solution to the problems I’ve been trying to solve for most of my career.” Joel Hofman: “As someone responsible for creating an incredible customer experience and providing meaningful business outcomes, knowing every touchpoint across every function that a company has with a customer is an incredibly difficult challenge. When I discovered that People.ai can capture all of these touchpoints and also provide actionable insights, it was completely game-changing. For the very first-time enterprises can have a data-driven approach to customer experience that can be executed across the entire company. I look forward to helping customers transform the way they use activity data to drive productivity and grow their business.” Previous to People.ai, Hall was the head of marketing and sales development at Lithium Technologies, helping the company grow from $40M to beyond $150M, managing multiple acquisitions and through the company’s acquisition by private equity. Before that, he led corporate marketing and corporate communications at Aruba Networks (acquired by HPE) and was integral to the company’s establishing itself as the market leader in networking as it grew from $350M to $1B+ in revenue. Hall’s previous experience includes leadership positions at Cisco and Oracle in Europe and North America in various marketing roles. Prior to People.ai, Hofman was responsible for Global Technical Sales and Services at Riverbed Technology, where he supported the global sales team in delivering $1B+ in annual revenue while transforming the services organization to profitably deliver new high value as a service. Before that, Hofman held a number of roles in technical advisory and services including as Assistant Vice President at Sumitomo Mitsui Banking Corporation and technology leadership positions at SaaS innovator Intralinks. Both Hall and Hofman are based in People.ai’s San Francisco, CA headquarters. ABOUT PEOPLE.AIPeople.ai helps sales, marketing and customer success teams uncover every revenue opportunity from every customer. Companies like New Relic, Palo Alto Networks, Lyft, Okta, and Mulesoft choose People.ai to capture all customer contacts, activity and engagement to drive actionable insights across all Enterprise revenue. Founded in 2016 and based in San Francisco, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. For a free assessment of your enterprise’s sales, marketing, and customer success activity and to learn how your team can benefit from day one with the People.ai platform, please contact sales@people.ai or call (888) 997-3675. We will respond to you in 24 hours or less. Learn more at people.ai and follow us on Twitter at twitter. Media Contact:John EarnhardtMedia@People.ai --- ### Page: https://www.people.ai/newsroom/people-ai-becomes-iso-270012013-certified Title: People.ai | People.ai Achieves ISO 27001:2013 Certification for Security Meta Description: People.ai earned ISO 27001:2013 and renewed SSAE-16 SOC 2 Type 2 compliance, strengthening its security commitment. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-becomes-iso-270012013-certified ## Headings Structure: H1: People.ai Achieves ISO 27001:2013 Certification for Security ## Main Content: H1: People.ai Achieves ISO 27001:2013 Certification for Security Information security is the primary concern for enterprises. January 8, 2019 – San Francisco, CA – As part of its ongoing commitment to maintain the highest standards in data security for its customers, People.ai, the only platform that drives revenue intelligence across all go-to-market teams, today announced it has attained ISO 27001:2013-certification for its information security management system. This in addition to recently achieving recertification for SSAE-16 SOC 2 Type 2 compliance. The ISO 27001:2013 standard is set by the International Organization for Standards (ISO). The standard sets a systematic approach to securely managing information and information systems, to keep both secure. Certification must be conducted by an independent auditor who determines whether a company has a coherent, systematic set of policies in place to protect information and whether those policies are followed. Companies which achieve ISO 27001:2013 certification demonstrate that they adhere to information security best practices, policies, and procedures that include more than just logical and physical security controls. Certification attests to management’s commitment to protecting information, by prioritizing it as a business requirement. “ISO 27001 certification is a testament to our focus on protecting our customers’ information. ISO certification is nearly unheard of for a company of our size; That a small company devotes extensive effort to meet international standards almost exclusively met by multi-billion dollar companies illustrates our focus on protecting our customers. This certification cuts across security, privacy and reliability principles,” says Oleg Rogynskyy, People.ai’s CEO and Founder. “Our enterprise customers trust us with their data. This certification is an affirmation of our commitment and effort to protect that trust.” The ISO 27001:2013 standard details enterprise-wide specifications for documentation, management responsibility, continual improvement, internal audits, and preventative and corrective action. It compliments other efforts, such as SOC 2 Type 2 controls and GDPR compliance. Click here to learn more about People.ai’s enterprise-grade security and trust. About People.aiPeople.ai helps sales, marketing, and customer success teams uncover every revenue opportunity from every customer. Companies like New Relic, Palo Alto Networks, Lyft, and Okta choose People.ai to capture customer contacts, activity and engagement to drive actionable insights across all Enterprise revenue. Founded in 2016 and based in San Francisco, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. For a free assessment of your enterprise’s sales, marketing, and customer success activity and to learn how your team can immediately grow revenue with the People.ai platform, please contact sales@people.ai or call (888) 997-3675. Learn more at People.ai and follow us on Twitter at Twitter.com Media Contact:Dayle Hall, CMOmedia@people.ai --- ### Page: https://www.people.ai/newsroom/people-ai-bolsters-its-senior-leadership-team-with-first-chief-customer-officer-and-svp-of-marketing Title: People.ai | People.ai Names New CCO and SVP of Marketing | Press Release Meta Description: People.ai names Natalie Wolf CCO and Kimberly Gordon SVP of Marketing to accelerate customer success and brand growth. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-bolsters-its-senior-leadership-team-with-first-chief-customer-officer-and-svp-of-marketing ## Headings Structure: H1: People.ai Names New CCO and SVP of Marketing | Press Release ## Main Content: H1: People.ai Names New CCO and SVP of Marketing | Press Release San Francisco, November 20, 2025 – People.ai, the leading AI data platform, today announced the appointment of Kimberly Gordon as Senior Vice President of Marketing and Natalie Wolf, previously SVP of Customer Success at People.ai, to Chief Customer Officer. “Natalie and I worked together closely during Anaplan’s transformation, and what was clear to me then is how passionate she is about our customers and her team. Her leadership inspires a company culture with a passion and drive for excellence. I am thrilled to partner with her on this next phase of our journey and to further develop our customer focus and company culture,” said Jason Ambrose, CEO of People.ai. Wolf has more than two decades of experience in customer success at organizations including Anaplan, Celonis, FourKites, and TigerConnect. In her role at Anaplan, she scaled the organization through hypergrowth, growing ARR from $20M to over $340M. She redefined the customer experience through a transformation year, garnering awards from Forrestor for CX program of the year. Prior to Anaplan, she specialized in finance transformation at Deloitte and Accenture. She is also an advisor at Innovius Capital, where she helps growing GTM teams build and scale Customer Success. At People.ai, Wolf is responsible for driving customer success and leading a strategy for customer adoption at scale. “CS is the connective tissue, and that strengthens as our position to help roll out AI solutions deepens,” said Natalie Wolf, Chief Customer Officer at People.ai. “My focus is to help our customers move confidently up the AI maturity curve and put our technology to work in every corner of GTM and lead a team and culture that’s obsessed with delivering real outcomes. AI gives us the chance to redefine Customer Success, not as “fluffy check-ins” (if you're doing that now, seriously rethink it), but as the discipline that makes companies indispensable. The winning companies will put CS at the center of their operating model. And I love that we get to be at the forefront of that, helping customers unlock value with people.ai and, internally, leverage our tools to change the way we work. I’m excited to help our customers realize that full value and to take this organization somewhere extraordinary.” “Kimberly brings the perfect combination of creativity, marketing chops and brand-building expertise that our company needs to get to the next level. We’re ready to focus on building overall awareness for the company and establishing a deeper relationship with the GTM community that helps them feel understood and us top of mind. We are excited to welcome her to the team and look forward to her contributions as we continue to define what the next chapter of the company looks like in the rapidly evolving AI market,” said Jason Ambrose, CEO of People.ai. Gordon brings two decades of marketing and brand expertise and leads the company’s brand, product marketing, communications and demand generation teams. In her previous roles, Gordon has led brand strategy and marketing for a wide variety of hypergrowth startups and venture firms. Most recently, Gordon served as an independent brand strategist and is co-founder of VC Brand Leaders, a community for women in venture capital platform, communications and marketing roles. Her background in marketing includes notable brands including Bain Capital Ventures, Rhino and OnDeck (now NYSE: ENVA). “I’m pumped to join People.ai at such a pivotal moment for both the company and the industry,” said Kimberly Gordon, Senior Vice President of Marketing at People.ai. “Our product gives revenue leaders exactly the right answers, when and where they need them, so they can orchestrate deals and drive revenue. My immediate focus is on building a story and a brand that makes what we do instantly clear and impossible to ignore. I’m excited to help drive brand awareness and amplify People.ai’s vision, deepen engagement with our customers, and tell the story of how AI is transforming the way go-to-market teams drive growth.” --- ### Page: https://www.people.ai/newsroom/people-ai-boosts-ai-driven-insights-in-microsoft-sales-copilot-through-new-integration Title: People.ai | People.ai Powers AI Insights in Microsoft Copilot Meta Description: People.ai helps Microsoft Sales Copilot customers harness the power of generative AI to boost productivity, tighten deal execution, and win more revenue Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-boosts-ai-driven-insights-in-microsoft-sales-copilot-through-new-integration ## Headings Structure: H1: People.ai Powers AI Insights in Microsoft Copilot ## Main Content: H1: People.ai Powers AI Insights in Microsoft Copilot People.ai helps Microsoft Sales Copilot customers harness the power of generative AI to boost productivity, tighten deal execution, and win more revenue San Francisco, CA – July 18, 2023 – People.ai, the enterprise revenue intelligence leader, today announced a new collaboration with Microsoft that integrates its AI-driven insights with Microsoft Sales Copilot. The new solution will help sellers measure and visualize stakeholder engagement, generate persona specific emails, and understand successful deal patterns based on similar opportunities so they can follow the best path to closed-won deals. With B2B sales professionals spending on average 65% of their time on non-selling activities, improving GTM insights and automated processes are critical to increasing sales effectiveness. People.ai integrated with Microsoft Sales Copilot brings industry-leading revenue intelligence insights to the Microsoft 365 applications GTM teams are already using, providing them with the crucial information sellers need to get deals to closed-won. This integration will allow sales orgs to drive an increase in productivity and closed deals by automatically providing: “The mission of People.ai from Day 1 has been to put AI into the hands of sales teams to help them win more revenue, faster," said Oleg Rogynskyy, founder and CEO at People.ai. “With People.ai for Microsoft Sales Copilot, sellers and sales leaders will get data and insights from People.ai right in the Microsoft 365 productivity and collaboration tools they’re are already using. With generative AI recommendations at their fingertips, go-to-market teams can make sure they’re spending their time with the right people and taking the right actions on opportunities to drive more deals to closed-won.” “We welcome People.ai into the Microsoft Sales Copilot ecosystem,” said Shay Gurman, Vice President Engineering of Dynamics 365 Sales. “Incorporating People.ai’s powerful data and capabilities with Sales Copilot to surface meaningful insights directly within the workflow dramatically enhances sales productivity. Our collaboration with People.ai embodies our commitment to delivering customer value through data-driven insights.” To learn more about People.ai integration with Microsoft Sales Copilot, please visit people.ai/microsoft. People.ai is an AI-powered revenue intelligence platform that helps customers win more revenue by providing sales, RevOps, marketing, enablement, and customer success teams with valuable insights. Companies such as Verizon, IBM Red Hat, Snowflake, Zoom, and Palo Alto Networks rely on our enterprise-grade, patented AI technology. People.ai’s unique dataset, consisting of trillions of sales activities, millions of deals, 160 million business contacts, and 69 approved patents related to AI-based business insights, sets us apart. We use this data to train our models and provide our customers with tailored business predictions and unique buyer insights. People.ai has also received validation via Gartner Market Guide for Revenue Intelligence Platforms, the 5000 fastest-growing companies list, named a strong performer and the only enterprise-grade data management platform by Forrester Revenue Operations and Intelligence Wave, listed on the Y Combinator Top Companies List, and the Forbes AI 50 list in 2022. Headquartered in San Francisco, CA, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. To learn more, please visit www.people.ai‍ BLASTmedia for People.aiSpencer Hotzpeopleai@blastmedia.com --- ### Page: https://www.people.ai/newsroom/people-ai-brings-its-sales-industry-leading-ai-platform-to-microsoft-dynamics-365-sales Title: People.ai | People.ai Launches AI Platform for Microsoft Dynamics Meta Description: People.ai integrates with Microsoft Dynamics 365 Sales to deliver AI insights and unified data, boosting CRM visibility and efficiency. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-brings-its-sales-industry-leading-ai-platform-to-microsoft-dynamics-365-sales ## Headings Structure: H1: People.ai Launches AI Platform for Microsoft Dynamics ## Main Content: H1: People.ai Launches AI Platform for Microsoft Dynamics Joint customers will experience renewed value from their CRM with unified data and account-level insights at their fingertips. San Francisco, CA – May 15, 2024 – People.ai,  a leading enterprise AI platform for sales today announces a new integration with Microsoft Dynamics 365 Sales. Sales organizations now have data-backed, AI-powered insights right inside their Dynamics 365 Sales CRM to unlock the complete story of every account and opportunity. Go-to-market organizations have traditionally struggled to find a way to access and understand unstructured data that is siloed across different tools. People.ai solves that problem by automatically capturing sales-related activity data and using proprietary matching technology to record it into the correct accounts and opportunities in a customers’ CRM. This creates an accurate record of everything happening across the sales organization. The People.ai platform then analyzes that complete set of data to provide deeply valuable and easy-to-understand context about contacts, accounts, and opportunities. With this new integration, Dynamics 365 Sales users will have a practical way to leverage People.ai to unlock additional insights from their CRM and other GTM tools. This includes: “People.ai adds immediate value and next-level capabilities for Microsoft 365 Dynamics Sales users,” said Oleg Rogynskyy, founder and CEO at People.ai. “Generative AI gives every member of a sales team the information they need to pull the right levers on every account. We’re instantly giving them the complete story of everything going on across their go-to-market organization. It’s a competitive advantage that puts those who have it miles ahead of their competitors who don’t." “We are thrilled to expand our relationship with People.ai into Microsoft Dynamics 365 Sales,” said Lori Lamkin, CVP of D365 Sales & Marketing “Together we are providing customers with an easy way to unify sales activity data, surface meaningful insights, and ultimately improve seller efficiency inside Microsoft Dynamics 365 Sales and Copilot for Sales, bringing the insights right where teams are already working. This new integration will help decrease time to value with AI tools that are easy to use and backed by comprehensive data.” To learn more about People.ai integration with Microsoft Dynamics 365 Sales, please visit people.ai/microsoft. Since 2016, People.ai has been transforming how go-to-market teams improve their sales productivity & win rates via the most comprehensive data foundation and generative AI capabilities. With People.ai’s SalesAI platform, teams can unlock the value of their data to automate many strategic sales activities, including account planning, deal inspection, content generation, account enablement, and even forecasting. Companies such as Verizon, IBM Red Hat, Snowflake, Zoom, and Palo Alto Networks rely on People.ai’s enterprise-grade, patented AI technology. People.ai has been awarded 69 patents and has an additional 50+ under review. They’ve also received recognition via Gartner Market Guide for Revenue Intelligence Platforms, the Inc. 5000 fastest-growing companies list, named a strong performer and the only enterprise-grade data management platform by Forrester Revenue Operations and Intelligence Wave, listed on the Y Combinator Top Companies List, and the Forbes AI 50 list. --- ### Page: https://www.people.ai/newsroom/people-ai-growing-up-with-the-okta-identity-cloud Title: People.ai | People․ai: Growing Up with the Okta Identity Cloud Meta Description: Without IT, Okta helps us onboard hires quickly and access needed products—key for growth and efficiency. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-growing-up-with-the-okta-identity-cloud ## Headings Structure: H1: People․ai: Growing Up with the Okta Identity Cloud ## Main Content: H1: People․ai: Growing Up with the Okta Identity Cloud > Read the Okta case study here. --- ### Page: https://www.people.ai/newsroom/people-ai-integrates-with-slack-to-bring-real-time-deal-insights-and-revenue-acceleration Title: People.ai | People.ai Integrates with Slack for Real-Time Deal Insights Meta Description: Slack integration enables every sales team to learn at scale with automated win-loss analysis Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-integrates-with-slack-to-bring-real-time-deal-insights-and-revenue-acceleration ## Headings Structure: H1: People.ai Integrates with Slack for Real-Time Deal Insights ## Main Content: H1: People.ai Integrates with Slack for Real-Time Deal Insights December 18, 2018 – San Francisco, CA – People.ai, the only platform that drives revenue intelligence across all go-to-market teams, today announced an integration with Slack that will automatically provide sales teams with AI-powered insights and real-time win-loss deal analytics. Sales, marketing, and customer success teams will now benefit from the Slack integration to automatically surface real-time insights on every contact, activity, buying group and engagement of won, lost or active opportunities — most importantly, natively on the Slack platform that they are already using every day to collaborate. ”Modern sales is a team sport and with increasing complexity of enterprise sales account executives have less margin for error. They need to learn from each other’s wins and losses more effectively, in real-time, and without information overload” said Oleg Rogynskyy, CEO and Founder, People.ai. “People.ai has the ability to capture and present all of the deal data, including engaged contacts, activities, and buying group composition, and then surface this data in Slack, the channel where reps spend most of their time — and in an insightful but still bite-size format that allows for effective team learning.” “When you capture, analyze and provide such insights to the sales team, everybody learns and deals are accelerated. It’s easier to identify missing personas in the buying group or best next steps, if you’ve learned how your colleagues have handled similar situations. This lets sales professionals ramp faster and get more wins. That’s why Slack highlights People.ai as a way to help teams work better together,” says Rogynskyy The People.ai integration with Slack ensures that teams proactively get key insights without having to enter the data manually in the CRM or search for it across multiple places. Data which would typically be buried deep within multiple tools can be surfaced through People.ai and Slack to answer questions like: Besides capturing all sales contacts and activity data, automating all CRM data entry, and helping sales professionals ramp faster, People.ai promotes alignment of sales with marketing and customer success teams, as everyone can see how the deal progressed and which activity led to results. This latest integration is one of almost a hundred integrations People.ai has created. Besides distributing knowledge via Slack, People.ai can deliver rich deal and sales behavior analytics data and the AI-insights through daily or weekly emails, via API to data warehouses or business intelligence systems, via Einstein Analytics or native Salesforce reporting, and via People.ai’s own intelligent suite of products. People.ai effortlessly improves sales execution without having salespeople log into yet another dashboard or leave their work environment of choice. The People.ai application is available from the Slack Application Directory here. About People.aiPeople.ai helps sales, marketing, and customer success teams uncover every revenue opportunity from every customer. Companies like New Relic, Palo Alto Networks, Lyft, and Okta choose People.ai to capture customer contacts, activity and engagement to drive actionable insights across all Enterprise revenue. Founded in 2016 and based in San Francisco, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners.For a free assessment of your enterprise’s sales, marketing, and customer success activity and to learn how your team can immediately grow revenue with the People.ai platform, please contact sales@people.ai or call (888) 997-3675. Learn more at People.ai and follow us on Twitter at Twitter Media Contact:Dayle Hall, CMOmedia@people.ai --- ### Page: https://www.people.ai/newsroom/people-ai-is-using-machine-learning-to-rewrite-the-sales-ops-playbook Title: People.ai | People.ai Uses ML to Rewrite Sales Ops Playbook Meta Description: People.ai uses ML for predictive sales playbooks and tracks team performance. Part of Y Combinator’s summer batch. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-is-using-machine-learning-to-rewrite-the-sales-ops-playbook ## Headings Structure: H1: People․ai is using machine learning to rewrite the sales ops playbook ## Main Content: H1: People․ai is using machine learning to rewrite the sales ops playbook This article was first published in TechCrunch by Anna Escher. People.ai, a company bringing machine learning algorithms to sales operations, is emerging from stealth. The platform uses machine learning tech to give sales reps what it calls a predictive playbook on how to close deals based on past success. People.ai also shows managers how well team members are doing in relation to this standard. The company is part of Y Combinator’s summer batch.The problem People.ai is trying to solve is the lack of data about salespeople. Co-founder and CEO Oleg Rogynskyy compares the sales success process to that of developers, explaining that “when you are looking at a developer’s work, you know how they think because you can look at their code and GitHub. You may not know exactly what they’re working on but you can see how they’re doing it.”The process is often the opposite for tracking salespeople. You can see how many emails they send, how many calls they made and when — every step of the way toward closing a deal. Somehow, it magically turns into revenue — but there’s little visibility. People.ai wants to provide this groundwork for tracking crucial data across sales teams and identifying what leads to success.The service works by scanning email, calendar, phone, WebEx, conference tools and other data sources. It records all the events that happen across the different platforms used by salespeople, and identifies common threads. It then isolates what it deems to be the average best way to close a deal. So not only is the tech able to see what a salesperson did correctly, but also where they deviated from the playbook. The algorithms have been able to uncover unproductive behaviors, such as salespeople not spending the right amount of time at certain phases of a deal, for example. In addition to helping track sales progress, People.ai could be used to monitor onboarding progress, training trajectory and could prove a useful tool for recruiters to optimize hiring.So, doesn’t Salesforce already do this? Rogynskyy maintains that the pain point of using Salesforce is the manual data entry and time-consuming activity logging that no one actually does — making for analytics that are inaccurate and don’t tell the full story of a deal’s progress. People.ai automates the entry process. “We’re the first ones to get 100 percent coverage in all activities salespeople do. So the data is totally reliable, homogenized and normalized.”People.ai currently employs a small team of just over 10, and the product has been deployed by about 50 B2B companies. The endeavor is backed by Y Combinator and several angel investors. --- ### Page: https://www.people.ai/newsroom/people-ai-launches-campaign360 Title: People.ai | People.ai Launches Campaign360 Meta Description: Marketers have always been faced with three key challenges in measuring the success of their marketing activities: Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-launches-campaign360 ## Headings Structure: H1: People.ai Launches Campaign360 ## Main Content: H1: People.ai Launches Campaign360 People.ai Launches Campaign360, the Industry’s Only AI-based Solution To Ensure Sales and Marketing Alignment, Lead Follow Up and Campaign to Opportunity Accountability San Francisco, CA – April 9 2019 – People.ai, creators of the only Revenue Intelligence System powered by AI, today announced Campaign360, a new solution that delivers insight into the efficacy of any marketing campaign. Campaign360 will help drive pipeline, ensure alignment and accountability of lead follow-up with sales teams, and automatically attribute all sales effort and opportunities to the originating marketing efforts. Marketers have always been faced with three key challenges in measuring the success of their marketing activities: Campaign360 solves all of these issues by marrying sales activity with marketing campaign data, showing users exactly which marketing leads and contacts sales is or isn’t engaging with and exactly what actions they are taking to maximize win rate, and, subsequently campaign ROI. And this all happens automatically, without either marketing or sales teams doing a thing. “Marketers are constantly debating with Sales about attribution and sourcing. They need to look for something that offers full visibility into which campaigns are driving opportunities and which opportunities are driving the success of campaigns,” said Terry Flaherty, Senior Research Director, Demand Marketing at SiriusDecisions. “Campaign360 will enable sales and marketing teams to accelerate revenue generation inside their enterprises.”With this AI-based capability, People.ai Campaign360 gives marketers 100 percent visibility into sales engagement with campaign members and tracks whether or not Sales Development Representatives (SDRs) or Account Executives (AEs) are taking action with the leads and pipeline that marketing generates. People.ai’s Campaign360 enables enterprises to: “The impact of Campaign360 on marketers cannot be underestimated. As marketers, we are constantly searching for the ‘holy grail’ that directly shows the impact and ROI of marketing activities. Marketers are also trying desperately to get aligned with sales so they can truly understand what happens to the leads they generate. Marketers have invested millions in MarTech and it’s failed to deliver this type of insight. I’ve faced this challenge for years, and I am proud to be a part of the company that is bringing this solution to market,” said Dayle Hall, chief marketing officer at People.ai. “This is the solution that marketers have been searching for.” “In every enterprise, every marketing and sales executive I talk to is serious about better aligning their sales and marketing teams. Furthermore, pretty much every CMO or CEO I meet has anecdotes about marketing pipeline that’s being lost. People.ai is the solution. Campaign360 lets you learn which campaigns are most influential for your target accounts and highlights any high-value leads that are being dropped,” said Oleg Rogynskyy, founder and chief executive officer at People.ai. “By simply delivering insights to the marketing and sales teams, in real time, the ROI of every campaign is exponentially increased. This is a revolutionary product for sales and marketing alignment.” About People.ai Inc:People.ai accelerates enterprise growth through the power of AI. Creators of the industry’s only Revenue Intelligence System, People.ai automates the capture of all contact and customer activity data, dynamically updates CRM and provides actionable intelligence across management tools to realize the full selling capacity of the Enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, MuleSoft, Okta, Tanium, and Zoom to name a few. Founded in 2016 and based in San Francisco, the company is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. In 2018, Gartner recognized People.ai as a Cool Vendor. Media Contact:Karen ReynoldsMedia@people.ai+1.415.606.6708 --- ### Page: https://www.people.ai/newsroom/people-ai-moves-up-to-51-yc-top-companies-2019-list Title: People.ai | People.ai Moves Up to #51 YC Top Companies 2019 List Meta Description: Y Combinator recognizes the only revenue intelligence system in market for momentum in delivering the Future of Work. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-moves-up-to-51-yc-top-companies-2019-list ## Headings Structure: H1: People.ai Moves Up to #51 YC Top Companies 2019 List ## Main Content: H1: People.ai Moves Up to #51 YC Top Companies 2019 List Y Combinator recognizes the only revenue intelligence system in market for momentum in delivering the Future of Work San Francisco, October 2nd, 2019 – People.ai, creators of the only Revenue Intelligence System powered by Artificial Intelligence (AI), was ranked as #51 out of 100 companies, up from #89 in 2018, on Y Combinator’s Top Companies List, recognizing the company’s growth and innovative contributions in enterprise AI within the technology industry. This list was created by Y Combinator to help people get to know some of the fastest-growing companies in the YC community. This list is determined by valuation, the most commonly available metric to compare companies in the startup world. It was compiled by first looking at public valuations of companies on PitchBook, and then asking each company on the top 100 for a more up to date non-public valuation. To date, YC says it has backed more than 4,000 founders, who have created more than 2,000 companies that together are worth more than $100 billion. Among the top 100 companies who made the list last year, it says 93 were valued at more than $100 million and had between them created more than 28,000 jobs. People.ai is automating manual processes to allow people to spend more time applying their creativity, resourcefulness and critical thinking to activities that matter most in their professional life. Using these insights, the Artificial Intelligence (AI) has the power to augment professionals and make them more effective. The team continues to be hyper-focused on accelerating revenue for enterprise companies. “We are developing a deep understanding of the professional world, mapping people, companies, and the information that flows between in the world’s largest business activity and identity graph, fed by massive amounts of realtime human activity data,” said Oleg Rogynskyy, CEO, co-founder and alum of YC  Summer 16 batch. “Our team is energized by our new ranking as we continue to execute on our vision for the Future of Work.” “We saw the potential in People.ai’s game-changing technology when we led their Series C. We’re thrilled by this continued recognition from Y Combinator that comes as People.ai continues to deliver the Future of Work,” said Will Griffith, Partner at ICONIQ Capital. People.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing, and customer success, from manual data entry by automatically capturing all contact and customer activity data, dynamically updating CRM and other systems of record, and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor as a part of the Hype Cycle for CRM Sales Technology 2019. People.ai has been ranked on industry lists, including the Y Combinator Top Companies List and the Forbes AI 50 list. Y Combinator is a startup fund based in Mountain View, CA. In 2005, Y Combinator developed a new model of startup funding. Twice a year they invest a small amount of money in a large number of startups. The startups move to Silicon Valley for 3 months, and the YC partners work closely with each company to get them into the best possible shape and refine their pitch to investors. Each batch culminates in Demo Day, when the startups present their companies to a carefully selected audience of investors. Y Combinator has invested in over 2,000 companies including Airbnb, Dropbox, Stripe, Reddit, Instacart, Docker and Gusto. The combined valuation of YC companies is over $100B. About ICONIQ Capital: ICONIQ Capital is a privately-held financial advisory and investment firm, and a partner of choice for exceptional entrepreneurs, leaders and institutions around the world. The firm invests in technology growth equity, middle-market buyout and real estate asset classes and employs a distinctive ecosystem to build enduring businesses. ICONIQ is a trusted advisor fostering meaningful strategic relationships across industries to source powerful ideas, magnify global impact and support a new generation of entrepreneurs and companies. For media inquiries please contact: Kati Dahm, Head of Communications --- ### Page: https://www.people.ai/newsroom/people-ai-named-2019-hot-vendor-by-aragon-research-in-growing-sales-ai-category Title: People.ai | People.ai Named 2019 Hot Vendor in Sales AI by Aragon Meta Description: Recognition from research firm in revenue intelligence category validates product innovation, industry expansion, and growth. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-named-2019-hot-vendor-by-aragon-research-in-growing-sales-ai-category ## Headings Structure: H1: People.ai Named 2019 Hot Vendor in Sales AI by Aragon ## Main Content: H1: People.ai Named 2019 Hot Vendor in Sales AI by Aragon Recognition from research firm in revenue intelligence category validates product innovation, industry expansion, and growth. SAN FRANCISCO, CA — July 25, 2019 – People.ai, creators of the only Revenue Operations & Intelligence System powered by AI, was named as an Aragon Research Hot Vendor in Revenue Intelligence, 2019. People.ai is one of four companies identified as a Hot Vendor in this category. “AI for sales, marketing, and customer success is growing significantly and is changing the way our customers are growing revenue to positively impact the bottom line. Aragon’s recognition of People.ai as a Hot Vendor reflects the momentum in our product adoption and customer acquisition,” said Oleg Rogynskyy, founder and Chief Executive Officer at People.ai. Aragon Research Hot Vendors in Revenue Intelligence, 2019 identifies noteworthy, visionary, and innovative vendors that are making an impact in the market. Aragon believes sales is the most critical function in the enterprise to generate revenue. For most of the last 400 years, the art of selling has been a craft that not all can master, hence the dependence on the top third of the sales organization. “What makes People.ai hot is that it automates tedious manual processes and reduces leakage across the whole funnel, freeing up time for go-to-market teams to focus on more important steps in the sales, marketing, and customer success cycles,’ said Jim Lundy, CEO and Lead Analyst at Aragon Research. ‘The intelligence it delivers through analytics and best next actions creates the game plan for helping  go-to-market teams be more successful.” To download a free copy of the Aragon Research Hot Vendor in Revenue Intelligence, click here. People.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Operations & Intelligence System, People.ai frees all customer-facing teams, including sales, marketing, and customer success, from manual data entry by automatically capturing all contact and customer activity data, dynamically updating CRM and other systems of record, and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor as a part of the Hype Cycle for CRM Sales Technology 2019. For more information about People.ai, click here. About Aragon Research: Aragon Research delivers high-impact visual research, consulting, and advisory services to provide enterprises the insight they need to make better technology and strategy decisions. Aragon Research serves business and IT leaders and has a proven team of veteran analysts. For more information, for more information visit Find the Insights You're Looking For with Aragon Research --- ### Page: https://www.people.ai/newsroom/people-ai-named-leader-in-eight-categories-of-sales-and-revenue-software-in-g2s-fall-2021-reports Title: People.ai | People.ai leads 8 G2 Fall 2021 Sales & Revenue. Meta Description: People.ai's SmartData AI captures business activity, giving customers like AppDynamics and Zoom insights to boost rep revenue. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-named-leader-in-eight-categories-of-sales-and-revenue-software-in-g2s-fall-2021-reports ## Headings Structure: H1: People.ai: Leader in 8 G2 Fall 2021 Sales & Revenue categories. ## Main Content: H1: People.ai: Leader in 8 G2 Fall 2021 Sales & Revenue categories. Track record of AI-driven innovation and hundreds of 5-star customer reviews catapult the revenue operations and intelligence platform leader to top of rankings Redwood City, CA – Sept. 14, 2021 – People.ai, the premiere revenue operations and intelligence (RO&I) platform, today announced that it has been named a leader in eight categories of sales and revenue-related software by peer-to-peer review company G2 in its Fall 2021 reports. The reports rate products and sellers based on reviews from the user community and data aggregated from online sources and social networks through Aug. 17, 2021. People.ai helps customers like AppDynamics, DataRobot, Okta and Zoom increase the revenue generated by each rep every year. Its SmartData platform automatically captures business activity such as email, meetings and contacts, and then applies patented AI to surface recommendations that power the world’s best account and opportunity management. “We’re gratified to see customers rank People.ai as a leader across so many different categories of software that positively impact sales productivity and the efficiency of revenue operations as a whole,” said People.ai Founder and CEO, Oleg Rogynskyy. “This is a testament to the success of our many industry-first innovations in artificial intelligence and our unwavering focus on customer success. We look forward to driving even greater impact and customer satisfaction going forward.” G2’s Quarterly reports recognize People.ai for its leadership in eight software categories: Customer Revenue Optimization Software; Sales Intelligence Software; Sales Performance Management Software; Sales Analytics Software; Sales Coaching Software; Account Data Management Software; AI Sales Assistance Software; and Revenue Operations Software. “Rankings on G2 reports are based on data provided to us by real users,” said Michael Fauscette, chief research officer, G2. “We are excited to share the achievements of the products ranked on our site because they represent the voice of the user and offer terrific insights to potential buyers around the world.” Below is a representative sample of the more than two hundred five-star customer reviews that People.ai has amassed: To read additional reviews of People.ai on G2, please visit the People.ai G2 profile. People.ai delivers the industry’s leading Revenue Operations and Intelligence (RO&I) platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing ROI. Companies such as AppDynamics, DataRobot, Okta, and Zoom rely on People.ai to unlock growth. Andy ShaneBig Valley Marketing‍ashane@bigvalley.co214-498-4915 --- ### Page: https://www.people.ai/newsroom/people-ai-named-leader-in-multiple-g2-grid-reports-including-1-ranking-for-customer-revenue-optimization Title: People.ai | People.ai Leads G2 Reports, #1 in Revenue Optimization Meta Description: People.ai led 8 G2 Grid Summer 2022 categories for enterprise sales & marketing software, #1 in Customer Revenue Optimization. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-named-leader-in-multiple-g2-grid-reports-including-1-ranking-for-customer-revenue-optimization ## Headings Structure: H1: People.ai Tops G2 Reports, #1 in Customer Revenue Optimization H3: Leading Revenue Intelligence platform recognized as a leader in numerous categories by customers in quarterly report. ## Main Content: H1: People.ai Tops G2 Reports, #1 in Customer Revenue Optimization H3: Leading Revenue Intelligence platform recognized as a leader in numerous categories by customers in quarterly report. H4: People.ai was also recognized in G2 Summer Grid reports for: H4: People.ai's reviews from verified G2 users include: Redwood City, CA - June 23, 2022 -People.ai, the premier enterprise Revenue Intelligence & Operations platform, today announced that it's been included in the leader quadrant in eight G2 Grid Summer 2022 Report categories for enterprise sales and marketing software, including being named the #1 leader in the Customer Revenue Optimization (CRO) category. As the world's largest and most trusted tech marketplace, G2 is a hub for authentic reviews for more than 100,000 software products and professional services. G2 Grid Report rankings, in particular, are determined by customer reviews. Products in the Leader quadrant are rated highly by G2 users and have substantial market presence scores. To learn more about how People.ai is unlocking growth for its customers, please visit people.ai/customers/ People.ai delivers the industry’s leading Revenue Intelligence platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing ROI. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom rely on People.ai to unlock growth. BLASTmedia for People.aiAvery Nunez(317) 806-1900 ext. 159‍peopleai@blastmedia.com --- ### Page: https://www.people.ai/newsroom/people-ai-named-one-of-americas-2022-fast-growing-private-companies Title: People.ai | People.ai: Fast-growing US company (2022). Meta Description: People.ai, a leading Revenue Intelligence & Operations Platform, ranked No. 933 on the 2022 Inc. 5000 list with record three-year revenue growth. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-named-one-of-americas-2022-fast-growing-private-companies ## Headings Structure: H1: People.ai Named One of America’s 2022 Fast-Growing Private Companies ## Main Content: H1: People.ai Named One of America’s 2022 Fast-Growing Private Companies Redwood City, CA – August 16, 2022 – People.ai, the Enterprise Revenue Intelligence leader, today announced that it ranked in the top 20% on the annual Inc. 5000 list, the most prestigious ranking of the fastest-growing private companies in America. This recognition of company growth follows other recent company accolades and achievements, which include People.ai being named to Inc. magazine’s annual Best Workplaces list; its inclusion in the leader quadrant in eight G2 Grid Summer 2022 Report categories for enterprise sales and marketing software, including being named the #1 leader in the Customer Revenue Optimization (CRO) category; and the recent expansion of its leadership team, appointing Mariana Cogan as Chief Marketing Officer, Aman Sirohi as Chief Information Officer and Emily Weigand as Chief Financial Officer. “Sales teams today are not only being tasked with selling more innovative products and features, but they’re also increasingly being asked to do so with bigger, more complex buying groups and fewer resources,” said Oleg Rogynskyy, Co-founder and CEO of People.ai. “Being recognized on this list is further validation of our team’s hard work and dedication to continually provide our customers with the proven path to pipeline with enterprise revenue intelligence.” The companies on the 2022 Inc. 5000 have not only been successful, but have also demonstrated resilience amid supply chain woes, labor shortages and the ongoing impact of COVID-19. Complete results of the Inc. 5000, including company profiles and an interactive database that can be sorted by industry, region and other criteria, can be found at www.inc.com/inc5000. The top 500 companies are featured in the September issue of Inc. magazine, which will be available on August 23. “The accomplishment of building one of the fastest-growing companies in the U.S., in light of recent economic roadblocks, cannot be overstated,” says Scott Omelianuk, editor-in-chief of Inc. “Inc. is thrilled to honor the companies that have established themselves through innovation, hard work, and rising to the challenges of today.” More about Inc. and the Inc. 5000 Methodology Companies on the 2022 Inc. 5000 are ranked according to percentage revenue growth from 2018 to 2021. To qualify, companies must have been founded and generating revenue by March 31, 2018. They must be U.S.-based, privately held, for-profit, and independent—not subsidiaries or divisions of other companies—as of December 31, 2021. (Since then, some on the list may have gone public or been acquired.) The minimum revenue required for 2018 is $100,000; the minimum for 2021 is $2 million. As always, Inc. reserves the right to decline applicants for People.ai delivers the industry’s leading Revenue Intelligence platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing ROI. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom rely on People.ai to unlock growth. BLASTmedia for People.aiAvery Nunez(317) 806-1900 ext. 159‍peopleai@blastmedia.com --- ### Page: https://www.people.ai/newsroom/people-ai-now-listed-oracle-cloud-marketplace Title: People.ai | People.ai Now Listed On Oracle Cloud Marketplace Meta Description: Enterprise revenue intelligence leader showcases the combined power of People.ai and Oracle during Oracle CloudWorld Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-now-listed-oracle-cloud-marketplace ## Headings Structure: H1: People.ai Now Listed On Oracle Cloud Marketplace ## Main Content: H1: People.ai Now Listed On Oracle Cloud Marketplace Enterprise revenue intelligence leader showcases the combined power of People.ai and Oracle during Oracle CloudWorld Redwood City, CA - October 18, 2022 - People.ai, the enterprise revenue intelligence leader and a member of Oracle Partner Network (OPN), today announced at Oracle CloudWorld that People.ai Revenue Intelligence for Oracle is listed on Oracle Cloud Marketplace, a centralized repository of enterprise applications, and can be integrated with Oracle Sales Fusion.People.ai Revenue Intelligence for Oracle enables high-level business benefits. Together, People.ai and Oracle drive increased sales productivity, greater deal success and improved buyer satisfaction by automatically capturing sales account and deal activity and surfacing engagement insights that help generate pipeline and close deals. Their partnership allows customers to: LinkedIn’s Global State of Sales 2022 report found sellers spend only 30% of their time actually selling, making automatic activity data capturing essential for reps to do the most important part of their job. According to Forrester, 61% of purchasing decisions now involve four or more people, up 47% since 2019. Helping sellers navigate larger, more complex buyer groups is critical for deal progression, making this partnership essential."People.ai’s ability to capture seller activity directly from their email, calendar and web conferencing tools and then to turn activity data into revenue and engagement insights in Oracle Fusion Sales will provide Oracle’s enterprise customers with an accurate revenue picture from pipeline to close to renewal. As a result, sales teams can win more deals and generate more revenue faster than ever before,” said Oleg Rogynskyy, CEO of People.ai. “People.ai’s participation in Oracle Cloud Marketplace further extends our commitment to the Oracle community and enables customers to easily reap the benefits of People.ai and the revenue intelligence we provide. We look forward to leveraging the power of the Oracle Cloud to achieve our business goals.”Oracle Cloud Marketplace is a one-stop shop for Oracle customers seeking trusted business applications offering unique business solutions, including ones that extend Oracle Cloud Applications. Oracle Cloud is an enterprise cloud that delivers massive, non-variable performance and next-generation security across a comprehensive portfolio of services, including SaaS, application development, application hosting and business analytics. Customers get access to leading computing, storage, data management, security, integration, HPC, artificial intelligence (AI), and Blockchain services to augment and modernize their critical workloads. Oracle Cloud runs Oracle Autonomous Database, the industry's first and only self-driving database.Oracle CloudWorld attendees can visit People.ai at booth #324 in the CloudWorld Hub Customer Experience section to learn how to transform their revenue engine with the combined power of People.ai and Oracle Sales Cloud. increasing sales productivity, gaining visibility into activities that impact pipeline and win rates, and increasing buyer satisfaction. Additionally, People.ai will host the following sessions at Oracle CloudWorld: For more information on People.ai and Oracle CloudWorld or to request a meeting with a People.ai executive.‍ People.ai is the leader in guiding enterprise sales teams on the proven path to pipeline and revenue generation. The People.ai enterprise revenue intelligence platform ensures organizations speed up complex sales cycles by engaging the right people in the right accounts. Through our patented AI technology, People.ai enables sales teams to clearly see whom to engage with in each of their accounts and exactly what to do to deliver the highest yielding deals. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom know that people buy from people, that’s why people buy from People.ai. For more information, please visit www.people.ai About Oracle PartnerNetwork Oracle PartnerNetwork (OPN) is Oracle’s partner program designed to enable partners to accelerate the transition to cloud and drive superior customer business outcomes. The OPN program allows partners to engage with Oracle through track(s) aligned to how they go to market: Cloud Build for partners that provide products or services built on or integrated with Oracle Cloud; Cloud Sell for partners that resell Oracle Cloud technology; Cloud Service for partners that implement, deploy and manage Oracle Cloud Services; and License & Hardware for partners that build, service or sell Oracle software licenses or hardware products. Customers can expedite their business objectives with OPN partners who have achieved Expertise in a product family or cloud service.  To learn more visit: http://www.oracle.com/partnernetwork Oracle, Java, and MySQL are registered trademarks of Oracle Corporation. BLASTmedia for People.aiAvery Nunez(317) 806-1900 ext. 159‍peopleai@blastmedia.com --- ### Page: https://www.people.ai/newsroom/people-ai-offers-a-better-way-to-salesforce Title: People.ai | People․ai Offers a Better Way to Salesforce Meta Description: People.ai Offers a Better Way to Salesforce - Helps sales organizations tackle ‘bad data’ pain points by Zeus Kerravala Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-offers-a-better-way-to-salesforce ## Headings Structure: H1: People․ai Offers a Better Way to Salesforce ## Main Content: H1: People․ai Offers a Better Way to Salesforce --- ### Page: https://www.people.ai/newsroom/people-ai-partners-with-zoom-to-help-enterprises-derisk-deals-shorten-sales-cycles-and-close-more-business Title: People.ai | People.ai & Zoom Partner to Shorten Cycles, Close Deals Meta Description: We’re excited to partner with Zoom on Zoom IQ for Sales to deliver enriched buyer and relationship intelligence to our joint customers. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-partners-with-zoom-to-help-enterprises-derisk-deals-shorten-sales-cycles-and-close-more-business ## Headings Structure: H1: People.ai & Zoom Partner to Shorten Cycles, Close Deals ## Main Content: H1: People.ai & Zoom Partner to Shorten Cycles, Close Deals Zoom IQ for Sales and People.ai’s customer-centric insights provide a holistic view of key digital touchpoints and engagement Redwood City, CA – November 8, 2022 – People.ai, the enterprise revenue intelligence leader, today announced at Zoomtopia 2022 that they’ve joined Zoom’s ISV Partner Program with a new partnership focusing on Zoom IQ for Sales, a conversational intelligence solution for sales professionals from Zoom Video Communications, Inc. People.ai’s insights will combine with Zoom IQ for Sales’s conversational intelligence to provide a unique, holistic view of buyer roles and level of engagement across all digital touch points that helps sellers grow pipeline, increase deal size, improve win rate and shorten sales cycles. “Zoom has been a customer of ours since 2017 and a business we’ve always admired,” said Thomas Wyatt, Chief Product and Strategy Officer at People.ai. “We’re thrilled to partner with Zoom on their new offering, Zoom IQ for Sales. Our joint customers will soon be able to leverage Zoom’s world class conversation intelligence solution enriched by buyer and relationship intelligence that only People.ai can provide.” Almost half (48%) of sellers cite incomplete data as their biggest challenge and 44% estimate losing at least 10% in annual revenue because of low quality CRM data. Together, Zoom IQ for Sales and People.ai aim to deliver greater visibility into buyer engagements, enabling go-to-market teams to access previously buried insights. Sellers will have the ability to engage the right people in the right accounts, resulting in pipeline predictability and revenue. By bringing together the power of Zoom IQ and People.ai, the companies will: “We’re excited to soon offer our mutual clients the conversation insights and stakeholder info to be more effective as sellers and customer success professionals alike,” said Kenny Scannell, Global Head of Sales for Zoom IQ, Zoom. “This key partnership will allow our clients to win more, win faster, and add time back in their day to drive more sales activity.” ‍Head of AI at Zoom Voice Communications, Inc.Zoomtopia Keynote, November 8, 2022 --- ### Page: https://www.people.ai/newsroom/people-ai-raises-100-million-series-d Title: People.ai | People.ai Raises $100M, Hits $1.1B Valuation for Revenue AI Meta Description: People.ai raised $100M at a $1.1B valuation to grow its AI revenue platform, boosting business productivity and revenue with data-driven insights. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-raises-100-million-series-d ## Headings Structure: H1: People.ai Raises $100M, Hits $1.1B Valuation for Revenue AI ## Main Content: H1: People.ai Raises $100M, Hits $1.1B Valuation for Revenue AI People.ai Raises $100M to Fuel Global Adoption of Revenue Intelligence Platform; Company Reaches $1.1B Valuation Redwood City, CA – August 11, 2021 — People.ai, the premiere revenue operations and intelligence platform, today announced $100 million in Series D funding at a $1.1 billion post-money valuation, co-led by Mike Dinsdale of Akkadian Ventures and Abdulla AlBanna of Mubadala Capital, with participation from existing investors including ICONIQ Capital and Lightspeed Venture Partners. The capital will support People.ai’s continued growth through investments in the company’s SmartData platform and its expansion into new industry segments and geographies. People.ai’s unique SmartData Foundation platform, patented Artificial Intelligence (AI), SmartMatch™, and PeopleGraph® identity graph technologies help customers such as AppDynamics, DataRobot, Ivanti, Okta, and Zoom increase the revenue generated by every sales representative, every year. The AI-driven platform has been awarded 49 patents and transforms business activity captured directly from email, calendar and conferencing systems into go-to-market insights that make revenue teams more productive. Prior to the onset of COVID-19, Zoom capitalized on People.ai to increase rep bookings by 42% relative to those teams that were not using the solution. This direct impact on customers’ top line has helped propel People.ai to triple-digit revenue growth and a leadership position in revenue operations and intelligence solutions. Since its founding in 2016, People.ai has trained its AI on $239 billion in closed/won enterprise deals and 1.1 billion unique sales activities with 14 billion AI insights extracted from those activities. Gartner® predicts, “by 2025, 75% of the highest growth companies in the world will deploy a revenue operations model.1” Further, Gartner® predicts, “by 2024, 80% of large enterprises worldwide will have adopted sales software, up from 70% in 2018.2 Over the past year, People.ai has accelerated its momentum: “I’ve had the privilege to serve as CFO at companies such as DoorDash, DocuSign, and Gusto. Those experiences helped me recognize the hallmarks of companies that fundamentally change the way businesses operate,” said Mike Dinsdale, managing director at Akkadian Ventures. “I instantly recognized the game-changing nature of People.ai and I’m looking forward to watching them build the next generation of go-to-market growth engine for the enterprise.” “On rare occasions, we come across a company that will forever change how we work,” said Abdulla AlBanna of Mubadala Capital’s US venture business. “People.ai stands above the competition in its ability to transform people’s processes across an entire organization. By applying breakthrough AI technology to vast data sets, People.ai is significantly improving efficiencies of enterprise processes, increasing productivity and performance across workflows. We’re proud to co-lead this investment in People.ai as they deliver on a vision to fundamentally change the next era of innovation in B2B software.” The new funding round coincides with the appointment of Ankit Bhatia as SVP of Engineering. Bhatia will lead People.ai’s next phase of innovation and join the executive leadership team, reporting directly to People.ai Founder and CEO Oleg Rogynskyy. Bhatia brings over two decades of B2B enterprise software engineering experience at Microsoft, Tableau, and Looker, where his product-led growth (PLG) initiatives accelerated customer adoption. “B2B sales is changing, as companies increasingly look to operationalize all revenue-impacting functions and drive customer engagements based on data-driven insights instead of hunches and instinct,” said Rogynskyy. “Our AI technology harnesses business activity like email, calendar, and video conferencing data, allowing sales managers to become data-driven coaches, and reps to spend more time on the right sales pursuits. This new funding will ensure that People.ai continues to lead the industry with the world’s best account and opportunity management functionality.” For more perspective on today’s announcement, please visit People.ai Founder and CEO Oleg Rogynskyy’s blog. About People.aiPeople.ai delivers the industry’s leading revenue operations and intelligence (ROI) platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing ROI. Companies such as AppDynamics, DataRobot, Ivanti, Okta, and Zoom rely on People.ai to unlock growth. About Akkadian VenturesAkkadian Ventures backs exceptional entrepreneurs and management teams who are building the generational businesses of tomorrow. Founded in 2010, Akkadian Ventures has provided growth capital and secondary liquidity to hundreds of market leaders and innovators such as DocuSign, Splunk, RingCentral, ACV Auctions, Gusto, Liftoff, Sonder, RiskIQ, Roofstock and Automattic. The firm is currently investing out of its fifth fund and is backed by leading institutional investors. Akkadian Ventures is based in San Francisco, Calif. For more information, please visit akkadian.vc. About Mubadala CapitalMubadala Capital is the asset management subsidiary of Mubadala Investment Company, a leading global sovereign investor headquartered in Abu Dhabi. In addition to managing its own balance sheet investments, Mubadala Capital manages $9 billion in third-party capital vehicles on behalf of institutional investors in four of its businesses, including three private equity funds, two early stage venture funds, a public fund and a fund in Brazil focused on special situations. The various businesses invest across the capital structure in both public and private securities. Mubadala Capital has over 115 professionals globally in five offices, including Abu Dhabi, London, New York, Rio de Janeiro and San Francisco. Andy ShaneBig Valley Marketing‍ashane@bigvalley.co214-498-4915Kasey HolmanPeople.aikasey.holman@people.ai415-610-8814 1Source: Gartner Press Release, “Gartner Predicts 75% of the Highest Growth Companies in the World Will Deploy a RevOps Model by 2025,”17 May 2021 2Source: Gartner Research, “Forecast Analysis: CRM Marketing Software, Worldwide,” 3 December 2020 GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission --- ### Page: https://www.people.ai/newsroom/people-ai-raises-7-million-series-a-to-deliver-the-worlds-first-predictive-sales-management-platform Title: People.ai | People.ai Raises $7M Series A for Predictive Sales Platform Meta Description: People.ai raised $7M Series A led by Lightspeed, with Index, Shasta, Y Combinator, and SV Angel. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-raises-7-million-series-a-to-deliver-the-worlds-first-predictive-sales-management-platform ## Headings Structure: H1: People.ai Raises $7M Series A for Predictive Sales Platform ## Main Content: H1: People.ai Raises $7M Series A for Predictive Sales Platform SAN FRANCISCO, May 30, 2017 /PRNewswire/ — People.ai, the creators of the world’s first predictive sales management platform, today announced $7 million in Series A funding led by Lightspeed Venture Partners. Index Ventures and Shasta Ventures also participated alongside existing investors Y Combinator and Ron Conway’s SV Angel. Nakul Mandan, Partner at Lightspeed Venture Partners, will join the People.ai board of directors. People.ai is a sales management platform powered by Artificial Intelligence (AI) that helps companies improve the performance of their sales teams by surfacing insights and delivering recommendations about coaching, ramping and deal analytics. People.ai is generating revenue for customers by increasing overall sales productivity and providing clear, actionable, insights for closing more deals. “The People.ai team includes veterans from industry leaders such as Salesforce, Marketo, Mixpanel and SAP SuccessFactors,” said Oleg Rogynskyy, founder and CEO of People.ai. “We’re here to change the way sales leaders are managing their teams by helping them make better and faster decisions. CEOs have told us they’re constantly looking for new ways to drive more revenue from their sales teams. People.ai solves that exact problem. We’re giving sales leaders a repeatable formula they can use to win more deals and build a world class sales team.” “Sales management continues to be one of the largest enterprise software markets. However, most of the current offerings in the market are about workflow automation or providing intelligence around which prospective customers to target. People.ai takes a refreshing approach to the space with the view that a lot of sales management comes down to people decisions around hiring, coaching and managing sales reps in the right direction. By taking a data driven approach to sales management, People.ai empowers sales leaders to do something that hasn’t been possible until today: make their people decisions based on data, not intuition,” said Nakul Mandan of Lightspeed Venture Partners, whose firm has helped scale several category-defining enterprise software companies such as AppDynamics, Nutanix and Mulesoft. Since graduating at the top of Y Combinator’s summer 2016 batch, People.ai has signed 50+ customers including Salesloft, Gainsight, and MemSQL. “People.ai has given us the ability to gather valuable insights into our sales cycle. We took the insights gathered in Q4 2016, applied them to Q1 2017 and were able to exceed our revenue targets,” said Nick Mehta, Chief Executive Officer at Gainsight. “People.ai is changing how we hire, ramp, coach and manage our sales teams.” i‍People.ai is the world’s first predictive sales management platform. People.ai is helping companies like Gainsight and MemSQL improve the performance of their sales teams by surfacing insights and providing automated recommendations about coaching, ramping and activity  analytics across their sales organization. We believe that every decision about managing your team should be driven by data, not intuition. People.ai graduated at the top of the Y Combinator Summer 2016 batch and is venture-backed by Lightspeed Venture Partners, Index Ventures, Shasta Ventures, SV Angel, Y Combinator and several of Silicon Valley’s top angel investors. For more information please visit us at www.people.ai. --- ### Page: https://www.people.ai/newsroom/people-ai-raises-7m-to-automate-sales-ops-for-the-enterprise Title: People.ai | People․ai raises $7M to automate sales ops for the enterpris Meta Description: People.ai uses AI to give sales managers predictive playbooks and raised $7M Series A led by Lightspeed, with Index and Shasta Ventures joining. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-raises-7m-to-automate-sales-ops-for-the-enterprise ## Headings Structure: H1: People․ai raises $7M to automate sales ops for the enterprise ## Main Content: H1: People․ai raises $7M to automate sales ops for the enterprise This article was first published on TechCrunch by Anna Escher. People.ai is a startup using AI to give sales managers a predictive playbook for the best way to close a deal. The company is announcing it has raised $7 million in Series A funding led by Lightspeed Venture Partners. Index Ventures and Shasta Ventures also participated in the round, alongside existing investors Y Combinator and SV Angel. Nakul Mandan, partner at Lightspeed, is also joining People.ai’s board of directors. The problem the sales management platform is trying to solve is that managers coach teams based on intuition rather than data. People.ai wants to change this by providing a holistic view of every outreach and action reps take to close deals. The software lets you see where in the pipeline sales reps are spending the most time and identify the metrics tied to success. Work smarter, not harder, right? The goal is to have full visibility into salespeople’s processes with a visualization that shows much time top performers are spending at each phase of a deal, and where struggling reps may be deviating from typically successful methodology. Are salespeople too zoned in on one phase of a deal? Not spending enough time talking to product managers, executives or other decision makers? Are they even focusing on the right leads? Those are the questions People.ai’s algorithms seek to answer. The solution tracks activity across different communication touch points between salespeople and clients. The tech scans email, phone calls, calendar meetings and produces a dashboard showing how much time is spent in each phase of a deal, who was contacted and what the outcome was. When People.ai launched last year, CEO and machine learning veteran Oleg Rogynskyy wanted to build an AI that would help automate sales ops as a function. Since then, the company realized they wanted to refocus on solving this same problem but with an eye on the enterprise. There are many companies building out features related to conversational AI like Chorus.ai and VoiceOps. People.ai sees these companies as data sources, but that their own solution is the backbone that reads all types of sales activity. Rogynskyy tells me that recently, the company is seeing strong interest coming from the enterprise and Fortune 500 companies. People.ai will use the funding to scale out its product and sales teams and engage in more enterprise-focused R&D. --- ### Page: https://www.people.ai/newsroom/people-ai-recognized-as-2019-bay-area-best-places-to-work Title: People.ai | People.ai Recognized as 2019 Bay Area Best Places to Work Meta Description: People.ai has been recognized as a 2019 Bay Area Best Place To Work by the San Francisco Business Times & the Silicon Valley Business Journal Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-recognized-as-2019-bay-area-best-places-to-work ## Headings Structure: H1: People.ai Recognized as 2019 Bay Area Best Places to Work ## Main Content: H1: People.ai Recognized as 2019 Bay Area Best Places to Work San Francisco, CA – April 17, 2019 – People.ai has been recognized as a winner of the 2019 Bay Area Best Places To Work, an awards program presented by the San Francisco Business Times and the Silicon Valley Business Journal. Select employers from the Bay Area will be named winners of the awards program, held on April 18, 2019. These winning organizations will be honored for having created exceptional workplaces that their employees value highly. Award applicants were evaluated and ranked across 5 categories according to the number of Bay Area employees. The ranking found companies in the region whose employees rate them as the highest on such values as fun, collaborative culture, solid compensation and benefits offerings and other amenities as well as management practices. The rankings will be unveiled on April 18, 2019 at the awards program. “We’re thrilled to be recognized as a best place to work because it means we’re focused on building the right culture and the right employee experience,” said Dana Ray, senior vice president of people at People.ai. “Just like our AI-based Revenue Intelligence System enables enterprises to realize the full selling capacity of their customer-facing teams, we work to empower our employees so they can dream bigger, work smarter, and make a difference. We do this by putting our employees first – because if they’re happy, they will ensure our customers, partners and stakeholders are happy.” About People.aiPeople.ai accelerates enterprises’ growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing and customer success from manual data entry by automatically capturing all contact and customer activity data, dynamically updates CRM and other systems of record and provides actionable intelligence across management tools to realize the full selling capacity of the Enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, MuleSoft, Okta, Tanium, and Zoom to name a few. Founded in 2016 and based in San Francisco, the company is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. In 2018, Gartner recognized People.ai as a Cool Vendor. About 2019 Bay Area Best Places to WorkBest Places to Work is an innovative publication and awards program produced by the San Francisco Business Times and the Silicon Valley Business Journal. The rankings were determined by surveys that went directly to employees who answered a series of questions. The survey was administered online by the employers and through a service provided by Quantum Workplace, our research partner. The rankings are numeric based on Quantum’s scoring process. By ranking companies and sharing best practices we facilitate idea sharing and help other companies learn from the best. Media ContactDayle Halldayle@people.ai --- ### Page: https://www.people.ai/newsroom/people-ai-recognized-as-one-of-inc-magazines-best-places-to-work-for-2022 Title: People.ai | People.ai: Inc. Magazine's 2022 Best Places to Work Meta Description: The revenue operations and intelligence platform is one of the highest-scoring businesses, with more than 90% employee engagement Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-recognized-as-one-of-inc-magazines-best-places-to-work-for-2022 ## Headings Structure: H1: People.ai: Inc. Magazine's 2022 Best Places to Work. ## Main Content: H1: People.ai: Inc. Magazine's 2022 Best Places to Work. The revenue operations and intelligence platform is one of the highest-scoring businesses, with more than 90% employee engagement Redwood City, CA – May 10, 2022 – People.ai, the premiere Revenue Operations and Intelligence (RO&I) platform, today announced it has been named to Inc. magazine’s annual Best Workplaces list. Featured in the May/June 2022 issue, hitting newsstands on May 17, 2022, and prominently featured on Inc.com, the list is the result of a comprehensive measurement of American companies that have excelled in creating exceptional workplaces and company culture, whether operating in a physical or virtual facility. “As we continue to grow at hyper-speed, our team works tirelessly to drive revenue growth for customers,” said Oleg Rogynskyy, Co-founder and CEO of People.ai. “More than anything, I’m so proud of how we’ve stepped up and lived out our values, fostering an inclusive and collaborative environment. To be recognized as a best place to work reflects our commitment to our employees’ wellbeing and is a testament to one of our most important values: we take care of our people.” After collecting data from thousands of submissions, Inc. selected 475 honorees this year. Each company that was nominated took part in an employee survey, conducted by Quantum Workplace, which included topics such as management effectiveness, perks, fostering employee growth, and overall company culture. The organization’s benefits were also audited to determine overall score and ranking. “Not long ago, the term ‘best workplace’ would have conjured up images of open-office designs with stocked snack fridges,” says Inc. editor-in-chief Scott Omelianuk. “Yet given the widespread adoption of remote work, the concept of the workplace has shifted. This year, Inc. has recognized the organizations dedicated to redefining and enriching the workplace in the face of the pandemic.” For more information on People.ai and how to join the team, please visit careers People.ai delivers the industry’s leading Revenue Operations and Intelligence (RO&I) platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep --- ### Page: https://www.people.ai/newsroom/people-ai-recognized-by-451-research-as-a-451-firestarter Title: People.ai | People.ai Recognized by 451 Research as a ‘451 Firestarter’ Meta Description: 451 Research’s Firestarter program honors standout tech innovators each quarter, spotlighting companies driving meaningful progress in the IT industry. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-recognized-by-451-research-as-a-451-firestarter ## Headings Structure: H1: People.ai Recognized by 451 Research as a ‘451 Firestarter’ ## Main Content: H1: People.ai Recognized by 451 Research as a ‘451 Firestarter’ Leading analyst firm recognizes only revenue operations & intelligence system in market for innovation and vision in the technology industry San Francisco, September 26th, 2019 – People.ai, creators of the only Revenue Intelligence System powered by Artificial Intelligence (AI), today announced it has received a 451 Firestarter award from leading technology research and advisory firm 451 Research, recognizing the company’s innovative contributions in AI within the technology industry. 451 Research’s Firestarter program recognizes exceptional innovation within the information technology industry. Introduced in 2018, and awarded quarterly, the program is exclusively analyst-led, allowing its team of technology and market experts to highlight organizations they believe are significantly contributing to the overall pace and extent of innovation in the technology market. People.ai is excited to receive this industry recognition for continuing to help enterprises accelerate time to revenue by automating manual processes and delivering critical intelligence across sales, marketing, customer success and other go-to-market teams. to make them smarter and more efficient. “AI is transforming every company, and through our conversations with the team at 451 Research, we see it is becoming a critical part of business strategy. 451 Research’s recognition of how we are empowering go-to-market teams to accelerate their time to revenue is an honor to receive and is another milestone for our continued momentum as a company,” said Oleg Rogynskyy, CEO and cofounder. “451 Research built its reputation on helping clients understand innovation in the technology industry, and the Firestarters program is a further demonstration of this,” said Sheryl Kingstone, Vice President, Customer Experience and Commerce at 451 Research. “Innovative approaches from companies like People.ai that are being brought to the IT industry deserve recognition and a 451 Firestarter award.” Download the full copy of the 451 Research announcement by clicking here. People.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing, and customer success, from manual data entry by automatically capturing all contact and customer activity data, dynamically updating CRM and other systems of record, and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor as a part of the Hype Cycle for CRM Sales Technology 2019. Forbes also ranked People.ai as one of the most promising AI startups through the Forbes AI 50 list. 451 Research is a leading information technology research and advisory company focusing on technology innovation and market disruption. More than 100 analysts and consultants provide essential insight to more than 2,000 client organizations globally through syndicated research, advisory services and live events. Founded in 2000 and headquartered in New York, 451 Research is a division of the 451 Group. Learn more about the 451 Research Firestarters. For media inquiries please contact: Kati Dahm, Head of Communications --- ### Page: https://www.people.ai/newsroom/people-ai-reinforces-commitment-to-data-protection-and-customer-trust-by-achieving-three-new-security-certifications Title: People.ai | People.ai Boosts Trust with 3 Security Certifications Meta Description: People.ai furthers its commitment to customer trust and reliability by achieving three more industry-standard security certifications. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-reinforces-commitment-to-data-protection-and-customer-trust-by-achieving-three-new-security-certifications ## Headings Structure: H1: People.ai Boosts Trust with 3 Security Certifications ## Main Content: H1: People.ai Boosts Trust with 3 Security Certifications Obtaining ISO 27701:2019, ISO 27017:2015 and CSA STAR Certification demonstrates best-in-class security Redwood City, CA – March 8, 2023 – People.ai, the enterprise revenue intelligence leader, today announced three new certifications that demonstrate best-in-class security standards for data privacy and cloud infrastructure: ISO 27701:2019, ISO 27017:2015 and CSA STAR Certification. These achievements build on People.ai’s existing certifications for ISO 27001:2013 and SSAE-16 SOC 2 Type 2 compliance. Data security continues to be a leading concern for enterprise executives, as attacks or mishandling of data costs businesses billions per year in lost revenue and financial penalties. Without the most stringent information security management systems, a breach is a matter of when, not if, an event will occur. IBM’s 2022 Cost of a Data Breach Report highlights that the average cost of a security attack is $4.35 million – an all-time high – and that 83% of surveyed organizations had experienced more than one breach in the last year. “Our priority at People.ai is protecting our customers’ sensitive data. In achieving these valuable certifications, we’re strengthening our privacy and cloud computing best practices, policies and procedures to provide even more security,” said Aman Sirohi, Vice President, Chief Information Security Officer at People.ai. “These certifications are a testament to our principle of trust and reliability, and we will continue to fortify our technology to ensure our customers feel confident and protected.” ISO 27701:2019 and ISO 27017:2015 standards are set by the International Organization for Standards (ISO) and provide systematic approaches for securely managing information and information systems. Certification is conducted by an independent auditor and demonstrates a company’s adherence to privacy and cloud computing best practices, policies and procedures, including logical and physical security controls. It attests to the company’s commitment to protecting information as a business requirement. Cloud Security Alliance (CSA) is the world’s leading organization dedicated to defining and raising awareness of best practices to help ensure a secure cloud computing environment. Certification demonstrates that a company has upheld robust cloud security standards. More information about People.ai’s commitment to enterprise-level security is available in this overview of practices and a corresponding blog post at People.ai. People.ai delivers the industry’s leading Revenue Intelligence platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing ROI. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom rely on People.ai to unlock growth. BLASTmedia for People.aiAvery Nunez(317) 806-1900 ext. 159 --- ### Page: https://www.people.ai/newsroom/people-ai-to-reveal-revenue-capabilities-for-true-visibility-at-summer-launch-event Title: People.ai | People.ai to reveal revenue capabilities at Summer Launch Meta Description: People.ai's virtual launch, "Cutting Through the Glare," on Sept. 13 at 11 am PT. New offerings for efficiency, relationships, visibility. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-to-reveal-revenue-capabilities-for-true-visibility-at-summer-launch-event ## Headings Structure: H1: People.ai to reveal revenue capabilities at Summer Launch ## Main Content: H1: People.ai to reveal revenue capabilities at Summer Launch Enterprise revenue intelligence leader to showcase new offerings and expertise at launch event Redwood City, CA - August 24, 2022 - People.ai, the enterprise revenue intelligence leader, today announced its summer product launch event, “Cutting Through the Glare for True Revenue Visibility.” The live, virtual event will take place on Tuesday, Sept. 13 at 11am PT. Product experts from People.ai will share how its latest offerings drive greater efficiency, deeper relationships and clearer visibility. According to LinkedIn’s Global State of Sales 2022 report, sellers today spend only 30% of their time actually selling, making automatic activity data capturing essential for reps to do the most important part of their job. Also noted in the report, 81% of sellers are losing deals from key contacts leaving client or prospect companies, and 45% say incomplete data is their biggest data challenge. Sellers are craving the automatic data capture and clear visibility into their pipelines needed to win deals and generate revenue.“The voice of our customers is the driving force behind all that we do at People.ai,” said Oleg Rogynskyy, CEO of People.ai. “We’ve listened to them and are excited to release capabilities that will guide their journey and establish a proven path to pipeline that starts with enterprise revenue intelligence.”Attendees can expect a fireside chat with an industry analyst, product overviews, demos and the latest news from People.ai. Speakers will include: “Engagement Dashboards are fast, fluid, and flexible,” said Frankie Panicucci, Sales Operations Generalist at Vonage, on one of the new offerings from People.ai. “We can now easily see if our biggest opportunities are given the appropriate attention, and quickly adjust our actions accordingly.” Vonage is an early adopter customer of People.ai’s newest solution and an innovation leader in leveraging sales technology across their account-based selling initiatives.As organizations start thinking about plans for the next year or prepare for their sales kickoff, this is a can’t-miss event to inform annual sales strategies. For more information or to register, please visit People.ai’s Late Summer Launch event page. People.ai is the leader in guiding enterprise sales teams on the proven path to pipeline and revenue generation. The People.ai enterprise revenue intelligence platform ensures organizations speed up complex sales cycles by engaging the right people in the right accounts. Through our patented AI technology, People.ai enables sales teams to clearly see whom to engage within each of their accounts and exactly what to do to deliver the highest yielding deals. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom know that people buy from people, that’s why people buy from People.ai. For more information, please visit www.people.ai BLASTmedia for People.aiJulia Steele(317) 806-1900 ext. 159‍peopleai@blastmedia.com --- ### Page: https://www.people.ai/newsroom/people-ai-unveils-sales-ai Title: People.ai | People.ai Launches SalesAI: GenAI Built for Sales Growth Meta Description: People.ai launches SalesAI, a GenAI solution to transform revenue strategy, team coaching, and go-to-market execution for business leaders. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-unveils-sales-ai ## Headings Structure: H1: People.ai Launches SalesAI: GenAI Built for Sales Growth ## Main Content: H1: People.ai Launches SalesAI: GenAI Built for Sales Growth October 12, 2023 - People.ai today announced the launch of SalesAI, a fully integrated generative AI sales solution that will revolutionize the way company leaders approach revenue, team structure and coaching, and go-to-market execution. SalesAI automates manual workflows and day-to-day tasks, prepares salespeople for customer meetings, speeds up pipeline creation, uncovers hidden truths about deals, and enables prescriptive coaching recommendations. What sets SalesAI apart from other generative AI sales solutions is the data foundation on which it’s built. People.ai has been perfecting sales activity capture for nearly a decade, compiling an aggregated and anonymized data repository with a complete view of what sets great sales teams apart from the rest. SalesAI is the only generative AI solution that analyzes four different sets of data - captured GTM activity data spanning trillions of dollars in deals, People.ai’s proprietary profiles of hundreds of millions of buyers, CRM data, and integration with any other relevant company data - to offer a holistic view of revenue-influencing factors. This makes SalesAI the most accurate and effective purpose-built generative AI sales solution on the market. With SalesAI, reps can spend the majority of their time interacting with customers, sales leaders can effectively lead larger and more sophisticated teams to success, and executives get a more accurate and unobstructed view of what’s happening across all of their most valuable customer relationships. “We are at an inflection point in the evolution of enterprise sales,” says Oleg Rogynskyy, CEO at People.ai. “The future of what’s possible in terms of productivity, leadership effectiveness, and speed to value for organizations starts right now with generative AI. SalesAI is a game-changer for leaders at every level because of its ability to inspect for risks and inefficiencies standing in the way of generating more revenue and see around the corner to what’s coming next. Organizations that adopt generative AI technology now will reach new heights in terms of team performance, customer experiences, and competitiveness in their market. Those that don’t risk being left behind.” Gartner analysts predict that “By 2026, 65% of B2B sales organizations will transition from intuition-based to data-driven decision making, using technology that unites workflow, data and analytics.” But generative AI tools are only as valuable as the data that feeds them. In the past, sales leaders relied on anecdotal data, incomplete CRM data, point solutions, and outright guesses to gauge revenue health in their organization. SalesAI is integrated into People.ai products, seamlessly delivering the benefits of generative AI and better data directly into customer relationship management (CRM) systems, inboxes, collaboration tools, and wherever their go-to-market teams work. It is also available via API so organizations can leverage SalesAI in their own business intelligence tools, private language models, and AI assistants. Not only are we bringing AI to where sales organizations already work, we’re also increasing the value of and modernizing existing technology investments. "At Elastic we are helping enterprises harness the power of GenAI,” said Nicolas Day, Vice President, Global GTM Growth Strategy at Elastic. “As such, we are looking deeply into how GenAI technologies can help accelerate our own go-to-market operations and strategy and have partnered with People.ai on that. A year into this journey, it is clear that GenAI-powered technologies are poised to simplify the GTM technology stack for most companies, automating many of the manual workflows around forecasting, coaching, and deal inspection, and dramatically improving productivity of the sales teams across the industry." Here are some highlights of SalesAI: SalesAI is set to revolutionize sales, making it easier than ever to leverage the right data to supercharge growth and revenue. SalesAI will be customer-ready starting November 2023. Sign up for early access and learn more at Sales.ai. People.ai is an AI-powered revenue intelligence platform that helps customers win more revenue by providing sales, revops, marketing, enablement, and customer success teams with valuable insights. Companies such as Verizon, IBM Red Hat, Snowflake, Zoom, and Palo Alto Networks rely on our enterprise-grade, patented AI technology. People.ai’s unique dataset, consisting of trillions of sales activities, millions of deals, 160 million business contacts, and 69 approved patents related to AI-based business insights, sets us apart. We use this specialized GTM data to train our models and provide our customers with tailored business predictions and unique buyer insights. People.ai has also received validation via Gartner Market Guide for Revenue Intelligence Platforms, Inc. 5000 fastest-growing companies list, named a strong performer and the only enterprise-grade data management platform by Forrester Revenue Operations and Intelligence Wave, listed on the Y Combinator Top Companies List, and the Forbes AI 50 list in 2022. Headquartered in San Francisco, CA, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. To learn more, please visit www.people.ai. --- ### Page: https://www.people.ai/newsroom/people-ai-unveils-three-enterprise-revenue-intelligence-solutions Title: People.ai | People.ai Unveils Three Enterprise Revenue Intelligence Solu Meta Description: New offerings provide a proven path to enterprise pipeline and revenue generation, helping reps prioritize the right people in the right accounts. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-unveils-three-enterprise-revenue-intelligence-solutions ## Headings Structure: H1: People.ai Unveils Three Enterprise Revenue Intelligence Solutions ## Main Content: H1: People.ai Unveils Three Enterprise Revenue Intelligence Solutions New offerings help establish a proven path to enterprise pipeline and revenue generation so that reps can prioritize the right people in the right accounts Redwood City, CA – September 13, 2022 – People.ai, the enterprise revenue intelligence leader, today announces the launch of its newest product capabilities, including Engagement Dashboards, Account Planning, and People.ai for Oracle Sales Cloud to help sales and ops teams drive greater efficiency, deeper relationships and clearer visibility. According to LinkedIn’s Global State of Sales 2022 report, sellers spend only 30% of their time actually selling, making automatic activity data capturing essential for reps to do the most important part of their job. Also noted in the report, 81% of sellers are losing deals from key contacts leaving client or prospect companies, and 45% say incomplete data is their biggest data challenge. More automation and visibility into pipeline means salespeople can win more deals and generate more revenue. “The industry today has turned selling into an obstacle course, where reps need to navigate so many hurdles in order to actually do their job. We’re clearing the pathway so teams can focus on what matters: building revenue,” said Oleg Rogynskyy, CEO of People.ai. “Our newest product offerings aim to transform the B2B sales process by providing our customers with more data and greater insight to accelerate business decisions that will grow pipeline, increase deal sizes, shorten sales cycles and boost win rates.” Key features of People.ai’s new product offerings include: Engagement Dashboards People.ai’s Engagement Dashboards provide sales and ops teams with a powerful out-of-the-box experience for both buyer and seller engagement visibility. With Engagement Dashboards, sales and ops teams can pinpoint at-risk accounts and opportunities in real time by easily creating personalized tables with custom metrics based on any CRM or People.ai field. Vonage, an innovation leader in leveraging sales technology across their account-based selling initiatives and People.ai customer, is an early adopter of this new solution. “Leveraging People.ai’s multi-org SFDC enabled us to completely revamp our coaching culture and approach to account-based selling,” said Frankie Panicucci, sales operations generalist at Vonage. “Our sales leaders now have more data and visibility into pipeline health, which gives us the ability to increase account engagement where needed and achieve our revenue goals.” People.ai Account Planning People.ai’s Account Planning application enables enterprise sales leadership to operationalize their account planning methodology, process and strategy, all natively in Salesforce. Coupled with People.ai data automation and insights, Account Planning helps sellers visualize and develop a deeper understanding of the buyer’s business, goals, and obstacles to identify opportunities, resulting in increased pipeline in existing and target accounts. People.ai for Oracle Sales Cloud As a part of Oracle’s recent announcement about the next iteration of Oracle Fusion Sales, People.ai and Oracle have partnered together to transform the sales process into a modern revenue engine. The result of that partnership, People.ai for Oracle Sales Cloud, will help customers generate more revenue by increasing sales productivity, which will drive more and bigger deals faster and increase buyer satisfaction. “We’re collaborating with People.ai because we’re equally laser-focused on transforming the sales process into a modern revenue engine,” said Katrina Gosek, vice president, product management, Oracle Customer Experience. “Together, we will be able to provide our mutual customers with the actionable revenue insights needed to drive significant revenue transformation and growth. For more information about People.ai’s product and service offerings, please visit Data first, revenue second, guesswork never.‍ People.ai is the leader in guiding enterprise sales teams on the proven path to pipeline and revenue generation. The People.ai enterprise revenue intelligence platform ensures organizations speed up complex sales cycles by engaging the right people in the right accounts. Through our patented AI technology, People.ai enables sales teams to clearly see whom to engage within each of their accounts and exactly what to do to deliver the highest yielding deals. Enterprises such as AppDynamics, DataRobot, Okta, and Zoom know that people buy from people, that’s why people buy from People.ai. For more information, please visit www.people.ai BLASTmedia for People.aiJulia Steele(317) 806-1900 ext. 159‍peopleai@blastmedia.com --- ### Page: https://www.people.ai/newsroom/people-ai-wins-comparably-awards-for-best-company-happiness-best-company-compensation Title: People.ai | People.ai wins Comparably Awards for Happiness & Compensatio Meta Description: Comparably's awards honor top companies and leaders across 16 categories, based purely on anonymous employee feedback across 20+ core culture metrics. Language: en Canonical URL: https://www.people.ai/newsroom/people-ai-wins-comparably-awards-for-best-company-happiness-best-company-compensation ## Headings Structure: H1: People.ai wins Comparably Awards for Happiness & Compensation ## Main Content: H1: People.ai wins Comparably Awards for Happiness & Compensation Redwood City , CA – Oct. 5, 2021 – People.ai, the premiere revenue operations and intelligence (RO&I) platform, today announced it has won the Best Company Happiness and Best Company Compensation awards from Comparably, one of the fastest-growing compensation, culture and career monitoring sites in the United States. Comparably’s awards celebrate the companies and leaders deemed the most exceptional in 16 categories, based entirely on employee feedback in nearly 20 core culture metrics, from leadership and work environment to compensation and outlook. “We’ve said from the start, our first value is ‘we take care of our people,’” said People.ai Founder and CEO Oleg Rogynskyy. “We’re in unprecedented times, and that means people are dealing with unprecedented levels of stress, juggling the demands of work and life. I’m so pleased to see our own employees saying we’re getting the fundamentals right – happiness and compensation.” Comparably Awards are derived from sentiment ratings provided by employees who anonymously rate their employer throughout the year. This comes on the heels of G2 naming People.ai a leader in eight categories of sales and revenue software in G2’s Fall 2021 Reports, which rate products and sellers based on reviews from the user community and data aggregated from online sources and social networks. “There is significant research that’s found that happy employees take better care of customers and perform better overall. When our employees are engaged, they’re giving their all to satisfy our customers,” added Rogynskyy. People.ai delivers the industry’s leading revenue operations and intelligence (RO&I) platform. Using its AI-powered SmartData(™) platform, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing return on investment. Companies such as AppDynamics, DataRobot, Ivanti, Okta and Zoom rely on People.ai to unlock growth. Andy ShaneBig Valley Marketing‍ashane@bigvalley.co214-498-4915 --- ### Page: https://www.people.ai/newsroom/peopleglass-for-the-enterprise Title: People.ai | People.ai Launches PeopleGlass+ to Boost Enterprise Sales Meta Description: CRM grew 12.6% to $69B in 2020, but reps dislike updating records, causing poor data and issues for operations teams. Language: en Canonical URL: https://www.people.ai/newsroom/peopleglass-for-the-enterprise ## Headings Structure: H1: People.ai Launches PeopleGlass+ to Boost Enterprise Sales ## Main Content: H1: People.ai Launches PeopleGlass+ to Boost Enterprise Sales Streamlined CRM interface slashes time spent on data entry. Reps get more time to sell while the enterprise gains greater value from CRM investments. San Mateo, CA – Sept. 28, 2021, SaaSTR Annual – People.ai, the premiere revenue operations and intelligence (RO&I) platform, today announced PeopleGlass+, a powerful new edition of PeopleGlass. PeopleGlass+ builds on the core functionality of the popular free version of PeopleGlass – a simple, intuitive and flexible spreadsheet-like app designed to help individuals and small teams quickly and easily update CRM data – with critical customization and data management features that support large enterprise requirements. PeopleGlass+ is available immediately to all People.ai customers. CRM software is an indispensable part of every modern enterprise technology stack. The worldwide CRM software market “grew by 12.6% in current USD terms, to $69 billion worldwide in 2020,” according to Gartner®. Yet sales reps despise the need to manually update as many as 300 CRM records every week. But when reps neglect CRM, choosing instead to maintain shadow spreadsheets to manage their territories, operations teams are hobbled by inaccurate and incomplete CRM data. Earlier this year, People.ai introduced PeopleGlass, a free product that squarely addresses this issue. Reps access the product via web or Chrome extension and can be up-and-running in seconds. Today the company is launching PeopleGlass+, a paid version of the product designed to support large enterprise requirements. New functionality includes: “PeopleGlass+ is one of the first tools to simultaneously satisfy sales reps and revenue operations teams. Reps get the flexibility and speed to manage their business via the spreadsheet interface they love, while sales operations teams get great data and widespread adoption of CRM, dramatically improving forecast accuracy and not compromising on sales productivity,”  said People.ai Founder and CEO Oleg Rogynskyy. “Going forward, PeopleGlass+ will be an increasingly critical tool in the revenue ops tool chest of large enterprises, freeing up precious time for selling while promoting widespread collaboration and increasing data accuracy for better insights and more efficient operations.” To learn more about PeopleGlass+, visit here or drop in to the People.ai booth, #412, at SaaStr Annual 2021. Users of the free version of PeopleGlass have more than doubled in the last 90 days alone — to join the growing community of users, please visit here. About People.aiPeople.ai delivers the industry’s leading revenue operations and intelligence (RO&I) platform. Using patented AI technology, it transforms business activity such as email, meetings, and contacts, into account and opportunity management solutions that increase sales rep productivity, accelerates revenue growth, and maximizes marketing return on investment. Companies such as AppDynamics, DataRobot, Ivanti, Okta and Zoom rely on People.ai to unlock growth. Andy ShaneBig Valley Marketingashane@bigvalley.co214-498-4915Kasey HolmanPeople.aikasey.holman@people.ai415-610-8814 --- ### Page: https://www.people.ai/newsroom/peter-levine-a16z-people-ai Title: People.ai | Peter Levine (a16z): People.ai Meta Description: People.ai raised $30M Series B led by Andreessen Horowitz to help enterprises accelerate growth and expand market reach. Language: en Canonical URL: https://www.people.ai/newsroom/peter-levine-a16z-people-ai ## Headings Structure: H1: Peter Levine (a16z): People.ai ## Main Content: H1: Peter Levine (a16z): People.ai --- ### Page: https://www.people.ai/newsroom/series-c-funding-announcement Title: People.ai | People.ai Raises $60M Series C Led by ICONIQ Capital Meta Description: People.ai, creators of the only Revenue Intelligence System, raised $60M in Series C led by ICONIQ with backing from top VC firms including a16z. Language: en Canonical URL: https://www.people.ai/newsroom/series-c-funding-announcement ## Headings Structure: H1: People.ai Raises $60M Series C Led by ICONIQ Capital ## Main Content: H1: People.ai Raises $60M Series C Led by ICONIQ Capital Also Launches “The Wire,” Delivering AI-Powered Insights to Guide the Best Next Action For Sales, Marketing, and Customer Success Teams SAN FRANCISCO, CA – [May 21, 2019] – People.ai, creators of the only Revenue Intelligence System, today announced a $60M Series C funding round led by ICONIQ Capital with participation by Andreessen Horowitz, Lightspeed Venture Partners, GGV Capital and Y Combinator. Will Griffith, Partner at ICONIQ Capital, will join the People.ai board of directors. The company also announced its newest product “The Wire,” a real-time feed of best next actions to provide customer-facing teams with AI-driven intelligence, task prioritization, and one-click execution. People.ai’s The Wire is an AI solution that provides a new way to deliver actionable insights to customer-facing teams. It is built on top of People.ai’s Revenue Intelligence System, Intelligent Matching and PeopleGraph, simultaneously analyzing activity, contact and deal data from across the organization as well as the industry, to predict which sales, marketing and customer success behaviors will drive results. By applying intelligent news feed ranking and other AI technologies previously seen exclusively in consumer apps, The Wire provides sales, marketing, and customer success teams with a “to do list” of actionable insights in a real-time, easy-to-consume, fast-action feed to drive best next steps. More information on The Wire here. “Today’s announcement of our Series C funding represents a critical milestone in achieving our vision for the Future of Work,” said Oleg Rogynskyy, People.ai Founder and CEO. “We’ve already enabled customers to, for the first time, capture all of an organization’s critical business data, such as contacts and customer activity data, and deliver it directly to the CRM. This has significantly improved sales productivity and CRM data accuracy and liberated the enterprise from time-consuming manual data entry. Today, we’re taking People.ai to the next level with AI-driven intelligence that provides customer-facing teams with a simple, personalized set of actions based on current, historical and industry data that will help accelerate revenue. When you use The Wire, you’ll have your most productive day at work, every day.” Since its founding in 2016, People.ai’s Revenue Intelligence System has trained its AI on 500 million sales activities, nearly 40 million contacts, $1 trillion in pipeline, and over $100 billion in closed/won deals. The company grew revenue 5X year-over-year in 2018 and now powers top-tier enterprises such as Red Hat, Lyft, Zoom, New Relic, Splunk, and more. With the funding announced today, the company will accelerate advancements in product innovation and continue its expansion to meet the needs of global enterprise customers, along with launching a partnership platform for top consulting firms and system integrators. “We’re thrilled to partner with People.ai as they execute their vision to unleash the potential of AI to drive enterprise revenue. People.ai is well positioned in a highly strategic enterprise market, leveraging automation and AI to fundamentally change the way people work. People.ai’s product, powered by strong network effects, is delivering insights and productivity at the scale and quality we have not seen previously,” said Will Griffith, Partner at ICONIQ Capital. “We see an incredible opportunity to accelerate People.ai’s game-changing technology as they redefine the meaning of the Predictive Enterprise. People.ai is the Future of Work.” “People.ai’s technology has already unlocked tremendous productivity in sales, marketing and customer success teams across multiple industries. Organizations are fundamentally changing the way they work, and they know the status quo of dirty CRM data and manual data entry is completely unacceptable,” said Peter Levine, General Partner at Andreessen Horowitz. “Enterprises can use these productivity gains to create massive differentiation and efficiencies with the right valuable insights. We’ve already seen People.ai deliver incredible growth since announcing our partnership last year, and we’re excited to expand it as they build what could be the final app for customer-facing teams.” “We’ve been impressed from day one by People.ai’s massive vision and unique, powerful technologies to automate the capture of all business data and turn it into AI-powered insights. Since our partnership began in 2016, we’ve seen the company redefine the way enterprises think about using customer interaction and activity data to impact revenue,” said Nakul Mandan, Partner at Lightspeed Venture Partners. “We genuinely look forward to continuing our partnership, as it’s clear People.ai is creating a new category for enterprise revenue.” “With People.ai, my team is no longer spending their days manually entering data into the CRM and they’re now able to focus on what they do best – driving revenue for our organization,” said Greg Holmes, Head of Corporate Strategy at Zoom. “Since deploying People.ai, we’ve seen productivity and sales activity grow significantly. I am able to ramp reps faster and monitor the team’s activities, identify at-risk deals, and better understand which actions actually drive results. I look forward to continuing to work with People.ai as they continue to unveil groundbreaking AI innovations that help grow my business.” ABOUT PEOPLE.AIPeople.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing, and customer success, from manual data entry by automatically capturing all contact and customer activity data, dynamically updating CRM and other systems of record, and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor. For a free assessment of your enterprise’s sales, marketing, and customer success effectiveness and to learn how your team can benefit from day one with the People.ai platform, please contact sales@people.ai or call (888) 997-3675. We will respond to you in 24 hours or less. ABOUT ICONIQ CAPITAL (lead in Series C)ICONIQ Capital is a privately-held financial advisory and investment firm, and a partner of choice for exceptional entrepreneurs, leaders and institutions around the world. The firm invests in technology growth equity, middle market buyout and real estate asset classes and employs a distinctive ecosystem to build enduring businesses. ICONIQ is a trusted advisor fostering meaningful strategic relationships across industries to source powerful ideas, magnify global impact and support a new generation of entrepreneurs and companies. ABOUT ANDREESSEN HOROWITZ (lead in Series B)Andreessen Horowitz backs bold entrepreneurs who move fast, think big, and are committed to building the next major franchises in technology. Founded by Marc Andreessen and Ben Horowitz, the firm provides entrepreneurs with access to expertise and insights in innovation, executive and technical talent, market intelligence, business development, and marketing and brand-building. Find us in Menlo Park, Calif., and at www.a16z.com. ABOUT LIGHTSPEED VENTURE PARTNERS (lead in Series A)Lightspeed Venture Partners is an early stage venture capital firm focused on accelerating disruptive innovations and trends in the Enterprise and Consumer sectors. Over the past two decades, the Lightspeed team has backed hundreds of entrepreneurs and helped build more than 300 companies globally, including Snap, The Honest Company, GrubHub, Nest, Nutanix, AppDynamics, and MuleSoft. The firm currently manages over $6 billion of committed capital and invests in the U.S. and internationally, with investment professionals and advisors in Silicon Valley, Israel, India, and China. www.lsvp.com. Other Investors:GGV Capital – www.ggvc.comIndex Ventures – www.indexventures.comSV Angel – www.svangel.comShasta Ventures – www.shastaventures.comY Combinator – www.ycombinator.com MEDIA CONTACTKati DahmDirector of Communicationsmedia@people.ai(888) 997-3675 --- ### Page: https://www.people.ai/newsroom/seriesb-andreessenhorowitz Title: People.ai | People.ai Raises $30M Led by Andreessen Horowitz Meta Description: People.ai, an AI platform for enterprise revenue, raised $30M in Series B funding led by Andreessen Horowitz to accelerate growth and innovation. Language: en Canonical URL: https://www.people.ai/newsroom/seriesb-andreessenhorowitz ## Headings Structure: H1: People.ai Raises $30M Led by Andreessen Horowitz H2: Series B Round Will Fund Commercial Expansion, Customer Acquisition, and Data Science Advancements ## Main Content: H1: People.ai Raises $30M Led by Andreessen Horowitz H2: Series B Round Will Fund Commercial Expansion, Customer Acquisition, and Data Science Advancements SAN FRANCISCO, CA – October 23, 2018 – (PR Newswire) – People.ai, the artificial intelligence (AI) platform for enterprise revenue, today announced a $30M Series B funding led by Andreessen Horowitz (a16z). Also participating in this funding round were Series A investors Lightspeed Venture Partners (lead), GGV Capital, and Y Combinator. This new financing will be used to fund People.ai’s data science efforts, continued commercial expansion, and customer acquisition. People.ai’s current customers include Palo Alto Networks, Lyft, and New Relic. Peter Levine, General Partner at a16z, will join the People.ai board.People.ai Founder and CEO Oleg Rogynskyy: “We are excited to have Andreessen Horowitz lead our Series B round to help us expand our business as we help more enterprise companies accelerate top-line growth and grow their market reach.In this digital world, businesses have to differentiate themselves quickly. People.ai helps enterprise businesses unleash the power of AI by delivering critical intelligence and automating time-intensive tasks.By analyzing your company’s data, the People.ai platform understands what sales activities will be successful to get your deals done and when to focus on which customer accounts. Our platform captures all sales, marketing, and customer success activity data across email, calendar, phone, and other systems to automate over 90% of CRM data entry, and identify the right buying group for every deal. Through automation, our platform gives every sales rep at least one day per week back on their calendar.At People.ai, our mission is to help companies deliver on the true meaning of predictive enterprise. Our platform will dramatically improve your top-line growth; increase your sales, marketing, and customer success efficiency; and promote cross-functional alignment.”Andreessen Horowitz: Lightspeed Venture Partners: ABOUT PEOPLE.AIPeople.ai helps sales, marketing and customer success teams uncover every revenue opportunity from every customer. Companies like New Relic, Tanium, Lyft, Okta, and Mulesoft choose People.ai to capture all customer contacts, activity and engagement to drive actionable insights across all Enterprise revenue. Founded in 2016 and based in San Francisco, People.ai is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. For a free assessment of your enterprise’s sales, marketing and customer success activity and to learn how your team can benefit from day one with the People.ai platform, please contact sales@people.ai or call (888) 997-3675. We will respond to you in 24 hours or less. Andreessen Horowitz (Lead in Series B)Andreessen Horowitz backs bold entrepreneurs who move fast, think big, and are committed to building the next major franchises in technology. Founded by Marc Andreessen and Ben Horowitz, the firm provides entrepreneurs with access to expertise and insights in innovation, executive and technical talent, market intelligence, business development, and marketing and brand-building. Find us in Menlo Park, Calif., and at www.a16z.com. Lightspeed Venture Partners (Lead in Series A)Lightspeed Venture Partners is an early stage venture capital firm focused on accelerating disruptive innovations and trends in the Enterprise and Consumer sectors. Over the past two decades, the Lightspeed team has backed hundreds of entrepreneurs and helped build more than 300 companies globally, including Snap, The Honest Company, GrubHub, Nest, Nutanix, AppDynamics, and MuleSoft. The firm currently manages over $6 billion of committed capital and invests in the U.S. and internationally, with investment professionals and advisors in Silicon Valley, Israel, India and China. www.lsvp.com. Other InvestorsY Combinator – Spring 2016 – https://www.ycombinator.com/GGV Capital – https://www.ggvc.com/ MEDIA CONTACTDayle HallCMOMedia@people.ai(888) 997-3675 --- ### Page: https://www.people.ai/newsroom/techcrunch-predictive-sales-tool-people-ai-racks-up-30m-series-b-led-by-andreessen-horowitz Title: People.ai | TechCrunch: People.ai Raises $30M Series B Funding Meta Description: What if a company could track deal steps automatically, freeing reps to focus? People.ai raised $30M to make this a reality. Language: en Canonical URL: https://www.people.ai/newsroom/techcrunch-predictive-sales-tool-people-ai-racks-up-30m-series-b-led-by-andreessen-horowitz ## Headings Structure: H1: TechCrunch: People.ai Raises $30M Series B Led by Andreessen Horowitz ## Main Content: H1: TechCrunch: People.ai Raises $30M Series B Led by Andreessen Horowitz --- ### Page: https://www.people.ai/newsroom/the-3-most-important-things-a-sales-manager-does Title: People.ai | The 3 Most Important Things a Sales Manager Does Meta Description: Sales managers juggle many tasks, but key duties directly impact team success. Here are three top ways they boost performance and hit sales targets. Language: en Canonical URL: https://www.people.ai/newsroom/the-3-most-important-things-a-sales-manager-does ## Headings Structure: H1: The 3 Most Important Things a Sales Manager Does H3: 1. Coach Your Sales Team H3: 2. Pitch in and Help Where Needed H3: 3. Observe the Sales Team in Action and Adjust Sales Process in Response H3: Still More to Do ## Main Content: H1: The 3 Most Important Things a Sales Manager Does H3: 1. Coach Your Sales Team H3: 2. Pitch in and Help Where Needed H3: 3. Observe the Sales Team in Action and Adjust Sales Process in Response H3: Still More to Do The article was originally published on Inc by Larry Alton. Here are three of the most important things a sales manager does to drive performance improvements and achieve sales targets. Sales managers have a long list of responsibilities. However, some responsibilities are more important than others because they direct the potential for success of all sales reps on the team. Here are three of the most important things a sales manager does to drive performance improvements and achieve sales targets: Coaching your sales team is one of the most important things you can do as a sales manager; you're putting your leadership skills to work to assist sales reps so they can raise the bar on their sales results. A strong sales coaching culture illustrates that your organization recognizes the value of ensuring that personal and professional development is incorporated into the work environment. The ability to grow and develop is one area that most employees note as a reason for staying with an organization; therefore, this can help you retain top talent that provides a competitive advantage. A strong sales coaching culture involves meeting with sales reps on an individual basis, once a week, to discuss an area of improvement. This might include a plan on how to hone a skill or strengthen an area of weakness. During these coaching sessions, it's important to get feedback from sales reps on how they feel the coaching is going and what might help them better address these areas of improvement. Despite its integral role in your sales management role, coaching does take a considerable amount of time. The larger your sales team, the more time it takes a sales manager to get through these weekly sessions. This is when it helps to use tools and platforms that can create greater efficiencies for delivering the necessary sales coaching. For example, Chorus.ai is an AI-enabled sales platform that can handle some of the coaching for you. Not only does it record and transcribe the sales conversations, providing you with identifiable patterns and corresponding results, but it also gets the best sales approaches and strategies to your sales reps quickly. Your job as a sales coach becomes that much easier when the key sales performance metrics and content have been collected and organized for you. A similar, helpful tool can be found in People.ai. "It collects sales activity information to see where sales teams spend their time and then uses that information to identify stagnant deals, gives early warning alerts about deals that are slowing down, and creates an activity-based success road map for every opportunity. PeopleAI uses this access to information to provide AI-driven sales coaching to help sales reps decode why deals are stuck and what to do next, enables them to benchmark themselves against top performers, and identify what makes top performers great." A sales manager, while clearly in a leadership position, can also show the team that they are just as willing to roll up their sleeves and help out. When the rest of the sales team sees the sales manager jumping in to provide additional assistance, it's a motivating and welcome sight for everyone else. It sends the message that the sales manager is not above certain tasks and wants to do whatever possible to help the sales team succeed. There may be situations where the sales team is struggling to close a deal or is not sure how to approach certain prospects. Even if the sales reps do not directly ask for help, reviewing the sales pipeline can show a sales manager where they can pitch in and offer some much-needed assistance. This is another place where technology like Chorus.ai can help by automatically alerting you of deals that would benefit from your attention. By applying past experience or leveraging a contact from their network, a sales manager can help gain that account and provide a real-world example of how to handle these situations. In this way, the sales manager is also training through doing, which delivers multiple benefits for the company. A sales manager who pitches in and helps may learn some new skills or use these moments as an opportunity to have a better context for why the sales team does things a certain way. This hands-on context helps a sales manager to better assess why a deal went a certain direction more than just hearing about it from other people. In order to coach the sales team and know where to pitch in, it's critical that a sales manager observe the team in action. This involves walking around the sales floor, participating in field calls, and listening in on sales. Observation provides a way to collect information about what's working, what may need adjustment in the sales process, and how sales reps deliver their pitch. Besides just sales actions, this is an opportune time to also note how your team spends their time and how they work together. Writing down the good things and the areas of improvement provide the basis for one-on-one and team meetings later on. It's important to point out the wins because this encourages sales reps and motivates them. The observation of things that need to be done better can also be addressed in a way that delivers the coaching and tactics that can improve those areas. This also provides more of an incentive rather than just listing off any bad things you observed. As you can see, just these three top-level sales manager responsibilities take considerable time and attention from what is a complex role. However, combining technology and a personal touch can maximize what you can do in a limited time while still giving you the opportunity to take care of other sales manager tasks. --- ### Page: https://www.people.ai/newsroom/the-industrys-first-revenue-intelligence-system Title: People.ai | People.ai Debuts AI-Powered Revenue Intelligence System Meta Description: People.ai's AI-powered Revenue Intelligence System auto-captures contact and activity data, updates CRM, and delivers insights to customer teams. Language: en Canonical URL: https://www.people.ai/newsroom/the-industrys-first-revenue-intelligence-system ## Headings Structure: H1: People.ai Launches First AI-Powered Revenue Intelligence System ## Main Content: H1: People.ai Launches First AI-Powered Revenue Intelligence System AI start-up is liberating enterprises from mundane manual data entry, while providing them with actionable intelligence across all customer-facing teams SAN FRANCISCO, CA — March 18, 2019 – People.ai, today announced the introduction of the industry’s first and only Revenue Intelligence System powered by AI. This system is the first of its kind to automate the capture of all contact and customer activity data, dynamically update CRM and provide actionable intelligence across salesforce automation, collaboration, business intelligence, and other management tools for sales, marketing, customer success and services teams – exponentially accelerating enterprises’ productivity, efficiency and effectiveness to engage with customers and drive growth. Many companies invested millions in CRM and marketing automation tools with a promise of high ROI through better visibility into sales opportunities, increased sales productivity, marketing efficiency and better customer management. That investment has failed to live up to expectations, in large part because traditional CRM tools require users to manually enter contacts and customer activity data, which salespeople loathe and which is their main productivity killer. Worse yet, sales, marketing and customer success teams have had to manually comb through excel files, information silos and tabular reports looking for insights like a needle in a haystack. This mundane productivity loss and manual search for insights wastes precious time and causes a combined 40-60 percent loss of selling capacity for large enterprises. SiriusDecisions estimates about one day per week per representative is burned up by manual administrative tasks. People.ai’s Revenue Intelligence System (RIS) to date has learned from more than $1 trillion in pipeline deals, 350 million sales activities, 26 million contacts and 15 million buying group participants. “We’ve spent three years building the most advanced system that understands relationships between people and companies through business contact and activity data capture and injects that information into systems of record, such as CRM, marketing automation, business intelligence and customer success platforms, making them smarter,” said Oleg Rogynskyy, founder and chief executive officer at People.ai. “Our Revenue Intelligence System not only automates antiquated and slow data capture processes but uses the power of AI, with innovations protected by many patents, to deliver real-time insights, next best actions and predictive intelligence to reps, managers and even C-Suite of large enterprises.” “Revenue Intelligence providers are leading the charge of delivering on the promise of what sales force automation was supposed to do,” said Dana Therrien Service Director, Sales Operations Strategies at SiriusDecisions. “Activity and contact data capture is the future, and we saw immediate ROI after launching People.ai,” said Greg Holmes, head of sales at Zoom. “Because of their ability to capture sales activity and provide intelligent insights to me and my leadership team about our sales activity levels and the focus we could put on this with our team, we saw a 43 percent improvement in activity levels. Impact to our pipeline generation and bookings over this time has been evident. With their Revenue Intelligence System, we are realizing both greater productivity of our reps and extensive coaching opportunities.” The People.ai Revenue Intelligence System answers complex revenue questions, and delivers intelligence to the right people in the enterprise to take action, such as which sequence of engaged buyer personas in an opportunity will maximize win rate or which engaged contacts, campaigns and sales activities were impactful in closing a deal or which person to get introduced to and how to produce maximum impact on a late stage deal. The People.ai Revenue Intelligence System delivers: Ingests data from multiple sources, and then leverages AI to analyze and automatically attribute every contact and interaction with the right contact account and opportunity; dynamically identifies and updates key contacts, decision makers and champions across all accounts and opportunities Analyzes contact and activity data using natural language processing (NLP) to parse email signatures and pull critical information like product or competitor mentions; performs time-series behavioral analytics on rep behavior to answer the question of “what do my best reps do that others don’t do,” and automatically generates a predictive sales playbook Identifies buying groups and coalitions to enable guided selling and a renewal motion; engages visible or potential champions in the account and delivers actionable intelligence across all core business systems of the modern enterprise, such as Salesforce.com, Tableau, Domo, Thoughtspot, Slack and many others Captures and connects all customer activities and contacts from the first marketing touch through sales qualification, opportunity stages, deal close, and all the way through product delivery and renewal to enable end-to-end, 360-degree view of the customer “Capturing contacts is digital fuel for marketing campaigns, and we saw an opportunity to improve the effectiveness of the cadence and completeness of contact and activity data capture that our sales people were manually doing,” said Art Harding, GVP of GTM Strategy and Operations at New Relic. “So we turned to People.ai who were able to immediately solve that challenge for us, ensured our CRM was truly a single source of truth, enabled us to provide frontline managers with insights to coach their teams and ultimately put us on a path to a ‘touch-less CRM.’” “We were looking for a rock-solid solution to help us deliver a seamless hand off of marketing-generated leads to our inside sales teams,” said Ryan Carlson, chief marketing officer at Okta. “Since we deployed People.ai’s Revenue Intelligence System, we have much better insight into high-value leads and how they are handled, which ensures they are followed up by our inside sales teams with increasing efficiency – overall enabling us to continue to grow and scale our marketing engine.” “Over the last few years, some organizations have combined sales and marketing operations teams into revenue operations to bridge the divide between sales and marketing; that’s one step, but it doesn’t directly impact growth” added Rogynskyy. “Faster time to insight means faster time to revenue. As new AI providers bring to market Revenue Intelligence and management capabilities, organizations will be able to find data from existing corporate resources and accelerate insights that weren’t possible before artificial intelligence,” said Maribel Lopez, principal at Lopez Research.“ For customer-facing teams, including sales, marketing and customer success, this is a “game-changer.” People.ai requires minimal user training and change management, is fully GDPR compliant, holds SSAE SOC II type 2 and ISO 27001 information security certifications with the AI-powered and patented capability to keep personal and sensitive information from being logged into CRM across 38 languages. People.ai is also proud to welcome ThoughtSpot, the leader in search and AI-driven analytics for the enterprise, to our Revenue Intelligence System as the newest People.ai customer to deliver insights across all their go-to-market activity data, enabling them to solve the problem of campaign attribution and increase campaign ROI. For more information about People.ai Revenue Intelligence System, click here. About People.aiPeople.ai accelerates enterprises’ growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing and customer success from manual data entry tasks by automatically capturing all contact and customer activity data, dynamically updates CRM and other systems of record and provides actionable intelligence across management tools to realize the full selling capacity of the Enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, MuleSoft, Okta, Tanium, and Zoom to name a few. Founded in 2016 and based in San Francisco, the company is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. In 2018, Gartner recognized People.ai as a Cool Vendor. Media Contact:Karen ReynoldsMedia@people.ai+1.415.606.6708 --- ### Page: https://www.people.ai/newsroom/the-wire Title: People.ai | People.ai Launches “The Wire” for Actionable Revenue Insight Meta Description: The Wire delivers real-time, AI-driven next steps to help sales, marketing, and success teams prioritize tasks and take action with one click. Language: en Canonical URL: https://www.people.ai/newsroom/the-wire ## Headings Structure: H1: People.ai Launches “The Wire” for Actionable Revenue Insights ## Main Content: H1: People.ai Launches “The Wire” for Actionable Revenue Insights The AI solution to help Sales, Marketing and Customer Success teams have their best day at work, every day SAN FRANCISCO, CA – May 21, 2019 – Today, People.ai, creators of the industry’s only Revenue Intelligence System, announced “The Wire,” a next best actions AI feed that delivers your daily list of personalized, actionable insights to help sales, marketing and customer success teams have their most productive day, every day. People.ai also announced today that it raised $60M in their Series C led by ICONIQ Capital. The Wire is a real-time feed, similar to a social networks feed, to provide customer-facing teams with AI-driven intelligence, task prioritization, and one-click execution. It uses PeopleGraph, the unique graph-based AI that has already been trained on $1 trillion in pipeline, 500 million sales activities, nearly 40 million executive contacts, 15 million buying motions and over $100 billion in closed/won deals. As with all existing People.ai products, all collected data is synced with Salesforce and learns continuously from users’ actions to fine-tune predictive algorithms. These algorithms generate a ranked list of next best actions, trained on customer activity data from emails, conference calls, calendars, and collaboration tools like Zoom and Slack. These insights are served based on your role, location, and via the channel in which you will be most likely to take the task (for example, if you are on a plane, The Wire will reach out via email). For sales team members, this could be making sure you are always the first person to reach out to your repeat buyer on the day they join a new company, or making sure the correct executives are engaged in the right stages of the sales process. For sales managers, it shows leading indicators of sales rep success based on historical activity data and whether your team members’ activities are optimal for the team to achieve their number in the current quarter. This gives management empirical data on why some team members are (or are not) succeeding based on leading indicators. “People.ai is delivering on the unfulfilled promise of traditional CRM tools, which claim to drive growth and productivity but in reality rely on inefficient manual data entry and users spending their time deciding what to focus on next,” said Oleg Rogynskyy, Founder and CEO of People.ai. “We are solving that with the power of AI—and with the launch of The Wire, we are delivering a fundamental shift in how actionable intelligence is delivered to drive growth.” “One of the requirements enterprises will need going forward is an automated, predictive way to identify what actions and next steps they should make to bring deals in faster, get more from their marketing investment, and deliver a better customer experience” said Kerry Cunningham, Senior Research Director, Marketing Operations Strategies at Sirius Decisions. “The Wire is a real example of AI’s power to help automate my day and make me more productive. With People.ai technology observing and learning about our sales activities and pipeline and then suggesting the best next activity to me, my managers and my entire sales team, we will be empowered to focus on the management actions that matter most, like coaching reps who are falling behind or identifying at-risk deals,” said Mike Cabot, VP of Corporate Sales at Malwarebytes. For more information on People.ai’s The Wire, click here. ABOUT PEOPLE.AIPeople.ai accelerates enterprise growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing, and customer success from manual data entry by automatically capturing all contact and customer activity data, dynamically updating CRM and other systems of record and providing actionable intelligence across management tools to realize the full selling capacity of the enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, Okta, Tanium, and Zoom. Founded in 2016 and based in San Francisco, the company is backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Y Combinator and others. In 2018, Gartner recognized People.ai as a Cool Vendor. For a free assessment of your enterprise’s sales, marketing, and customer success effectiveness and to learn how your team can benefit from day one with the People.ai platform, please contact sales@people.ai or call (888) 997-3675. We will respond to you in 24 hours or less. Media Contact:Kati DahmDirector of CommunicationsMedia@people.ai(888) 997-3675 --- ### Page: https://www.people.ai/newsroom/this-ceo-launched-people-ai-an-ai-startup-to-fix-the-hassles-he-encountered-as-a-software-salesman-he-just-scored-another-60-million-from-iconiq Title: People.ai | CEO Behind People.ai Raises $60M to Fix Sales Challenges Meta Description: People.ai, an AI sales startup, raised $60M from top investors including Andreessen Horowitz and ICONIQ, known for managing Mark Zuckerberg’s wealth. Language: en Canonical URL: https://www.people.ai/newsroom/this-ceo-launched-people-ai-an-ai-startup-to-fix-the-hassles-he-encountered-as-a-software-salesman-he-just-scored-another-60-million-from-iconiq ## Headings Structure: H1: CEO Behind People.ai Raises $60M to Fix Sales Challenges ## Main Content: H1: CEO Behind People.ai Raises $60M to Fix Sales Challenges People.ai, an AI sales startup, raised $60M from top investors including Andreessen Horowitz and ICONIQ, known for managing Mark Zuckerberg’s wealth. --- ### Page: https://www.people.ai/newsroom/thoughtspot-selects-people-ais-powerful-revenue-intelligence-system Title: People.ai | ThoughtSpot Picks People.ai to Boost ABM Campaign ROI Meta Description: ThoughtSpot chose People.ai to gain insights across GTM data, solve campaign attribution, and boost ROI with AI-driven revenue intelligence. Language: en Canonical URL: https://www.people.ai/newsroom/thoughtspot-selects-people-ais-powerful-revenue-intelligence-system ## Headings Structure: H1: ThoughtSpot Picks People.ai to Boost ABM Campaign ROI ## Main Content: H1: ThoughtSpot Picks People.ai to Boost ABM Campaign ROI SAN FRANCISCO, CA – March 18, 2019 – People.ai, creators of the only Revenue Intelligence System powered by AI, today announced that ThoughtSpot, the leader in search and AI-driven analytics for the enterprise, has chosen People.ai to deliver insights across all their go-to-market activity data, enabling them to solve the problem of campaign attribution and increase campaign ROI. Millions of dollars have been invested in CRM tools with the hope of realizing ROI around better visibility, productivity, increased pipeline, and customer engagement. The truth is data for contacts and customer interactions are lost every day because it is not captured and logged correctly in the CRM and other management tools. Part of the reason for the lack of achieving the hoped-for ROI is lack of sales reps and sales management engagement. Reps hate entering data into CRM and in many cases, enterprises force reps to spend thirty percent of their time manually entering data – which they only capture about twenty percent – leaving eighty percent of contacts and customer activity data lost. “As an analytics software company working with the largest enterprises in the world, we’ve long recognized the value of account-based marketing, but struggled to accurately attribute campaign touches across multiple opportunities and hundreds of contacts in each account,” said Kaushik Patel, VP of Demand Gen and Marketing Operations at ThoughtSpot. “By implementing People.ai, we are able to track campaign attribution across all channels and measure contact coverage in our target accounts. We also analyze this data in our own instance of ThoughtSpot, which gives our entire team the ability to search for insights in simple, natural language in order to improve sales productivity, close rates, and campaign ROI.” “We are so proud to have ThoughtSpot as a customer,” said Oleg Rogynskyy, chief executive officer at People.ai. “We’re enabling their marketing team with a modern ‘system of intelligence’ in order to target the right executives at the right accounts, measure campaign influence and provide full visibility into which campaigns are driving strategic sales opportunities forward inside targeted accounts.” People.ai is ushering in a new era of revenue intelligence and optimization across sales, marketing, customer success, and other customer-facing teams. By freeing everyone from manual data entry tasks and automatically capturing all contact and customer activity data, customers like ThoughtSpot are seeing improved marketing results from data-driven guidance and actionable insights, helping them unlock the full selling capacity of their organization. For more information on People.ai’s Revenue Intelligence System, click here. About People.ai Inc:People.ai accelerates enterprises’ growth through the power of AI. With the industry’s only Revenue Intelligence System, People.ai frees all customer-facing teams, including sales, marketing and customer success from manual data entry tasks by automatically capturing all contact and customer activity data, dynamically updates CRM and other systems of record and provides actionable intelligence across management tools to realize the full selling capacity of the Enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, MuleSoft, Okta,Tanium, and Zoom to name a few. Founded in 2016 and based in San Francisco, the company is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. In 2018, Gartner recognized People.ai as a Cool Vendor. Media Contact:Karen ReynoldsMedia@people.ai --- ### Page: https://www.people.ai/newsroom/twitter-loses-9-million-more-users-and-other-small-business-tech-news-this-week Title: People.ai | Twitter Loses 9M Users & More SMB Tech News This Week Meta Description: People.ai shows how AI is transforming CRM, speeding up data entry and improving customer response through intelligent automation and insights. Language: en Canonical URL: https://www.people.ai/newsroom/twitter-loses-9-million-more-users-and-other-small-business-tech-news-this-week ## Headings Structure: H1: Twitter Loses 9M Users & More SMB Tech News This Week ## Main Content: H1: Twitter Loses 9M Users & More SMB Tech News This Week --- ### Page: https://www.people.ai/newsroom/venturebeat-people-ai-raises-30-million Title: People.ai | VentureBeat: People.ai Raises $30M for AI Sales Analysis Meta Description: People.ai announced a $30M Series B led by Andreessen Horowitz, with Lightspeed Ventures, GGV Capital, and Y Combinator also participating. Language: en Canonical URL: https://www.people.ai/newsroom/venturebeat-people-ai-raises-30-million ## Headings Structure: H1: VentureBeat: People.ai Raises $30M for AI Sales Analysis ## Main Content: H1: VentureBeat: People.ai Raises $30M for AI Sales Analysis --- ### Page: https://www.people.ai/newsroom/zdnet-ai-startup-people-ai-gets-30-million-from-andreessen-horowitz Title: People.ai | ZDNet: People.ai Gets $30M from a16z to Tackle Workload Meta Description: SF-based People.ai builds ML-powered data pipelines to automate updating contacts in systems like Salesforce, reducing manual work for teams. Language: en Canonical URL: https://www.people.ai/newsroom/zdnet-ai-startup-people-ai-gets-30-million-from-andreessen-horowitz ## Headings Structure: H1: ZDNet: People.ai Gets $30M from a16z to Tackle Workload ## Main Content: H1: ZDNet: People.ai Gets $30M from a16z to Tackle Workload --- ### Page: https://www.people.ai/newsroom/zoom-chooses-peopleai-revenue-intelligence-system Title: People.ai | People.ai Improves Sales Visibility and Performance at Zoom Meta Description: A 2019 PwC report found 48% of firms will boost revenue with AI, while 46% plan to use it to enhance customer experience and drive business growth. Language: en Canonical URL: https://www.people.ai/newsroom/zoom-chooses-peopleai-revenue-intelligence-system ## Headings Structure: H1: People.ai Boosts Pipeline Visibility and Team Performance at Zoom ## Main Content: H1: People.ai Boosts Pipeline Visibility and Team Performance at Zoom Revenue Intelligence System gives video communications leader increased transparency across sales activity, pipeline and sales coaching SAN FRANCISCO, CA – April 09, 2019 – People.ai, creators of the first and only Revenue Intelligence System powered by AI, today announced that Zoom Video Communications, Inc. has chosen People.ai to deliver insights across all their go-to-market activity data, enabling them to gain deeper visibility into their pipeline and improve sales team performance. According to a recent PwC report, in 2019 48 percent of organizations will grow revenue opportunities and increase profits through Artificial Intelligence (AI), while 46 percent of companies will improve customer experiences. “We turned to People.ai because of their AI-based solution. Automatically capturing contacts and customer activity data and providing insights allowed our teams to focus more on selling versus spending time manually updating our database,” said Greg Holmes, head of corporate strategy at Zoom. “It’s because of this that we are seeing significant improvement in activity levels, greater productivity of our reps and also are able to coach them better through the process.” “Zoom is a fast-paced company. In order to keep pace inside of its sales, marketing, and customer success teams, they needed an AI solution that could handle capturing activity data so their teams could scale fast,” said Oleg Rogynskyy, founder and chief executive officer at People.ai. “By leveraging our Revenue Intelligence System, they now have greater transparency across their sales activity and pipeline, and are coaching their teams based on the data our AI is delivering to them.” People.ai is tackling a twenty-year-old problem that has plagued every company who uses CRM. Through the power of AI, the company’s Revenue Intelligence System automates the capture of all customer activity data, matches it into the right context inside of Salesforce’s database, and then presents users with intelligence and insights that liberate customer-facing teams with more selling capacity and accelerate enterprise revenue growth. About People.ai Inc:People.ai accelerates enterprise growth through the power of AI. Creators of the industry’s only Revenue Intelligence System, People.ai automates the capture of all contact and customer activity data, dynamically updates CRM and provides actionable intelligence across management tools to realize the full selling capacity of the Enterprise. Some of the world’s best brands are leveraging People.ai to transform their business, including Lyft, New Relic, MuleSoft, Okta, Tanium, and Zoom to name a few. Founded in 2016 and based in San Francisco, the company is backed by Y Combinator and Silicon Valley’s top investors, including Andreessen Horowitz and Lightspeed Venture Partners. In 2018, Gartner recognized People.ai as a Cool Vendor. Media Contact:Karen ReynoldsMedia@people.ai+1.415.606.6708 --- ### Page: https://www.people.ai/blog/12-month-ai-outlook Title: People.ai | The 12-Month AI Outlook Meta Description: AI for sales is evolving rapidly. Know what’s coming so you don’t get left behind. Language: en Canonical URL: https://www.people.ai/blog/12-month-ai-outlook ## Headings Structure: H1: 12-Month AI Outlook: Future Insights from Industry Leaders H2: AI is poised to help solve common challenges – but we must overcome fears first H2: Emerging Trends in AI H2: Preparing for AI Integration H3: Watch the webinar replay for more insights. H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: 6 Sales Pitch Ideas + Examples H3: RevOps Account Forensics with Jamie Carney ## Main Content: H1: 12-Month AI Outlook: Future Insights from Industry Leaders H2: AI is poised to help solve common challenges – but we must overcome fears first H2: Emerging Trends in AI H2: Preparing for AI Integration H3: Watch the webinar replay for more insights. H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: 6 Sales Pitch Ideas + Examples H3: RevOps Account Forensics with Jamie Carney AI for sales is evolving rapidly. Know what’s coming so you don’t get left behind. Artificial intelligence (AI) is rapidly reshaping our world, generating excitement - and concern - across industries. In a recent webinar, Linda Simovic, EVP & Chief Product Officer at People.ai, and Kate Brigham, Product Leadership Advisor and Fractional CPO at Kate Brigham Consulting joined moderator Jake Dunlap, Founder & CEO of Skaled, to explore what we can expect from AI over the next year in the go-to-market space. Their insights provide a roadmap for businesses navigating this new era in technology and work. One of the reasons AI has gained so much traction in recent years is that generative AI (genAI) makes it easy for anyone to gain quick insights. “ It's so easy for people to get access to AI tools and see really quick, immediate value,” said Kate. “In the past with some of these other technological advancements like AR or VR, you really had to be technical to understand them. There was a pretty steep learning curve. That's just not the case with many of these genAI solutions. My 89 year old mother uses ChatGPT. I don't know a better indicator of ease of use than that.” The goal for most organizations is to take the immediate value Kate described and operationalize it across all employees. To do this, organizations must find ways to overcome some of their legacy challenges related to data and tech burnout. Believe it or not, the two usually go hand in hand. Data is often siloed across organizations - trapped within separate databases and tools. Teams then adopt new tools to access the information they need to run a more intelligent business, further compounding the data problem and leading to tool fatigue among employees. All of this fragmentation means data is harder to unify and analyze effectively with AI. And you still don’t have a complete picture of what’s happening across the organization. Within organizations, there's a noticeable imbalance as sellers and other employees tend to adopt new AI tools faster than their leadership, creating a disconnect that poses its own challenges. “What we're seeing is that sellers are moving faster than company leadership right now,” said Jake. “Over the last 9 to 10 months, I've had conversations with 50-75 CTOs who are still trying to figure out this AI thing. So what we've actually seen is the reps are moving faster with genAI because they're like, ‘I see how this is gonna make my life easier.’ If your team is already doing it, you need to do something.You can't just say no to genAI and lock it down. The answer is somewhere in between.” Several trends are poised to redefine how businesses utilize AI in the near future. Simplified Business Intelligence (BI) is one area of transformation. Tools like genAI can interpret data almost instantaneously, potentially rendering some traditional BI tools obsolete. This shift promises to make business intelligence more accessible and efficient. “CRMs are overloaded with data,” said Linda. “And it's really hard to navigate and find everything. But what AI is really good at is reading the data and summarizing that for you and helping you find those different pockets of where you should focus.” Training processes are also set to benefit from AI. By leveraging AI-driven knowledge bases, companies can drastically reduce training times. A real-life example of this is from Jeff Bussgang at Harvard, who created an AI-powered knowledge base for students and faculty, demonstrating the potential for rapid, consistent learning and information dissemination. Custom demos created by AI could soon be a reality, allowing for personalized presentations to prospects in seconds. Additionally, the need for prompt engineering may diminish as AI tools evolve to anticipate user needs without detailed prompts, tailoring their responses automatically. But in order for companies to truly gain value from AI, they need to solve their data problem mentioned in the previous section. And the right data and AI partner can help do that. “A lot of data is trapped inside these single pointed solutions,” explained Linda. “So, if you have AI being turned on inside these point solutions, then sure, you can see everything inside that one application. But you're not getting all of that data from across your company, into one place. You have to get all the data in one place first, and then you can just flip on the AI. Now you know from end-to-end where you should focus. So I think data is the biggest trend in AI. It's the answer. It's the fuel that powers everything.” Organizations can take several steps to prepare for AI: The coming year will be a pivotal period for businesses looking to leverage AI. By addressing common fears, understanding organizational challenges, and staying ahead of emerging trends, companies can effectively navigate the AI landscape. Preparing now–with a focus on data integrity, employee engagement, and strategic planning–will position organizations to thrive in an AI-driven future. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/2023-ai-recap-a-year-of-innovation-adoption-and-growth-ai-stats Title: People.ai | 2023 AI Recap: A Year of Innovation, Adoption, and Growth Meta Description: Discover 2023’s AI trends: generative AI’s rise, shifting priorities, and its transformative impact on businesses. Language: en Canonical URL: https://www.people.ai/blog/2023-ai-recap-a-year-of-innovation-adoption-and-growth-ai-stats ## Headings Structure: H1: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H2: Generative AI Takes Center Stage H2: Changing Attitudes towards AI H2: AI Becomes a Priority for Companies H2: Large Language Models Reach New Heights H2: AI is Reshaping Sales and Marketing H2: Global AI Landscape H2: The Transformative Power of AI for Good H2: AI Innovation at People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: What is Sales Enablement? (How to Close 15% More Deals) H3: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat ## Main Content: H1: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H2: Generative AI Takes Center Stage H2: Changing Attitudes towards AI H2: AI Becomes a Priority for Companies H2: Large Language Models Reach New Heights H2: AI is Reshaping Sales and Marketing H2: Global AI Landscape H2: The Transformative Power of AI for Good H2: AI Innovation at People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: What is Sales Enablement? (How to Close 15% More Deals) H3: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat Discover 2023’s AI trends: generative AI’s rise, shifting priorities, and its transformative impact on businesses. As we say goodbye to 2023, let's celebrate the astonishing leaps and bounds organizations and individuals have made with AI! From healthcare breakthroughs to widespread adoption across industries, this year has been truly remarkable. Let's dive into the key highlights, stats, and trends that defined AI in 2023: Here at People.ai, we also had an exciting year of AI innovation building upon our long history in the sales AI space. We launched new cutting-edge products and features, we fostered partnerships with some amazing companies, and we continued on our mission to help go-to-market supercharge their productivity with AI and automation. 2023 has been a groundbreaking year for AI, with advancements in healthcare, increasing adoption in sales and marketing, and shifting attitudes towards AI in the workplace. The year's achievements set the stage for a future where AI continues to revolutionize industries and empower individuals worldwide. Looking to 2024 and beyond, the future of AI is promising. Is your organization ready to make the genAI leap? Check out this blog on “How to Develop a Generative AI Roadmap Your Organization Can Trust.” Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-blind-spots-buried-in-every-forecast Title: People.ai | 3 Blind Spots Buried in Every Forecast Meta Description: Most forecasts miss because teams can't see risk until it's too late. Here's how to spot it, understand it, and prove your fix is working. Language: en Canonical URL: https://www.people.ai/blog/3-blind-spots-buried-in-every-forecast ## Headings Structure: H1: 3 Blind Spots Buried in Every Forecast H2: Your Early Warning System H2: Find the Pattern Behind the Problem H2: Prove Your Fix Is Working H2: How These Three Work Together H2: From Risk to Revenue H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: 4 Reasons Your Sales Forecast Is Misleading and Why It Matters H3: What Are Sales Methodologies? Guides And Examples ## Main Content: H1: 3 Blind Spots Buried in Every Forecast H2: Your Early Warning System H2: Find the Pattern Behind the Problem H2: Prove Your Fix Is Working H2: How These Three Work Together H2: From Risk to Revenue H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: 4 Reasons Your Sales Forecast Is Misleading and Why It Matters H3: What Are Sales Methodologies? Guides And Examples Most forecasts miss because teams can't see risk until it's too late. Here's how to spot it, understand it, and prove your fix is working. I love Thursdays. Always have. But I know for a lot of revenue leaders, Thursday afternoon is the worst time of the week. You're staring at a forecast deck, your gut says something's off, and you can't figure out what. The spreadsheets look fine. Reps sounded confident in their deal reviews. But when the quarter closes? Deals vanish. And now you're explaining the gap to the board. Here's what gets me fired up: that old way of forecasting is broken. And we're building something radically better. I'm talking about the ability to analyze dozens of accounts at once, surface risks before they bury you, and actually see what moved in your forecast and why. Let me walk you through three features we just released that are changing how the best teams forecast. Picture this: You open your forecast Thursday morning. Instead of mind-numbing spreadsheets or stale CRM snapshots, you see Headlines. These are the top three risk themes in your forecast, ranked by deal value at stake. Things like "Deals Slipping," "Pipeline Coverage Gap," or "Missing Exec Engagement." The stuff that matters, surfaced automatically. What makes this different from staring at a spreadsheet? People.ai Headlines analyze activity data, not just stage changes. It reviews emails, meetings, and calls to find where risk is building before a deal blows up. No more detective work. No more rummaging through individual opportunities. The story finds you. Click into any theme and you see exactly which deals are triggering it, with full context on the size of the risk. Seeing risk is one thing. Understanding why it exists is everything. Say your Headlines flagged "Deals Slipping in Enterprise." You click in and select those 20 or 30 at-risk opportunities. Now, instead of eyeballing each one separately, you let AI do the heavy lifting. You can ask questions across all those accounts and deals at once. The AI synthesizes entire deal histories: engagement metrics, CRM fields, stakeholder data, scorecards, everything. Within seconds, it spots the patterns. You might see "80% of these slipping deals haven't had executive-level touches in two weeks" or "manufacturing accounts are bouncing because of a newly surfaced competitor." That's the kind of insight that changes where you focus your team's energy. And you get it in seconds, not hours. Okay, so you've flagged what's wrong. You've diagnosed the root causes. But here's the question I hear all the time: how do you prove your fix is actually working? That's where Waterfall Charts come in. They track how your forecast number evolves week to week, breaking down exactly what's moving: deals won, deals lost, slips, new business, all of it. No manual setup. No macros. It just works out of the box. Click on any bar and you see the exact opportunities responsible, including close dates, next steps, and why it slipped. Every stakeholder sees the same truth. You walk into your forecast call with clarity instead of crossed fingers. Here's what a day looks like when you put all three together: Morning: Start with clarity. You open People.ai Forecasting and scan your Headlines. Right away you see it: your biggest risk is in late-stage deals across the Southeast. That's your red zone. Midday: Dig into the why. You click "Deals Slipping in Southeast," pull in every relevant deal, and run Multi-Record Analysis. The AI reveals that deals without recent exec-level engagement are far more likely to slip. You call your AEs and tell them it's time to get back in front of those VPs. Next week: Track the impact. You revisit your Waterfall Charts. The "slipped deals" line has shrunk. You can tie $1.2M of regained commit directly to those re-engagement efforts. You didn't just identify risk. You understood it, acted on it, and validated the results. That's forecasting that drives real revenue. Look, I've been doing this a long time. Traditional forecasting is a mess: stale data, manual checks, blind spots, too many last-minute surprises. It doesn't have to be that way. With Headlines, Multi-Record Analysis, and Waterfall Charts, you get real-time visibility into what's at risk, root-cause intelligence on why, and proof that your actions are moving the needle. Stop guessing your number. Start owning it. Ready to see what this looks like for your team? Explore People.ai Forecasting Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-must-ask-questions-when-purchasing-a-sales-forecasting-tool Title: People.ai | 3 Must-Ask Questions When Buying a Sales Forecasting Tool Meta Description: Before buying a sales forecasting tool, ask these 3 key questions—starting with: Is your data ready for accurate forecasting? Language: en Canonical URL: https://www.people.ai/blog/3-must-ask-questions-when-purchasing-a-sales-forecasting-tool ## Headings Structure: H1: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool H2: Is Your Data Ready for a Forecasting Tool? H2: What Priority Does Forecasting Hold in Your Tech Stack? H2: Are You Focusing on the Metrics that Matter? H2: Increase Forecast Accuracy with People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H3: People.ai + Salesforce: Delivering Insights Where You Already Work H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI ## Main Content: H1: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool H2: Is Your Data Ready for a Forecasting Tool? H2: What Priority Does Forecasting Hold in Your Tech Stack? H2: Are You Focusing on the Metrics that Matter? H2: Increase Forecast Accuracy with People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H3: People.ai + Salesforce: Delivering Insights Where You Already Work H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI Before buying a sales forecasting tool, ask these 3 key questions—starting with: Is your data ready for accurate forecasting? In the market for a sales forecasting tool? While it may seem as simple as picking whatever tech your friend uses at their job, the truth is that without taking into consideration the prerequisites below, you may be looking at a shiny new piece of software that’s collecting dust. Here are the three most important questions you should be asking when evaluating sales forecasting tools. Here’s the truth: if you’re already struggling with CRM data quality issues, it won’t matter what sales forecasting tool you choose—because it won’t work. Much like your CRM, the concept of “garbage in, garbage out” applies here, too. Just consider the role that data plays when forecasting, especially sales activity data. When you have limited or no visibility into who your reps are engaging with or what activities are happening across their accounts, how can you possibly make an accurate judgment call let alone forecast? It’s clean, reliable data that fuels sales forecasting tools to deliver accurate results to the business. Here’s the good news: you’re not alone when it comes to data quality issues. One Gartner survey reported that organizations believe poor data quality is responsible for an average of $15 million in losses each year. Save yourself (and your Ops team) the headache of ripping and replacing tech because of bad data. Instead, make data quality your priority ahead of any big purchases. Not only does this ensure you’ll get the results you’re after, but that the tech you’re buying is delivering on the ROI you expect. Typically speaking, a sales tech stack looks something like this: First, you've got the CRM serving as the foundation. By far the most expensive piece of tech in the stack and will ultimately take up the most considerable portion of wallet share. That leaves sales teams with enough budget for roughly 3-4 core sales productivity tools. Trying to solve the productivity challenge with only a handful of apps to choose from is no easy feat, especially considering the size of today's sales tech landscape. So it's not surprising that so many sales teams have chosen to fill one of those slots with their forecasting tool. Too bad that can't solve the real problem. To truly deliver on productivity and consistently increase revenue per rep, sales teams need to leverage both lagging indicators that make up a sales forecast with leading indicators that proactively identify risk and allow teams to course-correct ahead of time. Traditionally, sales leaders have looked at past outcomes, i.e., lagging indicators, to judge how well their team was performing and whether they were successful. Some examples can include: The ironic thing is that even though lagging indicators are supposed to be a benchmark of success, they don’t do anything to guarantee it. By leveraging leading indicators, rather than just focusing on lagging, you’re able to see much further down the road, whether it’s quarter or year-end, to gauge whether you’ll hit or miss targets. That’s because leading indicators are all about the early activities that translate into pipeline generation and maturation, not just results. How many meetings have your reps had in the last seven days? How many were new business vs. existing customers? And the million-dollar question: what are they doing today to influence next quarters’ opportunities? Leading indicators can surface the answers to these questions, helping not just give you a clearer picture of the road ahead but the ability to pinpoint what activities drive the highest impact. Miller Heiman Group research finds that fewer than 20% of sales organizations have forecast accuracy of 75% or greater. With People.ai, sales leaders can not only increase the accuracy of their forecasts but discover what needle-moving behavior separates their top performers from the rest of the pack. That’s because People.ai is the only revenue operations and intelligence platform that’s able to turn activity and contact data into actionable insights that help managers proactively spot risk, coach reps, and drive results. Learn more about how People.ai can help you drive predictable results quarter after quarter. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-simple-rules-to-automate-your-lead-status-field-updates Title: People.ai | 3 Simple Rules to Automate Your Lead Status Field Updates Meta Description: Does accurate, up-to-date lead status data feel unattainable? Follow these three simple rules to keep your data squeaky clean and reliable. Language: en Canonical URL: https://www.people.ai/blog/3-simple-rules-to-automate-your-lead-status-field-updates ## Headings Structure: H1: 3 Simple Rules to Automate Your Lead Status Field Updates H2: Table of contents H2: Article Topics H2: Related Insights H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce H3: Product Launch Recap: Clarity to Sell Above the Line ## Main Content: H1: 3 Simple Rules to Automate Your Lead Status Field Updates H2: Table of contents H2: Article Topics H2: Related Insights H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce H3: Product Launch Recap: Clarity to Sell Above the Line Does accurate, up-to-date lead status data feel unattainable? Follow these three simple rules to keep your data squeaky clean and reliable. It’s commonly known that a lead has highest chances of converting if there is a follow up in the first five minutes after the lead came in. In fact, the odds of contacting a lead if called in five minutes versus 30 minutes drops 100 times. Despite this, only 7% of companies responded in the first five minutes after a lead form submission. And more than half didn’t respond within five business days.This is just one example of how the sales process can break due to a misstep by the necessary human element of the sales process. Another all too frequent example is salespeople simply forgetting about leads. I invite you to open the leads section of your CRM and count how many leads are sitting in the “Working” stage but haven’t been touched in weeks.That’s right, there’s a whole pool of dormant leads in limbo because your salespeople tried to work them a bit but then gave up and moved onto the next lead.You can’t blame it on the marketing team—their job of generating the lead is done. It’s possible there could be a capacity issue here, with your salespeople getting more leads than they can reasonably follow up on. But it’s more likely there are too many manual steps in your lead status management process. Too often, your salespeople are drowning in data entry tasks, having to update lead status for hundreds of leads.So how can you get the status updates you need to have reliable CRM data while freeing up your salespeople to sell? The solution is automation. At People.ai, we’ve seen many companies implement the following automation strategy with a great deal of success—and we use it internally ourselves: First, you need to make sure all of the sales activity gets reliably logged to every lead in CRM. Don’t rely on a manual process here. Of course, we use People.ai for this purpose. Let’s assume you have four lead statuses: Once you have all sales activity logged in your CRM automatically in real time, you can automate the following lead status updates: - When only outbound activity by your reps is present on the lead, switch status to Contacted‍ - When both inbound and outbound activity is present, switch status to Working‍ - If no inbound activity has been detected over the past XX days (we use 45), move the lead to Recycled. By adopting these three simple lead status rules, your lead status data will always be squeaky clean and your reps will no longer be drowning in leads. To find out how People.ai can make this dream a sales operation reality, sign up for a demo. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-tips-for-sales-leaders-guiding-teams-in-the-new-world-of-enterprise-selling Title: People.ai | 3 Tips for Sales Leaders in Enterprise Selling Meta Description: In B2B sales, data-driven teams avoid blind spots, manage complex deals, and deliver predictable results. Learn more in our ebook. Language: en Canonical URL: https://www.people.ai/blog/3-tips-for-sales-leaders-guiding-teams-in-the-new-world-of-enterprise-selling ## Headings Structure: H1: 3 Tips for Sales Leaders in Enterprise Selling H2: Table of contents H2: Article Topics H2: Related Insights H3: Four Steps to Curing Forecast Anxiety H3: Product Launch Recap: Clarity to Sell Above the Line H3: 4 Reasons Your Sales Forecast Is Misleading and Why It Matters ## Main Content: H1: 3 Tips for Sales Leaders in Enterprise Selling H2: Table of contents H2: Article Topics H2: Related Insights H3: Four Steps to Curing Forecast Anxiety H3: Product Launch Recap: Clarity to Sell Above the Line H3: 4 Reasons Your Sales Forecast Is Misleading and Why It Matters In B2B sales, data-driven teams avoid blind spots, manage complex deals, and deliver predictable results. Learn more in our ebook. As client dinners and golf outings are replaced with video meetings, sales teams face a much tougher issue than remembering to update the meeting invite. The B2B selling landscape has changed and with it, the relationship between buyers and sellers. Now more than ever sales leaders are being asked to pivot and adapt at a record pace. For teams to effectively keep up, sales leaders will need to reconsider the role sales data plays in how they manage their teams. Avoid Buying Group Blind Spots In B2B sales, buyers don’t buy as individuals but rather, as a larger group. These buying groups can include up to 10 different decision makers, all with their own level of influencing power and/or preconceived notions about your solution. There’s also no guarantee that each individual within a buying group will even speak to a rep, especially given the availability of information across digital channels. In order for reps to avoid buyer blind spots, they need to proactively seek out every opportunity available to engage with the full group earlier in the sales cycle and ideally, in tandem with engagement buyers are having on digital channels. “If you can’t figure out how to have multiple conversations within a business and talk about outcomes (making money, saving money, or reducing risk), vs. features, you’re going to struggle.” says People.ai’s Vice President of Sales—Americas Zack Sikora. “The best enterprise reps get wide and horizontal across the enterprise to collect data about key business type topics that align what they're selling to those themes.” Navigate Complex Deal Cycles with Data Reps aren’t the only ones to feel the challenges of the new B2B landscape. As buying groups expand, and deals get more complex, sales leaders are often left looking for details they need to influence the trajectory of their team’s deals and forecast but come up short. Without those insights, leaders are left trying to piece together the status of deals through rep anecdotes or pipeline coverage dashboards. Per Zack, “Whether they cut corners or didn’t capture all the details of their deals in progress, sales reps are not the most reliable source of this insight. They’re certainly not an objective source.” Sales leaders are only as effective as the data they have access to. For leaders to more proactively plan and maneuver potential deal barriers, they need to be able to leverage a mix of leading and lagging indicators and trust that the insights surfaced are backed by real sales engagement. Embrace Data-Driven Coaching or Get Left Behind While it’s easy to feel overwhelmed with data, especially when it’s spread among reports, dashboards, or spreadsheets, no effective sales leader can run their team without it. Of course, access to reliable data is only half the solution. The other is knowing what to do with it, especially when it affects whether or not your reps close deals. Take this story from Zack Sikora, a proven Silicon Valley sales leader who climbed the ranks from rep to VP, on the role data played in coaching his rep to closed-won: One of Zack’s reps had met with an account 67 times and pushed the deal out two quarters. The rep was frustrated so Zack dug into the data and saw that 42 of the 67 meetings were with the same mid-level manager. The data also showed the rep had last met with the executive buyer (the CIO) four months prior. With these facts in hand, Zack advised the rep to put off meetings with the mid-level manager and focus on the CIO. He coached him to align with this stakeholder’s story and challenge. He used the data not as a stick but as insight into where and how he and his rep could collaborate to de-risk the deal. Hand in hand with his rep, Zack helped define a precise, prescriptive strategy. Within 30 days of meeting with the CIO, the rep closed the deal. According to Zack, “Without the insights from this data, I wouldn’t have known how to coach him to success.” By marrying sales data with rep coaching, Zack was able to achieve what every sales leader and rep want: a clear path forward. Move Up the Maturity Curve As buyers mature, so must the sellers. Today, sales leaders must evolve their approach to data and coaching if they hope to stay ahead, not simply maintain the status quo. When sales leaders lean into their data, not shy away from it, teams are able to deliver predictable results amidst an increasingly shifting selling landscape. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-ways-ai-can-enhance-your-abm-campaigns Title: People.ai | 3 Ways AI Can Enhance your ABM Campaigns Meta Description: Discover how AI can enhance your targeted marketing strategy with optimized data quality, past deal analysis, and identification of core buyer personas. Language: en Canonical URL: https://www.people.ai/blog/3-ways-ai-can-enhance-your-abm-campaigns ## Headings Structure: H1: 3 Ways AI Can Enhance your ABM Campaigns H2: 3 Ways to Enhance Targeted Marketing with AI H2: Executing Your Campaigns H3: Sales and Marketing Alignment H2: Improve Campaign Effectiveness with People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: 8 Sales Strategies To Reach & Convert More Customers H3: 16 Rebuttals For Sales Objections H3: 4 Ways CRM Tools Can Transform Your Sales Process ## Main Content: H1: 3 Ways AI Can Enhance your ABM Campaigns H2: 3 Ways to Enhance Targeted Marketing with AI H2: Executing Your Campaigns H3: Sales and Marketing Alignment H2: Improve Campaign Effectiveness with People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: 8 Sales Strategies To Reach & Convert More Customers H3: 16 Rebuttals For Sales Objections H3: 4 Ways CRM Tools Can Transform Your Sales Process Discover how AI boosts targeted marketing by improving data quality, analyzing past deals, and identifying core buyer personas for maximum impact. Targeting is one of marketing’s most effective strategies for engaging with customers. It’s a strategy that’s all about narrowing your focus to key audience segments and designing campaigns specifically tailored to them. Using data, marketers identify their most valuable customers and prospects – those who are most likely to buy what you’re selling – and the best ways to reach them. By zeroing in on their specific preferences and priorities – you can deliver more relevant, impactful campaigns that bring in more high-quality leads. Done right, it enables better allocation of resources, builds deeper relationships with customers (B2C and B2B alike), and drives more revenue than broader, mass-messaging approaches. In email campaigns alone, marketers have noted as much as a 760% increase in revenue driven by targeted campaigns. To understand your audience (and target them effectively), you need high-quality customer data. The better the data, the more valuable the insights you glean, and the more effective your campaigns become. Thankfully, there are AI-enabled solutions that can enhance your targeting strategy by equipping you with more accurate, high-quality data, so you can market with precision and confidence. These days, we are swimming in data. We can keep track of every person involved in a deal, key details about our customers from industry to communication preferences and beyond. And all that information is extremely valuable. But, the sheer amount of it can be unwieldy to manage manually. That’s where AI comes in. AI can process data much faster and more accurately than humans, especially at scale. Its automation and pattern recognition capabilities can unlock more effective campaigns that nurture buyers throughout the sales cycle. Here are three ways AI helps improve the effectiveness of your campaigns: Businesses look to CRM data to get a deep understanding of their buyers. Not just their basic contact information, but the role they play in decision making, and their impact on things like win rates and deal size. Traditionally, sales reps have had to enter all that information manually, an increasingly demanding task as buying groups get bigger and bigger. Considering that entering and assigning a single new lead takes an average of six minutes (three of which are spent just on the initial data entry), it’s not surprising that most sales reps don’t enter the details of every person involved in a given deal. That’s why automation is critical. AI-enabled solutions automatically capture all the contacts and activities from every engagement – who was involved (both internally and externally), when they got pulled in, etc. Automating data capture can increase the number of contacts captured by 10-20x, and ensures the data is accurate. And when you have rich, accurate data around your deals, you can analyze it to gain meaningful insights. 2. Analyze Past Deals Marketers use data from past deals to understand who their customers are – who are the decision makers, at what point do they buy in, what were their main questions or concerns, and so on. Issues arise when the data captured is inconsistent and incomplete. And even when the data is captured accurately, the sheer amount of it is a lot for companies to sift through. AI technology can analyze data much faster and more accurately than people can. Not only that, it can detect patterns we wouldn’t, and surface them to the end user via visual dashboards. By compiling and standardizing all your data, you can look at key differences between the deals you’ve won and those you’ve lost. How many people were engaged in deals of a certain size? Which customer personas are involved in the high-value deals you win? That automated pattern recognition can help identify valuable trends and opportunities you may otherwise have missed. For example, one company discovered that pulling IT into their deals at a certain point increased their chances of closing by 20%. Thanks to AI, something they wouldn’t have thought to look for became a key piece of their strategy. 3. Identify Core Buyer Personas Personas are representations of your target audience segments used by marketing when designing campaigns and other engagements. They can be highly effective (90% of companies who use them get a clearer understanding of their buyers), but only if they’re based on real, quality data. Typically, teams build personas based on past deals, market research, and customer interviews. But again, issues can arise when you rely on human data entry. Sales reps may enter things one way with one deal, but use a different taxonomy the next time. Enhancing the quality and completeness of your data will only make your personas stronger. AI solutions can analyze every contact involved in every deal in your CRM, so you get a more accurate idea of who the decision-makers and deal-breakers are and how to engage them. Marketers use personas to understand what different groups care about – what their pain points and priorities are – so they can build content that’s relevant to them. For example, someone with the title Sales Director likely has different KPIs and challenges than someone with a VP or C-suite title). But job titles and roles vary company to company, making categorization exponentially more complicated. People.ai’s solutions use a proprietary taxonomy to automatically convert different titles into standardized roles. This saves a ton of valuable time and effort, especially when there are a lot of people involved in each deal. Now that you have AI-enhanced personas and past-deal analysis informed by complete, high-quality data, it’s time to create and execute your targeted marketing campaigns and engagements. This starts a virtuous cycle: effective targeting leads to higher levels of engagement, and each new engagement feeds back into the database, which is then used to inform your next engagement, and so on. And even here, AI offers critical benefits when it comes to performance and attribution metrics. One of the biggest blind spots marketers struggle with is knowing what happens to leads once they're passed over to sales. Imagine putting all this time and energy into building these campaigns, not having insight into the outcomes, and then being asked why your team isn't helping generate more pipeline for sales. By monitoring engagement, you learn what about your campaign worked and what didn’t, so you can adjust your strategy next time. Of course, everything we’ve discussed thus far is meaningless without clear understanding and alignment between Sales and Marketing on how it’s all going to come together. For any targeting – enhanced with AI or not – to be effective, sales and marketing need to be aligned on their goals, strategies, and tactics. They need to work together to set priorities (Who are we targeting? At what point do we hand things off?) and execute their campaigns. Early alignment can lead to 3higher sales win rates, and make your company better at closing deals. But when your teams are equipped with accurate, high-quality data, it’s a lot easier to achieve the alignment you need. It removes the guesswork. You now know what has worked and where your teams should be focused. You have the proof. Traditional targeting is like a roadmap, giving you a clear route to your customers. By enhancing that roadmap with AI, you turn it into a GPS. A powerful tool that can reduce guesswork, improve confidence, and let you market with adept precision. Targeted campaigns and communications, and all other go-to-market activities for that matter, are more effective when based on high-quality data, and AI is how you get there.By embracing AI, you can get more personal with your customers, and build stronger human connections that drive greater lifetime value. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-ways-revenue-intelligence-changes-the-game-for-gtm-teams-in-manufacturing Title: People.ai | 3 Ways AI Transforms GTM Teams in Manufacturing Sales Meta Description: Discover the fast-growing category of AI for sales software and three problems it solves for manufacturing sales and marketing teams. Language: en Canonical URL: https://www.people.ai/blog/3-ways-revenue-intelligence-changes-the-game-for-gtm-teams-in-manufacturing ## Headings Structure: H1: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H2: What Is Revenue Intelligence with AI for Sales? H2: 3 Problems that Sales AI and Automation Solves H3: 1. Uncaptured Data H3: 2. Siloed Data H3: 3. Outdated Data H2: Success is Waiting for Earlier Adopters H2: The People.ai Enterprise Revenue Intelligence System H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: Inside Sales vs Outside Sales: A Comprehensive Guide H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? ## Main Content: H1: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H2: What Is Revenue Intelligence with AI for Sales? H2: 3 Problems that Sales AI and Automation Solves H3: 1. Uncaptured Data H3: 2. Siloed Data H3: 3. Outdated Data H2: Success is Waiting for Earlier Adopters H2: The People.ai Enterprise Revenue Intelligence System H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: Inside Sales vs Outside Sales: A Comprehensive Guide H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? Discover the fast-growing category of AI for sales software and three problems it solves for manufacturing sales and marketing teams. If you’re like most manufacturers, you’re struggling to get true value out of the sales information in your CRM. One reason is the data just isn’t in there. Despite the capacities of Salesforce, humans fail to enter the data required to really power your sales org, and without the data, your CRM can’t deliver. This has a significant material impact on your business. MIT Sloan Management Review estimates that “the cost of bad sales data is an astonishing 15% to 25% of revenue for most companies.” Since no one has been able to get people to sufficiently populate their CRMs over the last 20 years, the answer lies not in trying to change human behavior. And besides, you didn’t really hire your sales reps for their manual data entry skills, did you? There has to be a better way. The answer is in leveraging artificial intelligence (AI) to automate the work that humans just aren’t doing (and shouldn’t have to do in the first place). Today, enterprise manufacturers can unlock operational productivity and access unprecedented actionable insights through “revenue intelligence.” Revenue intelligence is an AI-driven, data-centric process that gathers, syncs, and manages data across all your customer-facing teams (sales, marketing, and customer success) to drive revenue. Maribel Lopez, principal at Lopez Research, defines this as insights, “…that weren’t possible before artificial intelligence. For customer-facing teams, this is a game-changer.” Dana Therrien, Service Director, Sales Operations Strategies at SiriusDecisions exclaims that “revenue intelligence providers are leading the charge of delivering on the promise of what sales force automation was supposed to do.” This is delivered through a revenue intelligence system that leverages AI to automatically capture all contact and activity data from customer-facing teams, creating a “single source of truth.” Manufacturers can use a revenue intelligence system to overcome challenges that up until now, have been nearly impossible to solve. Looking for even more on Revenue Intelligence? Click here to read our latest article, where we discuss the first-ever Forrester Revenue Operations and Intelligence Wave and how People.ai is the only vendor in the Wave focused on delivering trustworthy data and insights for large enterprises. Up until now, organizational analytics were at the mercy of the sales, marketing, and customer service reps who were responsible for the drudgerous task of logging all of their contacts, engagement data, and activities into the CRM. While, in theory, this happens after every point of contact with a customer or prospect, it almost never happens in practice. More than half (55%) of salespeople admit that they don’t store lead and customer data in their CRM. Sales reps who do already spend almost 30% of their time each week manually entering data. Most orgs still rely on this incomplete data for sales reporting, capacity planning, and sales forecasting. This results in missed forecasts and revenue left on the table — revenue that competitors can capture to reduce your market share. A revenue intelligence system automatically captures all contact and activity data from customer-facing teams involved in the sales process and populates the CRM in the right opportunities, in the right accounts. It eliminates manual data entry and creates a reliable, accurate CRM. People.ai customer and manufacturing technology company PTC, for example, was able to unlock 75,000 marketable contacts from their sales teams’ inboxes and automatically upload 266,000 activities to CRM. Data that is successfully captured is often siloed in marketing, sales, or customer success. As a result, on average, between 60% and 73% of all data within an enterprise goes unused for analytics according to Forrester. The notorious lack of collaboration between sales and marketing means that your company misses out on customer trends and opportunities, and doesn’t use a “single source of truth” when it comes to interactions with customers. Data gets stored in different locations (sometimes on a spreadsheet on a rep’s desktop) and isn’t useful for organizational-wide analysis or planning. A revenue intelligence system eliminates siloes by capturing all data across functions in real time and pulling it into a single platform that serves as a single source of truth for your entire organization. With this trustworthy data, everyone gets on the same page and uses the same data sets to make better enterprise-wide decisions. With every moment that passes, your CRM grows stale with outdated data. The average B2B organization’s database typically doubles every 12 to 18 months, and with contacts in the typical database containing critical errors, your CRM quickly becomes an expensive, unreliable mess with missing contacts and activity data. People change jobs, change titles, and often don’t update LinkedIn until a few months into a new job. A revenue intelligence system automatically tracks and updates changes in contacts’ public data (email, title, phone, address) in real time so that your CRM stays up to date and your marketing team and sales reps can trust the data in the CRM to be right when they plan a campaign or make calls. AI strategy advisor, Vikram Mahidhar, stated in a Harvard Business Review article, “By the time a late adopter has done all the necessary preparation, earlier adopters [of AI tools] will have taken considerable market share — they’ll be able to operate at substantially lower costs with better performance. In short, the winners may take all and late adopters may never catch up.” If you aren’t collecting customer activity data, you’re falling behind. This isn’t just about competing, it’s about survival. Whoever starts collecting and acting on data first WINS. Luckily, People.ai’s five-step process for successful go-to-market (GTM) transformation in manufacturing makes it easy to keep up. People.ai offers the industry’s leading enterprise revenue intelligence system using AI for Sales that puts your CRM on autopilot and provides actionable intelligence across your CRM and business intelligence tools. With People.ai, sales, marketing, and customer service teams can realize the full selling capacity of your manufacturing enterprise. Learn more about how you can capture and leverage data with the power of AI for sales and People.ai solutions. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-ways-to-bring-ai-to-the-sales-forefront Title: People.ai | Zoom & People.ai: Leading AI Innovation in Sales Meta Description: Read a recap of our webinar with Zoom, where we discuss practical ways sales teams are already using AI to win more revenue, and what's next. Language: en Canonical URL: https://www.people.ai/blog/3-ways-to-bring-ai-to-the-sales-forefront ## Headings Structure: H1: Zoom & People.ai: Leading AI Innovation in Sales H2: The school of AI H2: The answer is AI H2: 1. Remove menial tasks and distractions, freeing up time to focus on customers H2: 2. Confirm engagement with the right accounts, with the right people, at the right time H2: 3. Surface the facts and remove the feelings, empowering coaches everywhere H2: Bonus: We’re better together H2: School’s out. What’s Next? H2: Table of contents H2: Article Topics H2: Related Insights H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience H3: GTM Insider: Creative Ways to Get In-person Meetings ## Main Content: H1: Zoom & People.ai: Leading AI Innovation in Sales H2: The school of AI H2: The answer is AI H2: 1. Remove menial tasks and distractions, freeing up time to focus on customers H2: 2. Confirm engagement with the right accounts, with the right people, at the right time H2: 3. Surface the facts and remove the feelings, empowering coaches everywhere H2: Bonus: We’re better together H2: School’s out. What’s Next? H2: Table of contents H2: Article Topics H2: Related Insights H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience H3: GTM Insider: Creative Ways to Get In-person Meetings Read a recap of our webinar with Zoom, where we discuss practical ways sales teams are already using AI to win more revenue, and what's next. If you’re like me, you can’t open your email, LinkedIn, or mindlessly scroll Instagram without reading headline after headline about ChatGPT. Yet, here I am. True or false: Technologies like ChatGPT aren’t new. Read on to find out… Last week, Enrique Plaza Garcia, my partner in Product Marketing at Zoom, hosted a webinar, “How AI is driving sales results (and what’s next!).” If you couldn’t join live, you’ve come to the right place – here’s where you can find the recording. Want a preview of what to expect? Read on for my post-event recap. Enrique provided us with a crash course on the evolution of artificial intelligence – which dates back to the 1950s! Confirming: True – technologies, like ChatGPT, that use large language models (LLMs) and generative AI have been around for years. After Enrique took us to school, he outlined where revenue generators can leverage generative AI today (think prospect research, email templates, etc.) and where they can’t – at least not yet. Homework assignment, anyone? Next, Enrique leveled-up the conversation by welcoming Kenny Scannell, Head of Zoom IQ for Sales at Zoom, and Zack Sikora, CRO at People.ai, to a fireside chat centered around how revenue teams can use AI –today! The future is now. Today, revenue leaders around the globe are using AI to solve critical GTM issues such as: So, how exactly can AI help in these three areas? Read on for my CliffsNotes. Administrative work (like updating your CRM) and sharing deal context with internal stakeholders (over and over) are two major points of friction preventing sellers from…well, selling! Removing these menial and time-consuming tasks is THE entry point to utilizing AI in sales (i.e., low risk, high reward). Today, revenue teams are using technologies like People.ai and Zoom IQ for Sales to capture all customer engagements, provide complete visibility into these engagements, and surface insights (e.g.,  single-threaded, or no next steps) to help you derisk deals and win more revenue. With the macroeconomic environment, buyer groups are getting larger and more complex. We’ve all seen deals slip because a seller was overly invested in the wrong people. Traditionally, revenue leaders don’t have visibility into these risky behaviors - until now. With People.ai and Zoom IQ for Sales engagement data is complete, accurate, and visible within the tools you already use - allowing revenue leaders to visualize the entire buying group, confirm sellers are multi-threaded, and validate key persona engagement to ensure deals get done. If you’re a leader and you’ve been asked to do more with less, my guess is allocating time to coach is something you’ve pushed off once or twice. Why? Probably because it requires a significant amount of time and energy to REALLY understand who's performing, who isn’t, and why – until now! People.ai and Zoom IQ for Sales make coaching easier than ever. With complete data and AI insights, let automation do the heavy lifting by surfacing the facts and removing the feelings. In seconds, deeply understand who’s exceeding, meeting, or missing key targets. For those missing the mark, provide them with the exact playbook other reps use to see success such as actively listening, following your sales methodology, multi-threading, and engaging executives. What’s better than two AI-driven platforms? One unified experience! Enrique welcomed Thomas Wyatt, People.ai Chief Product & Strategy Officer, to share how People.ai and Zoom IQ for Sales have partnered to combine the power of data automation, contact enrichment, and conversation intelligence in a single, holistic view. By providing complete visibility into buyers’ roles and engagement levels across all digital touchpoints (in the same systems they already use today) sales teams can strategically plot the next steps with the right people and personas to grow pipeline, increase deal size, improve win rate, and shorten sales cycles. Extra credit: After you watch our on-demand webinar with Zoom, be one of the first to leverage our new partnership and achieve unprecedented insights and a more predictable pipeline by requesting a demo now. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/3-ways-to-measure-sales-pipeline-health-with-facts-not-feelings Title: People.ai | 3 Ways to Measure Sales Pipeline Health With Facts Meta Description: Stop searching for contacts manually. People.ai and ZoomInfo simplify finding gaps, key contacts, and planning strategic actions across opportunities. Language: en Canonical URL: https://www.people.ai/blog/3-ways-to-measure-sales-pipeline-health-with-facts-not-feelings ## Headings Structure: H1: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H2: Table of contents H2: Article Topics H2: Related Insights H3: Activity Matching Will Make or Break Your Sales AI Tool H3: Revenue Intelligence: Your Secret Weapon in 2022 H3: How CMOs Can Redefine the Path to Revenue with Intent and Engagement ## Main Content: H1: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H2: Table of contents H2: Article Topics H2: Related Insights H3: Activity Matching Will Make or Break Your Sales AI Tool H3: Revenue Intelligence: Your Secret Weapon in 2022 H3: How CMOs Can Redefine the Path to Revenue with Intent and Engagement Stop searching for contacts manually. People.ai and ZoomInfo simplify finding gaps, key contacts, and planning strategic actions across opportunities. No matter the week, month, or quarter—if you’re a sales leader, you’re tasked (and challenged) with the need to call your number. No matter how many times you qualify an opportunity with your reps, deals slip. It’s inevitable and all part of the game we willingly participate in. But, does it have to be? The answer: Not anymore! Gaining visibility into your sales team's pipeline health is not only possible but critical to ensuring deal health and improving forecast predictability. Let’s discuss how to understand the health of the opportunities in your pipeline and equip you with the tools to make informed, data-driven decisions. Operationalize Your Sales Motion & Methodology You’ve hired a team of talented sales reps and implemented a new sales methodology. Now what? Traditionally, you hold training sessions to teach your sales reps how to execute your sales motion and implement your methodology. But, as we all know, training alone isn't enough. In fact, 90% of all sales training has no lasting impact on professional behavior. Top performing companies practice through role-play an average of four times a year because it’s so easy for reps to fall back into their 'old ways' (we’re all creatures of habit, right?). So, you need a process in place to ensure your sales reps continue to leverage and adhere to their new learnings. Oh, and that process should be where your sales team already lives and breathes (no one needs another tool). The answer? A digital playbook and opportunity scorecard that lives right in your CRM.  Think of them as a step-by-step guide specific to your sales motion and a dynamic, methodology-specific scorecard that helps reps properly qualify their opportunities. The result? An easily implementable sales motion and methodology, complete visibility for the extended GTM team, and an increase in the adoption and adherence to your new process or methodology. All of this combines to help your team close deals quicker. Validate Pipeline and Improve Forecast Accuracy For decades, we've heard that 'sales is a numbers game.' Whether you believe this phrase or not, it doesn't change the fact that sales leaders are tasked with calling a number each week, month, and quarter. For many leaders, this act of calling your number does, in fact, feel like a game. It’s like a coin toss with questionable odds, but the stakes are higher because revenue (and jobs) are on the table. With your sales motion and methodology operationalized in CRM, you've already increased your visibility into your open pipeline and improved your odds of properly qualifying opportunities.  Now, let's up the ante. To further improve your forecast accuracy, you need to call your number based on more than reps' stories (i.e., feelings). You need cold hard facts! For this, sales leaders should turn to prospect engagement data to support their reps' claims. This type of data—alongside your methodology-specific scorecard score—empowers sales leaders to confidently call their number, removing the game of chance. Coach With Facts, Not Feelings No matter how many years you’ve been in the sales game, it’s easy to get attached and emotionally invested in deals. If we didn't, we wouldn't be human, and this game probably wouldn't be for us. (The whales are worth the chase, am I right?) However, when it comes to coaching, you can't lead with feelings alone. You need facts to support those feelings. Sales leaders can use opportunity scorecards to gain visibility into the success of their sales motion and methodology. And through unlocking engagement data, they can successfully coach sellers on active opportunities. Plus, they can do this from a single view, directly in CRM—day or night. The real benefit? With accurate data at your fingertips, you now have the ability to rescue at-risk revenue (before it’s too late). This empowers you to be the strategic sales leader you've dreamt of—one who makes an impact on their team, their deals, the business (and makes money while doing it). Are you ready to operationalize and improve your sales methodology while eliminating gut feelings from your forecasts? The sales landscape is evolving, often beyond our control, but you have the opportunity to approach things differently. Join the ranks of empowered sales leaders who use People.ai to embrace data-backed decision-making and stop leaving your success to chance. Intrigued? Get a demo today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/4-ways-crm-tools-can-transform-your-sales-process Title: People.ai | 4 Ways CRM Tools Can Transform Your Sales Process Meta Description: CRM tools have the power to transform and elevate your sales pipeline from end to end. These are the hows and whys. Language: en Canonical URL: https://www.people.ai/blog/4-ways-crm-tools-can-transform-your-sales-process ## Headings Structure: H1: 4 Ways CRM Tools Can Transform Your Sales Process H2: Transformation #1: Centralize, Integrate, and Go Beyond Organization! H2: Transformation #2: Better Management Through the Power of Data H2: Transformation #3: Better Sales Through the Power of…Time! H2: Transformation #4: Never Stop Getting Better H2: Table of contents H2: Article Topics H2: Related Insights H3: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. ## Main Content: H1: 4 Ways CRM Tools Can Transform Your Sales Process H2: Transformation #1: Centralize, Integrate, and Go Beyond Organization! H2: Transformation #2: Better Management Through the Power of Data H2: Transformation #3: Better Sales Through the Power of…Time! H2: Transformation #4: Never Stop Getting Better H2: Table of contents H2: Article Topics H2: Related Insights H3: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. CRM tools have the power to transform and elevate your sales pipeline from end to end. These are the hows and whys. We here at People.ai talk to a lot of salespeople. It’s kind of what we do. On the subject of CRMs, feelings are often mixed, but most pros tend to have one major anxiety in common: there’s probably more they could be using it for. It’s an understandable feeling to have, because (and we hate to be the bearer of bad news) for the most part, it’s true. It’s not your fault! CRMs are a goldmine of company-specific information, data, and insight. With perfect control over all of that information, you could practically divine the past, present, and future of your sales pipeline. But then, CRMs don’t tend to work like that, do they? Well, here’s the good news: while your CRM may never become a crystal ball, it could become a LOT more helpful. It just needs a little support. That’s where CRM tools come into play. One other thing salespeople tend to have in common? They underestimate how much CRM tools can impact results. Sure, they think CRM tools could help organize a few processes or speed up a few others, but that’s not what we’re talking about. We’re talking about fundamentally transforming not just your CRM’s utility, but your entire sales process. Sound like a big claim? We’ve got the exact whys and hows: Now, we’re not saying your impression of CRM tools that integrate with your CRM are wrong. They do help organize and centralize your sales information to make it easy to find. But that’s not all the organizing they do. You can think much bigger. CRM tools have the capacity to integrate ALL of your sales team’s information—from emails to campaigns across platforms to calendars and more—into a single, convenient location right within your CRM. Not only can your sales team access their own information from one location, but managers can see and coordinate everyone’s information, drastically improving visibility and unlocking new coaching opportunities. Know which salesperson is talking to which prospect or customer, which campaigns are running, how everything’s performing, and what you need to do to kickstart the next initiative, all from a single dashboard. How do your managers figure out how their reps are spending time right now? If you’re not using any CRM tools, the answer is probably: they make do with what they’ve got. But what they’ve got is usually incomplete at best and biased at worst. Without visibility into how the team members they’re supposed to be managing are performing, how are they supposed to…manage them? CRM tools can change that. Not only can CRM tools auto-populate all the rep information managers need straight to a dashboard, they can also automatically create benchmarks for performance based on past performance, targeted performance, and top performance. CRM tools like People.ai take this one step further by spotlighting opportunities for growth and improvement. Is one rep not touching base with clients enough? You can see that. Is one letting prospects slip mid-funnel? Find out why. CRM tools don’t just make management easier—they provide the data required to make it measurable and optimizable. Now, we would never dare call any sales rep lazy. Perish the thought. BUT, they don’t like busywork much, do they? And who does? Given the option, your sales reps would rather be on call with clients, setting up meetings, or following up rather than endlessly populating, populating, populating fields in CRM. Well, CRM tools aren’t just great for sales managers. The right CRM tools can automate nearly every logistical necessity your sales reps have, turning what could be hours of daily busywork into a few taps of a mouse. You get better, more accurate data, they get time back they can commit to doing what they really want to do. CRM tools (like PeopleGlass by People.ai) don’t just streamline the process; they allow salespeople to focus on the real work they (and your business) care about. If you’re anything like us, you’re already punchdrunk with the possibilities we just laid out. Now, let’s put them all together: What do you get when you combine more time for your reps, more data for your managers, and better access to data for everyone? OK, now what do you get when you go one step further with a leading CRM tool like People.ai? What happens when you can dig into individual rep performance with actionable AI-powered insights to locate strengths and weaknesses and generate informed, data-driven recommendations for improvement? You get a roadmap for consistent, continuous growth. See how your reps perform and why. Understand what they need to keep getting better. Give your managers the opportunity and tools they need to teach those skills. Close, rinse, repeat. Quarter over quarter, year over year. All with the data your CRM already has. That’s the kind of transformation the right CRM tool can offer. Want to learn more about CRM tools and how they can integrate into your existing CRM and process? We’d love to talk to you. Get in touch or schedule a demo of People.ai for a no-obligation test drive to see how you can use CRM tools to transform your GTM processes today and increase revenue per rep every single year. You won’t want to go back. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/4-ways-to-ramp-sales-reps-faster Title: People.ai | 4 Ways to Ramp Sales Reps Faster Meta Description: Here are 4 key ways that can significantly cut down sales rep ramp time while empowering reps and coaches to be more effective. Language: en Canonical URL: https://www.people.ai/blog/4-ways-to-ramp-sales-reps-faster ## Headings Structure: H1: 4 Ways to Ramp Sales Reps Faster H2: 1. Use Benchmarking to Know What “Good” Performance Looks Like H2: 2. Put the Buddy System to Work for New Reps H2: 3. Coach Based on Leading Indicators, Not Past Performance H2: 4. Increase Coach Effectiveness with Data H2: Start Ramping Faster and More Effectively Today H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Is a Featured Partner for the Oracle Fusion Sales Launch H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: Activity Matching Will Make or Break Your Sales AI Tool ## Main Content: H1: 4 Ways to Ramp Sales Reps Faster H2: 1. Use Benchmarking to Know What “Good” Performance Looks Like H2: 2. Put the Buddy System to Work for New Reps H2: 3. Coach Based on Leading Indicators, Not Past Performance H2: 4. Increase Coach Effectiveness with Data H2: Start Ramping Faster and More Effectively Today H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Is a Featured Partner for the Oracle Fusion Sales Launch H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: Activity Matching Will Make or Break Your Sales AI Tool Here are 4 key ways that can significantly cut down sales rep ramp time while empowering reps and coaches to be more effective. You hired Janice as a new sales rep and she starts Monday. How long will it take her to ramp, or start selling at her full capacity? There are several ways to calculate ramp time. A common method is to assume it will take one sales cycle plus 90 days of sales training and coaching to reach full productivity. But, every organization is different and how you measure it isn’t as important as figuring out how to cut that time down. After all, the faster a rep ramps, the faster they generate revenue. But you have to be careful. Push people too fast without giving them a solid onboarding, sales enablement, and coaching foundation and they may get off to a quick start but end up being less effective. Take too long and reps lose heart and your revenue suffers. While ramping new reps may not feel like a revenue-driving activity, when you optimize the process it stops being a cost center and starts to truly drive revenue much faster. So, how can you ramp reps faster? Here are 4 key ways that can significantly cut down sales rep ramp time while empowering reps and coaches to be more effective. You can’t know how well someone is ramping if you don’t have reliable benchmarks from within your organization to compare initial performance against and base decisions on how to specifically coach them. Benchmarking within your organization lets you separate high performers from low performers and identify specific behavior patterns to help you set reps up for success from day one. When sales managers benchmark based on data collected from sales rep’s activities (as opposed to emotion or taking a rep’s word for it), you’ll know the answers to: Once you’ve isolated the ideal behaviors of your high performers, you will know how to better train and ramp new reps for faster success. One of the best ways to speed up sales ramp time is to pair new hires with high performing mentors. In a Wharton Business School study of Sun Microsystems, it was found that individuals who had a mentor had a 23% higher retention rate with the company and were five-times more likely to get a promotion. Meaning, that they not only stayed longer, but they also outperformed their peers. But not all reps should be mentors. Sales leaders should look at reps who perform the right types of activities to close deals, rather than simply looking at the reps with “lone wolf” tendencies who might also win the most business. Typically, behaviors from this type of rep rely on their network and personality which are not scalable nor coachable. Using data to benchmark your sales org will help you distinguish not just the top-performing reps, but the top performers who exhibit the right types of workflows and habits. Just because you had a rep pull in a “bluebird deal” with a lucky email, doesn’t me you want them coaching your team. Sales coaching has long been based on reps’ outcomes over the past weeks and months. What did they do and not do? What worked and didn’t work? Coaching based on outcomes puts managers in a reactionary disciplinarian role, rather than a proactive one. When you use activity data to capture insights on the types and cadence of reps’ activities, you discover key leading indicators that let you course-correct with actionable coaching. This not only makes reps more productive but can also shift the trajectory of at-risk deals. Sales managers often rely on asking reps to self-report on their performance and deal progress, which can be subjective and overly optimistic. “Blue-skying,” where sales professionals allow their positive attitude to color their evaluation of prospects was rated the No.1 most significant problem with sales forecasts in a CSO survey, with 47 percent of companies responding that sales teams are just too subjective in their close projections. It can also lead to coaches misidentifying true coaching needs and spending time on areas that overlook underlying needs. When coaches have access to data, they can stop asking reps how deals are going and start monitoring them. One-on-ones can be spent reviewing account strategy and creative plays to engage the buying group, rather than having reps use their best guess on the likelihood of a deal closing. It's difficult to coach and set your reps up for success from a stance of "gut feelings" of what good looks like. When you use data-driven knowledge to discern what top performance consists of, and what behaviors are scalable, you can not only ramp reps faster but also scale your team more effectively. By automatically capturing sales rep activity, and giving sales leaders the insights they need to benchmark successful reps, People.ai can help you not only ramp reps faster, but also increase your team's overall quota attainment. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/5-critical-security-questions-to-ask-when-your-vendors-merge Title: People.ai | 5 Critical Security Questions to Ask When Your Vendors Merge Meta Description: Your vendors are merging. Is your data safe? Ask these 5 critical security questions to protect your business. Language: en Canonical URL: https://www.people.ai/blog/5-critical-security-questions-to-ask-when-your-vendors-merge ## Headings Structure: H1: 5 Critical Security Questions to Ask When Your Vendors Merge H3: The Research: M&A Creates Measurable Security Risks H3: Why M&A Creates Security Vulnerabilities H3: Five Essential Questions for Vendor Security During M&A H3: Taking Action H3: Referenced Research H2: Article Topics H2: Related Insights H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: A New Way to Sell: Agentic Collaboration Frees Sellers ## Main Content: H1: 5 Critical Security Questions to Ask When Your Vendors Merge H3: The Research: M&A Creates Measurable Security Risks H3: Why M&A Creates Security Vulnerabilities H3: Five Essential Questions for Vendor Security During M&A H4: 1. What is your timeline and methodology for integrating security systems? H4: 2. How are you managing authentication systems, API access, and third-party integrations during the merger? H4: 3. What cybersecurity personnel and expertise are you retaining versus restructuring? H4: 4. How are you maintaining threat detection and incident response capabilities across newly combined systems? H4: 5. What is your track record and process for security due diligence on acquired companies? H3: Taking Action H3: Referenced Research H2: Article Topics H2: Related Insights H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: A New Way to Sell: Agentic Collaboration Frees Sellers Your vendors are merging. Is your data safe? Ask these 5 critical security questions to protect your business. Mergers and acquisitions in the technology sector are picking up as revenue operations solutions lead the charge toward consolidation. These combinations promise enhanced capabilities and unified solutions, but they also create a hidden and significant risk: dramatically increased cybersecurity vulnerabilities that can expose your organization's most sensitive data. Recent high-profile incidents have demonstrated how M&A activities can create perfect storm conditions for security breaches. The rush to integrate systems, organizational disruptions, and the complexity of merging different security architectures create opportunities that threat actors are increasingly exploiting. For organizations relying on these vendors, understanding and mitigating these risks has become essential. The data on M&A-related cybersecurity risks is both comprehensive and concerning. IBM's Institute for Business Value conducted the most extensive study to date, surveying 720 executives responsible for merger and acquisition functions across multiple industries. Their findings reveal a stark reality: 53% of organizations experience critical cybersecurity issues during M&A deals that actually put transactions in jeopardy. Companies face 35% higher breach rates during integration periods compared to normal operations. This elevated risk persists throughout the integration process, which can extend 18-24 months post-acquisition. The research identifies several contributing factors to this increased vulnerability: Additional studies from UC Berkeley's Center for Long-Term Cybersecurity and Willis Towers Watson confirm these patterns across industries. Manufacturing and technology sectors face particularly acute risks, with manufacturing accounting for 42% of all M&A-related cybersecurity incidents despite representing a smaller portion of overall M&A activity. The mechanisms behind increased M&A security risk are well-documented. Integration complexity tops the list: merging different security architectures creates gaps, data migration introduces exposure points, and legacy systems often remain unmonitored during transitions. The human factor compounds these technical challenges through cultural integration difficulties, training gaps, and "privilege creep" as temporary elevated permissions become permanent. Visibility gaps emerge as organizations struggle to monitor disparate systems during integration. The average organization uses 50+ security tools that become even more fragmented during M&A, while new cloud services spin up at rates of 300+ monthly during integration phases. Given these documented risks, organizations must take proactive steps when their vendors undergo mergers or acquisitions. Here are five critical questions that can help protect your data and operations: Understanding your vendor's security integration approach is fundamental. Look for detailed, phase-by-phase plans that include specific security milestones and checkpoints. Listen for: maintaining separate security perimeters during initial phases, conducting security architecture reviews before system integration, and implementing enhanced monitoring during transition periods. Vendors who plan rushed integrations or lack detailed security roadmaps present significant risks. The research shows that organizations maintaining dedicated integration security teams and following structured methodologies experience significantly fewer incidents. This question addresses one of the most vulnerable aspects of M&A integrations. OAuth tokens, API keys, and third-party connections often persist across organizational boundaries during mergers, creating potential attack vectors. These authentication mechanisms can become orphaned during integration, remaining active without proper oversight. Listen for: vendors who have comprehensive inventories of all authentication tokens and third-party integrations, established token rotation schedules during integration, and clear processes for reviewing and updating API access controls. The best responses will include specific timelines for credential rotation and detailed integration security reviews. The human element represents a critical vulnerability during M&A activities. Organizations often eliminate redundant positions without considering the loss of institutional security knowledge. Ask about security team continuity plans, knowledge transfer procedures, and how they're addressing potential expertise gaps. Listen for: retention plans for key security personnel, documented knowledge transfer processes, and identified external security expertise to fill any temporary gaps. Immediate elimination of acquired company security staff or lack of clear security leadership during integration represents significant risk. With breach detection times increasing 31% during M&A periods, understanding your vendor's monitoring and response capabilities becomes crucial. Ask about unified monitoring implementations, incident response procedures spanning both organizations, and dedicated security operations during integration. Listen for:  vendors maintaining or enhancing their security operations centers, implementing cross-organizational monitoring capabilities, and establishing clear incident response procedures that account for the complexity of merged systems. This question reveals your vendor's overall approach to M&A security. Many organizations wait until due diligence completion to perform cybersecurity assessments, a timeline that's often too late to identify critical vulnerabilities. Listen for: vendors who conduct security assessments early in the M&A process, have documented methodologies for evaluating acquired company security postures, and maintain clear processes for remediating inherited vulnerabilities. They should be able to discuss their general approach to handling security gaps without disclosing specific details about particular acquisitions. The consolidation wave in technology shows no signs of slowing, making these questions increasingly relevant for organizations across all sectors. By asking these targeted questions and carefully evaluating responses, you can better assess whether your vendors are taking appropriate steps to maintain security during their growth phases. Your vendor's security posture during M&A directly impacts your organization's risk profile. Taking a proactive approach to vendor security assessment during these critical periods protects your business in an increasingly consolidated and complex technology landscape. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/5-red-flags-to-watch-for-during-forecasting Title: People.ai | 5 Red Flags to Watch for During Forecasting Meta Description: Discover 5 key red flags that signal risk in your sales forecast—and how to spot them before it’s too late. Language: en Canonical URL: https://www.people.ai/blog/5-red-flags-to-watch-for-during-forecasting ## Headings Structure: H1: 5 Red Flags to Watch for During Forecasting H2: 1. Stage Mismatch: Your Pipeline’s Dirty Little Secret H2: 2. Qualification Gaps Hidden in Plain Sight H2: 3. Confident Talk, No Data to Back It Up H2: 4. Silent Deal Killers: Legal, Procurement, and the 11th Hour Slip H2: 5. “Next Steps” That Mean Nothing H2: Bottom Line: Better Forecasting Starts with Better Signals H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Red Flags to Watch for During Forecasting H3: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification ## Main Content: H1: 5 Red Flags to Watch for During Forecasting H2: 1. Stage Mismatch: Your Pipeline’s Dirty Little Secret H2: 2. Qualification Gaps Hidden in Plain Sight H2: 3. Confident Talk, No Data to Back It Up H2: 4. Silent Deal Killers: Legal, Procurement, and the 11th Hour Slip H2: 5. “Next Steps” That Mean Nothing H2: Bottom Line: Better Forecasting Starts with Better Signals H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Red Flags to Watch for During Forecasting H3: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification Discover 5 key red flags that signal risk in your sales forecast—and how to spot them before it’s too late. Forecasting used to be about gut instinct. Managers would grill their reps, eyeball the stages in CRM, maybe sniff out a lie or two—and hope it all came out in the wash by quarter close. But let’s be real: that era is over. The truth is, modern forecasting demands more than spreadsheets and good vibes. Reps are under pressure to commit, managers are overloaded, and somewhere between the training deck and the pipeline review, the whole process gets lost in translation. Forecasting becomes reactive instead of proactive, and the number you’re betting the business on? Built more on sand than stone. That’s why AI isn’t a “nice to have” anymore—it’s a necessity. People.ai doesn’t just give you visibility. It gives you certainty. It flags what humans miss. It enforces your process even when nobody’s watching. This post reveals five game-changing signals that only People.ai can surface. Learn how we’ve pioneered a new era of forecasting with AI that rips the blinders off pipeline reviews, exposes deal signals that used to stay buried, and helps convert red flags into a competitive advantage. The red flag: Your reps are putting deals in the wrong stages. Sometimes because of forgetfulness or inconsistent training. Sometimes due to optimism. Sometimes they’re just plain old sandbagging. The AI fix: People.ai looks beyond what stage a deal says it’s in and evaluates what’s actually happening. Based on emails, calls, meeting behavior, and deal progression, it flags misaligned stages automatically. It’s like having a deal cop gently whisper, “Hey, this doesn’t belong in commit yet,” before you make a forecasting mistake that costs the quarter. Let’s be honest: if you can’t trust your sales stages, your whole pipeline is a house of cards. Want to rebuild that trust? Use AI to reinforce your sales process consistently—every day, every deal. The red flag: Reps say qualification is done. But is it really? Too many reps treat qualification frameworks like a checkbox exercise. Whether it’s SPICED, MEDDPICC, or something else, just filling in the blanks doesn’t mean a deal is truly qualified. The AI fix: AI doesn’t just confirm that framework was filled out: it analyzes actual conversations and call transcripts to see how well it was done. Did the rep genuinely dig into the pain? Did they identify a decision process? Is the economic buyer engaged…or just name-dropped? People.ai helps reps up their qualification game and gives managers a clean lens into whether deals are ready to forecast or headed for trouble. In fact, it's helping teams seamlessly adopt frameworks like SPICED. The red flag: “We’re gonna close this one!” says the rep. But when you dig deeper…no engagement, no buyer alignment, no plan. Just noise. When confidence outweighs activity, forecasts become guesswork. Leadership sees a deal in “commit” but the signals just aren’t there. The AI fix: Our AI-driven tools reveal the full story—signals you simply can’t get from a spreadsheet or a gut call. You see engagement levels, milestone completion, executive visibility, and more. With all these facts surfaced in one view, managers can coach reps proactively and spot deals that need attention. In other words: real forecasting, not forecasting theater. The red flag: That deal you’ve been banking on? Pushed again. And again. And again. Turns out no one looped in procurement, or started legal review. And the quarter ends… quietly. The AI fix: People.ai watches for pattern slips across the pipeline—how many times a deal has been pushed, whether critical milestones (legal, pricing, procurement) have been met, and more. It raises the red flag before you even realize there’s a problem. These are the kinds of risks that don’t show up in a CRM field. But they do show up in patterns…if you know where to look. See the before and after of a RevOps leader using People.ai for forecasting. The red flag: CRM is full of vague or stale “next steps.” “Follow up next week” isn’t a strategy—it’s a shrug. The AI fix: Our solution flags inconsistencies between rep-entered steps and what the system sees, pulling from real activity to suggest meaningful, time-bound next steps. Not what the rep thinks should happen, but what the deal needs to move forward. It's like having a brutally honest second opinion that keeps your pipeline from becoming a junk drawer of wishful thinking. If these red flags aren’t visible in your forecast, you’re not just off—you’re at risk. You’re also not alone in trying to make sense of forecasts that never quite hit the mark. The good news is that with People.ai, you can spot and resolve issues early, standardize execution across your team, and build a more predictable path to revenue. Want to learn how to strengthen your forecasting process with AI? Watch our on-demand webinar and see how leading revenue teams are using People.ai to move from reactive to reliable, and build forecasts they can stand behind. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/5-strategies-for-data-driven-sales-coaching-in-2024-from-adobe-and-red-hat Title: People.ai | 5 Data-Driven Sales Coaching Tips for 2024 from Adobe Meta Description: Use AI for data-driven sales coaching to boost results and empower managers with insights to improve pipelines and drive continuous growth. Language: en Canonical URL: https://www.people.ai/blog/5-strategies-for-data-driven-sales-coaching-in-2024-from-adobe-and-red-hat ## Headings Structure: H1: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat H2: 1. Empowering First-Line Managers with Data H2: ‍2. Using Data for Proactive Coaching H2: 3. Bringing Best Practice Insights to the Surface H2: 4. Preparing for Coaching Conversations with Data H2: 5. Data + AI = a Winning Strategy for Sales Coaching H2: Putting it All Together H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Why Are KPIs Important? ## Main Content: H1: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat H2: 1. Empowering First-Line Managers with Data H2: ‍2. Using Data for Proactive Coaching H2: 3. Bringing Best Practice Insights to the Surface H2: 4. Preparing for Coaching Conversations with Data H2: 5. Data + AI = a Winning Strategy for Sales Coaching H2: Putting it All Together H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Why Are KPIs Important? Use AI for data-driven sales coaching to boost results and empower managers with insights to improve pipelines and drive continuous growth. In a world increasingly driven by data and technology, utilizing AI models and data analysis has become integral for sales organizations to be competitive. AI and data are game-changers when it comes to coaching and enhancing sales team performance. They hold the key to unlocking untapped potential and driving remarkable results. In our recent webinar, Strategies for a Strong Finish in 2023 and a Fast Start in 2024, Navin Gopwani, General Manager - Customer Journey Management at Adobe, Michael Quattrucci, VP, North America Enterprise Sales at Red Hat, and Susan Zuzic, Global Accounts Senior Director at People.ai, shed light on how their organizations leverage AI and data to coach their reps. Here are 5 ways to be a more data-driven sales leader in 2024:‍ Data-driven sales coaching! Yay! Sounds great, right? But have you set up your sales team for success with access to the data they need? Both Red Hat and Adobe recognize the importance of empowering their first-line managers with the necessary data for effective coaching. Michael highlighted the significance of training managers to interpret data insights and turn them into actionable strategies. By providing self-serve data and insights, first-line managers can see what’s working and what’s not. Then, they can help them prioritize their time effectively and share actionable advice. Michael emphasized the importance of looking at common denominators and trends in the data to make informed decisions about where time and effort should be invested. Real application example from Red Hat: “When we rolled out People.ai to our first-line leaders, one use case we gave them was looking back at the past 2 quarters to see the accounts your reps are spending time on. You might see they’re spending an unbelievable amount of time, energy, and resources on XYZ account. Then you look at the CRM and don't see the pipeline or the forecast showing up. I may have a problem where somebody is sandbagging or we have a hard decision to make. Maybe that's not the right account to be spending all of this time and effort right now. But you are empowering your FLMs and reps to prioritize and use their resources efficiently. Now, we can put that time and effort into an account where we can monetize. We want to maximize what we're getting out of all that time investment.” Navin emphasized the need to use data to positively impact the team. Use what the data is telling you to make your reps more effective and efficient with their time and proactively address red flags before they become issues. Real application example from Adobe: “The eye-opening moment for me was looking through the data and seeing one of my FLMs was working double the amount of time our top FLMs were working. They were working hard and they were stressed out. Having this data gave me the opportunity to proactively look at what they were doing before having a conversation with them. I used our data to see what our top FLMs were doing by comparison and saw where we could shift things for better results with less work. I got on a call with this person and actually said, "You're working too hard. You are spending way too many hours in the day working and you don't have enough of your own time." And they were looking back to me like, what are you talking about? What do you mean? I pulled up the data and showed his time vs. other top FLMs. You're just doing too much as a new manager. You need to figure out what you need to be a part of and what you don't. Let's look at your calendar together. I think I can remove 35% of what's on it.” Both Michael and Navin emphasized the value of using data to bring positive insights to the surface. Analyzing the data of a top-performing sales rep allows you to extract valuable knowledge that can be shared with the rest of the team. This approach saves time and allows first and second-line managers to focus on highlighting best practices for rapid improvement. Real application example from Adobe: “On the rep level, I looked at the data of one of our top reps to see exactly what they were doing to become a top rep. Instead of going to them and saying, ‘Hey, explain to me what you're doing.’ Using the People.ai data, I was able to get right into what I wanted to know and pull out the knowledge to share with the rest of the team. That's what my second-line managers spend a lot of time doing, trying to bubble up the goodness in a rapid fashion.”‍ Using 1:1s and QBRs as information-transferring sessions isn’t only ineffective but also takes time away from real coaching. At Adobe, all first-line managers are required to go through the data before QBRs ensuring they have relevant talking points and can provide meaningful insights during coaching conversations. This also steers the conversations away from a practice in storytelling and allows you to focus on what’s actually happening in accounts. As a sales leader, you probably don't have regular access to a data analyst to surface insights for you. This is where AI comes into play. You need a purpose-built AI solution that will not only automate activity capture, and match those activities to accounts correctly, but can also draw insights and answer useful questions for your sales leaders and reps. Navin and Michael emphasized that AI and data have become integral in coaching and enhancing sales team performance. They hold the key to unlocking untapped potential and driving remarkable results for your teams. 2024 is the year of AI in sales. And with that, data is more accessible than ever. It’s time to put this dynamic duo to work in your sales coaching. To recap, here are the 5 ways to be a more data-driven sales leader in 2024: AI is transforming sales across the board. Organizations that can harness AI’s power will achieve remarkable results and drive continuous improvement. Don’t get left behind.Watch the full conversation here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/5-ways-companies-are-using-ai-in-their-sales-strategy Title: People.ai | 5 Ways Companies are Using AI in their Sales Strategy Meta Description: Discover how AI boosts sales and marketing, from faster onboarding to better customer experiences. Explore five ways to leverage AI for growth. Language: en Canonical URL: https://www.people.ai/blog/5-ways-companies-are-using-ai-in-their-sales-strategy ## Headings Structure: H1: 5 Ways Companies are Using AI in their Sales Strategy H2: Table of contents H2: Article Topics H2: Related Insights H3: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: Sales Training Ideas To Inspire And Empower Your Team H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI ## Main Content: H1: 5 Ways Companies are Using AI in their Sales Strategy H2: Table of contents H2: Article Topics H2: Related Insights H3: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: Sales Training Ideas To Inspire And Empower Your Team H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI Discover how AI boosts sales and marketing, from faster onboarding to better customer experiences. Explore five ways to leverage AI for growth. A Harvard Business Review survey of 3,000 executives found that 60% believe their future relies on successfully implementing artificial intelligence—and that was in 2017. Today, that number has only grown as companies are realizing the value of AI for both GTM teams as well as the larger organization. The good news? Boards and C-suites finally understand the value of AI for sales and marketing teams and the success of their organization as a whole. Yet while companies may see the value, that doesn't always ladder up to a shared understanding of how they'll implement the technology. Let’s take a closer look at the five key ways companies are using AI in their sales strategies. Rep onboarding can be—and usually is—a challenge to accomplish quickly and efficiently,  especially if you sell a complicated or expensive product with a long sales cycle. Ramping gets slower as the angle of the ramp gets steeper. AI can automatically detect patterns in the sales activities and actions used by your best performing reps, turning those data points into valuable insights for managers. Not only do these insights lead to more wins but it also gives sales managers a tested blueprint for coaching and ramping. MongoDB, for example, used Chorus.ai to accelerate ramp time for new reps from 7-9 months to just 2-4 months by giving reps access to valuable insights that help them through one of the most challenging parts of the Mongo sales process: discovery. Instead of having to wade through endless discovery call recordings to dig up what worked and what didn’t, Chorus.ai did it for them. In 2015 the most recurring theme in a sales rep's life was the old shoulder tap at the cubicle and the inevitable question that followed: "What's going on with your deals?" Today, AI solves the pipeline visibility problem by automatically capturing and surfacing the activities sales professionals engage in across opportunities or accounts. Not only does this eliminate the reliance on manually entered data but it provides managers with real-time answers to what's already happened and what's left to do. Take Create Anywhere, for example. They too struggled with knowledge gaps when it came to where their reps were spending their time and with who. By leveraging AI sales leaders were able to see a real breakdown of activities and time spent across their team's deals, as well as the personas that were most engaged at each stage. AI is great for surfacing bonafide lead insights from your marketing and sales data. AI-based tools can tell you more about your prospects and customers and also recommend which leads to pursue. One particularly creative way companies are using AI to qualify leads is through AI assistants. Drift, for example, has been using AI-powered chatbots to enhance the buyer journey and scale its SDR team. Chatbots use AI to replicate and scale the behaviors of top SDRs so that engagement with every single website visitor feels personal. AI-based chatbots can also: AI does the dirty work for you. The dirty work we’re referring to, in this case, is the hassle of wrangling every single person you’ve talked to on a deal, including their title and seniority, and tying them to the right opportunity in Salesforce. Generally speaking, reps capture maybe two to three people and that's it. But AI can intelligently detect contacts involved in conversations and create Opportunity Contact Records (OCRs) that are matched to the right opportunity in Salesforce. By automating this process, productivity increases because reps spend less time on manual data entry and more time focusing on the actions they need to take—and the people they need to take them with—to move deals forward. Five9 has saved sellers thousands of hours of manual data entry after implementing an AI-based platform that automated business activity and contact capture as well as opportunity matching within Salesforce. This resulted in 20% of a rep's time given back to them to re-focus their efforts around proven sales activities rather than more data entry. According to HubSpot, 93% of customers are more likely to be repeat customers at companies with excellent customer service. The other side of that coin, of course, is that customer expectations have never been higher. AI helps companies with customer success the same way it helps with sales team productivity and alignment: by analyzing behaviors, identifying patterns, and surfacing actionable insights that drive customers to keep renewing. AI also applies predictive analytics to provide things like churn warnings and renewal alerts. Talkdesk, for example, uses AI to optimize the customer experience via virtual agents that can recommend the best actions to take to resolve key customer issues. These are just a few examples of how companies are using AI in practical ways to help GTM teams hit or exceed goals while driving a stronger understanding of what customers and buyers care about. ‍Learn more about how companies are using AI to optimize their GTM teams and boost their bottom lines. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/6-best-sales-productivity-tools-for-account-executives-using-salesforce Title: People.ai | 6 Top Sales Productivity Tools for AEs Using Salesforce Meta Description: Discover 6 tools to boost sales productivity for reps using Salesforce. Improve prospecting, outreach, pipeline management, booking calls, and more. Language: en Canonical URL: https://www.people.ai/blog/6-best-sales-productivity-tools-for-account-executives-using-salesforce ## Headings Structure: H1: 6 Top Sales Productivity Tools for AEs Using Salesforce H2: Why Reps & Account Executives Need Sales Productivity Tools H2: 6 Best Tools for Reps to Boost Sales Productivity H2: Prospecting: DataMiner & PeopleGlass H2: Outreach: MailShake H2: Managing Salesforce Deal Pipelines: PeopleGlass H2: Booking Calls with Prospects: MixMax H2: Sending Video Pitches: Vidyard H2: Contracts Signing: HelloSign H2: What to Check Before Using a Salesforce Productivity Tool H2: Start Boosting Your Salesforce Productivity Today H2: Table of contents H2: Article Topics H2: Related Insights H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H3: Streamline Sales QBRs for Greater Impact and Better Results H3: Build Sales Process Consistency with SVP Chris Albro’s Insights ## Main Content: H1: 6 Top Sales Productivity Tools for AEs Using Salesforce H2: Why Reps & Account Executives Need Sales Productivity Tools H2: 6 Best Tools for Reps to Boost Sales Productivity H2: Prospecting: DataMiner & PeopleGlass H2: Outreach: MailShake H2: Managing Salesforce Deal Pipelines: PeopleGlass H2: Booking Calls with Prospects: MixMax H2: Sending Video Pitches: Vidyard H2: Contracts Signing: HelloSign H2: What to Check Before Using a Salesforce Productivity Tool H2: Start Boosting Your Salesforce Productivity Today H2: Table of contents H2: Article Topics H2: Related Insights H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H3: Streamline Sales QBRs for Greater Impact and Better Results H3: Build Sales Process Consistency with SVP Chris Albro’s Insights Discover 6 tools to boost sales productivity for reps using Salesforce. Improve prospecting, outreach, pipeline management, booking calls, and more. We’ll get to tools in a bit. First, what does sales productivity even mean? Sara Leander-Pehrson, a Sales Enablement Leader, defined it as the convergence of sales efficiency and sales effectiveness. “Sales efficiency relates to improving the way a sales rep spends their time. For instance, an efficient sales rep will spend most of their time on high-impact versus low-impact tasks. On the other hand, sales effectiveness is all about a rep’s ability to drive revenue… Ultimately, to achieve high sales productivity, sales reps must prioritize high-impact activities with the right leads at the right times.” This illustrated definition begs a crucial question: As a salesperson using Salesforce, are you prioritizing high-impact activities needed to achieve higher sales productivity?For most salespeople, the answer’s no. In short, research by Salesforce themselves found reps spend about 64% of their time on non-selling activities: As you’d agree, an excellent way to prioritize high-impact sales activities and increase your chances of hitting quota is by freeing up more time for selling. And that’s where sales productivity tools come in. We all have the same 24 hours per day. But as a salesperson, how and where you spend those 24 hours determines how much sales productivity you’d unlock. In other words, cut off time wasted on tiring administrative tasks, and you’d have more time for selling. Sales productivity tools make this possible, especially for reps using Salesforce. Say you want to save 10-20 hours a week from creating or updating Salesforce records. With a tool like PeopleGlass, you can join other Account Executives who are achieving that easily: As stated earlier, sales productivity tools help you reduce the time wasted on redundant tasks to focus more on high-impact selling activities. Again, research by Salesforce confirms this. Their study of over 2,300 sales leaders found that “high-performing sales teams use nearly 3x more sales tech than underperforming teams, freeing them from process-heavy tasks and giving them more time to actually sell.” But it’s not enough to have just about any tool. You need the right ones across the various selling activities. So below are six tools reps using Salesforce can rely on to improve sales productivity, manage pipeline better, and focus on hitting quota: Sales start by getting the right contacts into your CRM. But getting those contacts, otherwise called prospecting, takes reps significant amounts of time. In short, a HubSpot study found over 40% of salespeople acknowledge prospecting as the most difficult part of the sales process. You can leverage tools to improve your productivity in this area. Dataminer helps you scrape contact information in less time. Plug in a list of URLs or profile pages of companies or people you’re targeting, and it’d crawl and scrape vital contact information into a spreadsheet for you: However, you’d still need to sort and upload those contact information into Salesforce, which takes extra effort. What if you could get target buyers’ info from LinkedIn profile pages straight into Salesforce? That’s where PeopleGlass comes in. Once you get the right contacts, outreach follows. MailShake works well for this. This product brings cold calls and cold email outreach under one roof. It also has an AI email writing assistant to reduce the time spent on sales email copywriting. More importantly, MailShake integrates natively with Salesforce, making it easy to get records of your entire cold outreach into the CRM: It’s one thing to get contacts into the CRM and start outreach. For most reps, it’s another beast managing deal pipelines by updating myriads of records while dealing with Salesforce’s clunky UI. This process usually results in unnecessary busywork. And for the average salesperson, this busywork results in completing just 40% of sales updates, per RingLead’s report. PeopleGlass knows “The Path to Quota Isn’t Paved with BusyWork.” So we built a tool that boots sales productivity for reps by making it seamless to create and update Salesforce records from one spreadsheet-like view: Say you wanted to update a pipeline record to closed-won. With PeopleGlass, it takes a few clicks from one view to do just that, and the records get updated in Salesforce in real-time. This ease of managing deal pipelines in Salesforce is one of many reasons why sales teams choose PeopleGlass for boosting sales productivity. Take Kelly M., an Account Executive: MixMax saves you the back and forth of booking calls with prospects. You can share a calendar for prospects to book calls with you directly from a sales email. Also, you can embed polls & surveys, track replies, and schedule email sequences. And as a rep using Salesforce, you can rest assured knowing it works natively with your CRM. This workflow means you’d get records of booked calls into Salesforce, automating some busywork in the process: Videos can help you stand out in your prospects’ inboxes. In short, VidYard reports that having videos in your sales emails can lead to 3x higher response rates than text-only emails. This finding aligns with a HubSpot study that highlighted video prospecting among the top 10 skills sales development reps must master. Does all that sound interesting? Then consider boosting your sales process outcomes by using a tool like VidYard to create and include videos in your sales pitches easily: This one’s straightforward. Sales productivity isn’t productive until all efforts produce closed-won deals faster. But for this to happen, prospects must make commitments in signing contracts. You don’t want to make things difficult at this final stage. So a tool that removes the hassle of signing contracts is a must-have in your sales productivity arsenal. And since Salesforce is your CRM, you need something that works well with it. Enter HelloSign: Reps don’t like the busywork that comes with using Salesforce. However, most companies (and yours is no exception) choose it over other CRMs because of its strict measures towards securing customers’ data. So before you jump on any tool that claims to boost sales productivity on Salesforce, it’s crucial to check if it meets certain security compliance. Specifically, four things to look out for are: PeopleGlass meets all these requirements: If you already manage Accounts and Opportunities on Salesforce, you can start boosting sales productivity by improving how you manage deal pipelines. PeopleGlass makes the entire process a breeze. Instead of opening countless Salesforce tabs to create or update records, you get one spreadsheet-like view to do that seamlessly. This workflow saves you hours per day updating Salesforce, leading to optimal sales productivity. Again, Account Executives like PeopleGlass for this: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/6-steps-to-ai-success Title: People.ai | Key insights from AI Innovators Meta Description: Business leaders from Microsoft, Aon, Google, and others share their tips for successfully getting started with AI. Language: en Canonical URL: https://www.people.ai/blog/6-steps-to-ai-success ## Headings Structure: H1: 6 Steps to AI Success from Trailblazing Business Leaders H3: 1. Adopt a culture of resilience and continuous learning H3: 2. AI implementation must be strategic H3: 3. Customer-centric innovation is key H3: 4. AI value is closely tied to data quality H3: 5. Balance speed with thoughtfulness H3: 6. Human-centered leadership will yield better results H3: The sky’s the limit H3: Get more AI advice from our AI Innovators. H2: Article Topics H2: Related Insights H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Go-To-Market Strategy Tips to Develop Your Framework H3: How To Choose The Right GTM Data and AI Platform For Your Business ## Main Content: H1: 6 Steps to AI Success from Trailblazing Business Leaders H3: 1. Adopt a culture of resilience and continuous learning H3: 2. AI implementation must be strategic H3: 3. Customer-centric innovation is key H3: 4. AI value is closely tied to data quality H3: 5. Balance speed with thoughtfulness H3: 6. Human-centered leadership will yield better results H3: The sky’s the limit H3: Get more AI advice from our AI Innovators. H2: Article Topics H2: Related Insights H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Go-To-Market Strategy Tips to Develop Your Framework H3: How To Choose The Right GTM Data and AI Platform For Your Business Business leaders from Microsoft, Aon, Google, and others share their tips for successfully getting started with AI. We spent the last two years interviewing business leaders at the forefront of navigating the evolving AI landscape.  Insights from innovators at Google, Verizon, Aon, Xapa, People.ai, AWS, and Microsoft highlight the critical factors shaping AI adoption and leadership in today’s business world. Whether you are just getting started with AI or have spent a decade honing your AI strategy, their experiences offer valuable lessons on building an AI culture that is strategic, customer-centric, and creative. Success in AI and leadership requires a mindset of adaptability and growth. Many of our AI Innovators emphasized the importance of learning from failures, iterating on ideas, and consistently pushing boundaries. Organizations that cultivate a culture of resilience are better equipped to navigate AI’s challenges, seize opportunities, and empower their employees to become strategic power users of AI. Danny Lange, recent VP of Business Intelligence and Artificial Intelligence at Google, believes for organizations that truly adopt a continuous learning mindset, the sky is the limit on potential growth. “To say AI is going to be the CEO—that’s completely wrong thinking,” said Lange. “We’re all going to be CEOs. We are all going to make decisions with these tools in our hands. I think that many more people should be equipped with the ability to make well-informed decisions in their companies and that is absolutely going to enable businesses to scale much more effectively." Rather than diving into AI without a clear plan, businesses should take a measured approach. AI adoption must be driven by well-defined use cases and a strong foundation in data infrastructure. Leaders must identify areas where AI can create tangible value and avoid implementing technology for the sake of novelty. Michael Cingari, Verizon’s SVP of Customer Experience, Marketing Operations, and Strategy agrees. “Pick the use cases where you can really deliver and secure some quick wins, all while building the foundation for the longer-term play," he advised. "You're going to lose if you don't show the benefit.” AI’s success hinges on understanding and meeting customer needs.  “We never want to build technology for technology’s sake. It must address the client's problem. It’s true for picking tech partners. It’s true for developing the products. In everything, you have to start from the problem,” said Ibrahim Gokcen, recent Chief Data and Analytics Officer at Aon. No matter the functional area or company size, all AI Innovators agree that the most impactful AI initiatives come from businesses that prioritize user feedback, refine solutions based on real-world applications, and align AI capabilities with practical demands. “We’re not building AI solutions just to be in the AI game; we are innovating our products to help our customers be more successful in everything they do,” said Aaron Bjork, Director of Product Management for Microsoft’s Copilot Apps. AI models are only as effective as the data that fuels them. Clean, well-structured, and comprehensive datasets are essential for producing reliable AI insights. Without proper data readiness, AI implementations risk generating inaccurate or unusable outputs, undermining their potential benefits. People.ai Founder and CEO Oleg Rogynskyy mused on the value of data when talking about early adopter customers. “The ones that ‘got it’  and started working with us early have now collected massive decade-long datasets of all their go-to-market telemetry. And even the best business intuition can't compare to the real advantage offered by a huge data moat…That data set is probably the most valuable thing a company could have right now.” AI’s rapid evolution creates pressure to innovate quickly, but a thoughtful approach is key to sustainable success. Leaders must balance agility with careful planning, ensuring AI solutions are scalable, ethical, and aligned with long-term business goals. Many of our AI Innovators, including Brian Goldstein, GM of Strategic AI and ISV GTM at Google, also reminded us that taking the time to ensure data quality and governance are the keys to good AI. “This notion of AI FOMO is so rampant that in many cases, people throw all logic and reason out the window,” said Brian. “They forget that if we just rush into AI, knowing that all our data sources aren't connected properly, we’re just setting ourselves up to be disappointed. We're not going to get the output that we seek.” Beyond technology, leadership plays a crucial role in AI’s success. Many of our AI Innovators advocated for mentorship, collaboration, and strong team dynamics. Investing in people and fostering a culture of innovation ensures that AI advancements translate into meaningful, long-lasting impact. “The thing that technology and automation and even artificial intelligence can do for us is to make us better as humans,” said Christine Heckart, CEO and Founder of Xapa. She cited AI’s ability to “release the drudgery of work that we don’t want to do so that we can focus on the things that we, as humans, are uniquely good at.” AI’s potential is vast, but its successful adoption depends on strategic leadership, data preparedness, and a customer-first mindset. By embracing resilience, thoughtful execution, and human-centered innovation, organizations can harness AI’s power to drive real business transformation. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/6-ways-companies-are-using-ai-for-sales-to-become-more-efficient Title: People.ai | How To Use AI For Sales To Boost Your Bottom Line Meta Description: Sales teams are harnessing the power of AI today to boost their bottom line. Here are six effective ways companies are using AI for sales. Language: en Canonical URL: https://www.people.ai/blog/6-ways-companies-are-using-ai-for-sales-to-become-more-efficient ## Headings Structure: H1: How To Use AI For Sales To Boost Your Bottom Line H2: What Is Artificial Intelligence In Sales? H2: The Need For Automation In Sales H2: What AI Can Do For Sales H2: Will AI And Machine Learning Replace Sales Jobs? H2: The Potential Future Of AI For Sales H2: Frequently Asked Questions About AI For Sales H3: What are AI and machine learning in sales? H3: Will AI and machine learning replace sales representatives? H3: What are some sales AI tools? H3: How can AI support sales? H3: Ready to find out how your sales organization is doing with AI? Take the GTM AI Maturity Assessment. H2: Table of contents H2: Article Topics H2: Related Insights H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: Conversational Intelligence is Dead H3: Your Pipeline is Full of Lies ## Main Content: H1: How To Use AI For Sales To Boost Your Bottom Line H2: What Is Artificial Intelligence In Sales? H2: The Need For Automation In Sales H2: What AI Can Do For Sales H2: Will AI And Machine Learning Replace Sales Jobs? H2: The Potential Future Of AI For Sales H2: Frequently Asked Questions About AI For Sales H3: What are AI and machine learning in sales? H3: Will AI and machine learning replace sales representatives? H3: What are some sales AI tools? H3: How can AI support sales? H3: Ready to find out how your sales organization is doing with AI? Take the GTM AI Maturity Assessment. H2: Table of contents H2: Article Topics H2: Related Insights H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: Conversational Intelligence is Dead H3: Your Pipeline is Full of Lies Sales teams are harnessing the power of AI today to boost their bottom line. Here are six effective ways companies are using AI for sales. Machine learning and artificial intelligence (AI) are being dubbed the Fourth Industrial Revolution, and for good reason. AI is poised to significantly change the way humans work, including sales professionals. But while many see AI as still a “way of the future,” innovative sales teams are harnessing the power of AI today. One way companies are benefiting from AI for sales is by utilizing AI-powered tools to automate tasks like contact and activity capture and mapping to Salesforce. Not only are they freeing up their sales teams from dreaded (and often repetitive) admin tasks, but they are leveraging the plethora of data that often gets lost in spreadsheets and sticky notes and making it visible to sales, marketing, and customer success teams. Sales leaders can benefit from AI for sales as well as it proactively uncovers risk and exposes inefficiencies on their teams. But before we get into the specifics of how sales teams can use AI to boost their bottom line – and how tools like People.ai can help companies do this – let’s break down the basics of AI in sales first. AI in sales is the use of advanced algorithms and analytical tools to automate and improve sales operations. By automating repetitive tasks and analyzing customer data, AI can help sales teams work more efficiently and close more deals. Additionally, machine learning tools can be used for sales forecasting, conducting more accurate and efficient QBRs, customer behavior prediction, and uncovering actionable insights. So, is sales automation really necessary for improving business processes and, ultimately, your bottom line? Gartner analysts say that,"By 2026, 65% of B2B sales organizations will transition from intuition-based to data- driven decision making, using technology that unites workflow, data and analytics." Research has also shown that sales teams currently spend only about 30% of their time in front of customers. The rest of the time is spent on data entry, meetings, prospecting, scheduling more meetings, and other day-to-day tasks that have little to do with the actual sales cycle. With a sales automation solution in hand, middling sales assistants can turn into high-performing teams, simply by virtue of freeing up more their time at work. More time means more opportunities for selling. Consider this quote from 2019: “Artificial intelligence (AI) is already making sales teams more productive and effective. We’ve seen major developments and it’s not just making sales forecasts more accurate, it’s also reducing the administrative burden on sales reps and revenue operations by automatically logging sales activities (e.g. calls, meetings, emails, texts), tracking and analyzing contact relationships, providing sentiment analysis, and providing 'virtual' sales coaching through opportunity scoring and suggesting next best actions.” “Early AI adopter companies will experience exponentially increasing impact on their sales results because sales leaders and those sales resources who are closest to the buyer will finally have real-time access to the sales intelligence they deserve,” says Dana Therrien of SiriusDecisions (now Forrester). Now, thanks to recent developments in generative AI technology, nearly all of the things Dana predicted are becoming a reality for sales teams. With AI sales tools like People.ai, sales teams get accurate activity data on every interaction with customers and prospects. This means that their sales organization can more easily discern patterns in activities that lead to won/closed deals, or identify where sales reps are repeatedly selling to the same buyers instead of going higher up in accounts. They are also able to accurately attribute pipeline – a big win for marketing which has struggled for years to accomplish this. There are numerous other ways companies are taking the capabilities of People.ai and using them to drive even greater ROI for the entire enterprise. When it comes to sales team efficiency, we’ve seen companies benefit in six key ways: No, AI is not coming for your sales jobs. Artificial intelligence is not there to replace sales professionals. Instead, it acts as an assistant and can perform or automate certain tedious tasks, speed up sales processes, and help professionals find sales opportunities more easily. Artificial intelligence is no longer a far-off idea. Your company can harness the power of AI today with People.ai and start improving your sales team’s effectiveness. Take a deeper dive into how new AI technologies like generative AI can improve your sales team’s effectiveness in the list, Generative AI Use Cases for Sales Organizations. AI in sales can be used to help manage and predict customer behavior, identify cross-selling and upselling opportunities, automate repetitive tasks, and improve forecasting accuracy. Ultimately, the goal of AI in sales is to boost efficiency and effectiveness while reducing costs. Sales representatives play an important role in the sales process, and it's unlikely that AI and machine learning will completely replace them. However, AI and machine learning can be used to automate certain tasks that are typically performed by sales representatives. This can help sales representatives focus on more important tasks and ultimately improve the efficiency of the sales process. At People.ai, we offer the following sales AI tools: AI can support sales in countless ways, including: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/6-ways-were-challenging-everything-you-know-about-forecasting Title: People.ai | 6 Ways We’re Challenging Everything You Know About Forecasti Meta Description: We’ve reimagined sales forecasting from the ground up and built a product designed for how modern sales orgs actually work. Discover it for yourself. Language: en Canonical URL: https://www.people.ai/blog/6-ways-were-challenging-everything-you-know-about-forecasting ## Headings Structure: H1: 6 Ways We’re Challenging Everything You Know About Forecasting H2: 1. Unified Workflows Instead of Scattered Data H2: 2. Proactive Forecasting Instead of Reactive H2: 3. Real-Time Alerts Instead of Post-Mortems H2: 4. Automated Deal Qualification Instead of Manual Input H2: 5. Self-Service Customization Instead of Generic Solutions H2: 6. Transparency Instead of Smoke and Mirrors H3: Forecasting for the Future H2: Table of contents H2: Article Topics H2: Related Insights H3: 20 Eye-Opening Sales Statistics That’ll Help You Sell Smarter in 2022 H3: Leveraging AI To Unlock Sales Coaching Opportunities H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification ## Main Content: H1: 6 Ways We’re Challenging Everything You Know About Forecasting H2: 1. Unified Workflows Instead of Scattered Data H2: 2. Proactive Forecasting Instead of Reactive H2: 3. Real-Time Alerts Instead of Post-Mortems H2: 4. Automated Deal Qualification Instead of Manual Input H2: 5. Self-Service Customization Instead of Generic Solutions H2: 6. Transparency Instead of Smoke and Mirrors H3: Forecasting for the Future H2: Table of contents H2: Article Topics H2: Related Insights H3: 20 Eye-Opening Sales Statistics That’ll Help You Sell Smarter in 2022 H3: Leveraging AI To Unlock Sales Coaching Opportunities H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification We’ve reimagined sales forecasting from the ground up and built a product designed for how modern sales orgs actually work. Discover it for yourself. It’s that time again, the dreaded quarterly review. You’ve missed your number by more than you’re comfortable to admit and you know this time heads will roll. So, how do you survive forecasting without losing yours? A recent People.ai poll on LinkedIn revealed how sales teams really feel about their forecasting confidence. Of those that participated, the majority ruled that their forecasting process could use a lot of work. It’s no surprise. Traditional forecasting is incredibly complicated, and if you’re honest, steeped in guesswork. Prepping for a forecasting call means that most of your day is filled with chasing down reps for updates, sifting through story times you didn’t sign up for, and jumping from one spreadsheet to another to try and patch together a narrative. It’s exhausting, and worse, it’s fruitless. But we have news for you, all of that ends now. We’ve reimagined sales forecasting from the ground up and built a product designed for how modern sales orgs actually work: fast, intelligent, and in constant motion. Powered by real-time activity data, AI-driven insights, and a unified workspace, People.ai gives your team full pipeline visibility for every single deal. It’s not just forecasting. It’s your new revenue operating system. To prove it, we’re sharing the 6 ways  you can redefine forecasting for the better. Sales orgs are constantly evolving—but forecasting rituals haven’t kept up. Leaders bounce between CRMs, spreadsheets, and chat threads just to prepare for a single forecast call. It often results in wasted time that could be spent working directly with customers. With People.ai, your forecasting summary isn’t just glorified activity data, it’s the truth. We’ve unified forecasting and pipeline management in one place so you can grab quick insights and keep deals moving. Agents analyze real-time engagement data to fill in the blanks so you can validate deal health, uncover risk, and get a full, unbiased overview for every deal. Prepare for forecasting calls in minutes, not hours, giving you more time leading your team and less time hunting for information. It’s a forecast that works for you–not the other way around. Many sales teams rely on tools that only capture pieces of the puzzle—conversation intelligence from calls, aggregated pipeline data from CRM, or basic number roll-ups—leaving critical gaps in the complete picture. But those surface-level insights don’t tell the full story—and they’re not enough to call a forecast with confidence. You need complete, trustworthy data and the ability to turn that data into action. We’ve spent over a decade perfecting a system that automatically captures and matches key deal activity like meetings, emails, calls, chats, and more.  Because your AI is only as good as the data you train it with. This data is the foundation for how AI identifies risks and recommends next steps. That means your reps aren’t stuck logging data, they’re freed up to focus on closing deals. When every decision is grounded in reality, forecasting stops being a report and becomes a competitive advantage. With People.ai, it becomes a powerful tool to drive performance. Get live insights that go far beyond stage progression. See whether a deal is properly multi-threaded, whether you're engaged at the right levels and departments, and if buyer activity is strong enough to move the deal forward. Combine that with risk alerts and you’ve got a forecast you can trust and act on. Don’t wait for a quarter-end post-mortem to realize what went wrong. By then, it’s too late to recover lost deals—or the number. With Headlines you get proactive alerts on the biggest risks and trends impacting your forecast—starting as early as Q1. Whether it’s stalled buyer engagement, delays in legal or procurement, or slipping close dates, Headlines identifies the issues that quietly derail deals and quantifies the potential impact in real revenue terms. You’ll get clear signals about what’s at risk and why. Sales leaders gain a high-level view of what’s going sideways—across teams, regions, and segments—with the ability to drill down into specific deals and take action where it matters most. From targeted coaching to strategic interventions, you’re equipped to step in early and keep deals from slipping through the cracks. Because course-correcting in real time is a lot more powerful than explaining what went wrong after the quarter’s already closed. Qualification scorecards aren’t just another checklist. They’re an intelligent layer of deal context that fuels stronger pipeline accuracy. And for many reps, filling them out feels like busywork—time-consuming and designed more for inspection than impact.The result? Incomplete data, abandoned methodologies, and inaccurate forecasts. Our platform analyzes deal history to automatically complete scorecards so your team gets an accurate view of deal strength, gaps, and weaknesses–all aligned to your methodology. That means cleaner pipeline data, stronger forecasts, and scalable qualification. Most forecasting tools on the market are rigid and limited when it comes to customization. They force sales teams into a one-size-fits-all model that rarely reflects how your organization actually works—leaving you with disconnected workflows and tools that don’t scale with your process. At People.ai, we understand that every sales team has its own rhythm, rituals, and structure—and your forecasting platform should adapt to that, not the other way around. That’s why we’ve built in the flexibility to customize forecasting to fit the way your team operates, no engineering support needed. Implement what you need for your team to succeed quickly and easily.  Tailor table views and submission workflows to align with your established processes. Build and manage custom hierarchies, user roles, and permission sets, so each user sees the right information at the right time. Whether you're managing a complex global team or a lean regional org, you’ll get a forecasting experience designed to flex around your business. AI-powered forecasting fails when you can't understand or trust how it reaches its conclusions. Too often, sales teams are left in the dark—unsure how scores are calculated or why certain deals are flagged as risky. People.ai takes a different approach. Our models are built with transparency in mind, so sales leaders and reps alike can understand the why behind every score, recommendation, and alert. That clarity builds trust, drives adoption, and ensures your team can take action with confidence—because they know exactly what the data is telling them. Forecasting doesn’t have to be a painful, manual ritual. With real-time data, proactive insights, and AI doing the heavy lifting, your revenue team can stop guessing and start executing. Dare to forecast differently with a unified workspace, zero surprises, and a forecast you can finally trust. Get started on better, smarter forecasting and take a self-led tour. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/7-keys-to-unlocking-accurate-sales-forecasts Title: People.ai | 7 Keys to Accurate Sales Forecasts (Hint: Focus on Pipeline) Meta Description: A lot of time and energy is put into sales forecasts. If yours are inaccurate, don't prioritize a standalone tool. Prioritize pipeline. Language: en Canonical URL: https://www.people.ai/blog/7-keys-to-unlocking-accurate-sales-forecasts ## Headings Structure: H1: 7 Keys to Accurate Sales Forecasts (Hint: Focus on Pipeline) H2: Key 1: Fuel your CRM with better data H2: Key 2: Execute your sales methodology directly within your CRM H2: Key 3: Improve sales territory designs using account engagement data H2: Key 4: Build and activate account plans directly in your CRM H2: Key 5: Improve deal coverage through cross-functional multi-threading H2: Key 6: Prioritize leading indicators over lagging indicators H2: Key 7: Measure pipeline health through the lens of your sales methodology H2: Reminder: forecast accuracy matters, but prioritize pipeline H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: Sales Rep Performance Benchmarking: What & Why It Matters H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor ## Main Content: H1: 7 Keys to Accurate Sales Forecasts (Hint: Focus on Pipeline) H2: Key 1: Fuel your CRM with better data H2: Key 2: Execute your sales methodology directly within your CRM H2: Key 3: Improve sales territory designs using account engagement data H2: Key 4: Build and activate account plans directly in your CRM H2: Key 5: Improve deal coverage through cross-functional multi-threading H2: Key 6: Prioritize leading indicators over lagging indicators H2: Key 7: Measure pipeline health through the lens of your sales methodology H2: Reminder: forecast accuracy matters, but prioritize pipeline H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: Sales Rep Performance Benchmarking: What & Why It Matters H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor A lot of time and energy is put into sales forecasts. If yours are inaccurate, don't prioritize a standalone tool. Prioritize pipeline. GTM leaders, there’s something that needs to be said – you can’t forecast your way to growth. Sure, the forecast is important. It helps manage investments and the bottom line. Yet, many organizations continue to be underwhelmed by the accuracy of their forecasts. If you’re in this camp, the solution isn’t a shiny new point solution for forecasting. It’s really all about building and converting pipeline. Prioritize your pipeline by following the seven keys outlined below. You’ll not only position your business for more predictable revenue growth, but forecast accuracy will inevitably follow. If you step on the scale and you’re not happy with your weight, you don’t blame your scale — you blame your poor diet and lack of exercise. The same concept applies here. If you’re not happy with your forecast accuracy, don’t blame your forecasting tool (or lack thereof) — blame your bad data. Many enterprise sales organizations still force reps to manually enter activity data into CRMs. But this takes reps away from their true impact zone – actually selling – and can also lead to errors or missing data. According to LinkedIn, 48% of sellers say their biggest challenge is incomplete data, while inaccurate CRM data ranks a close second at 41%. Worse yet – almost half of companies (44%) estimate losing 10% or more in annual revenue due to poor-quality CRM data. So, the first thing you’ll need to do is automate sales activity data capture. Look for a solution that uses AI to filter, enrich, and maintain CRM data with high precision, while keeping non-business-relevant data out of the way. That way, when it’s time to sit down and do your sales forecast, you’re working off accurate and complete data (in other words, information you can trust). MEDDIC. MEDDPIC. BANT. Regardless of your sales qualification methodology, it’s likely your organization struggles to track rep adoption, enforce compliance, and measure its success. One reason is that it’s often cumbersome for reps to process methodology steps directly within the CRM, or because qualification data is scattered in emails, spreadsheets, and elsewhere. As a result, your deals often slip in late stages due to inconsistent qualification standards or because you’re not engaging the right buyers. To tackle this challenge, find a lightweight, low-touch way to operationalize your methodology within your CRM. There are software solutions that integrate natively with Salesforce, featuring opportunity scorecards and relationship maps so reps can easily qualify, update, and assess opportunities where they’re already used to working. The benefits? Fewer deal slippages, better adoption of sales methodologies, improved win rates, and limited tool fatigue, just to name a few. Sales leaders and operations teams spend tireless hours designing territories. Unfortunately, those efforts can go to waste if they can’t validate that reps are actually engaging top-priority accounts. The downstream impact? Poor territory design can result in up to 30% lower sales performance. For sales orgs who feel their territories are out of balance, there are solutions. Many teams use engagement data to surface dormant accounts, which represent target-rich opportunities for building more pipeline. These same insights can help sales leaders identify how many average accounts a rep can successfully work, which helps reallocate resources and increase sales capacity using existing headcount. Strategic account plans are essential to understanding key customer initiatives, buying groups, and mapping potential solutions to these needs. Teams with effective account plans increase their ability to grow that account by 48% and increase the likelihood of renewing or retaining the same amount of spending by 94%. Unfortunately, validating that reps are executing account plans as designed isn’t easy – especially if they aren’t entering sales activity data into the CRM consistently or updating account buying contacts as organizational changes occur. Leveraging account planning software that is native to Salesforce can go a long way. Look for capabilities such as scorecards that make it easy to assess account health and ensure all activities are tracked in Salesforce. Secondly, relationship maps can remove buying group blind spots by visualizing all engaged personas and pinpointing each contact’s purchasing power. Lastly, whitespace maps help track which business units within an account already have your products and services – while also highlighting the presence of competitor offerings – so reps can easily spot expansion opportunities. Today’s buying groups are larger and more complex to navigate. The average B2B sales cycle includes 11 different buyers – focusing on only one or two key contacts can be perilous. As 86% of organizations will tell you – deals will stall or fade into oblivion if your key contact moves on to another gig. Encourage reps to sell high and wide into accounts and understand key relationships between potential users of your products or solutions. This is where relationship maps, persona labels, and account and stakeholder engagement insights are key to ensuring reps are connecting with the right people, at the right time to keep deals progressing on schedule. Of course, it’s not just enough for the account owner to multi-thread. Several folks working in tandem make up prospective buying groups. So it stands to reason that high-performing sales teams need this same level of orchestration. Cross-functional multi-threading keeps deals on track, and helps surface other use cases or cross-selling opportunities when the extended selling team has access to the same buyer insights. For example, your customer success team might pinpoint another solution or service opportunity upon reviewing the account plan and having a keen understanding of the prospect’s upcoming business initiatives or goals. Relying on lagging indicators such as average deal size is like “reading the news.” Sure, they’re informative and important, but it’s too late for you to change anything “in the moment,” like rescuing at-risk revenue. On the other hand, leading indicators such as meetings booked per month or the percentage of opportunities where the economic buyers and champions are identified and engaged can help sales leaders correlate sales activity to pipeline coverage and health. Leading indicators can also help create benchmarks of selling behaviors that generate the most success, which empowers managers to work more effectively with their teams. Hey, remember earlier, when you decided to help reps by automating activity capture and enabling them to process sales methodology steps natively in your CRM? Well, take that just a step or two further by using the same data, scorecards, and checklists to improve qualification standards and correlate your methodology’s use to actual sales outcomes. How, you ask? Well, by fundamentally ensuring reps are meeting exit criteria before advancing opportunities to the next stage, you’ll get a more accurate depiction of pipeline health. That way, when you’re up to call your number during that next forecasting call, you’ll be committing to a figure that is grounded in unbiased data and aligned to a tried-and-true methodology – not just seller opinions. With leaner budgets and resourcing constraints, forecasting accuracy matters a lot. But you can’t rely on a hope and a prayer (or a standalone forecasting tool) to get you there. And even if you could, just remember: you can’t forecast your way to growth. Pipeline creation, coverage, and conversion really are king. So, rather than spending money on a point solution for forecasting, you’re far better off investing resources, time, and energy toward building a healthy pipeline by engaging the right people in the right accounts – all tracked and measured through your selected qualification methodology. Ready to put these steps into action? Register for a demo today to begin building a higher-performing pipeline engine. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/8-critical-questions-to-ask-when-evaluating-an-ai-vendor Title: People.ai | Guide: Choosing the Right GTM AI Vendor for Your Business Meta Description: Know what to look for and the right questions to ask AI vendors using our comprehensive RFP template. Language: en Canonical URL: https://www.people.ai/blog/8-critical-questions-to-ask-when-evaluating-an-ai-vendor ## Headings Structure: H1: Guide: Choosing the Right GTM AI Vendor for Your Business H2: Data Foundation Questions H3: Q1: What data sources does your solution use to generate insights? Do you have access to deal data, account data, relationship insights, and engagement data? H3: Q2: Does the AI tool leverage both public and private large language models (LLMs)? [Specific to genAI tools] H3: Q3: Is the AI tool specialized for your industry and use cases? [Specific to genAI tools] H2: Data Processing, Matching, and Enrichment Questions H3: Q4: Can your AI tool automatically create net-new contacts and domains when they are not already in the CRM? H3: Q5: What underlying technology do you use to match data about opportunities and accounts generated by my reps (meetings, phone calls, etc) to the correct fields in the CRM? H3: Q6: Is your AI tool able to differentiate between similar CRM records when finding a match? H2: Data Privacy and Security Questions H3: Q7: Who are some of your enterprise-sized customers? H3: Q8: Is my data going to be used to train public models? H2: Table of contents H2: Article Topics H2: Related Insights H3: Two Ways AI Can Help Realign Your Marketing and Sales Teams H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: Digital Transformation in Manufacturing: Key Impacts and Insights ## Main Content: H1: Guide: Choosing the Right GTM AI Vendor for Your Business H2: Data Foundation Questions H3: Q1: What data sources does your solution use to generate insights? Do you have access to deal data, account data, relationship insights, and engagement data? H3: Q2: Does the AI tool leverage both public and private large language models (LLMs)? [Specific to genAI tools] H3: Q3: Is the AI tool specialized for your industry and use cases? [Specific to genAI tools] H2: Data Processing, Matching, and Enrichment Questions H3: Q4: Can your AI tool automatically create net-new contacts and domains when they are not already in the CRM? H3: Q5: What underlying technology do you use to match data about opportunities and accounts generated by my reps (meetings, phone calls, etc) to the correct fields in the CRM? H3: Q6: Is your AI tool able to differentiate between similar CRM records when finding a match? H2: Data Privacy and Security Questions H3: Q7: Who are some of your enterprise-sized customers? H3: Q8: Is my data going to be used to train public models? H2: Table of contents H2: Article Topics H2: Related Insights H3: Two Ways AI Can Help Realign Your Marketing and Sales Teams H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: Digital Transformation in Manufacturing: Key Impacts and Insights Know what to look for and the right questions to ask AI vendors using our comprehensive RFP template. Today, it seems like every SaaS company is calling itself an artificial intelligence (AI) company. But not all AI tools are created equal and organizations need to be cautious during the purchase process. Forrester analysts predict that 70% of B2B AI buyers will experience buyer's remorse due to low-quality AI outputs in the next couple of years. This is because many tech companies are adding automation capabilities to existing products and calling it AI. Those sub-par products lack access to the data they need to actually produce high-quality, accurate outputs, don’t prioritize data protection, and can be detrimental to GTM business strategy. So, how do you navigate this sea of software and find the AI tool that’s right for your sales team? It requires diligent up-front assessment of both the AI tool and the vendor before you make an AI technology purchase decision. In this blog you'll find the top eight questions to ask GTM AI vendors - and the key things to listen for. We've also created a comprehensive and customizable AI vendor RFP template that can be downloaded by clicking on the banner below. Questions are divided into 10 different capabilities sections ranging from activity capture to generative AI to information security. Each question has a column with the key things to listen for in vendor responses to ensure you're purchasing a high-quality and comprehensive solution for your business. The biggest differentiator between a great AI tool and a mediocre one lies in its data foundation. A data foundation is the data the AI workflows have access to in order to produce insights. Any high-quality AI tool will be designed to help your sales organization build a custom data foundation on which to build your AI strategy. It should also have the ability to pull in real-time internal and external data from a variety of different sources. Unfortunately, this capability isn’t always immediately apparent when you’re getting a great demo showing off an AI vendor’s amazing UI. Here are some data-related questions you can ask to find out if the AI vendor is right for your sales organization. What to be listening for: The AI solution is only going to be as useful as the data it has access to. Too much data isn't the answer either. AI needs to have access to relevant data in order to produce high-quality outputs. It should be trained on the most important events of a deal to actually give you accurate next best actions. What to be listening for: The best private generative AI (genAI) tools for sales teams start with a public large language model (LLM) foundation and then layer a private LLM on top of it. By using a public model like Azure’s version of OpenAI, a tool gains all the expansive knowledge benefits of the public OpenAI model but doesn’t push data back to the public model. The private LLM layer sits on top of the public one and acts as an extra security layer with minimized risk. The private layer also gets trained on data specialized for its use case, making it far more useful than a public tool. ‍What to be listening for: Public generative AI tools like ChatGPT are like Swiss army knives. They’re useful for a wide variety of things but not great at any one thing. The genAI tool you choose for your organization should specialize in the industry and use cases you’ve identified as top priority. Most AI vendors will tell you that they can automatically capture your sales reps’ activities (meetings, emails, phone calls,etc). But it’s what happens after the data is captured that matters the most. The way the AI tool processes and matches all that data to fields in your CRM is called activity matching. Most so-called AI tools don’t do this very well, leaving AI workflows an incomplete and inaccurate data foundation to work from. And leaving you with useless or hallucinated insights. Here are questions to ask any vendor selling AI tools for sales teams about their activity matching and data processing capabilities. What to be listening for: One of the key jobs of a sales rep is to constantly meet with new contacts. Those contacts need to get added to your CRM. If the AI tool cannot automatically create new contacts or domains in your CRM, data from those activities will be lost or associated with the wrong contacts/accounts/opportunities. BONUS: When a tool can create net-new contacts and domains in your CRM, it is actually improving your CRM hygiene. By filling in missing data, it helps itself make better rep activity data matches in the future, leading to better revenue intelligence in the long run. What to be listening for: You can gauge how sophisticated AI technology is based on how comprehensive this list is. One of the signals to look for in a great AI tool is Natural Language Processing (NLP). NLP is used to extract content from activity text that can be used to find the relevant account or opportunity. What to be listening for: When there's an activity that might match to multiple CRM records (e.g. multiple opportunities in an account), can the system use all of the signals to decide between them to find the best one? A rules-based matching system helps the tool select the most specific account or opportunity match based on multiple categories of signals (ideally 10+). This advanced method allows the tool to make accurate matches even when the available data is less than ideal. As with all new technologies, a sales AI vendor’s security policy should be one of your top considerations. Your company’s infosec team will make sure of it! There are a couple things you can look for to make sure your new AI technology partner is as serious about security as you are. What to be listening for: Always pick vendors that have large enterprise customers. Chances are those customer’s security requirements are even more stringent than yours. Those vendors will have put security and trust as two of their top AI priorities and will have documented how they’re going to protect your data (ask them for this documentation as well). What to be listening for: The only acceptable answer is no. Your proprietary company and customer data should remain in a closed and secure environment at all times. A public generative AI tool can be used by absolutely anyone and it’s important you don’t risk exposure of customer data or proprietary information by feeding it into a public tool. Learn more about how to develop an AI roadmap for your sales organization. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/a-dooly-alternative-purpose-built-for-reps-using-salesforce Title: People.ai | A Dooly Alternative Purpose-Built for Reps Using Salesforce Meta Description: Are you looking for Dooly alternatives? See the other options used by AEs, SDRs, and Sales Managers to save hours updating Salesforce. Language: en Canonical URL: https://www.people.ai/blog/a-dooly-alternative-purpose-built-for-reps-using-salesforce ## Headings Structure: H1: A Dooly Alternative Purpose-Built for Reps Using Salesforce H2: Unlimited Record Updates: One Reason Salespeople Try Dooly Alternatives H2: PeopleGlass: A Dooly Alternative Built for AEs H2: Other Dooly alternatives: ScratchPad H2: Dooly Pricing H2: Private Columns H2: Custom Objects H2: Create, Update Unlimited Records, Free on PeopleGlass H2: Table of contents H2: Article Topics H2: Related Insights H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: Go-To-Market Strategy Tips to Develop Your Framework ## Main Content: H1: A Dooly Alternative Purpose-Built for Reps Using Salesforce H2: Unlimited Record Updates: One Reason Salespeople Try Dooly Alternatives H2: PeopleGlass: A Dooly Alternative Built for AEs H2: Other Dooly alternatives: ScratchPad H2: Dooly Pricing H2: Private Columns H2: Custom Objects H2: Create, Update Unlimited Records, Free on PeopleGlass H2: Table of contents H2: Article Topics H2: Related Insights H3: The 4-Step Playbook to Transform Your Team Into AI Masters H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: Go-To-Market Strategy Tips to Develop Your Framework Are you looking for Dooly alternatives? See the other options used by AEs, SDRs, and Sales Managers to save hours updating Salesforce. If you’re like most high-achieving AEs and SDRs, you’re focused on selling. But sometimes, you’re on Twitter or Reddit, or LinkedIn, and a post catches your eye. This happened for many sales reps on Reddit when someone asked: “Am I the only one who doesn’t like Salesforce?” So far, this question has received a whopping 117 comments. One of those many responses was: “You’re definitely not the only one, but companies need the power of Salesforce to run effectively. It’s just not intuitive for reps to use day-to-day. Which is exactly why tools like Dooly exist.” Dooly has raised millions of dollars to reduce the annoyance of updating Salesforce. However, even with Dooly, it’s annoying for reps to create views for only their accounts and opportunities: A lack of this crucial workflow calls for Dooly alternatives.So we’ll explore alternatives to Dooly that help you save hours wasted on updating Salesforce records. One of them is PeopleGlass, which lets you create custom views to see the most relevant Salesforce Accounts, Opportunities and update them in a single, table view: On its base plan, Dooly limits you to just 100 field updates per month: Here’s why you should care. Per this report by RingLead, on average, reps update over 60 records daily (and more than 300 weekly) to keep data in Salesforce up to date. This was back in 2018 when sales teams didn’t deal with increased virtual selling due to COVID. Today, with online selling still on the rise, allowing for only 100 field updates a month is limiting for high-performing sales reps. That’s one of many reasons why sales teams opt for PeopleGlass. Take one PeopleGlass user, Shira M., a Senior Account Manager: Salesforce is old, has a clunky UI, and updating it is a time suck. In the Reddit post mentioned earlier, many reps shared that they also hated using Salesforce, particularly when creating and updating records. However, one responder said something interesting: “I always say Salesforce is sand at the beach. Some companies use their hands to make a sandcastle. Others bring in construction trucks and power tools to make a legit sandcastle… As some mentioned, when done right (which is rare), it’s pretty cool. Otherwise, it’s clunky and old.” In other words, Salesforce is powerful when leveraged effectively which requires a lot of effort to customize and set up. In your case, a great way to do this is by leveraging tools that make creating and updating records in Salesforce seamless. Unlike Dooly, PeopleGlass comes in a simple, spreadsheet-like format. In addition to that, one of many things AEs and SDRs like about PeopleGlass is the ability to make bulk edits from one view in a few clicks. Say you wanted to update different pipeline stages of Opportunities in your Salesforce instance. It’s easy to select, make bulk edits, and sync everything automatically in your org’s Salesforce records in real-time. It’s one of many reasons why AEs and SDRs like PeopleGlass: Here’s how PeopleGlass vs. Dooly compares: What about other Dooly alternatives? According to this post by RevPilots: “Dooly is a platform that helps sales and marketing professionals manage their data entry.” Dooly is also trying to appeal to marketing teams, not just reps, seeking to update Salesforce easily. this lure to build for different departments in companies is understandable,  but comes with costs. One is a lack of focus on who they initially set out to serve: AEs and SDRs like you seeking a faster way to update Salesforce records. Reviews comparing Dooly to ScratchPad on G2 point to this. The summary of these ratings found, “reviewers felt that Scratchpad meets the needs of their business better than Dooly,” and “for feature updates and roadmaps, [G2] reviewers preferred the direction of Scratchpad over Dooly.” ScratchPad, like Dooly, has a limited free plan. You only get 25 updates per week, and it doesn’t come pre-built in a spreadsheet-like view to see and easily update your Accounts, Opportunities, and others in one window. And that’s where PeopleGlass, an alternative built exclusively for AEs and SDRs who are already using spreadsheets: Let’s now explore three areas you may want to compare these alternatives. Dooly offers four pricing tiers. Its free plan just gives you a tip of the product’s value. Paid plans are $10, $30, and $60 per user per month. The product’s sweet spot starts at $30/month per user. Others below that seem too limited for what AEs need it for. ScratchPad, on the other hand, has a free trial that’s precisely that: Just a chance to have a feel of the product. You’d need $39 or $79 per user per month to get real value from this one. On pricing alone, Dooly seems friendlier than ScratchPad. However, most of what you get on both product’s paid plans, you’ll get 100% free with PeopleGlass (don’t bite, see the comparison table below 😉) And now, over to comparing some crucial features. Sometimes, sales reps just want to keep things private. Imagine you wanted to create a column to make notes on your Salesforce Accounts or Opportunities but didn’t want to sync that to your company’s records. Unfortunately, you can’t do this with Dooly or ScratchPad. But with PeopleGlass, you can. And it doesn’t require any complicated setup: Your company likely has custom configurations for Salesforce. In other words, you likely have to create and update more than Opportunities, Accounts, Leads, and Contacts. On Dooly’s base and 2nd tier paid plan, you’d still have to jump those loops to create custom objects. PeopleGlass, on the other hand, offers this functionality 100% free. Again, it takes just a few clicks to create custom objects. John E. Kosar is a Senior Client Executive at Rural Sourcing. Formerly, he was the VP of Sales & Marketing at ALTAVI. While at ALTAVI, John wrote a piece where he shared the frustrations AEs have with Salesforce. “Account executives “hate” Salesforce because it makes their job harder and more onerous – to such an extent that they continue to bolt on their own solutions than use a business solution. Blame goes to Salesforce for being incompetent, overly complicated. Instead of being user-friendly, it is user-defiant. If you have to open five different windows for every step, how does that make anyone more effective?” One way to avoid such frustration is to leverage a tool that seamlessly helps you create and update unlimited Salesforce updates. Salespeople consider PeopleGlass “…a must-have for Account Executives” for this: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/a-scratchpad-alternative-purpose-built-for-aes-sdrs-using-salesforce Title: People.ai | ScratchPad Alternative for AEs & SDRs in Salesforce Meta Description: Are you looking for ScratchPad alternatives? See the other options used by AEs/SDRs and Sales Managers instead of ScratchPad. Language: en Canonical URL: https://www.people.ai/blog/a-scratchpad-alternative-purpose-built-for-aes-sdrs-using-salesforce ## Headings Structure: H1: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce H2: Unlimited Salesforce Updates: Why Sales Reps Should Try a ScratchPad Alternative H2: PeopleGlass: A ScratchPad Alternative Built for Account Executives H2: ScratchPad vs. Dooly: What Do Sales Reps Prefer? H2: ScratchPad Pricing H2: Related Objects H2: Create & Sync Custom Salesforce Objects, Free on PeopleGlass H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Characteristics of Effective Sales KPIs H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: 6 Sales Pitch Ideas + Examples ## Main Content: H1: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce H2: Unlimited Salesforce Updates: Why Sales Reps Should Try a ScratchPad Alternative H2: PeopleGlass: A ScratchPad Alternative Built for Account Executives H2: ScratchPad vs. Dooly: What Do Sales Reps Prefer? H2: ScratchPad Pricing H2: Related Objects H2: Create & Sync Custom Salesforce Objects, Free on PeopleGlass H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Characteristics of Effective Sales KPIs H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: 6 Sales Pitch Ideas + Examples Are you looking for ScratchPad alternatives? See the other options used by AEs/SDRs and Sales Managers instead of ScratchPad. Salespeople spend about 64% of their day on non-revenue-related tasks. And it’s worse for sales reps like yourself using Salesforce because its clunky UI hasn’t changed much. You still need to open endless tabs and make endless clicks to create or update sales records. In 2020, ScratchPad was created to curb this challenge. A few years in, they’ve been trying their best, which many of their users will commend. But like most early-stage SaaS products, they’re not perfect: So, we’ll explore ScratchPad alternatives like PeopleGlass, which brings all your Opportunities, Accounts, and more into a neat, editable spreadsheet that automatically syncs to Salesforce: Let’s cut to the chase. How many Salesforce updates do you make per day? Before you answer, here’s what other salespeople have said. According to this report by RingLead, on average, sales reps need to update over 60 records every day (and more than 300 per week) to keep their Salesforce data up to date. This finding was back in 2018. With increased online selling, that number is much higher today as salespeople need to update more Salesforce records. So any account executive who needs to update hundreds of Salesforce records without limits should consider a ScratchPad alternative. Scratchpad’s free plan, limits you to just 25 record updates per week: With PeopleGlass’s free plan you can make as many updates as you need. Better yet, you can even do bulk updates. Shira M., a Senior Account Manager likes PeopleGlass for this reason: You’d not be here if Salesforce weren’t failing reps. However, one thing remains. The software has gotten so massively adopted, despite its clunky UI and time suck required to update records, reps have no option but to accept it as their org’s choice CRM. Since that’s likely your situation, it makes sense to consider apps like ScratchPad. But you won’t be here if you were 100% sold on what ScratchPad offers, right? Well, that’s where PeopleGlass comes in. Unlike ScratchPad, PeopleGlass is 100% free to use. Besides that, the simple, spreadsheet-like view and ability to make bulk edits in a few clicks are some reasons why AEs and SDRs opt for PeopleGlass. Don’t take it from me. Say you wanted to update the pipeline stages of the Opportunities you manage. It’s easy to bulk-edit that and have it synced automatically in your org’s Salesforce records in real-time. Again, don’t take it from me. It’s one of many reasons why AEs and SDRs like PeopleGlass: Still on the fence?Here’s how PeopleGlass vs. ScratchPad compares: ScratchPad describes itself as a “revenue team workspace” for Salesforce. Based on that positioning, they’re trying to appeal to entire orgs, not just AEs/SDRs, seeking to cut the time spent updating Salesforce. This, for instance, could explain why their free plan, which permits a mere 25 Salesforce updates per week, looks more like a trial. As I’ve shown earlier, you won’t get much updated on Salesforce with that. Compared to Dooly, however, ScratchPad still has the upper hand. “Reviewers felt that Scratchpad meets the needs of their business better than Dooly,” according to G2. Known more for their savvy LinkedIn activities, Dooly’s positioning stretches farther than ScratchPad. With some big logos like Asana, Lessonly, and Figma, they, like ScratchPad, target teams and not just AE/SDRs. Per this post by RevPilot, Dooly even targets marketing teams. And that brings me to PeopleGlass, an alternative built exclusively for salespeople, especially AEs and SDRs with some Google Sheets dependency: Relative to what you get 100% free with PeopleGlass, here are three areas you may want to compare these alternatives. ScratchPad has three pricing tiers. The free plan, which is very limited for creating or updating Salesforce records, and the $39 & $79/month per user team plans. On the other hand, Dooly has four pricing tiers: Free, $10, $30, and $60 per user per month. Dooly’s free plan, unlike ScratchPad, is more generous. It can accommodate up to five people in an org. Either way, both pricing align with their focus on teams, as the free plans look more like an acquisition play. Over to some features, AEs/SDRs should care about. On Salesforce, it takes about 21 steps to create related objects in your CRM records according to this TrailHead documentation from Salesforce. If you were using ScratchPad’s free plan, you’d still have to go through all those hurdles to create related objects between contacts and an account. PeopleGlass lets you do this 100% free: Here’s how you create Related Objects with PeopleGlass: Take the view above, for example. If you’re looking at the “Talane – New Business” opportunity, you can quickly look up if there’s a ClosePlan for that Opportunity (there is, in this case). But if not, you can create a ClosePlan related object for it from this view. In a Forbes article, the Founder of InsideSales, Ken Kroger, also shared his frustrations with using Salesforce and CRMs. “While CRM has brought the majority of reps to a tipping point in frustration, it fulfills a necessary role in the sales process that will not be going away. As a matter of fact, I believe we need to be using CRM more. However, to reach higher usage, we will need to integrate it in progressively better ways with the sales enablement apps that reps report are providing the majority of value for their time.” One of such frustrations is the inability to create custom objects. And PeopleGlass, an alternative to ScratchPad, simplifies how salespeople solve this problem. Signup, see how PeopleGlass is helping AEs and SDRs say goodbye to busywork and hello to more selling. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/account-based-selling-whats-the-big-deal Title: People.ai | Account-based Selling: What Is It and Why Is It Important? Meta Description: According to Forrester, account-based selling is the new big deal. Here’s what it is, why it’s major, and most importantly, how it will affect you. Language: en Canonical URL: https://www.people.ai/blog/account-based-selling-whats-the-big-deal ## Headings Structure: H1: Account-based Selling: What Is It and Why Is It Important? H2: What is account-based selling? H2: How does account-based selling work? H2: What makes account-based selling so great anyway? H2: What are account-based selling technologies and how do they work? H2: What makes account-based sales platforms so helpful? H2: How does People.ai operationalize account-based selling? H2: Table of contents H2: Article Topics H2: Related Insights H3: Automated Sales Activity Capture: What It Is & Why It Matters H3: Boost Sales Performance: The Science of Moving the Middle H3: CRO's don't need AI, they need answers. ## Main Content: H1: Account-based Selling: What Is It and Why Is It Important? H2: What is account-based selling? H2: How does account-based selling work? H2: What makes account-based selling so great anyway? H2: What are account-based selling technologies and how do they work? H2: What makes account-based sales platforms so helpful? H2: How does People.ai operationalize account-based selling? H2: Table of contents H2: Article Topics H2: Related Insights H3: Automated Sales Activity Capture: What It Is & Why It Matters H3: Boost Sales Performance: The Science of Moving the Middle H3: CRO's don't need AI, they need answers. According to Forrester, account; based selling is the new big deal. Here’s what it is, why it’s major, and most importantly, how it will affect you. The latest big report from Forrester is all about account-based sales technologies in 2022. As you’ll see within, there’s a lot of buzz surrounding the whole idea. In fact, Forrester makes a pretty convincing case that it’s a frontier we should all start paying attention to right now. Don’t worry, it won’t be a foreign concept even if the name sounds like a mouthful. There’s a good chance you’re already pivoting toward account-based sales processes, whether you know it or not. Today, we’re going to walk you through how it works, and then explore the ways emerging tech can make this process even easier and more exciting… including the ways People.ai itself can make everything we’re about to cover doable from the comfort of your own Salesforce. Let the breakdown begin! Account-based selling is a rising methodology where entire sales and marketing teams work together to treat a single client as an entire market. Instead of focusing on full segments or personas, account-based selling assigns teams to single, concrete accounts and designs the whole sales pitch from “hello” to “attending each other’s weddings” around that account’s needs and challenges. In a word? It’s all about teamwork. In account-based selling, your sales, marketing, and customer experience teams come together like Voltron, pooling the resources they would typically keep siloed in order to commit them to one strategy centered on targeted high-value accounts. “So,” you’re thinking, “that’s it? Teamwork?” Well, yes and no. Great account-based sales and marketing teams aren’t just cooperating more frequently; they’re using technology and data to transform how they cooperate. Sales and marketing teams share the data they collect in real-time, constantly using it to inform and integrate their ideas. Sales and marketing no longer occur in their own funnels, but as a united, specialized task force approaching the same targets. And when that target is so specific they can speak to them directly, you can imagine the results. “Sure,” you’re thinking, “spending all those resources on one account probably does work, but what about the initial investment cost?” Well, don’t take our word for it: According to the latest Forrester Analytics Business Technographics® Data And Analytics Survey, respondents at B2B firms who are advanced in becoming insight-driven (account-based) businesses were nine times more likely than beginners to report a 20% revenue growth rate or higher for 2020 (29% vs. 3%, respectively). Account-based selling is more than just a new strategy, naturally. It’s a brand spanking new category for sales technology — a category People.ai is proud to be part of. Forrester defines these tools as “technologies streamlining the manual, labor-intensive process of assigning sales resources to specific companies or accounts in place of traditional geographic territories.” How do they do that, exactly? Forrester summarizes across three different functionalities: Gather key details about prospects, including information on their initiatives, decision-making processes, purchase influencers, competitive positioning, and more. Many technologies even provide strategic suggestions for how to best initiate an account relationship on the basis of this information. Provide critical support throughout the sales process and guide the creation of a “plan to win” by tracking and managing all ongoing initiatives and spotlighting key opportunities based on them. Support collaboration by providing all team members a complete view of account activities, enriching contact information, and even creating collaborative sales “playbooks” based on data and feedback. Enough of the preamble, right? What is this new-fangled tech going to do for you? Let’s break down the big benefits, according to Forrester: Unlock account potential by identifying any and all opportunities within an account via comprehensive data visibility. Capitalize on these opportunities by using the same tools to identify the key stakeholders to speak to about each opportunity and even learning how to speak about them. Automate the process of identifying all opportunities and managing these opportunities through the pipeline. Streamline all of the logistics of all contact points and account status, so your reps can focus on the actual sale. Integrate and combine account data to develop deeper insights your entire team can use.  Use these insights to identify better opportunities throughout the pipeline, advance these opportunities faster, and improve retention and growth. As a revenue intelligence platform, People.ai is basically all about enabling account-based selling and account planning within your existing tools and processes. First, People.ai automatically captures details around engagement. Our platform can show you what activities reps are spending their time on, how much time those activities are taking, who they’re engaging with throughout the day, and more, at any and all times. Next, People.ai’s Account Management tool sends all of this data to your Salesforce’s native account planning system. Our Account Management adds Account maps, whitespace maps, scorecards, right to your Salesforce display. Having all of this information at your fingertips at all times makes account-based selling a natural process you can incorporate into your day-to-day. You have everything you need to visualize engagement and progress across accounts and pipeline, build strategic account plans, and, ultimately, manage accounts and territory in a much more informed and data-driven way. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/account-planning Title: People.ai | Account Planning: Defining a Sales Account Plan Strategy Meta Description: Sales account planning builds relationships to uncover customer needs, deliver value, and boost retention and lifetime value for long-term business success Language: en Canonical URL: https://www.people.ai/blog/account-planning ## Headings Structure: H1: Account Planning: Defining a Sales Account Plan Strategy H2: What is Account Planning in Sales? H3: Strategic Account Management H2: Importance of Sales Account Planning: A Double-Sided Coin H3: Customer Lifetime Value H3: Lifetime Value for Customers H2: How to do Sales Account Planning H3: 1. Account Overview H3: 2. Company Overview H3: 3. Goals and KPIs H3: 4. Competitive Landscape H3: 5. Account Landscape H3: 6. Action Plan H2: Sales Account Planning Best Practices H3: Account Plan Audit H3: Utilize Account Data H3: Lost Account Plans H2: Sales Account Planning with People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Announces New Account Planning Capabilities H3: Close More Deals with AI-Powered Relationship Mapping Tools H3: Relationship Management: Definition and Guide ## Main Content: H1: Account Planning: Defining a Sales Account Plan Strategy H2: What is Account Planning in Sales? H3: Strategic Account Management H2: Importance of Sales Account Planning: A Double-Sided Coin H3: Customer Lifetime Value H3: Lifetime Value for Customers H2: How to do Sales Account Planning H3: 1. Account Overview H3: 2. Company Overview H3: 3. Goals and KPIs H3: 4. Competitive Landscape H3: 5. Account Landscape H3: 6. Action Plan H2: Sales Account Planning Best Practices H3: Account Plan Audit H3: Utilize Account Data H3: Lost Account Plans H2: Sales Account Planning with People.ai H4: Get a demo for sales account planning to learn more about how taking an automated, data-driven approach to sales account planning can help your team stay on the fastest path to revenue. H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Announces New Account Planning Capabilities H3: Close More Deals with AI-Powered Relationship Mapping Tools H3: Relationship Management: Definition and Guide Boost retention and value by uncovering needs and building relationships through effective sales account planning. Sales account planning views “closed-won” as an oxymoron—the initial sale is a mere foot in the door to opening a much bigger opportunity that should never be “closed.” In some cases, that’s exactly what it is: a foot in the door. And in all cases, that’s exactly what it should be. So why not leverage your existing relationships to drive more revenue? In this article, you’ll learn why this is a responsibility your team should be embracing and how to build a sales account plan. But first, some foundations: A sales account plan is a detailed strategy for building upon existing relationships—the account—to uncover the customer’s needs, how to deliver the most value, and subsequently increase their customer lifetime value and likelihood of retention. Sales account planning is the process of researching and strategizing the account in question but should be treated as an ongoing process because the landscape can and will change. Think of the account plan as a sailboat’s itinerary, the destination is known and the route decided, but the boat must still tack with unpredictable and ever-changing winds. Often confused with account planning, strategic account management is the methodical approach of identifying and prioritizing the accounts that should be given more attention and how to allocate the required, and limited, resources at your disposal. Often, reps choose their largest revenue accounts, but you should stop and think about the ultimate goal of strategic account management: which accounts have the biggest upside potential? And remember, past performance is not a perfect indicator of future performance. When prioritizing which accounts to focus on, you can consider metrics like their TAM (Total Addressable Market or Total Potential Revenue), market share, and growth rate as good determining factors for future account growth potential. These are critical to prioritizing your accounts, but there’s an ocean of metrics out there; we’re here to help you cut through the noise. When executed properly, account planning is a win-win pursuit for both customer and seller: both parties capture the greatest value and nothing is left on the table; as every great negotiator knows, you never split the difference. That’s why it’s important to incorporate an account plan into your sales process. An account plan is ultimately successful if it enables you to win renewals, increase contract size, or otherwise grow the account. These factors directly impact your customer lifetime value (CLV), or the amount of revenue you’re able to generate from a given account. An alternative method for increasing CLV is lengthening retention, or contract length, even if the contract size remains unchanged. Many companies front-load their investment in sales and marketing, only to leave their customers in the dark after the sale is won. Companies that provide as good an experience post-sale as they did pre-sale are more likely to retain customers. Yet 51% of sales leaders report missing account growth targets due to ineffective account management, in one Gartner study. On the flip side, account planning should also help increase the value for customers over the life of the engagement. Since account planning is essentially a structured process for learning how to make your product or service indispensable to the customer, if successful, that’s exactly what you’ll become. Below we've outlined the elements that should be included in your sales account plan. Before trying to understand the business needs, it’s helpful to get a sense (or reminder) of what’s previously been closed, attempted, and the strategies that have been successful or not. Have we already been successful in cross-selling, upselling, or renewals? What products did we close and who was our primary point of contact in that deal? If any attempts at account expansion have been unsuccessful, take note of the attempts and any detail or insight you can provide as to why the deal fell through. The company overview is an opportunity to research the company’s foundations, history, mission, and evolution. It’s also a great place for any newcomers to the account to quickly grasp what the customer does at a high level. If available, you can use this section to include any recent or major news, either positive or negative, or any other signals that might indicate their current north star metric or where the business is ultimately heading. Below are a few examples: It’s important to note that any information disclosed during your private discussions with the company must remain confidential to preserve trust with the account. In sales and especially in negotiations, prospects aren’t very forthcoming with information, only giving the minimum amount necessary to get the deal done. Even with a non-disclosure agreement, your counterparts aren’t going to be transparent about the true state of the business, and it’s possible they themselves aren’t fully informed. It’s up to you as the relationship grows to identify the north star metric for clients and how you can help them achieve it. It’s also worth noting that in business, unlike in astronomy, the north star metric could move as the business evolves, so your account plan will need to be updated accordingly. Below are some questions to ask which may provide insights into a company’s overarching goals and KPIs: Understanding the industry your customer plays in and other key players can help you in many ways. One way is to track what is and is not working for competitors and incorporate that into your strategy or advise the customer on strategy as you see it for added value. Another benefit of conducting a competitive analysis is that you’re able to see for yourself their place in the market, and therefore get a better understanding of their growth potential and opportunity size. Now that you have a good grasp of the industry, business, and competition, it’s time to look at the company’s organizational structure. How are departments segmented (i.e. geography, product, revenue size, etc.) and who are the key people that make up the hierarchy? Is the company PE-owned and held to strict growth targets? You’ll also want a clear understanding of what degree of manager you’re working with, which can help clarify their degree of separation from the ultimate decision-maker. Mapping the account and relationships between the account’s key players can plot your course of future introductions and connections. If you want to win the affection (and business) of other departments and persons, you’ll need a firm grasp of the politics, power dynamics, and cross-pollination of ideas between them. This is where the relationship map comes in handy and with People.ai, these networks are mapped automatically based on connections and communication with contacts at the account. Now to the part where you actually plan. You’ve got a good grasp on the variables, including the company’s fundamentals, competition, and relationships, and you know the goal, now you need to formulate a solution for achieving it. It’s important that your plan be detailed but it doesn’t need overkill. If the company’s goal is to achieve TTM of increasing profitability month-over-month, all of your plans should be in service to that goal, and understand that including someone’s name or title as details in the plan might be unnecessary because chances are, team restructuring will be a byproduct of optimizing for profitability. It’s also important that you align your goal of account expansion with the customer’s goals, and not sacrifice their goal in service of your own, or vice versa. To continue with our example, if the customer’s top priority is to increase profit margins, upselling likely won’t be in your account plan, but if you can streamline workflows across the company, cross-selling should be a keystone of the plan. Although your planning processes may look different and you may modify our template to meet your needs, below are best practices that apply to every sales account planning procedure: One thing that you should incorporate in your process is a regular check-in on the plan to determine how things are progressing. Many people create a plan and then simply fail to follow their own prescription. It might be because the information gets out of date or it lives where you don’t work. An account plan audit can hold your team accountable for the strategies they initially identified. It’s worth noting, however, that plans do change and you can’t hold reps to the book for not executing on the plan word for word. The audit is an opportunity for these plans to be recalibrated and reset moving forward. If you have a free tool like PeopleGlass, you can create all the spreadsheets of your heart’s desire and have it automatically maintained by simply being connected to Salesforce. Making that audit painless. As you navigate your account planning processes, one of the best ways to monitor progress towards your goal of closing more revenue per account is to utilize activity tracking, deal scorecards, account maps, and other signals of leading indicators. If AEs have not been engaging their accounts on a regular basis, this data will be surfaced, giving you the ability to coach them towards a more involved and effective account plan. People.ai whitespace maps allow you to visualize where you have a foothold in growth opportunities within current accounts. Many, if not most, sales organizations have too short a time horizon when it comes to their deals. If one ends in closed-lost, they quickly forget and move on to the next deal. Previous leads that were lost are possibly your biggest source of untapped revenue potential. Although this idea is not new, it is underrepresented in practice. You should make micro account plans for your lost deals. Take a snapshot of performance at the time the deal was lost and if things have not improved in a few quarters, it might be an even better time to re-engage those accounts. We’ve provided a few resources and insights into our sales account planning thought process but the real progress in planning is being enabled by generative AI. If your customer’s spend is exceeding the realized value, you can look to account planning as a good method for digging yourself out of that hole, and People.ai can help. Many organized don't realize they are sitting on a goldmine of uncaptured or inaccessible data. That data is the key to gaining a deeper understanding of what is going on in your accounts and opportunities. Unlocking your data will allow you to effectively account plan and ultimately drive predictable revenue and growth. Once your data is set up, you can than leverage AI to create automated account plans based on all your GTM data!Take our GTM AI Maturity Assessment to see where your organization stands today, and where to go from here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/accurate-sales-forecasting Title: People.ai | Fixing Broken Sales Forecasting—Here's Our Approach Meta Description: Sales forecasting is broken—discover how People.ai’s AI-driven tools eliminate guesswork, deliver real-time insights, and empower confident sales calls. Language: en Canonical URL: https://www.people.ai/blog/accurate-sales-forecasting ## Headings Structure: H1: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H2: Forecasting lacks clarity H2: Accurately forecast with confidence H2: It’s Time to Meet Forecasting in People.ai H2: Coming This Spring H3: See how we’re transforming forecasting—forever. H2: Table of contents H2: Article Topics H2: Related Insights H3: 4 Ways CRM Tools Can Transform Your Sales Process H3: Guide: Choosing the Right GTM AI Vendor for Your Business H3: People.ai + Salesforce: Delivering Insights Where You Already Work ## Main Content: H1: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H2: Forecasting lacks clarity H2: Accurately forecast with confidence H2: It’s Time to Meet Forecasting in People.ai H2: Coming This Spring H3: See how we’re transforming forecasting—forever. H2: Table of contents H2: Article Topics H2: Related Insights H3: 4 Ways CRM Tools Can Transform Your Sales Process H3: Guide: Choosing the Right GTM AI Vendor for Your Business H3: People.ai + Salesforce: Delivering Insights Where You Already Work Fix broken sales forecasting with People.ai’s AI—get real-time insights, remove guesswork, and boost confidence in every sales call. It’s a situation sales leaders know all too well. The quarter is ending. A committed opportunity is on track to close. You’re this close to hitting your number. But at the final hour, you get that dreaded text from your Account Executive saying the deal’s not going to come through. How could this happen? Your seller said everything looked great during deal reviews. But when you take a closer look at the opportunity to figure out what went wrong, you see that it was clearly missing key components and there were some underlying risk factors. Instead of celebrating, you start thinking about how you’re going to explain this to the board… For years, sales leaders have struggled with forecasting. Traditional methods rely on CRM fields, rep opinions, and gut instinct—leading to inaccurate predictions, endless deal inspections, and tough judgment calls made without full visibility. Deals that look like shoo-ins end up slipping at the last minute due to a lack of data around key opportunities. Even with sophisticated tools, revenue teams still waste valuable time second-guessing their commit instead of executing with confidence. That’s why we built forecasting in People.ai—a smarter, AI-driven approach that makes forecasting more reliable, efficient, and actionable than ever before. For years, our customers have trusted People.ai’s data to run nearly every key sales ritual—from pipeline inspection to account strategy. But time and time again, we saw the same pattern: teams were using our data to power external forecasting tools, trying to make up for gaps in their systems. It was clear—forecasting could be done better. So we built the solution sales leaders have been waiting for. The future of forecasting is here. No more guesswork. No more surprises. No more stress. Just clear, actionable intelligence so you can call your number with confidence. People.ai Forecasting launches in Spring 2025, and we can’t wait to show you what it can do. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/activity-matching-sales-ai-tool Title: People.ai | Activity Matching Will Make or Break Your Sales AI Tool Meta Description: The secret behind a great sales AI tool is happening behind the scenes with data activity matching Language: en Canonical URL: https://www.people.ai/blog/activity-matching-sales-ai-tool ## Headings Structure: H1: Activity Matching Will Make or Break Your Sales AI Tool H2: What is activity matching? H2: The devil is in the (activity matching) details H2: Why is AI activity matching so hard to get right? H2: How can I evaluate if an AI vendor does activity matching well? H2: The Bottom Line H3: Learn more about how to leverage AI to turn your sales organization into a team of high-performers. H2: Table of contents H2: Article Topics H2: Related Insights H3: Three New Ways to Get Instant Forecast Answers H3: The Template for Creating a Successful Sales Plan H3: Forrester RO&I Wave - People.ai Named Strong Performer ## Main Content: H1: Activity Matching Will Make or Break Your Sales AI Tool H2: What is activity matching? H2: The devil is in the (activity matching) details H2: Why is AI activity matching so hard to get right? H2: How can I evaluate if an AI vendor does activity matching well? H2: The Bottom Line H3: Learn more about how to leverage AI to turn your sales organization into a team of high-performers. H2: Table of contents H2: Article Topics H2: Related Insights H3: Three New Ways to Get Instant Forecast Answers H3: The Template for Creating a Successful Sales Plan H3: Forrester RO&I Wave - People.ai Named Strong Performer The secret behind a great sales AI tool is happening behind the scenes with data activity matching AI is supposed to be a competitive differentiator and your sales organization doesn't want to get left in the dust. So like many others, you purchased an AI sales solution that promised to transform your sales motion. You spend countless hours implementing the tool and training your team and wait for it to live up to all the promises you heard throughout the purchasing process. Then you get a panicked message from one of your reps. Uh oh, they accidentally sent an email generated by the new AI tool to a VP referencing the wrong meeting and details about a completely different account. So, what went wrong? The new AI tool has been matching your sales reps activities like phone calls, emails, calendar entries, and meetings to the wrong accounts and opportunities in your CRM. And AI is only as good as the data it has available. Inaccurate and incomplete data means your AI outputs will be generic or, in the case of the example above, flat-out wrong. Fueling AI with “good data” is not just about collecting activity information. Every sales AI vendor will tell you they can do this and many of them have impressive demos and a great UI to “prove” it. But, the most important part of sales AI is actually happening behind the scenes with activity matching, where data is organized and categorized. It’s what turns raw data into clean data. Great sales AI requires correctly associating all sales touch points (aka rep activities) with the correct account and opportunity in your CRM so that it’s A. accurate and B. easy for AI to use. This process is called activity matching and effective sales AI tools do it extremely well. But it’s one of the most challenging parts of the process for AI vendors to get right. When reviewing the health of a deal or identifying potential risks, sales managers will seek answers to questions like: The answers to all of these, “What happened?” questions are contained in those reps’ activities. The old way of getting these answers was done by reps manually entering data into the CRM or sharing anecdotes during deal reviews. Now, automated activity capture ensures that all of your reps’ activities and the people they’ve interacted with are captured automatically. That’s the easy part. The hard part is taking all of that activity data and properly matching it to the correct accounts and opportunities in your CRM. The activity matching process has two key steps: Once both steps are completed, your sales AI tool can start feeding all of this data into its algorithms to get accurate and real-time insights. However, if step two is not executed correctly, you could end up with activities attached to the wrong accounts or opportunities. For instance, an important meeting with a new executive may not be accounted for or a sales manager might walk into an important meeting armed with the wrong history of the account or opportunity. Without accurate activity matching, you risk working with incomplete or incorrect data when analyzing deals or the performance of your team. This compounds into incorrect insights or even hallucinated outputs from your AI tool, leading to less effective and ill-advised decision-making. Nearly every sales organization is searching for high quality AI solutions but it’s hard to know how to differentiate an average AI product from an exceptional one. Many of you have tried AI point solutions for forecasting or conversation intelligence or a public tool like Chat GPT and the generic and unhelpful outputs generated by those solutions are just not cutting it. That’s because those AI tools are fueled with inaccurate or incomplete data. Accurate and trustworthy engagement data depends on a sales AI tool's ability to match accurately, even when CRM setups are complex and CRM hygiene is poor. Many AI tools rely on good CRM hygiene and complete activity data entered manually into the CRM by all reps, which is extremely uncommon. The problem becomes even more pronounced when a company’s CRM is heavily customized. Standard activity matching techniques lean heavily on standardized go-to-market (GTM) practices. When an organization customizes their CRM, many revenue intelligence providers cannot utilize this data because it doesn’t fit into their rigid parameters. When you’re evaluating sales AI vendors, ask them the following questions about their activity matching capabilities. The goal is to understand their technology to ensure they can perform high-quality matching, despite poor CRM hygiene and complex CRM implementation. Q1: Can your tool automatically create net-new contacts and domains when they are not already in the CRM? Why this is important: If your sales team is doing a good job, they will be spending time with new contacts all the time. If the AI tool cannot automatically create new contacts or domains in your CRM, data from those activities will be lost or associated with the wrong contacts/accounts/opportunities. BONUS: When a tool can create net-new contacts and domains in your CRM, it is actually improving your CRM hygiene. By filling in missing data, it facilitates future activity matches, leading to better revenue intelligence in the long run. Q2: What information about activities and your CRM do you use to match? Why this is important: You can gauge how sophisticated AI technology is based on how comprehensive this list is. One of the signals to look for in a great AI tool is Natural Language Processing (NLP). NLP is used to extract content from activity text that can be used to find the relevant account or opportunity. Q3: How does your system differentiate between similar CRM records when finding a match? Why this is important: When there's an activity that might match to multiple CRM records (e.g. multiple opportunities in an account), can the system use all of the signals to decide between them to find the best one? A rules-based matching system helps the tool select the most specific account or opportunity match based on multiple categories of signals (ideally 10+). This advanced method allows the tool to make accurate matches even when the available data is less than ideal. Activity matching is the top factor determining whether AI is getting good data vs bad data. By accurately capturing and associating data, you can gain crucial insights into the health of your deals and make more informed decisions. A tool with great activity matching capabilities can be a testament to the power of AI in revolutionizing sales strategies and driving success. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/ai-data-governance-and-security Title: People.ai | Data Governance and Security in the AI Era Meta Description: Educating customers and setting industry security standards around data. Language: en Canonical URL: https://www.people.ai/blog/ai-data-governance-and-security ## Headings Structure: H1: Data Governance and Security in the AI Era H2: When AI education doesn’t keep up with demand H3: If you’re in the procurement phase, here is a comprehensive guide and RFP for evaluating AI sales vendors. H2: The growth of AI ushers in new threats to sensitive data H2: What does good data security look like at an AI company? H3: Learn more about data security and governance at People.ai. H2: Table of contents H2: Article Topics H2: Related Insights H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool ## Main Content: H1: Data Governance and Security in the AI Era H4: Written by Stephen Myers, VP and Head of Legal at People.ai and Aman Sirohi, Chief Information Security Officer at People.ai H2: When AI education doesn’t keep up with demand H3: If you’re in the procurement phase, here is a comprehensive guide and RFP for evaluating AI sales vendors. H2: The growth of AI ushers in new threats to sensitive data H2: What does good data security look like at an AI company? H3: Learn more about data security and governance at People.ai. H2: Table of contents H2: Article Topics H2: Related Insights H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool Educating customers and setting industry security standards around data. When ChatGPT burst onto the scene in 2022, it brought generative AI to the forefront of our collective consciousness and launched a new era in technology that is disrupting the way employees interact with technology to do work. Suddenly, every organization wants “AI''. In a 2024 survey among 3,000+ business and IT leaders, 92% of respondents agreed their organization needs to shift to an AI-first operating model within the next 12 months to stay competitive. In another survey by Salesforce, sales professionals said AI will help them increase productivity, increase sales, and better serve customers. Despite the understanding that AI will help organizations be competitive, there is still a lack of education in the industry about how the technology can be implemented safely and at scale. And since AI relies on massive amounts of sensitive data to work effectively, a lot of work needs to be done around AI data security and legal governance to protect organizations. Much of the burden of creating these new policies will fall on the shoulders of cyber security and legal teams. What we’re learning as we work with customers at People.ai is that the interest in AI products is far greater than most people’s understanding of the technology. There’s a good reason for that - and it’s not the customer’s fault. AI presents a completely new way of working and solving problems - it’s not just another tool to adopt. There are very few processes that can’t be improved by AI. This tectonic shift in the way we work is similar to the transition from on-prem to cloud. It took individuals and organizations years to understand what the cloud was and how it worked. We’re in a similar early stage with AI. And the evolution of this technology is moving so fast that it’s hard for education to keep up with demand. Here are some examples of where AI confusion comes into play during contract discussions with our customers: We spend a lot of time up front with our customers talking about what AI does and what we do as a company. We often end up taking the role of advisor and guiding customers and prospects on what they should be asking of an AI vendor when it comes to legal protections and data security. Here are the top things companies SHOULD be asking from their AI vendor: As AI continues to grow with no signs of slowing down, the threat to the sensitive data that feeds AI models also grows. Organizations need to get even more serious about data protection - both within their own organizations and the security standards of their AI vendors. Multi-factor authentication, firewalls, and malware protection have all been the data protection gold standard for many years. But even with these protections, breaches still happen as determined hackers learn to circumvent even the strongest MFA methods. A threat actor can infiltrate an enterprise system in less than 10 minutes, making short-term access codes ineffective. If an employee or vendor’s identity is compromised, a large part of any organization is instantly exposed, giving hackers access to highly sensitive customer and company data — including financial records, PII, and trade secrets. Data exposure of any kind damages a company’s brand and erodes trust with customers, partners, and in some cases, employees. Sometimes irreversibly. As tech stacks grow, employees and vendors inevitably gain full administrative privileges to different critical environments across the organization. And those standing privileges means that when there’s a breach, the hacker instantly gains entry to everything that employee or vendor has access to. Excessive access and standing privilege are problems that need to be addressed internally and among your vendors. Here’s how we’re approaching it at People.ai. When it comes to data protection and security, two things are top of mind with every employee and customer. It’s our goal to limit both of those areas as much as possible and we do that in a couple different ways. ‍#1: Data access due diligence and auditability. If anyone requests to make changes to a customer dataset or create a new dataset on behalf of a customer, we automatically send three things to our point of contact at that company: By recording and sharing these things with our customer for every single data-related request, we are creating an auditable record of access. No one interacts with customer data without both our team and our customer proactively knowing about it. ‍#2: Zero Standing Access. No one at People.ai has persistent access to any customer data. And when we say no one, that means absolutely no one at our company, including leadership. When someone needs to access a customer’s data for any reason, they must go through a documented data-access approvals process. Then, they are granted access for a specific period of time for a specific task. Once they’re done with the task, they automatically lose access. We do this at scale by leveraging a tool that specializes in zero standing access. The system evaluates hundreds of attributes for each request from our systems of record like Salesforce, GitHub, AWS, and Databricks to understand why access is needed. It then determines the most secure authorization based on detailed policies approved by the data security team. For example, if one of our customer success managers is granted access to a specific customer’s data based on an open JIRA ticket, PagerDuty working hours, and known IP address, that access is granted until the JIRA ticket is closed, at which point it is immediately terminated. No manual interventions are required to change, grant, or remove access, ensuring data is only accessed when required. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/ai-innovators-brian-goldstein-google Title: People.ai | Playing the AI Long Game with Brian Goldstein of Google Meta Description: In this AI Innovators profile, Brian shares his approach to thoughtfully developing an AI roadmap, the importance of a data-first approach. Language: en Canonical URL: https://www.people.ai/blog/ai-innovators-brian-goldstein-google ## Headings Structure: H1: Playing the AI Long Game with Brian Goldstein of Google H2: Combat AI FOMO by Developing an AI Roadmap the Right Way H2: How to Turn the AI House of Cards into a Fortress Built with Data H2: When Every Company is Suddenly an AI Company, How Do You Choose the Right One? H2: Finding Humanity in Technology H3: ‍Learn how to select the right AI vendor for your GTM organization with our comprehensive GTM AI Vendor Guide including key things to look for in a vendor and comprehensive RFP template. H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft H3: People.ai Wins G2’s Best Software 2022 Award ## Main Content: H1: Playing the AI Long Game with Brian Goldstein of Google H2: Combat AI FOMO by Developing an AI Roadmap the Right Way H2: How to Turn the AI House of Cards into a Fortress Built with Data H2: When Every Company is Suddenly an AI Company, How Do You Choose the Right One? H2: Finding Humanity in Technology H3: ‍Learn how to select the right AI vendor for your GTM organization with our comprehensive GTM AI Vendor Guide including key things to look for in a vendor and comprehensive RFP template. H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft H3: People.ai Wins G2’s Best Software 2022 Award In this AI Innovators profile, Brian shares his approach to thoughtfully developing an AI roadmap, the importance of a data-first approach. The interview process at Google is notoriously intense. It’s seven steps, involves virtual and in-person interviews numbering in the tens, and can take up to four months to complete. When Brian Goldstein decided to apply seven years ago, he didn’t do it lightly. He approached it thoughtfully and shared what he was going through with his children as an example of what you can achieve when you really go for it. “I saw that as a huge hurdle, a target that I was committed to achieving. I dropped a lot of things in my life and put a focus on that.” This ability to become totally obsessed with a goal is something that Brian applies in his personal life as well. Each year he chooses a fitness goal that stretches him beyond what he thought he was capable of achieving. Last year he rode the Triple Bypass in Colorado, a massive 118 mile road bike race between Evergreen and Avon with almost 10,500 feet of elevation change in a single day. “The reason I'm doing these things is because it allows me to reset my baseline,” he explained. “It allows me to rethink what is hard so when life or work gets challenging, I can call back and think, ‘Well, I've been there. So maybe this isn't as hard as I'm making it.’” Brian brings this commitment and intensity to his role as GM of Data, Analytics, and AI at Google. Similar to the way he models pursuing a stretch goal to his kids, he models a long-game approach to technology to his customers. He has the uncanny ability to deeply understand the challenges his enterprise customers are facing and become laser-focused on how Google can help them achieve their strategic objectives – even when it means he has to tell them they’re not yet ready for AI. Brian takes his responsibility as a trusted advisor and partner in a company’s AI and data journey very seriously, knowing that the decisions and investments companies make today will impact them for years to come. It’s no wonder that he’s found a home at Google, a company known to care more about the “How” than the “What”, and equally concerned with the right answer as the speed at which you get there. Brian takes a thoughtful approach to help company leaders manage the sense of urgency they feel when it comes to AI today. To combat the FOMO (fear of missing out) associated with such a fast-moving technology, Brian encourages his customers to think strategically about how adopting a new AI tool will add value to the business and their own customers. That way, even when you’re moving fast, you can continue to move confidently. He also likes to remind them that we’re just scratching the surface of what is possible with AI and encourages them to think bigger, more strategically, and longer term than short-term efficiency gains. “I always like to couch any AI conversation by reminding everybody that, despite all of the incredible hype and excitement, it is so early,” explains Brian. “I can't frankly overstate that enough, because I think it's the lens through which we need to look at basically everything, particularly in generative AI. It's not that AI hasn't been around for a long time, because it has. But it's really, really early in terms of applying its principles and its promise to business.” Brian said that once that reality sinks in, it’s exciting to watch customers start to think bigger than short-term efficiency gains. “When it comes to AI, companies tend to take an existing process almost every time, and then simply apply AI technology to make it better,” explains Brian. “And that's great. But what I'm most excited about is the next phase of AI evolution where enterprises are thinking about ways to take these technologies and principles and apply them in ways that improve experiences and products for their own customers. And when that happens, we're going to see exponential value created.” Prior to starting his current role at Google in late 2023, Brian led a tiger team dedicated to expanding the enterprise AI market at the company. It was an exciting role for him, working across every function and with customers in every region. Through that process, Brian realized that as compelling as generative AI is, most of his customers simply weren’t ready for it. Nearly all of them shared a common problem: their data wasn’t ready for AI. It was dispersed across business applications, trapped in GTM team’s communications, incomplete, siloed, and in many cases, simply inaccurate. And there is a singular truth when it comes to AI (one that People.ai’s CEO Oleg Rogynskyy also talked about). You can have the greatest technology, the coolest UI, and the most brilliant engineers building your AI tools; but if you don’t have comprehensive and accurate data to feed your models, AI is not going to add measurable value to your organization or your customers. An MIT Technology Review survey among CIOs found that 68% agreed that unifying their data platform for analytics and AI was crucial to their enterprise AI strategy. And 72% said that data problems were the most likely factor to jeopardize AI/ML goals. True to Brian’s character, he realized that to help customers gain true value from AI, he first had to take a step back and help them get their data right. “This notion of FOMO is so rampant that in many cases, people throw all logic and reason out the window,” said Brian. “They forget that if we just rush into AI, knowing that all our data sources aren't connected properly, we’re just setting ourselves up to be disappointed. We're not going to get the output that we seek. You wouldn't do a finance automation project that way. You wouldn't do an HR lifecycle automation project that way. No. First, you would get your organizational data structure in order. You would make sure it's integrated. And you would solve that problem first. And I see this over and over again.” Despite the pressure to deploy AI at any cost, Brian encourages his customers to crawl and then crawl some more until they start to prove outcomes and can gain trust within their organizations. Only then can you start to walk and run. “The pace of acceleration enabled by AI is exponential and dramatic and something none of us have seen during our careers. In this environment, data becomes absolutely crucial because outcomes show up a lot faster than they did before,” said Brian. ‍ He says that many technology companies, including Google, are getting better at helping customers focus on solving their data problem first. “Oftentimes we help our customers realize, ‘No, we're not quite ready for the project yet,’” explains Brian. “We try very hard to help them see that they could go forward and use our solutions. But neither of us are going to win because they're going to end up on the other side with something that's not super fruitful or useful to them or their customers.” Google has been synonymous with technology innovation for over 25 years. It has changed the way we interact with information in our day to day lives over and over again with innovations like Google Search, Google Earth, Google Translate, the Android phone, and so many others. Most recently, the company launched Google Gemini, a multimodal generative AI model that can generalize and seamlessly understand, operate across and combine different types of information including text, code, audio, image and video. In addition to product innovation, Google has long attracted some of the most brilliant and talented minds in technology and business across the globe. Brian says that this is one of the reasons he has stayed at the company for so long. “The breadth and depth that I find in the humans that I get to interact with in my own organization and in the company broadly is still amazing to me. They really are in so many ways, the best at their craft and some of the most caring, authentic, and empathetic people that I've come across in my life” Brian acknowledges that Google might not be the right AI partner for every company but stresses the absolute importance of doing your homework and making the right choice for your organization. “I think the most important decision that you can make right now is, who are you going to partner with?” explains Brian. “Who are you gonna choose to hold hands with and be on the journey with together? When you don't know what's coming, it's really important to know who's got your back.” According to Brian, many organizations are forgetting the second most important thing when choosing a technology partner. Do your company values align? “We’re at an inflection point in AI technology when we have to ask ourselves who we are as a company. What do you stand for? What matters to you? And then I think you need to apply that lens when you're deciding who to partner with.” One thing that was very clear throughout my conversation with Brian is how much he truly cares about people. He genuinely wants the best for each of his customers, no matter what that means for him. This unconventionally altruistic approach to a sales leadership role has carried over to his relationship with his team. Mentoring and investing in other people has been a steel thread throughout his career. “I enjoy helping people and frankly, it gives me a lot of satisfaction,” Brian said. “Over the course of that time I've had the opportunity to see a lot of these people go off and do the thing that really kind of fits in place for them and makes them feel alive and helps them feel like they've connected to their passion. Candidly, I think it's incumbent on all of us to reach across that proverbial aisle and help invest in other people.” As a sales leader at one of the biggest technology companies on the planet, the best career advice Brian ever received might not be surprising. But it definitely rings true. “Long, long ago, when I was very professionally young and impressionable, a senior leader said, ‘I call everyone back, no matter what,’” shared Brian. “I took this to heart and it has proven super fruitful for me time and time again. You just never know when that connection is going to open up a door to a new way of thinking or an opportunity you didn't see before.” He paused a moment before adding, “It takes me longer than it used to. So for those of you reading, that doesn't mean I'll call back today. But I will call you back.” Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/ai-innovators-christine-heckart Title: People.ai | Soft Skills Matter Most in AI Economy: Insights from Xapa CE Meta Description: AI Innovator Christine Heckart explains why in an era of explosive AI and technology growth, emotional intelligence has never been more important. Language: en Canonical URL: https://www.people.ai/blog/ai-innovators-christine-heckart ## Headings Structure: H1: Soft Skills Matter Most in AI Economy: Insights from Xapa CEO H2: Where Emotional Intelligence Meets Artificial Intelligence H2: Empowering People To Do What They Do Best H2: An Early Work Ethic: ‘I Just Really Wanted a Job Indoors.’ H2: Beyond the Bottom Line: The Most Important Impact you can Have is on People. H3: Learn how to select the right AI vendor for your GTM organization with our comprehensive GTM AI Vendor Guide including key things to listen for and a comprehensive RFP template. H2: Table of contents H2: Article Topics H2: Related Insights H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: Four Ways to Do Less and Achieve More with Data H3: How to Inspect & Reduce Customer Acquisition Costs ## Main Content: H1: Soft Skills Matter Most in AI Economy: Insights from Xapa CEO H2: Where Emotional Intelligence Meets Artificial Intelligence H2: Empowering People To Do What They Do Best H2: An Early Work Ethic: ‘I Just Really Wanted a Job Indoors.’ H2: Beyond the Bottom Line: The Most Important Impact you can Have is on People. H3: Learn how to select the right AI vendor for your GTM organization with our comprehensive GTM AI Vendor Guide including key things to listen for and a comprehensive RFP template. H2: Table of contents H2: Article Topics H2: Related Insights H3: Top SalesAI Prompts for Sales Leaders and Sellers H3: Four Ways to Do Less and Achieve More with Data H3: How to Inspect & Reduce Customer Acquisition Costs AI Innovator Christine Heckart explains why in an era of explosive AI and technology growth, emotional intelligence has never been more important. The knowledge economy is giving way to the AI economy with one particularly unexpected effect: an appreciation for human capabilities. As generative AI and automation transform the nature of work, Gartner reports a corollary demand for soft skills like communication, adaptability, empathy, and critical thinking. It’s a plot twist that doesn’t surprise Christine Heckart. Having held executive management and board positions at some of the tech industry’s most iconic companies, she’s developed a knack for spotting such inflection points. Christine was named one of the ten top strategic thinkers and 50 most powerful people in technology before she was thirty, one of the Fifty Most Powerful Women in Technology, and a Top 100 Silicon Valley Female Leaders, among other accolades. Today, she is the CEO and founder of Xapa, a mobile metaverse platform dedicated to human enrichment. In this era of explosive AI growth and massive cultural changes, Christine knows better than to miss the moment. “Jumping into the unknown, jumping early into a new technology, that does not feel risky,” she said. “For me, what is uncomfortable is the status quo. The tech industry–where I’ve spent my whole career–moves so quickly. The minute you start feeling comfortable, that’s the risk.” Xapa is Christine’s way of jumping into this new era of tech acceleration—and meeting the market demand for soft skills. Described as equal parts adventure, life coach, and private mentor, Xapa gamifies the development of highly sought after abilities. Players learn to hone self-awareness and self-control, set boundaries, and build trust in relationships. The platform uses AI to run its curriculum built on a library of wisdom from experts in personal and professional growth. “If you look at the data, you look at the reason somebody gets hired and the reason people get promoted is 70% or more soft skills,” Christine said. She’s right. Occupations oriented around soft skills are predicted to account for two-thirds of all jobs by 2030 and grow at 2.5 times the rate of other jobs, according to Deloitte. As a self-proclaimed “blunt instrument” in her early career, Christine learned the value of soft skills the hard way—through experience. Though she was very good at creating and launching new products, she was admittedly not good at accommodating the emotional needs or opinions of people on her team. With a “get-on-board-or-get-out-of-the-way mentality,” Christine said she would often “run you over” in pursuit of business objectives. It took about ten years for her to realize that this style was ineffective. Since investing in her own soft-skills development, Christine has been much more successful in getting her agenda prosecuted. “I wish my 20-year-old self would have the soft skills that I have at 58,” she said. But, of course, it’s never too late. That’s one of the reasons she developed Xapa—to help others fast-track their own learning curves. This is where artificial intelligence and emotional intelligence meet. Automation is inevitable, and the future of AI is coming “whether you’re ready or not,” as People.ai CEO Oleg Rogynskyy recently noted. Businesses are now hiring for people skills, leadership skills, problem-solving and decision-making abilities that cannot be performed by a machine. These soft skills will direct and enhance the performance of AI. At the same time, AI will support the work of people. It feels like AI is great at creating things, Christine said. But what AI is really doing is recreating things in new ways. AI can perform a variety of important tasks at an astounding speed, like content generation and curation, or code generation, translation, and optimization. It can automate mundane but essential business tasks such as sales account planning, capturing customer data, or managing inventory and logistics. By consuming the tedious work, AI frees up people to spend more time on higher functioning professional and personal endeavors. “Nobody really enjoys doing tedious work,” Christine said. “Entry-level people don’t enjoy tedious work. They enjoy building context. They enjoy building skills. They enjoy being useful. But nobody wants to do stuff that a machine could do better.” For Christine, Xapa, which means ‘joy’ in Greek, brings together soft skills and technical skills. “Xapa is the culmination of a career that was mostly focused on technology to help business, and Xapa is not that,” she said. “Xapa is technology to help humans. Now, we also happen to help businesses as a byproduct of helping their humans. We help them grow the people that grow their business.” After decades of practice, Christine says her soft skills have greatly evolved. In any situation, she now looks for ways everyone can win, applying a high degree of empathy and compassion for the people on the other side of an issue. “Nice goes a long way in this world,” she said. Some see the uncanny valley, fearing a future with AI will be bleak, while others see a bright future where AI empowers progress across industries. Many business leaders have lurched into a tactical panic mode around AI in an attempt at a competitive advantage. Christine has an insightful perspective. “The thing that technology and automation and even artificial intelligence can do for us is to make us better as humans,” she said. She cited AI’s ability to “release the drudgery of work that we don’t want to do so that we can focus on the things that we, as humans, are uniquely good at.” And she noted her personal favorite AI tool, one that’s been around for decades: spell check. Christine takes a positive view of how AI will support employees, especially as the workforce moves through generational shifts. She sees people finding greater productivity and feeling happier at work because they are spending more time aligned to their higher purpose. The focus will be on values and creativity—on “the thing that you do best”—without the drudgery. “I am naturally wired to think in terms of market dynamics, not individual technology or company dynamics,” Christine said. “When you expand AI out, you can see these huge curves that could perfectly intersect and potentially create a solution to a global GDP and business problem, a demographic problem that otherwise would not have a positive outcome.” Christine worked from the age of 12 through college at her parents’ gas station in Denver, Colorado. For 40 hours each week, she would be there pumping gas and checking oil, tires, and transmission fluid. (She now drives an electric vehicle.) One summer she took a break from the gas station to work as a door-to-door vacuum cleaner salesperson. This early life experience added up to one major takeaway for Christine. “I wanted to graduate college because I just really wanted a job indoors. I didn’t want to work outside in the elements. I wanted to be in management, and I wanted to work in one of the fancy buildings downtown.” She graduated Magna Cum Laude and Phi Beta Kappa with a bachelor’s degree in economics from the University of Colorado, Boulder. After college, her first job was as a product manager and marketing manager at WilTel. While there, she launched the industry’s first frame relay service as well as the first managed internetworking service, creating what would become a billion-dollar industry. Throughout her career, Christine has held senior leadership positions at TeleChoice, Juniper Networks, Microsoft, NetApp, ServiceSource, Brocade, Cisco, 6sense, Scalyr, and SiTime—all inside jobs, incidentally. Christine recalls the most powerful catalyst in her professional journey. When she moved from leading products or projects to leading people, she had a critical realization. “Even if you create new products, new categories, whole new industries—which I’ve helped to do on more than one occasion—they come and go,” she said. “The products come and go. The teams you build come and go. The companies you work for come and go. Entire industries come and go. The only lasting impact that most of us ever have is the impact we have on people, positive or negative.” The key to having a positive impact lies in remaining true to your values, she said. Value-based leadership empowers people to consider all stakeholders in decision-making, not just shareholders and certainly not short-term shareholders. It’s about considering long-term investors, employees, the community, customers, partners, the supply chain, and the planet. This line of thinking reinforces the call for soft-skills development to keep pace with AI development. It asks employees, leaders, and whole companies to be more emotionally intelligent, more attuned to the need for communication and collaboration, ethical problem-solving and decision-making. “Those kinds of companies, I’ll call them conscious companies, are ridiculously more successful than all the other companies combined together by a margin of 2-to-1 over a long period of time,” Christine said. “The role that technology can play in helping us achieve conscious business versus the technology itself being conscious, is to provide better tool sets. The role of technology is to bring equilibrium to these curves that would otherwise be in opposition.” Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/ai-innovators-clayton-smith-aws Title: People.ai | Cyberthreats in the AI Era with AWS's Clayton Smith Meta Description: AWS's Clayton Smith shares how AI enhances data security, fosters a culture of protection, and reflects his passion for advancing the industry. Language: en Canonical URL: https://www.people.ai/blog/ai-innovators-clayton-smith-aws ## Headings Structure: H1: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H2: ‘Taking it up yet another notch’ H2: Can AI protect us from AI? H2: Raised on a culture of security H2: On Embracing Change and Loving Life H2: Table of contents H2: Article Topics H2: Related Insights H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 5 Red Flags to Watch for During Forecasting H3: How to Develop a Generative AI Roadmap Your Organization Can Trust ## Main Content: H1: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H2: ‘Taking it up yet another notch’ H2: Can AI protect us from AI? H2: Raised on a culture of security H2: On Embracing Change and Loving Life H2: Table of contents H2: Article Topics H2: Related Insights H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: 5 Red Flags to Watch for During Forecasting H3: How to Develop a Generative AI Roadmap Your Organization Can Trust AWS's Clayton Smith shares how AI enhances data security, fosters a culture of protection, and reflects his passion for advancing the industry. Solving security problems for customers of cloud giant Amazon Web Services (AWS) is Principal Security Specialist Clayton Smith's primary mission. But sometimes it can feel like playing cops and robbers in the cyber realm. That’s not to say Clayton doesn’t take his job seriously. He does. With AI moving at breakneck speeds—and companies from every industry rushing to implement it—security may be more serious than ever. “We’ve seen the consequences when data gets out. It hurts organizations, it hurts your customers,” Clayton said. “Identity theft is real. There’s a whole list of things that can go wrong.” How can an enterprise stay competitive while staying safe? Clayton, who sees security as a strategic differentiator for businesses, offers a few edicts. “Get your security professionals engaged because they really do want to be a part of this AI journey. And frankly, it’s a customer-focused way of looking at it.” It’s also important to realize, Clayton said, that “there’s no such thing as perfect security. It doesn’t exist. The question becomes, ‘what is an acceptable risk profile?’ and that varies for every organization.” There’s a lot to worry about in cybersecurity. A hallucination, a poison pill, a particularly astute group of threat actors—any of it, Clayton said, can put an organization at risk. There’s also a lot to celebrate in cybersecurity. Consortiums and agreements that share threat intelligence among corporations and across competitive lines, for one. A foundation of data security well-laid by security professionals of yore, for another. “The guardrails have been put in place,” Clayton said. “The security practices put in place to protect data—those still exist. At AWS, we haven’t circumvented those models. If anything, we’ve embraced those models and pulled them into the AI world.” Clayton feels encouraged by all of this, and he is especially enthusiastic about the use of AI applications to help safeguard other AI applications. “You’re going to see AI on both sides of the equation,” Clayton said. “The threat actors, obviously, are going to be using it as a way to try to break through our defenses in a more rapid fashion. Instead of having someone sitting at a keyboard, now they can train an AI model.” “But the part I’m most interested in, of course, is the defensive side,” he continued. “We can use AI to look for the needle in a haystack of threat intelligence. I’m talking about taking it up yet another notch, looking for correlations in the data. We, as humans, just can’t look at that much data at one given time.” At the time of this interview, Clayton speculated that one day AI would be able to automate responses and block threats in real time. One month later, AWS unveiled its new large-scale security system, Mithra, that uses AI to spot and rank the trustworthiness of domains and identify potential threats—detecting up to 182,000 new malicious domains per day. Since the 2010s, AWS had been using another threat disruption system recently revealed as MadPot. It combines data analytics with intelligence extraction to produce the insights needed to neutralize threats. Going back to the cops-and-robbers analogy, Clayton compared MadPot to “that bait car that police leave in a particularly crime-plagued area.” “We want to see who breaks in there so we know who they are, and then we can use that information to stop them from breaking into the stuff we really want them to not get into,” he said. It’s the kind of innovation that’s par for the course at major companies like AWS and Cisco where the goal is to stay relevant and move as fast as any startup. Other security tools that excite Clayton are those that use natural language models making it easier to search big datasets of security logs. “Now I can just say, ‘hey, show me all the connections from this IP address,’ because I’ve determined that IP address is bad,” Clayton said. “It makes the security operator’s job faster and easier. But I also think it opens up the door for more security professionals which we desperately, desperately need.” In the world of cybersecurity, Clayton sees automation and natural language tools breaking down career silos and ushering in artists, linguists, and others of diverse educational backgrounds. As Clayton said, the field is now open to “people who are just really good critical thinkers but don’t necessarily need to know exactly how to write lines of code.” (In a recent interview, People.ai CEO Oleg Rogynskyy similarly talked about the future of AI automation, comparing it to self-driving technology.) In a way, Clayton has had a security mindset since college. He grew up in Albuquerque and studied marketing at the University of New Mexico. His college job at an IT help desk put him on a technology track. After graduation, that track led Clayton to an early career in IT consulting and sales, a Master of Business Administration from Colorado State University, and a graduate certificate in cybersecurity from Harvard Extension School. Along the way, Clayton landed a role as a cybersecurity specialist in Austin, Texas for global tech leader, Cisco, where he worked for seven years. In 2022, he joined AWS. In his work with AWS customers, Clayton often leads workshops and guides the creation of programs, “essentially training non-security people to think with a security mindset.” By giving people throughout the organization basic security training, AWS has seen its internal security reviews sail through 20+ percent faster. “Our executives all the way through the organization talk about security all the time,” Clayton said. By positioning security as a shared responsibility, AWS has “built a culture that really emboldens people to report situations when they see them … even if it means stopping a project to address a security concern.” Clayton’s division at AWS is known as the Worldwide Specialist Organization, a group AWS CEO Matt Garman called “the glue that connects our service teams to our customers.” Clayton wouldn’t have it any other way. He thrives on working collaboratively with AWS account teams and directly with customers. “The only way to understand the trends is to actually be in the trenches with the customers,” Clayton said. “I get to solve problems all the time. Who wouldn’t like that?” In moments of introspection, Clayton said he realizes two things: how much he loves his job, and how proud he is of his family. Clayton is the father of two sons, ages 23 and 9. After long days combating cyberthreats, Clayton unwinds by watching sports with his boys and his wife, Monica, who is a successful entrepreneur. If a fellow security professional asks Clayton for advice, his number one answer relates to adaptability. “You have to accept that change is constant,” he said. “It happens on the threat landscape—threat actors are coming up with new tactics. On the other side, the business is becoming more competitive and more receptive with their customers.” “Take a step back, take a deep breath, and embrace the fact that this is happening,” Clayton said. “As security professionals, how do we make sure it’s the best, most secure experience for our customers and our organization?” Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/ai-innovators-michael-cingari-verizon Title: People.ai | Small Bets, Big Results: Michael Cingari's AI Vision Meta Description: Michael Cingari's shares how small bets led to big results with AI and automation at Verizon Business Language: en Canonical URL: https://www.people.ai/blog/ai-innovators-michael-cingari-verizon ## Headings Structure: H1: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H2: Legacy companies leading the AI charge H2: Collecting data is just the start H2: Tying investment directly to value creation H2: The AI-powered future is now H2: AI transformation requires persistence H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Create a Sell Sheet That Converts H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: Spring Release: From Rituals to Revenue—Now with Forecast Accuracy ## Main Content: H1: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H2: Legacy companies leading the AI charge H2: Collecting data is just the start H2: Tying investment directly to value creation H2: The AI-powered future is now H2: AI transformation requires persistence H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Create a Sell Sheet That Converts H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: Spring Release: From Rituals to Revenue—Now with Forecast Accuracy Michael Cingari's shares how small bets led to big results with AI and automation at Verizon Business Born and raised in New Jersey, Michael Cingari’s roots in the Garden State run deep—including his 27-year career at Verizon, located in the nearby town of Basking Ridge. Staying close to home has been a major priority for this self-proclaimed family man who finds immeasurable joy in cooking Sunday Italian dinners for his wife and two daughters, from grilling juicy steaks and sausages to whipping up extraordinary pasta dishes. As a bona fide Sicilian who clearly stays true to his roots, Michael looks for any excuse to be in the kitchen, regardless of the day, and loves spending time with his family around the dinner table. This explains why he considers the picture of his family adorning his desk the most cherished piece of office decor. Typically equipped with an extra large Dunkin’ Donuts coffee (heavy on the cream) in hand, Verizon’s SVP of Customer Experience, Marketing Operations, and Strategy admits seeing the telecom giant undergo major transformations over the course of his tenure. But it's Verizon's latest embrace of artificial intelligence (AI) that stands out as the most significant shift. "Verizon is a tech company at its core," Michael underscored. "We've used AI in the network to manage our traffic for years. We know the power of it. We know the scale of it. But we also know what it can drive from an efficiency perspective." Throughout his time at Verizon, Michael has faced new challenges every two to three years—each new opportunity getting him one step closer to being at the forefront of Verizon's AI evolution. In his last role, what he calls the “longest role he’s ever had at Verizon,” he built the company's Marketing Science organization from the ground up, growing it from a small team of 18 to over 170 employees over five years. The team’s rapid growth is a testament to Michael’s determination to fuel Verizon’s digital, data, and AI transformation, even at a time when the company’s approach to new technologies was still rather risk-averse. When building something new, it’s all about “picking the use cases that can deliver quick wins, as that’s the key to building a foundation for the longer-term play.” A civil engineer-turned-finance guy by trade, Michael has never been afraid of embracing data and numbers. However, he knew his professional journey involved a lot more than pure number-crunching. “I’m a bit of an extrovert,” said Michael. “I knew there had to be a way to apply my math and science skills at scale without being stuck in a cubicle. I wanted to have some sort of human interaction. Marketing science turned out to be the perfect fit.” While large, established companies have historically been slow to adopt cutting-edge technologies, Michael sees them now as spearheading the most tech-forwards and AI-centric strategies today. For Verizon, he believes this shift is driven by a few key factors. "Our sheer size, scale, and scope of transactions—on the Verizon Business side, we do over seven million calls a year and have millions of visits to our website," he noted. "We need to make sure we use AI and data to automate those transactions and solve customer issues at scale. We can't do it the way we did in the past. Large companies need to get smarter and faster. Leveraging new technologies, data, and AI is the only way forward.” Verizon's highly integrated tech stack has been a critical enabler of its AI success. But it wasn’t always that way. To drive efficiencies, Michael’s team had to organize the company's data in a centralized way and manage the data about its customers. This was the only way to rationalize the company’s end-to-end marketing, sales, and digital tech ecosystem and build a cohesive roadmap for future innovation. No easy task for a legacy company, but as Michael put it, “an essential step to ensure we weren’t simply doing point solutions.” Breaking down the silos between marketing, sales, and digital in this way helped unlock the full potential of Verizon's data. "The relationship between our business units, sales, and marketing teams became even more critical," he explained. "We had to get close to the customer to understand how we start looking at all this data and delivering insights to the front line." Those insights now flow seamlessly across Verizon's tech ecosystem, informing everything from a sales rep’s follow-up tactics to the personalized offers and digital journeys created for actual customers by the marketing team. Aligning tech stacks has been a game changer—not only in terms of the customer experience but also in driving business-wide efficiencies. “If your revenue is under pressure,” continued Michael, “you've got to drive those costs out to make sure you've got the right cash flow to the bottom line.” Verizon's data, collected over decades, give the company a major advantage when it comes to AI optimization. But he cautions that data collection alone isn't enough to drive AI-fueled digital transformation. "It's one thing to make sure you have the right governance and frameworks in place around your data retention, security, and controls," he emphasized. "But how you use that data is another responsibility that we take very seriously here.” For Verizon, it’s essential that their use of AI improves the customer experience via proactive and predictive—not creepy—solutions. Striking that balance requires both sophisticated AI capabilities and a customer-centric mindset. Michael offered just one of many examples: "If a customer is really frustrated because they've had a couple of service tickets in the last 30 days, we want to use that data intelligently to make sure we get them to a skilled rep who can take care of their issue once and for all.” Once Verizon’s marketing and sales tech stack got a serious clean-up—which led to significant cost savings—it was time to look towards the future and begin building a series of business cases for investing in AI and data platforms to extract greater value out of the company’s data sources. Michael’s approach for getting executive buy-in was nothing short of bold. "I said, listen, I'm not going to ask for a penny more in the first year—let us show you the benefit first." He decided to prove that making small bets in smart data optimization can drive a huge impact. One initial recommendation involved using AI models to improve business customer retention. The company wanted to understand why customers were leaving and saw AI as a way to earn their trust back. By leveraging the right insights, offers, and tools in real-time, "we were better able to get relevant, personalized offers in front of customers—which not only increased engagement and retention but also got them to buy more.” Another tactic was using propensity models to target existing customers with the right upsell offers via the right channels. The results speak for themselves. Under Michael’s leadership, Verizon’s “add a line” upsell program grew by 20x annually. "This is transformation at its best," he said. "We're being more relevant. We’re being more targeted. We’re being deliberate about making it easier and more frictionless for customers to transact.” For companies still on the fence about going all-in on AI, Michael offers a stark warning: "You will be left behind if you don't embrace AI." Having the right data governance and tech stack in place is table stakes. From there, it's about weaving AI into the fabric of the business in a way that balances innovation with pragmatism. It’s a matter of being deliberate about which tech, data, and other solutions a company uses—just as much as how they put them into use—as that kind of mindfulness enables organizations to take a more theoretical or strategic approach to deploying AI at scale. Michael added, "AI and generative AI will allow you to create a multiplier effect that drives exponentially more actions and results. It’s all about scalability and big impact.” And while many people fear that AI will make people’s jobs irrelevant, Michael disagrees. “AI can automate low-level tactical work, empowering employees at all levels to be more strategic so they can battle test theoretical assumptions in real time.” This is why it’s important to tie AI initiatives to clear business outcomes. "Pick the use cases where you can really deliver and secure some quick wins, all while building the foundation for the longer-term play," he advised. "You're going to lose if you don't show the benefit." The companies best positioned to thrive in an AI-driven world are those that stay ahead of the curve. "Just because we've done something one way doesn't mean we should keep doing it that way forever," he added. "You've got no choice but to keep innovating and changing." There’s a direct link between Michael’s AI innovation journey and the guidance he’s received over the years about the importance of being coachable, taking feedback without getting defensive, and staying true to yourself. Michael admitted, "You're going to have good days, you're going to have bad days. Whatever the case may be, you need to remain resilient." He constantly sees this level of resiliency and determination in the innovative work his team does for customers each and every day. "What energizes me is talking with the team about what we're working on and what the results are," Cingari shared. By staying focused on the people behind the AI revolution—both the companies driving it and the customers benefiting from it—he is confident that Verizon will remain at the forefront of the AI frontier. All it takes is measuring incremental success, one small bet at a time. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/ais-impact-on-the-future-of-sales Title: People.ai | AI’s Impact on the Future of Sales Meta Description: Over the next several years, AI is poised to shape how sales organizations operate. Here are a few ways that we believe AI will impact sales organizations. Language: en Canonical URL: https://www.people.ai/blog/ais-impact-on-the-future-of-sales ## Headings Structure: H1: AI’s Impact on the Future of Sales H3: 1. Increased Productivity Through Insights and Better Information H3: 2. More Complete Engagement Data = Better Forecasting H3: 3. Using AI-Driven Insights to Ensure Sales is Focusing on the Right Actions H3: 4. Automation will Bridge the Sales and Marketing Gap H3: 5. What World-Class Sales Teams of the Future Need H3: Conclusion H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft ## Main Content: H1: AI’s Impact on the Future of Sales H3: 1. Increased Productivity Through Insights and Better Information H3: 2. More Complete Engagement Data = Better Forecasting H3: 3. Using AI-Driven Insights to Ensure Sales is Focusing on the Right Actions H3: 4. Automation will Bridge the Sales and Marketing Gap H3: 5. What World-Class Sales Teams of the Future Need H3: Conclusion H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft AI will transform sales organizations in the coming years. Here’s how we believe AI will reshape sales operations and drive growth. Despite digital transformation across other teams like engineering and marketing, the sales profession fundamentally hasn’t changed since I began my career two decades ago. Research shows that since 2000, 52% of companies in the Fortune 500 have either gone bankrupt, been acquired, or ceased to exist as a result of digital disruption. Companies of the future recognize they must adopt this now and ingrain it into their DNA to stay competitive. Over the next several years, Artificial Intelligence (AI) is poised to shape how sales organizations operate, align with cross-functional teams, and manage reps. We as sales leaders have an opportunity to leverage these AI-powered go-to-market insights today—and if we don’t, we not only will fall behind our competitors, but we won’t be able to deliver the experience our customers expect. Here are a few ways that I believe AI will impact sales organizations. According to a recent survey that People.ai conducted with Harvard Business Review (HBR), 51% of large companies expect AI to automate manual processes over the next three years. For example, AI can automatically enter new contacts, emails, phone calls, and calendar information into the CRM, ensuring that sales teams have timely and accurate customer data. By eliminating this tedious administrative work, AI can help salespeople focus on what they do best—driving growth. One company surveyed found that after automating manual CRM data entry, they saw a 15% increase in bookings per sales rep. It isn’t just automation. Another part of the productivity story is augmentation and how these AI-driven insights provide the best next action for the sales rep. This doubles the productivity boost, enables the rep to get something back by guiding them to be more successful with that data. Forecasting isn’t just about better visualization. Today, it’s still missing a key data set. Today, many sales leaders still hold a weekly forecast call asking their team questions like “What did you do last week?” “What are the risks?” “Have you talked to the right people?” These conversations are based on storytelling, not data, which becomes a problem when reps miss their numbers and, in the aggregate, impact the forecast for the entire organization. With AI, sales leaders will no longer have to estimate their team’s numbers themselves—they’ll be able to rely on algorithms and key buyer and seller engagement data to predict the next quarter’s revenue with a higher degree of accuracy. This will help sales organizations understand where to focus their resources, communicate any risks to the broader company leadership and take a data-informed best path of success. By analyzing data from emails, calls, and collaboration tools, AI-powered technologies can help sales teams prioritize tasks that are most likely to drive value. For example, you can determine that in order to close a deal with a certain prospect, sales reps need to bring in the prospect’s CFO at stage three of the selling process. Armed with that knowledge, marketing can launch a campaign to target CFOs early in the buying process. As AI advancements continue, we’ll have access to even deeper data insights, such as analyzing an email’s sentiment or tone, rather than just the number of emails sent. While there’s usually some alignment between sales and marketing—they’ve hopefully agreed on target accounts, personas and priority segments—much of it happens during in-person meetings versus a free-flowing data system that informs each group in real-time. The same HBR study found that 82% of large companies believe AI has the potential to significantly improve alignment between sales and marketing. AI introduces accountability for both teams, eliminating confusion and actively helping marketers accelerate sales. Ultimately, marketing’s success is reliant on sales; by having access to valuable sales insights, marketing gets real-time feedback without having to ask the sales team, and the sales team gets a 360-degree view of every prospect’s journey. The old paradigm of calling a forecast based on gut feeling or relying on relationships to make your number is disappearing. Monitoring sales reps’ activities will help sales leaders encourage top-performers and while providing coaching and training to low-performers. The single biggest benefit of data-driven coaching, cited by 43% of large company HBR survey respondents, was to set goals and benchmark activities based on the team’s top performers. The second-best benefit, noted by 36% of large companies, was to determine if sales reps were talking to the right people. When half of the on-target earnings are variable, it’s up to sales reps to make their number. And if data can help them get an edge, they’ll be receptive to this new standard. AI won’t replace salespeople but instead will free them to focus on the work that is more valuable and meaningful. Rather than worrying about whether we’ll have fewer sellers in the future, sales leaders should focus on how AI can help organizations re-engineer business processes and eliminate manual tasks to be more efficient and productive. Being able to focus on higher-value work will also result in more engaged employees. Data-informed coaching is key ingredient for faster ramp time and higher attainment. This is what creates happy salespeople. When I talk to sales leaders around the globe and across industries, they know that their customers are more informed than ever and that you have to match them. It’s clear that they feel this reality is now upon us. They view a world where sales reps aren’t logging into anything—data insights and the best action based on their role and the product they’re selling is automatically pushed to them. Days of relationship selling are over because customers are so informed. Industry at large is more informed, the sales team needs to up it’s game to match the sophistication of the buyer. Companies that begin their AI journey today will have a leg up on their competitors—and those who don’t will find themselves left playing catch-up, trying to keep up with evolving customer expectations. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/aon-ibrahim-gokcen Title: People.ai | Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokce Meta Description: Aon's Ibrahim Gokcen encourages an outside in approach to AI innovation, keeping profitability and data governance top of mind. Language: en Canonical URL: https://www.people.ai/blog/aon-ibrahim-gokcen ## Headings Structure: H1: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H2: An ‘Outside In’ Approach to AI Innovation: Customer Problem → Solution → Profitability H2: Sitting on a Mountain of Data H2: AI’s Need for Data Governance H2: Reflecting on a Career Built around AI H3: Join an AI Innovators Lab to learn how to set your own innovative AI strategy. H2: Table of contents H2: Article Topics H2: Related Insights H3: The Rise of RevOps: Is Centralized Revenue Ops Right for You? H3: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts ## Main Content: H1: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H2: An ‘Outside In’ Approach to AI Innovation: Customer Problem → Solution → Profitability H2: Sitting on a Mountain of Data H2: AI’s Need for Data Governance H2: Reflecting on a Career Built around AI H3: Join an AI Innovators Lab to learn how to set your own innovative AI strategy. H2: Table of contents H2: Article Topics H2: Related Insights H3: The Rise of RevOps: Is Centralized Revenue Ops Right for You? H3: 3 Ways AI Transforms GTM Teams in Manufacturing Sales H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts Aon's Ibrahim Gokcen encourages an outside in approach to AI innovation, keeping profitability and data governance top of mind. Flexibility is a skill Ibrahim Gokcen counts on to organize the busy sports schedules for his daughters, ages 5 and 7. The skill has also carried him through a 20-year career focused on AI, navigating massive technology shifts at Fortune-250 companies. Ibrahim currently leads data, analytics, AI strategy, products, and governance across Aon, a leading global professional services firm providing integrated Risk Capital and Human Capital capabilities and expertise. While AI is now a buzzword for many and a fairly new concept for some, the technology has been on Ibrahim’s mind for decades. Growing up in Turkey, he played basketball and worked diligently in school to earn a competitive spot studying computer engineering at Middle East Technical University. Then he made his way to the United States, where his PhD at Tulane University in New Orleans focused on AI. In his career, he has led large-scale digital and data transformations at Schneider Electric, Maersk, and GE before joining Aon. To be one of the winners in this AI era—where rapid change and uncertainty are the norm—Ibrahim says a company must have a flexible yet focused AI strategy. Ibrahim recommends exploring multiple options at the same time, staying ready to adapt as circumstances shift. He cautions companies to move at a speed and scale that makes sense for them and their clients. As the pressure to prove AI innovation grows, many executives want to see results...now. Ibrahim, who has led innovation across solution lines, business models, and partnerships, sees a clear starting point. “You have to understand the biggest problems your clients and users face, and then work backwards,” he said. It’s an outside-in strategy that has worked well for Ibrahim throughout his career. Once there’s a defined problem, it’s time to think about potential solutions. Specifically, it’s important to determine what data and technology are needed to solve the problem at the right cost, performance and scalability. “We never want to build technology for technology’s sake. It must address the client's problem,” Ibrahim said. “It’s true for picking tech partners. It’s true for developing the products. In everything, you have to start from the problem.” The next consideration is profitability. An enterprise must have the right skills, processes, and investment appetite in place to implement its innovation, deploy and scale it, and track ROI metrics. There is a lot to learn from some of the most innovative companies, as well as successful startups regarding how they look at the client problem, how they organize themselves and how they fund and prioritize. And then how they deploy at scale," Ibrahim explained. One critical asset in the arena of AI innovation, according to Ibrahim, is the substantial stores of data that already exist inside a business. [PULL QUOTE] “Proprietary datasets really present some of the most unique opportunities to drive product innovation,” he said. “If you can connect data sets using AI and analytics to create new products and services that enhance colleague and client experiences, that creates differentiation.” To achieve this differentiation at Aon, Ibrahim and his team probe for answers from a series of highly relevant questions: The answers to these questions have helped Aon design a suite of AI-powered risk analyzers for the firm’s clients in property, casualty, insurance, cyber and health among others in development “Risk analyzers are changing the game for our clients and colleagues,” he said. “Now, instead of just focusing on reducing the premiums, they can focus on de-risking our clients’ businesses. We are looking into total cost of risk broadly.” Ibrahim has a thoughtful approach to leading Aon's AI and data strategy. “Data has to be cataloged, labeled and tagged correctly so that we can establish access controls and meet client requirements and at all times stay compliant with regulations across the world," Ibrahim explained. The goal is to establish a trusted data layer for the enterprise to feed analytics. “This data governance discipline is critical for creating outcomes with AI for a firm,” Ibrahim said. Some of the key data sets for a company like Aon are property and casualty exposure and human capital data. All of this data must be safely integrated and connected to support decision-making while maintaining trust. Without proper data governance, data quality suffers, risk increases, and “the consumption patterns start to become inefficient and ineffective,” said Ibrahim. He explained: “With generative AI, ultimately, you’re pre-training models or contextualizing models. And if you don’t have the right data and inputs, then the output may contain misinformation. Then you have ethical considerations, bias considerations - and if the data is not well governed, then these are going to be amplified.” Ibrahim draws satisfaction from a few essential areas of life. Professionally, he is honored to have worked with brilliant colleagues and to have helped large enterprises transform with AI, data, and software. Personally, he loves traveling with his family and being in nature, preferably doing something adventurous in an interesting location. Intellectually and academically, he feels lucky to have had an early and ongoing interest in AI. “It’s great to see something I’ve studied and worked on for 25 years is now so mainstream and so important,” he said. “AI touches every part of our lives. It has huge implications on the way we live, the way we work, the way we get entertained, get medical care—so many important aspects of our life are transformed.” Despite having watched the technology grow over the decades, Ibrahim [ED1] has very few preconceived notions about where the technology will take us next. “The fact is, nobody knows how exactly AI will evolve,” Ibrahim said. “Every new model the tech companies launch changes the vendor landscape, the investment landscape. There are new winners, new losers, almost on a day-to-day basis.” At this point in the evolution of AI, Ibrahim thinks researchers and those leading innovation have a big responsibility. “To be honest, I sometimes wish I was a PhD student now because, as a researcher, there are endless opportunities,” he said. “There are so many interesting problems to solve. We need to make this technology safe and scalable, impactful, and responsible.” Looking forward, Ibrahim sees many reasons to be excited and unafraid of AI. “I don’t want to sound like an AI maximalist,” he said. “But I truly believe there’s so much more to come.” Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/automated-lead-conversion Title: People.ai | Auto-Converting Leads to Contacts: The Key to Boost Revenue Meta Description: Thanks to People.ai’s new Automated Lead Conversion, the painstaking standard lead conversion process is a thing of the past. Language: en Canonical URL: https://www.people.ai/blog/automated-lead-conversion ## Headings Structure: H1: Auto-Converting Leads to Contacts: The Key to Boost Revenue H2: Artificial Intelligence Picks up The CRM Slack H2: Managing Leads in the CRM is Moving to The Background H2: What Our Customers Say About Automated Lead Conversion H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience ## Main Content: H1: Auto-Converting Leads to Contacts: The Key to Boost Revenue H2: Artificial Intelligence Picks up The CRM Slack H2: Managing Leads in the CRM is Moving to The Background H2: What Our Customers Say About Automated Lead Conversion H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience Thanks to People.ai’s new Automated Lead Conversion, the painstaking standard lead conversion process is a thing of the past. We're excited to announce that we’re rolling out two hot features that will make sales and marketing ops professionals that live and die in their CRMs, lose their minds; Automated Lead to Opportunity Contact Role (L2OCR). You might not think so out of the gate… but, give me a minute. As someone who’s suffered from the pain of matching L2OCR, or rather the real world fact that sales reps simply aren’t: While other companies might be boasting that they have “Lead Converters,” they’re only getting you half of the way there. Without AI-powered L2OCR, you’re still not solving the root of the problem. You’ll still have broken attribution reporting, inaccurate sales activity reporting, and duplicate records for the same person (just to name a few). Let’s break this down even further into a real-world story, and talk about how People.ai is now going to fix your CRM problems. It’s a common story in the sales world. Every day starts with the SDR team hammering the phones hundreds of times calling down inbounds and targeted lists of leads, as well as emailing targeted stakeholders. After all, sales is a “contact sport.” SDR’s need to hit their “activity numbers” in order to be successful and book meetings. This is the primary reason they’re incentivized and coached to repeat and embody this behavior. But, what about the dirty administrative work that’s essential to running the business, like logging their activities, converting leads to the correct contacts, or matching the leads they’re calling to contacts that are already actively involved in an opportunity (more on why I chose this as a pain point later)? When are they supposed to make time for that? Fun fact. They aren’t. To that point, a study of over 10,000 B2B sales employees found that "sales reps ranked identifying and qualifying their leads as 71% more important than internal sales reporting." Simply put, sales reps prioritize selling activities over CRM and reporting related activities. This leads to having a “dirty” CRM. So much so, that CRMs are becoming utterly useless to both sales leaders and marketing. Furthermore, your company’s marketing campaigns aren’t getting the attribution and influence they deserve, and even more to the point, the SDR department isn’t getting the credit for influence for that closed one deal. So how can you keep your SDRs focused on the task at hand, while also ensuring that they’re properly converting leads in your CRM and matching them to the correct opportunity? Let AI do it for them. People.ai’s new Automated Lead Conversion, makes the painstaking standard lead conversion process a thing of the past. Using People.ai’s Automated Lead to OCR Conversion, leads that are associated with an existing opportunity are matched using People.ai’s intelligent matching algorithm based on activity with other contacts on that opportunity. From there, the AI makes a determination that the lead should be converted to an opportunity contact role (OCR). This new Automated Lead Conversion offers several initial benefits: "We saw immediate ROI using People.ai seeing a 10-20x increase in contact creation in our CRM every month," said Kaushik Patel - VP, Online Marketing & Marketing Operations at ThoughtSpot. "But we were still having challenges converting leads to contacts. After attempting to build a custom solution, we began using People.ai's AI-based lead conversion capabilities. As a result, we are significantly accelerating our pipeline growth and converting between 40-80 leads to contact creation every month." "This capability allows People.ai to continue on our mission to maintain Evergreen Contacts for our Customers," said Rajit Joseph, VP Product at People.ai. “And makes it simple and low-touch to convert leads at scale - based on customer activity data and intelligent matching." Learn how AI powered Automated Lead Conversion can help supercharge your CRM and free up your sales team from manual data entry. Accelerate and grow your sales pipeline by scheduling a demo of People.ai today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/automated-sales-activity-capture-for-ai Title: People.ai | Automated Sales Activity Capture: What It Is & Why It Matter Meta Description: Use automated sales activity capture to build a data foundation for AI, unlocking the complete story behind every deal and your entire business. Language: en Canonical URL: https://www.people.ai/blog/automated-sales-activity-capture-for-ai ## Headings Structure: H1: Automated Sales Activity Capture: What It Is & Why It Matters H2: The negative impacts of manual data entry for sales organizations H2: Automating sales activity capture is easier than you think H2: How sales reps and sales leaders benefit from automated sales activity capture H2: The impact on marketing H2: Improving sales operations and enablement H2: Good data is in. Bad data is [going to stall the growth of your business]. H3: Learn more about how to find the right AI tool for your sales team by asking these 8 questions during the procurement process. H2: Table of contents H2: Article Topics H2: Related Insights H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI H3: Streamline Sales QBRs for Greater Impact and Better Results H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts ## Main Content: H1: Automated Sales Activity Capture: What It Is & Why It Matters H2: The negative impacts of manual data entry for sales organizations H2: Automating sales activity capture is easier than you think H2: How sales reps and sales leaders benefit from automated sales activity capture H2: The impact on marketing H2: Improving sales operations and enablement H2: Good data is in. Bad data is [going to stall the growth of your business]. H3: Learn more about how to find the right AI tool for your sales team by asking these 8 questions during the procurement process. H2: Table of contents H2: Article Topics H2: Related Insights H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI H3: Streamline Sales QBRs for Greater Impact and Better Results H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts Use automated sales activity capture to build a data foundation for AI, unlocking the complete story behind every deal and your entire business. AI is here to stay in the sales industry. According to What’s new with the Internet of Things? IDC, global spending on AI will exceed $301 billion by 2026, a $100 billion increase in just two years. The rapid growth in AI across all parts of the organization is thanks to the technology’s ability to help future-proof, digitalize processes, and permanently reduce the cost of doing business. But AI tools are only as good as the data they have access to. Most enterprises still rely on humans to connect their sales processes and customer relationship management system (CRM). As a result, data in most CRMs is incomplete and unreliable because reps don’t want the distraction from selling to make manual updates. A great user interface can’t make up for inaccurate or even hallucinated outputs generated as a result of a CRM full of incomplete and inaccurate sales activity data. For sales organizations, the key to capitalizing on AI starts with creating a robust data foundation in their CRM. Automating the capture and recording of all rep activities on each contact, account, and opportunity is the first step toward creating that foundational data layer and getting true value from AI sales tools. Incomplete, unreliable, and inaccurate data in your CRM leads to a lack of visibility and major information gaps at key handoff points in the sales process. In other words, it is a root cause of misalignment between members of go-to-market (GTM) teams. It also complicates sales leaders’ attempts to guide their teams to success. And it makes it impossible for GTM organizations to leverage AI for accurate insights. Consider these trickle-down impacts of failures to update your CRM: The good news is that enterprises can automate CRM data capture by taking advantage of the right sales AI tool. A high-quality sales AI platform automatically captures data from inboxes, calendars, meetings, and more, and then records all of that valuable information in your CRM. AI then filters and analyzes all information about GTM business activity — no manual data entry or change management is required. But there’s a key distinction between a sub-par AI tool and an exceptional one. Creating a data repository to fuel AI is not just about collecting activity information. The most important part of AI for sales organizations is actually happening behind the scenes with activity matching, where data is organized and categorized. It’s what turns raw data into clean data. A great AI tool will not only capture all of your team’s activities. It also accurately matches all of those data points to the correct accounts and opportunities in your CRM. Think of AI for sales teams in the context of the IoT (Internet of Things) devices that manufacturing companies deploy on the factory floor, for example. IoT captures critical data, enabling the insights and workflows that drive operations. By connecting multiple machines and production lines, companies glean critical insights and data that pave the way for double-digit improvements. Similarly, an AI platform for sales teams leverages automation to capture data from all the GTM systems in your environment (along with your reps’ inboxes and calendars), and post it in the right places in your CRM. Put another way, the platform connects all the GTM-related signals across your selling environment — from emails, calendars, and video calls — setting the stage for you to bubble up relevant insights. A high-quality AI tool will do this automatically, requiring no effort on your part, and then deliver those insights into the role-based workflows and tools where your GTM teams already work today (like your CRM, inboxes, and collaboration tools). Accurate, timely data informs the forecast and deal health with these types of insights: This data also provides insight into what’s happened with an account: Perhaps most importantly, unimpeded visibility into prospect and customer engagement helps sales leaders drive the right sales behavior. With easy access to all relevant data, it’s possible to identify “good” behavior, use it to inform benchmarks, and coach all reps to perform better. A high-quality go-to-market AI platform can benefit all teams across the GTM organization. The marketing team can only market to known contacts. With an AI sales tool automatically keeping CRM up to date, marketing can reach more prospects and strategic customers with campaigns, offers, and invites. By reviewing win rates across personas, marketing gains a complete picture of the personas that sales is activating. In turn, the marketing team can activate personas in accounts instead of running generic campaigns. Put simply, marketing can spearfish into accounts rather than cast a wide net, becoming a true ABM partner to sales. In addition, the right tool will enable better attribution models. Without knowing who’s involved in a deal, it’s hard to determine campaign effectiveness. That’s the case for many marketing organizations, leading them to run generic attribution models. Knowing which personas were involved and associating those with specific campaigns, marketing can determine which campaigns are driving opportunities. AI is a game changer for the operations/enablement team, empowering them to: Armed with the right data and insights, sales operations is able to design a sales process for repeatable, scalable success. While other vendors focus on solving the surface-level sales productivity challenges. People.ai gets to the root of what’s stalling growth — bad data — and helps organizations operationalize best-in-class performance. Think of this as the equivalent of IoT on the factory floor, connecting machines, automatically gathering data, and analyzing it to deliver insights that power business decisions. People.ai is “IoT for sales teams.” Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/b2b-sales-strategies Title: People.ai | 10 Top B2B Sales Strategies for 2022 Meta Description: B2B sales are tough but manageable. Explore 10 top tips to craft winning strategies and close more deals effectively. Language: en Canonical URL: https://www.people.ai/blog/b2b-sales-strategies ## Headings Structure: H1: 10 Top B2B Sales Strategies for 2022 H2: What is B2B Sales? H2: B2B Sales Process H2: Why is B2B Sales Hard? H2: What is a B2B Sales Strategy and Why Do You Need One? H2: Why is B2B Sales Strategy Crucial? H2: The 10 Best B2B Sales Strategies For 2022 H3: 1. Remember Sales and Marketing Win Together H3: 2. Prepare Before You Approach Your Audience H3: 3. Create a Follow-Up Plan H3: 4. Develop a Lead-Nurturing Plan H3: 5. Leverage Account-Based Marketing H3: 6. Go Social H3: 7. Identify Opportunities for Repeat Business H3: 8. Ask for Referrals H3: 9. Focus on Sales Experience Throughout the Buyer’s Journey H3: 10. Set a Feedback Process For Lost Leads H2: Key Takeaways H2: B2B Sales Strategy FAQs H3: What are the four types of B2B selling? H3: How do you develop a B2B sales strategy? H3: What makes a good B2B salesperson? H2: Table of contents H2: Article Topics H2: Related Insights H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? ## Main Content: H1: 10 Top B2B Sales Strategies for 2022 H2: What is B2B Sales? H2: B2B Sales Process H2: Why is B2B Sales Hard? H2: What is a B2B Sales Strategy and Why Do You Need One? H2: Why is B2B Sales Strategy Crucial? H2: The 10 Best B2B Sales Strategies For 2022 H3: 1. Remember Sales and Marketing Win Together H3: 2. Prepare Before You Approach Your Audience H3: 3. Create a Follow-Up Plan H3: 4. Develop a Lead-Nurturing Plan H3: 5. Leverage Account-Based Marketing H3: 6. Go Social H3: 7. Identify Opportunities for Repeat Business H3: 8. Ask for Referrals H3: 9. Focus on Sales Experience Throughout the Buyer’s Journey H3: 10. Set a Feedback Process For Lost Leads H2: Key Takeaways H2: B2B Sales Strategy FAQs H3: What are the four types of B2B selling? H3: How do you develop a B2B sales strategy? H3: What makes a good B2B salesperson? H2: Table of contents H2: Article Topics H2: Related Insights H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? B2B sales are tough but manageable. Explore 10 top tips to craft winning strategies and close more deals effectively. Selling products and services to other businesses or organizations tends to be tougher than selling to individuals. Unlike regular consumers, business-to-business (B2B) clients usually have higher stakes and therefore longer sales processes—not to mention your pitch may need to go through a lot of people. So, how do you make the most out of your B2B sales opportunities? Read on to find out the top 10 B2B sales strategies to boost your chances of closing the deal. B2B sales is the process of selling a product or service to another organization. B2B sales come in many shapes and forms, such as: B2B sales are usually driven by a B2B sales representative or other employees that are responsible for closing the deal. Their scope of work includes conducting sales calls, setting pitch meetings with potential customers, running product demonstrations, managing client relationships, and other activities related to the B2B sales process. B2B sales reps are further divided into two types that require different skill sets: While inside and outside sales tend to have different phases, the regular B2B sales process consists of eight key steps: B2B sales tend to have higher stakes compared to B2C sales, and many people also say it’s tougher. But why is B2B sales hard? Here are several potential reasons: These days, B2B sales can’t depend on your salespeople simply recommending products to potential clients. Most companies nowadays are savvy enough to know what they need, and they take the time to look into alternatives that can solve their issues. With the increasing power of modern buyers comes a new challenge for B2B salespeople. You can’t just claim that your product or service is the best because the prospect may challenge you on it or research alternatives before coming to a purchase decision. The best way to win business deals these days is to prove that you’re the best, and that needs a strategy. A B2B sales strategy is a plan to help you close deals and convince prospective customers to buy your product or service. These strategies should be reliable and reproducible, which means that they need to consistently score deals with your prospects. Keep in mind that marketing strategies and sales strategies are two completely different things. A marketing strategy creates awareness for your product or service among your target market, while a sales strategy persuades specific buyers to purchase your product or service. That being said, these two need to work hand-in-hand to be effective. A good B2B strategy is the crux of modern B2B sales. Today’s B2B sales landscape brings more challenges not faced by salespeople in the past, like: A good, constantly-evolving sales strategy is crucial to solving the aforementioned issues. In addition to being a playbook on what to do and what not to do when making sales pitches, it can also be modified as your team encounters issues and chokepoints. This way, you’ll have a list of best sales practices to follow whenever you’re making a sales pitch to potential buyers. Looking for inspiration to create your own B2B sales strategy? Here are ten ways you can improve your sales strategy and boost your likelihood of closing deals. If we put it in sports terms, your marketing team is the playmaker while your sales rep is the scorer. Both divisions could work separately, but a strong synergy between sales and marketing teams makes them stronger than the sum of their parts. With a good marketing effort, your prospects will know about what you’re selling far before your salesperson makes a call—making it easier for you to deliver a pitch. Preparation is essential before any sales call or pitch meeting. Always think about how you can solve your prospect’s problems and provide solutions in the pitch or sales call. By addressing their pain points directly, you’re more likely to gain the client’s trust and attention. So, you’ve finished the sales call or pitch meeting—now what? Many B2B sellers make the common mistake of not following up with a prospect. Always follow up with leads after first contact—they’ll feel valued and it reminds them to consider your pitch again. Not closing the deal immediately doesn’t mean that the customer will never buy from you. Keep nurturing your leads by continuing frequent value-adding conversations and communications. Even if your product or service caters to many industries, approaching every single industry as your target market leads to impersonal and ineffective sales approaches. Instead of casting a wide net and then drilling down to find companies that are interested in your product, flip the script. Identify your target companies first, then approach them with personalized sales solutions. This makes them feel special and more likely to be receptive to what you have to say. Phone calls and emails aren’t the only ways to contact a prospect. Many individuals at companies are fine with being approached via social media by vendors. However, you should ensure that anything you send to somebody’s social media account still feels personalized and genuine instead reading like of a cookie-cutter message. Don’t take your existing customers for granted. In addition to finding more prospects, check in with your existing customer base to see if there’s anything else you can provide. You don’t even need to sell them something—a simple greeting or a personalized message can make your customer feel like a valued client and improve customer loyalty. You can also consider upselling or cross-selling your offerings to existing clients. People.ai offers account planning and white space analysis tools that help you identify what else you can offer to clients. Referrals are a great way to get your foot in more doors. All you need to do is ask current customers to refer your company to their peers, and you’ll get a pre-warmed lead ready for following up. A good salesperson is able to put themselves in the buyer’s shoes. Go through the sales cycle yourself and see how it feels—is it nice and simple or is it too complicated and long? If it’s a bad experience, suggest how the customer journey can be improved. Lost leads shouldn’t be mourned—they should be learned from. Always follow up on lost leads and ask them why they decided to drop out of the process. Based on their feedback, make the necessary improvements in the sales process. Since B2B sales is tougher than selling to individual consumers, you need a refined and effective strategy if you plan on closing lots of deals. To get started, follow the ten tips above. Great revenue intelligence solutions also help you formulate better sales strategies. Schedule a People.ai demo today to get started with transforming your sales process and unlocking growth! B2B selling is divided into four categories based on who you’re selling to: To create a stellar B2B sales strategy, you need to do these six things: Here are some essential sales skills that you need to have to become a great B2B sales rep: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/b2b-sales-velocity-blueprint Title: People.ai | B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 Meta Description: Discover three essential strategies to shorten sales cycles, enhance buyer relationships, and drive revenue. Language: en Canonical URL: https://www.people.ai/blog/b2b-sales-velocity-blueprint ## Headings Structure: H1: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H2: Longer Sales Cycles and Their Bottom-Line Consequences H2: Decoding the Sales Cycle Slowdown H3: Changes in Buying Process Due to Economic Impact H3: More complex buyer groups solving more complex problems‍ H3: Difficulty driving buyer consensus‍ H3: Declining budgets and rising layoffs‍ H2: Sales Velocity Unleashed: How Winning Leaders Shorten Sales Cycles H2: 1. Re-learn and master the fundamentals H2: 2. Accelerate purchase intent with compelling ROI H2: 3. Prioritize relationships H2: Pave the Way for Faster Revenue H3: Success with AI starts by understanding where your organization is today–and seeing what's possible tomorrow. Take the GTM AI Maturity Assessment. H2: Table of contents H2: Article Topics H2: Related Insights H3: Excel Templates for Reps Tired of Salesforce Busywork H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: Inside Sales vs Outside Sales: A Comprehensive Guide ## Main Content: H1: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H2: Longer Sales Cycles and Their Bottom-Line Consequences H2: Decoding the Sales Cycle Slowdown H3: Changes in Buying Process Due to Economic Impact H3: More complex buyer groups solving more complex problems‍ H3: Difficulty driving buyer consensus‍ H3: Declining budgets and rising layoffs‍ H2: Sales Velocity Unleashed: How Winning Leaders Shorten Sales Cycles H2: 1. Re-learn and master the fundamentals H2: 2. Accelerate purchase intent with compelling ROI H2: 3. Prioritize relationships H2: Pave the Way for Faster Revenue H3: Success with AI starts by understanding where your organization is today–and seeing what's possible tomorrow. Take the GTM AI Maturity Assessment. H2: Table of contents H2: Article Topics H2: Related Insights H3: Excel Templates for Reps Tired of Salesforce Busywork H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: Inside Sales vs Outside Sales: A Comprehensive Guide Discover three essential strategies to shorten sales cycles, enhance buyer relationships, and drive revenue. While many metrics matter to B2B sales leaders, average sales cycle length tops the list because it can directly impact a company’s financial health. Accelerate the sales cycle, and leaders do more than drive revenue faster – they improve revenue forecasting, reduce customer acquisition costs (CAC) and, in the process, likely root out pipeline bottlenecks. Unfortunately, enterprise sales leaders are experiencing lengthening cycles, per a 2023 survey of RevOps professionals: Sales teams are missing their numbers as a result. One survey of finance, RevOps, and sales leaders in the US and UK found that 91% failed to hit sales quota expectations in 2023. Per the 2023 TrustRadius B2B Buying Disconnect Report, a multitude of factors – including number of decision makers, information needed to justify spend, and budget – is causing buyers to slow or even rethink their purchases. Most B2B purchases are a team effort, made by a group of six to 10 stakeholders on average. It’s no wonder in light of the fact that Gartner found 99% of B2B purchases are driven by organizational changes. As analysts explain, “This means buyers are most often motivated to solve longer-term, internal challenges that span multiple parts of the buyer organization.”  5 With decision-making units the norm, B2B sales cycles are extended until each member of the buying group gets on board with a purchase decision. Yet Forrester’s latest survey of more than 18,000 business buyers found that today’s younger buyers – the majority of the survey respondents – struggle to drive consensus for purchases. It’s easy to see why when 95% of B2B buying groups need to revisit decisions at least once during the buying process as new information emerges.  7 In addition to consensus-building challenges, today’s B2B buyers are at the mercy of economic realities. In the same Forrester survey referenced above, 89% of B2B buyers saw a purchase stalled, often due to budget limitations. Buyers must now justify the ROI of every single purchase decision in a way they haven’t had to do in the past decade. Combine all this with a marketplace saturated by offerings, and it’s more challenging and expensive for B2B sales teams to close deals. This is an about-face from the heady days of booming economic times when purchases flooded in from buyers flush with generous budgets and mandates to modernize. The good news is that understanding how this perfect storm is causing drawn-out deal times is the key to unlocking paths to accelerated sales cycles. As macroeconomic issues lead to sluggish sales, strategic sales leaders are doubling down at a micro level to not only prevent deals from slipping but to drive revenue. And they are smart to do so. According to McKinsey research, “companies tend to fall behind if they focus solely on avoiding the downside.” On the flip side, those that control operating costs while prioritizing revenue growth during uncertain times deliver far more value than their industry peers. 8 With that in mind, the sales leaders that win in this time of uncertainty are those keeping go-to-market (GTM) teams hyper-focused on the following: – Jason Livingston, Regional Sales Manager, Splunk Getting back to basics is about putting in place a strong GTM foundation for 2024, augmented by AI tools that make it easier to understand buyer groups, qualify deals, determine engagement levels, and adjust as needed. Start with average deal length, a subset of deal velocity. The first way to accelerate deal velocity is by more quickly moving a prospect from lead to opportunity. Marketing plays a huge role by identifying, reaching, and engaging the right persona in the right industry and organization to deliver a qualified lead. To ensure those leads are warm, marketing can run email drip campaigns offering compelling content aligned with the target personas’ pain points and aspirations. Once marketing hands off a qualified lead, sellers can ensure they are pursuing winnable deals by focusing on opportunities with the highest potential. And because sales teams are getting smaller in many companies, it’s also important to work every deal with a sense of urgency and laser-focus. The key is homing in on purchase-ready buyers. Qualification hinges on understanding whether a prospect truly intends to make a purchase, has the budget, is operating on a clear timeline around a compelling event or goal…and is ready to buy. – Laura Palmer, Chief Revenue Officer, People.ai To then convert a promising opportunity to a sale as quickly as possible, sellers can use tools to efficiently conduct research providing key insight into the buyer – their motivations, concerns, and strategic initiatives. Assuming GTM teams have taken correct steps to reach and engage fitting prospects, a two-step process can help sales leaders surface multiple opportunities on the fast track to close. Leaders can easily spot issues using CRM-native AI sales tools. For instance, if sellers are neglecting accounts demonstrating intent, an AI tool can proactively flag those opportunities. Managers can then course correct while the opportunity is still hot, ensuring outreach happens at the right cadence and the necessary number of times to drive a purchase. If reps are not following through on exit criteria, managers can intervene to reduce sales cycle time and late-stage losses. By understanding how much time reps are spending on certain opportunities, and the health of each deal, managers can keep sellers focused on deals with the most potential to close. “Sales reps get excited over early momentum,” explained Livingston. “But you have to determine how realistic an opportunity is. Qualifying deals early equates to spending time on the right types of deals and the right motion.” Once a buyer shows high-purchase intent, sales must convince them that shifting from the status quo is essential and urgent for the prospect’s company and worthwhile for them personally. Nailing the “case-for-change” can dramatically impact the sales cycle and revenues. However, today’s risk-averse, budget-strapped buyers won’t budge unless the seller can lay out a specific ROI case. Success is a matter of identifying a legitimate pain and desired outcome the prospect agrees with and that the seller quantifies while presenting a measurable outcome their solution can deliver. A compelling case looks something like this: “Because of this challenge, your churn rate is 20%. Here is how we’re going to drop that to 12%” And this need to prove compelling ROI doesn’t just apply to new deals. “We’re not just selling to net-new customers,” said Palmer. “We’re in this cycle of re-selling and justifying ROI with every single existing customer.” Knowing the case for change, or in the case of re-selling, making a case to stay, must win over an entire buying committee. It’s important to understand each stakeholder’s pressing concerns based on their function, seniority, and role within the decision-making process. Select AI sales tools can analyze closed/won deals and complex deal metrics to surface crucial insights about buying groups, such as predicted buying power. And it’s smart to use such tools. According to McKinsey, "Companies are...turning to analytics to help them predict more accurately who their potential customers are, their pain points and their next moves, and then proactively engage with them as early as possible...Players with strong customer analytics are 1.5 times more likely to grow fast, and can drive increases in earnings upwards of 15–25 percent." 9 Once sellers know what matters most to each member – from the champion, decision makers, and influencers to end users, deal detractors, and gatekeepers – they can help drive consensus. It’s a matter of equipping the champion with information and content speaking to the unique concerns of each stakeholder, while proactively addressing roadblocks and objections. By engaging and swaying the entire buying group in a concerted, effective manner, sellers significantly increase the likelihood of a faster closed-won deal. Being able to effectively move an entire buying committee to purchase reinforces the one constant in sales: the importance of relationships. In addition to developing and nurturing relationships up-front with prospective buyers – ideally even before a purchase is being considered – it’s a must to create deep, quality connections with all potential stakeholders (i.e., take a multi-threaded approach). Remember: purchase by consensus is the norm. If nothing else, being multi-threaded reduces risk should a champion leave the organization due to budget cuts or layoffs. The power of multi-threaded engagement is the ability to keep deal momentum going. Even better, B2B organizations that “unify commercial strategies and leverage multithreaded commercial engagements will realize revenue growth that outperforms their competition by a whopping 50%,” according to Gartner. 10 Fortunately, sales teams can call upon AI-powered tools to help free up their time on some key tasks so they can spend more time in front of customers: That said, sellers should always prioritize lasting relationships over short-term wins. Is it worth straining a relationship to push a deal to close this quarter? Or is it worth more to maintain that relationship by waiting until the prospect feels comfortable making the purchase? Palmer says that knowing how to build productive relationships with customers is one of the most fundamental and crucial skills of sales reps. It’s also one that has been neglected when the economy was booming, along with other fundamental skills. “For those of us who have been in sales for a long time, it’s about reflexing these muscles that maybe got lazy,” says Palmer. “For those sales professionals who haven’t worked in this economy, it’s possible they haven’t been trained on these skills. As sales leaders, it’s important to re-prioritize enablement and training to set our teams up for success.” In the face of larger buying committees struggling to arrive at purchase consensus during tough economic times, sales teams are up against longer sales cycles. Rather than accept drawn-out deal times, sales leaders can keep their teams working the best opportunities in the most effective way. With a consistent approach built on the three principles outlined here, they can fuel a powerful sales engine that yields the fastest path to revenue. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/bant Title: People.ai | What is BANT in Sales? + 16 Example Qualification Questions Meta Description: BANT is a sales qualification methodology and framework for reps to ask prospects questions that help answer the question: Is this a sales qualified lead? Language: en Canonical URL: https://www.people.ai/blog/bant ## Headings Structure: H1: What is BANT in Sales? + 16 Example Qualification Questions H2: What Does BANT Mean? H2: What is BANT? H3: Budget H3: Authority H3: Need H3: Timeline H2: How to BANTer Effectively H3: 1. Have Fixed Qualification Metrics H3: 2. Turn Champions into Connectors H3: 3. Uncover Needs and Understand Deficiencies H2: Example BANT Questions H2: Getting to Qualified and Closed-Won Faster H2: Table of contents H2: Article Topics H2: Related Insights H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H3: Fool-Proof Ways To Increase Your Market Share H3: Call Mapping: What Is It And How Do I Do It? ## Main Content: H1: What is BANT in Sales? + 16 Example Qualification Questions H2: What Does BANT Mean? H2: What is BANT? H3: Budget H3: Authority H3: Need H3: Timeline H2: How to BANTer Effectively H3: 1. Have Fixed Qualification Metrics H3: 2. Turn Champions into Connectors H3: 3. Uncover Needs and Understand Deficiencies H2: Example BANT Questions H2: Getting to Qualified and Closed-Won Faster H2: Table of contents H2: Article Topics H2: Related Insights H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H3: Fool-Proof Ways To Increase Your Market Share H3: Call Mapping: What Is It And How Do I Do It? BANT is a sales framework reps use to qualify leads by asking key questions to determine if a prospect is truly sales-ready. Banter is the exchange of remarks in a good-humored way. Although not derived from the word banter, you can think of BANT as the exchange of information in a good-natured way. BANT was developed by IBM in the 1950s and is their method for identifying opportunities that match their criteria for routing deals to various teams, reps, and pipelines. Since then, this goal of BANT has been applied successfully by thousands of sales organizations worldwide. BANT is an acronym that stands for “Budget,” “Authority,” “Need,” and “Timeline.” Each of these high-level categories branches into its own decision tree of questions to determine whether or not a lead is qualified. BANT is a sales qualification methodology that provides a basic framework for reps to ask prospects questions that help answer the ultimate question: Is this a sales qualified lead? The goal of BANT is not to provide an interrogation-style template for qualifying leads, but instead to provide high-level guidance on the information that would ideally be extracted from a natural conversation. When a new lead enters the purview of your SDR or BDR, they are essentially a blip on the radar with no information other than their existence. Each of the four pillars of BANT help to fill in the blanks and move them closer to the target of sales-qualified. We would argue the BANT acronym is in order of importance, with the “B” for budget being the most important qualifying question: Do they have the budget? When vetting an SQL, it’s essential to get a firm grasp on whether they have—or will have—the budget to match your pricing and business model. In the case of budget, an SQL would be a Sales Quantified Lead. Asking a prospect about their budget too soon can come off as aggressive and being the first to throw out a number, you run the risk of anchoring a price in the prospect’s mind (i.e. setting budget expectations too low). But you should be transparent about the absolute minimum expected budget and make sure the number won’t be shocking and derail the deal at a much later date. Once you’ve been identified that the prospect can pay the toll, the next bridge to cross is whether or not they are the right person to drive the deal to the other side (closed won). Are you talking to the person that wields the buying power or enough influence to persuade the ultimate decision makers to approve the deal? This is a difficult question to answer because many people aren’t forthcoming about their status in the chain of command or could be unaware of their reputation among the deal’s ultimate decision makers. A job title can only provide so much information and can differ significantly between companies, so you’ll want to inquire about the prospect’s role and function within the company. You can also try to understand the organization in general and get a grasp of the hierarchy. A prospect that understands a problem exists and is actively seeking a solution is a prospect that truly has a need. There are different spectrums of a prospect’s need. One person might have a current solution in place but is unaware of a more effective solution. Another prospect could agree there is a problem but was entirely unaware a solution existed and was not actively looking or has “dealt with it thus far.” It’s up to you to quickly identify that the need exists, the prospect is aware of their need, and there is an appetite for a solution. Sales is like music in the sense that rhythm and timing are natural accompaniments. When musicians play together, they have an agreed or implied time signature to maintain harmony, and this is exactly what you need to do in your lead qualification processes. Being upfront about fulfillment constraints on your end or asking for a sense of timing from the prospect is helpful because it can set expectations and expedite, pause, or even halt conversations where applicable, which results in a more effective and efficient sales process. We know how tempting it can be for us SDRs to overlook red flags and qualify a lead that only partially meets our criteria. Ultimately, to be successful with BANT you need to have well-defined boundaries and methods for getting prospects to have flexibility. Here are a few tips and ideas for implementing BANT within your sales process: Whether you’re in the business of selling wholesale, services, software, or another business model, you will certainly have a breakeven price, a target profit margin, and a minimum contract size that you need customers to digest to make the deal work. You’ll also have an achievable timeline for onboarding, integrating, or delivering on your side of the agreement. Have a firm grasp on what these numbers are and don’t waver or redraw lines in the sand. Having a hard-and-fast rule can help make the BANT qualification process even more straightforward than before. It’s either a “hell yes” or a “no.” Of all the criteria BANT stands for, authority is the component with the most wiggle room for red flag color blindness. If you come across a lead who meets all other qualifications but doesn’t have the authority to move the deal forward, you should, of course, try to have them connect you to the person who does have authority. If you sense the lead understands the importance of the problem and feels passionate about your solution, you should try to coax the conversation toward how this solution could benefit the business. A win for the business will reflect positively on them in the eyes of their superiors — if they introduce you to the decision maker. As you become more acquainted with a lead and start to uncover more information that can help qualify them via BANT, you should really dig deep into what the prospect’s needs are. Identifying nuances and potential hindrances in their processes and workflow could help you avoid long, drawn-out conversations that ultimately end in closed-lost. You should also be cognizant of deficiencies in your product, service, or process that you sense are a nonstarter for the prospect and don’t try to sweep them under the rug. Ultimately, the job of an SDR is as much about identifying when a lead is not a great prospect as when a lead is a great prospect. If you’re looking for a template to implement a BANT qualification process, consider the following example questions not as scripts to ask leads verbatim, but as general guidelines that will hopefully move the conversation in the desired direction. “Sales qualified” is an important distinction and status for leads to be categorized accurately. One way this can be accomplished is by leveraging technology built to distinguish the signal from the noise in your sales activity data. Instead of spending hours digging through Salesforce to update contacts, records, and accounts, PeopleGlass by People.ai lets you update Salesforce like a spreadsheet, unlocking more time for qualifying leads and tracking your team’s progress through the sales cycle. Stop drowning in a sea of tabs—PeopleGlass puts everything you need to see, update, and know in a single view. Have alignment with AEs and full visibility of the real-time status of current pipeline to track deals as they move towards closed-won. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/bi-dashboards Title: People.ai | Business Intelligence Dashboard Benefits and Examples Meta Description: BI dashboards centralize insights for sales, marketing, and ops. Explore examples to see their impact and functionality. Language: en Canonical URL: https://www.people.ai/blog/bi-dashboards ## Headings Structure: H1: Business Intelligence Dashboard Benefits and Examples H2: What is a Business Intelligence (BI) Dashboard? H2: Types of BI Dashboards H3: Sales Intelligence Dashboard H3: Marketing KPI Dashboard H3: Operations Dashboard H3: Benefits of a BI Dashboard H3: 1. Real-time data H3: 2. Focused and Standardized H3: 3. Interactive H3: 4. Accessible H3: 5. Predictive Insights H3: Potential Downside to BI Dashboards H2: Dashboards vs. Reports H2: BI Dashboard Best Practices and Tips H3: Know The KPIs That Matter H3: Use Simple and Clear Visualizations H3: Conduct Regular Performance Audits H2: The Key Ingredient to Business Intelligence: Quality Data H2: Article Topics H2: Related Insights H3: A Dooly Alternative Purpose-Built for Reps Using Salesforce H3: Excel Templates for Reps Tired of Salesforce Busywork H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro ## Main Content: H1: Business Intelligence Dashboard Benefits and Examples H2: What is a Business Intelligence (BI) Dashboard? H2: Types of BI Dashboards H3: Sales Intelligence Dashboard H3: Marketing KPI Dashboard H3: Operations Dashboard H3: Benefits of a BI Dashboard H3: 1. Real-time data H3: 2. Focused and Standardized H3: 3. Interactive H3: 4. Accessible H3: 5. Predictive Insights H3: Potential Downside to BI Dashboards H2: Dashboards vs. Reports H2: BI Dashboard Best Practices and Tips H3: Know The KPIs That Matter H3: Use Simple and Clear Visualizations H3: Conduct Regular Performance Audits H2: The Key Ingredient to Business Intelligence: Quality Data H2: Article Topics H2: Related Insights H3: A Dooly Alternative Purpose-Built for Reps Using Salesforce H3: Excel Templates for Reps Tired of Salesforce Busywork H3: Sales Leaders: Understanding Your Account Coverage with Chris Albro BI dashboards centralize insights for sales, marketing, and ops. Explore examples to see their impact and functionality. Business intelligence (BI) dashboards are like CT scans for the brain of your business. When inspecting the human brain for neurological disorders, doctors read CT scans and look for obvious abnormalities. BI dashboards can reveal similar issues and areas for improvement in a business that are otherwise non-obvious from looking at anecdotal performance data. An even better analogy for BI dashboards are medical charts and records since they consolidate the information into a single source of truth for doctors to review and make their decisions. In this article, we cover what BI dashboards are, why they’re beneficial for organizations to implement, and examples of the various types of dashboards. A business intelligence, or BI, dashboard is a collection of key graphs, charts, tables, and other data visualizations that provide a central location for tracking performance metrics. The dashboard can be optimized around a single metric or comprehensive of KPIs for the entire company. BI dashboards are meant to be monitored regularly because while they do provide a snapshot into the current health of the business, they also provide historical insight into what contributed to the present situation, which offer opportunities for learning. When considering the various types of dashboards, you might look at BI dashboard examples and, at first glance, assume they are mostly one and the same. The beauty is, a dashboard can be scaled to display the data of a single person, team, department, or entire company. A sales intelligence dashboard, for example, displays the performance of the sales team exclusively. A startup operations dashboard, on the other hand, might incorporate performance KPIs from multiple departments to monitor the health of the entire company. One of the most important areas of study for business intelligence is sales. Sales are the lifeblood of any business and if you don’t monitor your metaphoric blood pressure, you will compromise the health and well-being of your business. A good sales intelligence dashboard will include: Notice in the sales dashboard above, the color scale helps sales managers quickly visualize and inspect for any leaks or weaknesses in the pipeline. In this specific example there appears to be a shortage of prospects in the “discover” phase, but further categorization by deal size helps clarify that the funnel is healthy. Marketing dashboards will be different depending on the type of marketing, such as social media, paid advertising, or content marketing. The common KPIs you will often find in a marketing dashboard include: The BI dashboard example above does a great job of focusing on the core KPIs, especially the bottom left quadrant that highlights total bookings, clearly one of the most important business KPIs for this travel app. It also showcases interactivity with a hover-state tooltip that drills down on the percentage of users that successfully converted a booking compared with those that dropped off in the process. An operations dashboard allows a single person or small group of people to review and manage the day-to-day productivity of many as they navigate development, production, deployment, and availability. Some example KPIs you will often see featured in an operations dashboard include: The operations dashboard example above makes it easy to get a quick pulse check on the status of the open pipeline, total number of accounts each rep is managing, and even a territory map to quickly see where accounts are being effectively managed and won. BI dashboards distill large and complex datasets into digestible visualizations which is a benefit in and of itself. If you’ve ever opened up a large spreadsheet with row upon row of data, it’s not hard to imagine how long it would take to compare each cell and make actionable assessments. BI dashboards to the rescue. Dashboards can be as siloed or as distributed as your team sees fit, usually determined by company size. Small startups, run by a few key people typically leverage a comprehensive dashboard for their sales, marketing, operations, and more into an all-in-one BI dashboard. Large multi-departmental enterprises, on the other hand, usually rely on separate dashboards for each function based on the metrics that help each team measure success. One benefit of BI dashboards is giving context around how the business has performed in the past, usually the recent past, as a snapshot of recent and current performance. The emphasis on real-time data helps keep business intelligence up-to-date and able to spot issues sooner and make adjustments faster. Another benefit of BI dashboards is that they are typically focused on your core business KPIs and standardized, meaning each time you come back to your dashboard, you should expect to see the same vital metrics in the same location. BI dashboards are meant to be accessible by a single person, which forces them to be the hub for the data that really matters. The focus will be different for the various types of dashboards, as assessed in the examples above. In the example above, sales managers are able to eliminate distractions when analyzing their team’s performance with a leading indicator dashboard. This gives the sales leader a single source of truth when evaluating performance. BI dashboards are standardized and focused, but they should also be interactive, offering the analyst a playground to manipulate and learn more about the data. One interaction that is crucial for BI dashboards is the ability to control the timeline and compare to previous periods. For example, when you open up your dashboard, it will likely default to a day, week, month, or other period of time to view your absolute performance. But where the insights really come from are the ability to compare relative performance to a previous period. To pull on another analogy, one that likely contributes to the etymology of the term “BI dashboard,” the dashboard of your car is a great example of what it means to be accessible. If you were to look at the dashboard of your car’s make and model in a foreign country, it would look nearly identical to yours because the data is visualized in a clear and easy to understand medium. The dashboard is also accessible to the operator when and where it is needed – when the driver in our analogy wants to monitor their speed or fuel levels. Today, BI dashboards can be accessed on mobile cloud devices, giving operators the insights when and where they need them. Sophisticated BI Dashboards will offer more than just a snapshot of the current situation, but also projections based on current trends. These predictive insights are helpful for analyzing the impact of recent changes and the performance of split tests. One example comes from YouTube Studio where views are tracked against the historical average, predicting week over week growth. It’s worth noting that there can be a potential darkside to dashboards that show up in the form of vanity. Becoming addicted to the dashboard is a possibility, spending an inordinate amount of time analyzing your performance data instead of working to contribute to growth and progress. Schedule a regular time to review your dashboard and stick to that schedule to avoid this pitfall. You might be tempted to hand your boss a screenshot of your dashboard and call that your sales report. While they do include similar, if not the same, metrics, they serve entirely different purposes. Your BI dashboard is a great tool for tracking performance on a routine basis, but the sales report is where the team must decipher the data into lessons, insights, and action plans for course correction or accelerated growth. A sales report is like paint by numbers; you must compose the data points in a way that paints a picture for your boss to understand the why and how of your performance and strategy. BI dashboards are usually customizable, which allows for the analyzing and fine-tuning of metrics that matter most. Whether you use a default dashboard or customize your own, there are a few things that you should be cognizant of and implement in your dashboards. This might seem obvious but it’s worth stating: have a firm grasp on which metrics actually matter for your business. As previously mentioned, vanity can cause people to continuously refresh their dashboards, focusing on the metrics more than the actions that influence them. Vanity metrics are another pitfall for business intelligence teams to avoid. Vanity metrics are the visually appealing albeit unimportant measurements of a business that lead one to believe everything is following the hockey-stick growth curve. An example of a vanity metric could be the quantity of sales calls made versus the ratio of closed sales to total sales calls, which is a far more indicative metric of performance. In his book Measure What Matters, legendary Venture Capitalist John Doerr advocates that measuring the key results in the form of KPIs can help the business achieve their objectives and overarching mission. Just as overwhelming as opening a spreadsheet of raw and unfiltered data, a cluttered and complex dashboard can detract from its purpose. Good BI dashboard design comprises simple charts comparing a maximum of two or three metrics at once, ideally focusing on one metric per graph. Using simple visualizations helps users immediately understand what is being revealed by the underlying data. When possible, use colors to quickly signal the status, such as green for growth, red for loss, and yellow for unchanged. The example above does a great job of incorporating diverse but clear visualizations of what the data represents. From pie charts delineating sources and products, to gauge charts indicating the financial health of the pipeline and a breakdown of the actual funnel by stage. One of the most crucial components of a BI dashboard has nothing to do with the dashboard itself, but the process of monitoring regularly. Depending on your business model or team size, the cadence of checking your dashboard will be different, but the discipline and regularity of reviewing the data should be unwavering in practice. It’s important to take note of any major changes or shifts in strategy to monitor how they impact performance. No matter the time or resources spent on building your BI dashboards, if there’s little confidence that the underlying data is complete, accurate, or up to date, even the most sophisticated dashboards won’t truly serve their purpose. The key first step in this journey is ensuring that quality data is flowing into your systems of record. People.ai is the only Revenue Operations and Intelligence (ROI) platform that solves the data quality problem that’s been plaguing sales and marketing teams for years. By automating the capture of business activity such as email, meetings, and contacts, businesses avoid the common pitfalls that come with manually capturing and maintaining customer and prospect data. With artificial intelligence (AI) and machine learning (ML) matching strategies, activities are automatically associated with the corresponding opportunity or account record within CRM. Not only does this provide more context on where and how data is being generated but allows the business to operate on actual facts rather than anecdotes and gut instincts. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/books-on-selling Title: People.ai | The 12 Best Books on Selling for 2022 [Speed Reads] Meta Description: Explore the best sales books of the decade, organized quarterly to match your sales cycle. Learn strategies for planning, execution, and closing deals. Language: en Canonical URL: https://www.people.ai/blog/books-on-selling ## Headings Structure: H1: The 12 Best Books on Selling for 2022 [Speed Reads] H2: Q1: Sales Planning Books H3: 1. The Sales Plan: The Definitive Five-Step Guide to Selling | By: Carlos Horner H3: 2. How To Plan Your Entire Year On One Sheet Of Paper: The Simple Plan For Doubling Your Sales And Profits | By: Laura Posey H3: 3. Business Outcome Selling Strategies | By: Jeb Blount and Jason Eatmon H2: Q2: “How to Sell” Books H3: 4. Sales Development Playbook: | By: Trish Bertuzzi H3: 5. Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade | By: Ryan Reisert and Rex Biberston H3: 6. Triangle Selling: Sales Fundamentals to Fuel Growth | By: Hillman Sorey and Cory Bray H2: Q3: Books on Revenue Operations H3: 7. The Qualified Sales Leader: Proven Lessons from a Five Time CRO | By: John McMahon H3: 8. Predictable Revenue | By: Aaron Ross & Marylou Tyler H3: 9. The Sales Acceleration Formula | By: Mark Roberge H2: Q4: “How to Close” Books H3: 10. Never Split The Difference | By: Chris Voss and Tahl Raz H3: 11. Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No | By: Jeb Blount H3: 12. Words That Change Minds: The 14 Patterns for Mastering the Language of Influence | By: Shelle Rose Charvet H2: Biased Bonus: Best Sales eBooks H3: 1. The Ultimate Guide to Annual Planning for Data-Obsessed Revenue Leaders H3: 2. The Sales Manager’s Playbook for Data-Driven Account and Opportunity Management H3: 3. The Power of Managing with Leading Indicators H2: Table of contents H2: Article Topics H2: Related Insights H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce H3: How To Introduce Yourself In An Email + Examples H3: What is Sales Performance Management (SPM)? ## Main Content: H1: The 12 Best Books on Selling for 2022 [Speed Reads] H2: Q1: Sales Planning Books H3: 1. The Sales Plan: The Definitive Five-Step Guide to Selling | By: Carlos Horner H3: 2. How To Plan Your Entire Year On One Sheet Of Paper: The Simple Plan For Doubling Your Sales And Profits | By: Laura Posey H3: 3. Business Outcome Selling Strategies | By: Jeb Blount and Jason Eatmon H2: Q2: “How to Sell” Books H3: 4. Sales Development Playbook: | By: Trish Bertuzzi H3: 5. Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade | By: Ryan Reisert and Rex Biberston H3: 6. Triangle Selling: Sales Fundamentals to Fuel Growth | By: Hillman Sorey and Cory Bray H2: Q3: Books on Revenue Operations H3: 7. The Qualified Sales Leader: Proven Lessons from a Five Time CRO | By: John McMahon H3: 8. Predictable Revenue | By: Aaron Ross & Marylou Tyler H3: 9. The Sales Acceleration Formula | By: Mark Roberge H2: Q4: “How to Close” Books H3: 10. Never Split The Difference | By: Chris Voss and Tahl Raz H3: 11. Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No | By: Jeb Blount H3: 12. Words That Change Minds: The 14 Patterns for Mastering the Language of Influence | By: Shelle Rose Charvet H2: Biased Bonus: Best Sales eBooks H3: 1. The Ultimate Guide to Annual Planning for Data-Obsessed Revenue Leaders H3: 2. The Sales Manager’s Playbook for Data-Driven Account and Opportunity Management H3: 3. The Power of Managing with Leading Indicators H2: Table of contents H2: Article Topics H2: Related Insights H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce H3: How To Introduce Yourself In An Email + Examples H3: What is Sales Performance Management (SPM)? Explore the best sales books of the decade, organized quarterly to match your sales cycle. Learn strategies for planning, execution, and closing deals Because who can read more than one sales book per month these days? Whether you’re a seasoned sales veteran trying to stay tuned to the industry’s trajectory, or just getting into sales, these are the best books on sales for you to read. We wanted to deviate from the standard lists of sales books that feature only the classics, despite many of them being outdated and irrelevant. Our list only contains books written in the last decade. We also organized the reading list by quarter, focusing more on planning and execution in the early quarters, and closing deals and Revenue Operations & Intelligence (RO&I) in the second half of the year. Understanding the importance of time management and sales productivity, we also took the liberty of calculating the time it would take to read each book. Our methodology is based on the number of pages (assuming 300 words per page on average) and a reading speed of 200 words per minute. Kicking off Q1 with a sales plan and sales playbook is essential to meeting goals throughout the rest of the year and effectively achieving those goals. Carlos Horner has decades of experience in business development, growth, and sales training. In his book, The Sales Plan, Carlos distills success in sales down to five key areas: Laura Posey is a widely acclaimed author, speaker, and consultant who has asserted her influence in the planning processes at thousands of companies. In this book, Laura brings the latest in neuroscience research applied to the art of making a plan and sticking to it. In this book, you’ll learn: The subtitle to this book is almost as comprehensive as the book itself: How Next Gen B2B Sales Organizations Accelerate Sales Productivity, Operationalize Hyper-Growth Strategies, Lock Out Competitors, and Expand Customer Relationships. Jeb Blount self-identifies as a sales acceleration specialist and co-wrote this book with Jason Eatmon, a former master sales trainer, and current chief experience officer. As technology continues to remove barriers to entry and margins are squeezed in a race for the bottom, there’s a growing need to differentiate your business and deliver more valuable outcomes for customers. Blount and Eatmon advocate you dig a moat around your sales strategy through accelerating sales productivity and operationalizing hyper growth strategies. Some of the areas covered in the book include: In our hypothetical year of sales books, Q2 is reserved for books on “how to sell.” From inside and outside sales to a streamlined methodology, these books can help encompass your team’s strategy and selling style. Trish Bertuzzi has spent the greater part of three decades building, scaling, and optimizing inside sales teams, which is the subject of her cookbook for inside sales recipes. The subtitle suggests you’ll learn to “build repeatable pipeline and accelerate growth with inside sales.” To meet this lofty goal, Trish breaks down her playbook into six distinct areas: Ryan Reisert and Rex Biberston set out to write a book that has relevance in today’s environment and doesn’t require much time to read—if that wasn’t made clear by the title. The shortest read on our list, clocking in at just under two hours, Outbound Sales, No Fluff, is a great introduction to modern outbound selling. It covers a few key topics: Since Ryan has a degree in mathematics, you can bet this last bullet is a well-thought-out and trustworthy source for learning how to think about your funnel. Yes, another book by these prolific authors and influential sales leaders. Triangle Selling is a modern take on the fundamentals of selling today wrapped up into a “five-minute framework.” Their book and framework will help you: Although Revenue Operations & Intelligence (RO&I) should be an area of focus at all times, in the context of our book curriculum, we placed it in Q3. John McMahon has the unique distinction of being the only Chief Revenue Officer (CRO) for five publicly traded companies. In his widely acclaimed book, The Qualified Sales Leader, John covers a few key domains of a successful sales leader: Aaron Ross gained his early experience in generating predictable revenue when he helped add $100 million in annual recurring revenue to Salesforce. Marylou Tyler has a 34-year track record of sales process systemization and making everything from revenue to prospecting more predictable. In their book, Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com, Ross and Tyler provide insight into the outbound strategy that they coin “cold calling 2.0” which increases response rates by 9% and boosts revenue from cold prospects. They also cover how to turn sales teams into autonomous vehicles and employees into mini-CEOs. Mark Roberge, an engineer by training and an early employee at HubSpot helped grow annual revenue from $0 to $100 million. Roberge then went on to be HubSpot’s Chief Revenue Officer (CRO) for their sales division. The Sales Acceleration Formula provides an engineering-driven roadmap for building and scaling a sales engine for predictable results. Revenue isn’t the only thing Roberge advocates for predictability, but also: All of these variables comprise the Sales Acceleration Formula, which leverages technology and data to increase success with inbound sales. Hopefully by now you’ve learned enough to close on predictable revenue, but in our Q4 reading curriculum, we cover how to do just that: close more deals. Chris Voss is a former expert hostage negotiator for the FBI and has accumulated a wealth of knowledge and experience at the negotiating table. Some of the strategies Voss suggests run counter to most previously established beliefs about the psychology of sales and negotiation. In his bestselling book, Never Split the Difference: Negotiating As If Your Life Depended On It, Voss covers nine principles, many of which are counterintuitive, about getting the best result for everyone involved in a negotiation. We introduced Jeb Blount earlier in the context of planning and processes for driving B2B growth. In his book, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No, Jeb discusses the science of resistance and why customers have objections. With that foundation, this book helps: Shelle Rose Charvet is an expert on language and the founder of the ​​Institute for Influence, a leadership training program for women. In this book, Shelle helps you decode the buyer’s language to influence their decisions without being manipulative. This book will help you close more deals by: As an extension of our Q4 curriculum, this eBook provides a step-by-step guide to the annual planning process for your GTM initiatives in 2022 and beyond. You’ll also learn how to: The modern sales manager is so busy playing and coaching the game that there’s little time left for performance evaluation or the post-game analysis. Ultimately, however, this latter process is what helps iterate your sales process toward its full potential. In this eBook, you’ll learn a data-driven approach to account-based everything (ABX), especially account planning and opportunity management. Many sales teams make the mistake of analyzing past performance to gauge future results. This is akin to using the rearview mirror to drive to your destination. That’s not to say that you only need to look out the windshield and aimlessly drive until you someday reach your goal destination—you need to use the sales equivalent of GPS navigation. A BI dashboard built on leading indicators is the GPS of sales. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/building-consistency-into-your-sales-process Title: People.ai | Building a Consistent Sales Process Meta Description: Learn to build consistent sales processes that drive revenue growth. Chris Albro shares proven techniques to help your team close more deals effectively. Language: en Canonical URL: https://www.people.ai/blog/building-consistency-into-your-sales-process ## Headings Structure: H1: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Key Takeaways: H2: Creating Sales Process Consistency H3: Before People.ai: Driving Through the Rear-View Mirror H3: With People.ai's configurable Playbooks and Automated Opportunity Scorecards: Process built into the workflow H2: Sales process consistency before and after People.ai H2: The impact: Consistency across teams drives better results H2: Table of contents H2: Article Topics H2: Related Insights H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: 7 Data-Driven Ways To Increase Sales Productivity H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification ## Main Content: H1: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Key Takeaways: H2: Creating Sales Process Consistency H3: Before People.ai: Driving Through the Rear-View Mirror H3: With People.ai's configurable Playbooks and Automated Opportunity Scorecards: Process built into the workflow H2: Sales process consistency before and after People.ai H2: The impact: Consistency across teams drives better results H2: Table of contents H2: Article Topics H2: Related Insights H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: 7 Data-Driven Ways To Increase Sales Productivity H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification Learn to build consistent sales processes that drive revenue growth. Chris Albro shares proven techniques to help your team close more deals effective Hi, I'm Chris Albro, SVP of Sales at People.ai. Throughout my career, I've managed hundreds of reps and helped in thousands of deals.  I’ve always struggled with one key thing: are results correlated to sales process execution? More simply, what are my top performers doing, and how do I coach everyone to those behaviors? Before People.ai, I did what most sales leaders do: weekly one-on-ones or deal reviews, peppering sellers with questions from our methodologies. I’d spend hours trying to reconcile their anecdotes with CRM data, and even more time with the inevitable follow-up plea: “Can you please update the XYZ Opportunity with the correct sales stage, please, please…” I was effectively trying to coach based on outdated and incomplete information coupled with anecdotes from the past. It was super frustrating for my team members, and certainly not very helpful. At People.ai, our sales process is built directly into our workflows. Our configurable Playbooks guide sellers through our sales process with easy-to-follow steps. Playbooks are very helpful throughout the entire sales cycle. For example, a rep can’t progress a deal if they haven’t fulfilled checkboxes or a deal can be auto-advanced to the next stage once all checkboxes are fulfilled. Whether you have newer sellers that need guidance, or tenured reps that just dread the Friday afternoon CRM update, Playbooks can help. Automated Opportunity Scorecards have been the biggest game-changer for me. People.ai analyzes every customer interaction and auto-fills the scorecard against our standardized criteria. When a rep or sales leader reviews an opportunity, they immediately see which qualification elements are strong and which need attention. As a leader, I can load a single dashboard with Opportunity Scorecard results and easily see which Opportunities have the highest risk. My team follows the same process because it's integrated into their sales rituals (and MY sales rituals), not because I'm constantly reminding them. Win-win. Peace of mind comes with knowing your team is following your sales process. Beyond that, following a consistent sales process is mission-critical for success.  Research confirms this, stating that 95% of sales teams who meet or exceed revenue goals consistently follow their sales process. A big benefit for me is I'm no longer the process police – I'm a strategic advisor helping my team win deals, which is much more fulfilling. Next ▶️: RevOps Account Forensics with Jamie Carney Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/call-mapping Title: People.ai | Call Mapping: What Is It And How Do I Do It? Meta Description: Call mapping can help you plot out the best customer journey. Click through for a complete guide to call mapping, why you should do it, and how. Language: en Canonical URL: https://www.people.ai/blog/call-mapping ## Headings Structure: H1: Call Mapping: What Is It And How Do I Do It? H2: What is Call Mapping? H2: Why is Call Mapping Important? H2: How to Incorporate Call Mapping Into the Sales Process H3: 1. Research the Prospect H3: 2. Define Your Goal H3: 3. Give an Introduction H3: 4. Qualify the Prospect H3: 5. Deliver Your Pitch H3: 6. Address Any Objections H3: 7. Plan the Next Steps H3: 8. Follow Up H3: 9. Revise Your Call Map Over Time H2: Key Takeaways H2: Call Mapping FAQs H3: How do you structure a sales call? H3: How do you do area mapping in sales? H3: What are the four types of sales calls? H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: Sales and Marketing Innovation in Life Sciences: 4 Areas to Grow H3: Call Mapping: What Is It And How Do I Do It? ## Main Content: H1: Call Mapping: What Is It And How Do I Do It? H2: What is Call Mapping? H2: Why is Call Mapping Important? H2: How to Incorporate Call Mapping Into the Sales Process H3: 1. Research the Prospect H3: 2. Define Your Goal H3: 3. Give an Introduction H3: 4. Qualify the Prospect H3: 5. Deliver Your Pitch H3: 6. Address Any Objections H3: 7. Plan the Next Steps H3: 8. Follow Up H3: 9. Revise Your Call Map Over Time H2: Key Takeaways H2: Call Mapping FAQs H3: How do you structure a sales call? H3: How do you do area mapping in sales? H3: What are the four types of sales calls? H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: Sales and Marketing Innovation in Life Sciences: 4 Areas to Grow H3: Call Mapping: What Is It And How Do I Do It? Call mapping can help you plot out the best customer journey. Click through for a complete guide to call mapping, why you should do it, and how. Despite a continuous shift toward exclusive online selling, cold calls are hardly a thing of the past. While most consumers prefer to do their business behind a screen, cold calling still provides sales experts a unique opportunity to build rapport. However, natural charm and improvisation skills aren’t enough to convince buyers to purchase your products and services. Cold callers need to stay on track, provide customers with valuable information, and listen more than they speak. Mapping calls is an excellent way to improve your sales outreach strategy. Here is everything you need to know about the process. Call mapping pertains to the structure of a sales call. It provides callers with a “route” that allows them to achieve a specific goal and indicates “stops” in the form of talking points. Detailed call mapping enables salespeople to overcome potential obstacles by preparing statements and responses ahead of time. A typical call mapping outline will contain: However, this map may vary depending on the type of call. Some standard sales calls that might be on your agenda include the following. Think of call mapping as visiting a destination for the first time—with one, you won’t get lost along the way and can anticipate any obstacles you might encounter in your journey. Below are a few other advantages of call mapping: There is no single way to map your calls. Instead, you have to figure out what works for you over time. Here are a few steps you can follow: The first and perhaps most crucial step to mapping your call is first getting to know your prospect. Researching industry blogs, social media profiles, white papers, and websites can provide context and allow you to craft a more tailor-made sales pitch. Remember, within the first 30 seconds of your call, you need to keep your prospects hooked. Introducing your elevator pitch with specific details relevant to them will ensure that your message resonates. Identifying an objective for your call can streamline your journey from point A to point B. Whether your goal is to gather more information about your client or provide details about a new product or service, making your purpose clear can keep your pitch focused and specific. Naturally, if you’re reaching out to a prospect for the first time, you’ll want to find the best way to introduce yourself. Keep introductions short (around less than a minute). Let them know who you are, what company you are with, and your reasons for calling. You can also take this opportunity to ensure you’re speaking with the right person. Before you spend precious business hours pitching your product or service, you’ll want to ensure your prospect is interested in the first place. Ask questions based on your research to determine whether your products and services are something they need and can afford. Underscore your product’s benefits and keep an ear out for genuine interest. Use this time to scope out whether you’re speaking to the company’s decision-maker. If not, it may be an excellent opportunity to ask for a referral. After qualifying a prospect, it’s time to deliver your elevator pitch. Remember to keep things relevant—play to what problems your prospect might have and how your business can help solve them. A typical elevator pitch might happen like this: It isn’t uncommon for prospects to have concerns about your pitch—this is where call mapping becomes particularly handy. Use your predetermined list of potential questions to address objections. As much as possible, you’ll want to end your pitch with a clear call to action. Let your prospect know what to expect next, whether that’s a follow-up call, face-to-face meeting, product demonstration, or service trial. Focus on getting a firm commitment with a set date to avoid losing qualified leads. Even when you finalize your follow-up meeting, not every prospect will honor their commitment. Be persistent without becoming overly disruptive to keep your brand top of mind. Depending on when you agree to touch base a second time, you can follow up every week, every two weeks, or every month. If your client is difficult to reach, you can always leave a voicemail. As trends come and go and consumer needs change, so will your call mapping process. Consider revisiting your call mapping process at least once a year, noting patterns that work and pinpointing areas for improvement. If you’re unsure where to begin, consider using cold-calling scripts. Overall, call mapping is an effective process for developing the best possible pitch to give your prospects. Here are a few key takeaways to improve your sales calls. How you structure your sales call will depend on the prospects you’re pitching to. Different industries will require different approaches. The best way to craft an elevator pitch is to research your prospect—study their websites, blogs, white papers, social media profiles, and other online materials to gather helpful information. Then, create an engaging hook. When you have your prospect’s attention, use your call map to anticipate any questions or objections. Lastly, provide a solid call to action and agree on the next steps. Area mapping or sales territory mapping involves call mapping according to specific geographical areas. You might segregate your sales targets by zip code, state boundaries, internal and external territory factors, or the number of existing customers you have. Through area mapping, you can determine locations that are being over or under-served. Well-balanced territories can even out sales quotas and enable you to garner leads faster. How do you area map your sales calls? Here are a few easy steps you can follow: There are four primary types of sales calls: While cold calling is a tried-and-tested method of closing important deals, they’re not as simple as you think. Fortunately, call mapping can make the process more seamless and effective so you can drive growth. If you want to learn more about how to refine your call mapping process or incorporate revenue intelligence into your strategy, stay tuned for future guides or get a demo today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/characteristics-of-good-kpis Title: People.ai | 5 Characteristics of Effective Sales KPIs Meta Description: Want to set effective KPIs but don’t know how? These simple guidelines will help you choose the right metrics to measure your team's performance. Language: en Canonical URL: https://www.people.ai/blog/characteristics-of-good-kpis ## Headings Structure: H1: 5 Characteristics of Effective Sales KPIs H2: What Are Sales KPIs? H2: The Difference Between Sales Metrics and Sales KPIs H2: Determining the Right Sales KPIs For Your Business H3: 1. What Are Your Goals? H3: 2. What Do You Need to Do to Achieve Those Goals? H3: 3. What KPIs Do You Need to Measure Your Progress? H2: What Makes an Effective Sales KPI? H3: Specific H3: Measurable H3: Attainable H3: Relevant H3: Time-Bound H2: 15 Essential Sales KPIs Every Sales Team Should Measure H3: 1. Sales Qualified Leads H3: 2. Lead Response Time H3: 3. Visitor-To-Lead Conversion Rate H3: 4. Monthly Onboarding and Demo Phone Calls H3: 5. Average Sales Cycle Length H3: 6. Sales Per Employee H3: 7. Cost Per Customer Acquisition H3: 8. Average Customer Retention Rate H3: 9. Churn Rate H3: 10. Monthly Sales Growth H3: 11. Customer Lifetime Value (CLV) H3: 12. Pipeline Value H3: 13. Cannibalization Rate H3: 14. Net Promoter Score H3: 15. Product/Service Usage H2: The Bottom Line H2: Sales KPI FAQs H3: What are key performance indicators? H3: What is a good KPI for sales? H3: What are the different types of KPIs? H2: Table of contents H2: Article Topics H2: Related Insights H3: Streamline Sales QBRs for Greater Impact and Better Results H3: The Impact Of Sales Tracking Software On Your Business H3: Why You Need a Sales Playbook and What Should Be In It ## Main Content: H1: 5 Characteristics of Effective Sales KPIs H2: What Are Sales KPIs? H2: The Difference Between Sales Metrics and Sales KPIs H2: Determining the Right Sales KPIs For Your Business H3: 1. What Are Your Goals? H3: 2. What Do You Need to Do to Achieve Those Goals? H3: 3. What KPIs Do You Need to Measure Your Progress? H2: What Makes an Effective Sales KPI? H3: Specific H3: Measurable H3: Attainable H3: Relevant H3: Time-Bound H2: 15 Essential Sales KPIs Every Sales Team Should Measure H3: 1. Sales Qualified Leads H3: 2. Lead Response Time H3: 3. Visitor-To-Lead Conversion Rate H3: 4. Monthly Onboarding and Demo Phone Calls H3: 5. Average Sales Cycle Length H3: 6. Sales Per Employee H3: 7. Cost Per Customer Acquisition H3: 8. Average Customer Retention Rate H3: 9. Churn Rate H3: 10. Monthly Sales Growth H3: 11. Customer Lifetime Value (CLV) H3: 12. Pipeline Value H3: 13. Cannibalization Rate H3: 14. Net Promoter Score H3: 15. Product/Service Usage H2: The Bottom Line H2: Sales KPI FAQs H3: What are key performance indicators? H3: What is a good KPI for sales? H3: What are the different types of KPIs? H2: Table of contents H2: Article Topics H2: Related Insights H3: Streamline Sales QBRs for Greater Impact and Better Results H3: The Impact Of Sales Tracking Software On Your Business H3: Why You Need a Sales Playbook and What Should Be In It Want to set effective KPIs but don’t know how? These simple guidelines will help you choose the right metrics to measure your team's performance. Sales KPIs (key performance indicators) are essential for measuring the success of your sales team and its individual members. But not all sales teams are created equal—every team will have to adopt a different set of KPIs depending on their sales goals, sales strategies, and sales performance. How do you choose the right KPIs to unlock growth and drive your business forward? Read on to find out. Sales KPIs are measures that sales professionals can use to track and assess their performance and how close they are to reaching their sales goals. Sales teams can use KPIs to evaluate the performance of their team, department, organization, or individual sales reps. The objective of identifying sales KPIs is to optimize the sales process. KPIs allow sales teams to set benchmarks for future goals and quantify the effectiveness of a certain part of or the entire sales methodology. With the right KPIs in place, sales managers can easily drop inefficient or costly sales strategies, set more realistic goals, and ramp up training for sales reps who are lagging behind. The terms “sales metrics” and “sales KPIs” are often confused with one another. Technically speaking, all sales KPIs are sales metrics. However, while sales metrics are defined as quantifiable data that represent the performance of particular people, processes, or sales efforts, not all kinds of sales metrics can be counted as “key metrics.” Simply put, sales metrics may give you the facts about your performance. But if they’re not attached to a specific goal, they don’t really tell you much. KPIs, on the other hand, are metrics that tell a story and give actionable insights into your operations. There is such a thing as having too many KPIs. If you try to track everything, you could hit analysis paralysis fast. This is when you have so much data to wade through that it slows you down and keeps you from making any decisions. Instead of combing through each and every sales metric for answers, it’s best to pinpoint just a few key metrics. When developing your KPIs, ask yourself the following questions: Step one to choosing the right KPIs is narrowing down your goals as a sales team and as a company. Are you looking to increase your monthly or annual revenue? Do you need to reduce customer churn? Do you want to boost customer lifetime value? Are you bleeding money during the customer acquisition phase? Figure out which goals you want to prioritize first, then come up with the KPIs to help you achieve these goals. Once you have your goals in mind, it’s time to look at what it will take to reach those goals. For example, if you want to hit a revenue number, how many sales do you need to close within a given amount of time to reach it? And with that in mind, how many sales opportunities should you have in your pipeline? Now, it’s time to choose the sales metrics that will help you understand how well you’re moving toward your goals. Choose no more than 10 KPIs so as not to overwhelm your team. SMART is a popular acronym that outlines the characteristics of effective goal setting. It stands for Specific, Measurable, Attainable, Relevant, and Time-bound. By following these guidelines, you can create KPIs that are clear, productive, and attainable. To create specific and sensible sales goals, ask yourself the following questions: The point of coming up with KPIs is so that you have something you can tangibly track. So, your sales goals must always be measurable. An example of a measurable sales goal would be a 15% increase in your number of sales qualified leads. It’s good to have big dreams for your team and your company. But if you set impossible, unattainable goals, you could set your team up for months of anxiety and disappointment. You want your goals to motivate your sales reps—they’re something to work hard for but are within reach. Your goals need to be relevant to your overall business strategy. There are some goals and KPIs that only benefit the sales department but have a minimal impact on the wider business strategy. Your goals don’t necessarily have to benefit everyone, but they still have to be relevant to your business’ vision and mission. When you set goals and KPIs, you need to have a finish line in mind. Set a time period in which you can work towards achieving your goals. Most teams set quarterly or annual goals or markers. This doesn’t just make your KPIs easier to track—having a clear end in sight can also be a great motivator for your sales reps. Sales teams can improve their performance by tracking and measuring some of the following KPIs: Sales qualified leads or SQLs are prospects who have shown an intent to buy. They are considered the highest ranking leads, as they have been qualified to meet certain requirements that make them a good fit for your product or service. Before becoming SQLs, leads are first identified as marketing qualified leads (MQLs). MQLs are leads who have engaged with your company and have the potential to become customers. Once an MQL shows enough intent and willingness to talk to a sales team, they become an SQL. Lead generation is the very first step in the entire sales process. Leads are people who may be interested in your product or service but have not been qualified yet. As such, sales reps must respond to leads as quickly as possible if they want to turn them into MQLs and eventually SQLs. Lead response time is the average time it takes for sales reps to follow up with someone after they show interest in your business, such as by completing a form fill or making a phone call. The ideal lead response time for following up on phone calls is five minutes or less. According to studies, the first businesses to respond to leads get up to 50% of sales. Here’s how to calculate lead response time: Time/date of new contact – time/date of follow up = number of minutes/hours/days to respond Number of minutes/hours/days to respond to all contacts / number of contacts = Average number of minutes/hours/days to respond If you want to see how effective your online presence is, make sure to track your visitor-to-lead conversion rate or the rate at which visitors to your site become leads. When using this metric, remember to clearly define what makes a visitor a lead. For example, is it determined by signing up for a demo, subscribing to a newsletter, or filling out a form? Customer onboarding is a term that describes the process of welcoming, training, or engaging new clients. Onboarding can also involve answering customer queries and concerns or making sure they understand how to make the most out of your product or service. For SaaS companies, tracking onboarding and demo calls is highly important for closing deals. It helps individual reps gain deeper insight into the efficiency of their sales process. Sales cycle length is defined as the average amount of time between a prospect’s first touchpoint to the moment the deal is closed. In essence, it tells you how long your reps take to close a deal and whether your sales process needs optimization. This KPI can help you forecast revenue based on how many qualified leads you have in your sales pipeline at a given time. Sales cycle length is calculated by dividing the total number of days it takes to close a deal by the total number of deals closed. Also known as sales per rep, this KPI lets sales managers monitor how each sales rep is performing individually. This can help individuals set a baseline and set their own personal goals. Customer acquisition cost (CAC) measures how much it costs your business to acquire new customers. CAC is computed by adding all the costs related to sales and marketing and divided by the number of new customers gained within a certain time period. Naturally, businesses should aim for a low CAC, as this indicates a more efficient customer acquisition process. Tracking your customer acquisition cost also allows you to understand which of your customers are easier to convert and which types need more effort and money to acquire. Working hand in hand with CAC is customer retention rate or the number of customers that make a repeat purchase within a certain amount of time. Customer retention can offset a high CAC, as retaining current customers takes far less money than generating new customers. According to a study by the Harvard Business Review, a 5% upshoot in customer retention rates results in a 25–90% increase in profits. Customer retention rate is computed the following way: Also known as customer attrition or customer turnover rate, customer churn is defined as the percentage of customers who leave your business within a time period. Passive churn describes the percentage of customers who depart due to expired payment methods or payment failures. Revenue churn, on the other hand, is the percentage of monthly recurring revenue (MRR) that is lost to services being canceled. This is another set of metrics that is particularly important to SaaS companies that want prospects who have a higher chance of staying on board. It also helps companies identify the points in their customers’ journey where it is pertinent for sales or customer success teams to check up on them lest they decide to switch to another service provider. Also known as MMR growth rate, this metric measures how much your revenue increases or decreases month to month. This is an important metric to measure because it allows sales leaders to recognize sales revenue trends each month. It also helps them pinpoint dead months and peak seasons better and what factors contribute to these. Customer lifetime value refers to the total revenue a business can expect from one customer over the course of their relationship with the business. A customer’s lifetime value increases the longer they continue their relationship with a business, make purchases, and engage with the brand. This metric is highly valuable to those in charge of customer satisfaction and support, as it is their job to maintain customer loyalty by addressing issues and providing recommendations to customers. This is a measure of all expected revenues from active sales opportunities within a time period. Measuring this metric is important because it allows you to make a quick assessment of the efficacy of your pipeline, as well as the likelihood of your sales reps reaching their sales targets. This measures the impact of a new product’s sales on the sales revenue of existing products. Essentially, it tells you whether the introduction of new products to the market is killing the chances of your old product line making a sale. Tracking cannibalization rate allows sales teams to strategize on making older products more exciting to customers, such as offering old products at a discounted rate. Cannibalization rate is calculated by dividing the number of sales losses for an existing product by the sales of the new product. This is defined as the likelihood of a customer to recommend your business/product/service to someone they know. This is one of those metrics that can be measured through feedback forms and customer interviews, especially after a customer finishes an order or subscribes to your email list. Customer advocacy can be subdivided into three tiers: To calculate your net promoter score, subtract the percentage of detractors from the percentage of promoters. For SaaS and other online service providers, this metric measures how much time customers spend using your software. This metric shows you how engaging your product or service is and what you can do to keep customers on your page or in your software for longer. The shorter the product/service usage, the more likely customers are to end their subscriptions. What makes an effective sales KPI? There is no one-size-fits-all answer, as the effectiveness of a given sales KPI will vary from business to business. However, there are several characteristics that all successful KPIs share—they are specific, measurable, attainable, relevant, and time-bound. If you can make sure your KPIs meet these standards, you’re on the right track to improving your sales performance. If you’re looking for a revenue intelligence system that can help you track, analyze, and leverage your KPIs more efficiently, learn more about People.ai’s revenue intelligence solutions. Revenue intelligence is a new, AI-driven software category designed to help sales teams leverage B2B selling activity to improve buyer engagement and accelerate revenue outcomes. Revenue intelligence systems provide teams with real-time, actionable insights from each and every stage of the buyer’s journey and collate it into a centralized database that is accessible to all relevant teams as a single source of truth. This reduces the risk of data silos and friction between teams and unlocks revenue growth. Learn more about People.ai’s take on the future of revenue intelligence or get a demo today. According to KPI.org, Key Performance Indicators (KPIs) are “the critical (key) indicators of progress toward an intended result.” KPIs help organizations improve strategically and operationally, provide a point of focus, and set an “analytical basis” for decision making. The first step in determining which KPIs you should track for your business is by identifying SMART goals. This means creating goals that are specific, measurable, attainable, relevant, and time-bound. KPIs can be divided into several different types, including inputs, processes, outputs, outcomes, and projects. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/choosing-revenue-intelligence Title: People.ai | Choosing the Right GTM Data & AI Platform for Your Business Meta Description: Discover what to seek in revenue intelligence platforms and how People.ai can drive your success. Language: en Canonical URL: https://www.people.ai/blog/choosing-revenue-intelligence ## Headings Structure: H1: How To Choose The Right GTM Data and AI Platform For Your Business H2: What To Look For In A Revenue Intelligence Platform H2: What Is Revenue Intelligence? H2: How Revenue Intelligence Software Works H2: How Businesses Benefit From Revenue Operations and Intelligence H3: What are you waiting for? Try People.ai’s Revenue Intelligence Platform today. H2: Common Problems Revenue Intelligence Can Solve H2: Key Features To Look For In A Revenue Intelligence Platform H3: Automatic And All-Encompassing Activity Capture H3: Advanced Analytics H3: Integrated Data H2: More Tips For Choosing The Best Revenue Intelligence Platform H3: Discuss The Shift To Revenue Intelligence With Your Team H3: Don’t Be Afraid To Utilize Free Trials And Demos H2: What People.ai Revenue Intelligence Software Can Do For You H2: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: Sales Rep Performance Benchmarking: What & Why It Matters ## Main Content: H1: How To Choose The Right GTM Data and AI Platform For Your Business H2: What To Look For In A Revenue Intelligence Platform H2: What Is Revenue Intelligence? H2: How Revenue Intelligence Software Works H2: How Businesses Benefit From Revenue Operations and Intelligence H3: What are you waiting for? Try People.ai’s Revenue Intelligence Platform today. H2: Common Problems Revenue Intelligence Can Solve H2: Key Features To Look For In A Revenue Intelligence Platform H3: Automatic And All-Encompassing Activity Capture H3: Advanced Analytics H3: Integrated Data H2: More Tips For Choosing The Best Revenue Intelligence Platform H3: Discuss The Shift To Revenue Intelligence With Your Team H3: Don’t Be Afraid To Utilize Free Trials And Demos H2: What People.ai Revenue Intelligence Software Can Do For You H2: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: Sales Rep Performance Benchmarking: What & Why It Matters Discover what to seek in revenue intelligence platforms and how People.ai can drive your success. 80% of sales organizations miss their sales forecasts by at least 25%. This, says Forbes contributor Gary Drenik, indicates that sales forecasting is essentially broken. The key to fixing it? Revenue intelligence. Revenue intelligence is a revolutionary AI-driven process designed to help sales teams take the guesswork out of sales forecasting by providing them with real-time, actionable insights from every stage of the buyer’s journey. This is especially advantageous right now — a study conducted by Gartner shows that 80% of sales interactions between B2B sales teams and suppliers will happen almost exclusively through digital means in five years. “Sales reps will need to embrace new tools and channels, as well as a new manner of engaging customers, matching their sales activity to their customers’ buying practices and information collecting needs,” says Cristina Gomez, managing vice president for the Gartner Sales Practice. But, as a sales leader, how do you find the right revenue intelligence tools that will take your sales team to the next level? Here, we discuss some of the key features revenue teams should look out for, as well as what People.ai’s own analytical tools can do to improve your sales performance. Revenue intelligence is a relatively new process that uses artificial intelligence to get a 360-degree view of your sales process. With the power of revenue intelligence, revenue leaders can obtain real-time data and produce actionable insights from different customer-facing teams at once, and view them all from one “single source of truth”. Those AI-driven insights can then be used to aid in the creation of more scientific sales forecasts, help sales reps find risks in the sales pipeline, and allow B2C and B2B sales organizations to reach their quotas faster. Revenue intelligence software works by capturing, gathering, synchronizing, and managing data across multiple customer-facing platforms and teams all at the same time. Thus, an AI-powered sales intelligence tool gives businesses the power to unify all their data without the need for manual entry — unlike with traditional CRMs, which often suffer from data silos. Aside from automating and systematizing data collection and making crucial insights more accessible to all interested parties, revenue intelligence platforms allow businesses to make data-backed decisions from buyer and seller activity at every stage. This means you can fine tune every single part of the sales process, reduce your sales efforts, and maximize efficiency. According to a report by Forrester, revenue intelligent organizations were “more likely to overperform on revenue” and “far more likely to significantly overperform” when compared to other types of organizations. In a nutshell, companies that leveraged data-driven insights were over 100% more likely to overperform on their goals than companies that didn’t have any kind of revenue operations system. Additionally, sales professionals from revenue-intelligent companies were: If you look at the revenue intelligence market size, you’ll see that it’s estimated to grow at an annual growth rate of 10.5% from 2020 to 2027. Businesses are seeing the potential of revenue intelligence to transform not only their businesses but entire industries. Not sure if a revenue intelligence tool is what you need for your business? If you’ve ever found yourself bogged down by the following problems, then perhaps an AI-powered sales intelligence tool is right for you. Not all revenue intelligence platforms are made the same. Here are some of the key features to look for as you narrow down your options: One of the primary reasons businesses invest in revenue intelligence platforms is the potential for a robust and automated activity capture system. What this means is that the platform will reduce manual data entry to CRMs as much as possible and collect useful, actionable data from customer interactions. Today, a good revenue intelligence platform should also have conversation intelligence capabilities. Conversational intelligence is a category of sales intelligence which entails gathering data-driven insights from sales conversations, including emails, phone calls, AE engagements and more. It isn’t enough to have a system that collects all the data you need. Otherwise, you just have yourself an upgraded CRM. Instead, an effective revenue intelligence software platform should provide revenue analytics as much as it does data capture. This means producing actionable intelligence that helps sales leaders make informed decisions and ultimately improve sales rep performance in the long run. In this age of data-driven decision making, sales teams and sales operations leaders can benefit greatly from sales intelligence solutions that can point out winning patterns and inflection points in a business’ sales cycle. Data silos may not make or break businesses, but when left unaddressed, they can cost your team countless opportunities. According to Forbes, “the ability to view data, derive insights from it, and have one source of truth could be your advantage over competitors who are held back by silos and poor quality data.” A good revenue intelligence platform helps companies eliminate data silos by capturing data across all functions and sales activities and making it available to everyone who needs it. Crucial, data-backed insights become accessible to multiple teams, ensuring that no team is left with outdated and irrelevant insights. Before making any decisions on adopting a new platform, sales operations leaders should consider the following tips first: Low adoption rates are one of the biggest reasons why CRM implementation fails. While revenue intelligence platforms are notably different from CRMs in that they eliminate the tediousness of manual data entry and lack of integrations that come with many CRMs, it’s still important to have everyone on your team on the same page when adopting a new platform. If there are doubts among your sales reps, make sure to reiterate the benefits of making the shift, highlighting what each individual member and each team has to gain from integrating the power of AI into their work. Emphasize the improvements they could make in their performance with deeper insights and more detailed analytics and the time they could save with automation features. As mentioned, each platform is built differently. Some products may not have the features and capabilities that you need to advance your business into the next level, while others may have far too many tools that your team probably won’t touch. Ask about the built-in feature list, any add-ons you could pay extra for, and whether companies offer custom solutions outside of their usual offerings. The point is to give as many of your options a good spin before settling on a decision. This will save you time and money in the long run. People.ai is a leader in revenue intelligence, having launched the industry’s first Revenue Intelligence System (RIS) powered by AI. Our RIS automatically captures real-time insights from customer and seller activity, eliminating manual processes and generating actionable data to improve performance and boost your bottom line. Here’s what you can do with People.ai’s RIS: Revenue intelligence platforms can be a valuable addition to any business. By understanding what these platforms do and how they can help your business, you can make an informed decision about which platform is best for your needs. When making your decision, be sure to consider the key features of each platform and how they will benefit your specific business. Don’t forget to also ask the vendors questions about their products and services so that you can be sure they are a good fit for your company. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/close-q4-deals-without-desperation Title: People.ai | Close Q4 Deals Without Desperation Meta Description: Your Q4 pipeline isn't the problem. It's the missing "why" behind every stuck deal. Here's how to close without chasing. Language: en Canonical URL: https://www.people.ai/blog/close-q4-deals-without-desperation ## Headings Structure: H1: Close Q4 Deals Without Desperation H3: Stuck Deals Start With Bad Discovery H3: Artificial Deadlines are so 2010 H3: Match Tempo, Don't Force It H3: The Three Whys and a Who H3: Signals That Move Deals H3: Buyers Need Comfort H3: The Bottom Line H2: Article Topics H2: Related Insights H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Sales Training Ideas To Inspire And Empower Your Team H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. ## Main Content: H1: Close Q4 Deals Without Desperation H3: Stuck Deals Start With Bad Discovery H3: Artificial Deadlines are so 2010 H3: Match Tempo, Don't Force It H3: The Three Whys and a Who H3: Signals That Move Deals H3: Buyers Need Comfort H3: The Bottom Line H2: Article Topics H2: Related Insights H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Sales Training Ideas To Inspire And Empower Your Team H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. Your Q4 pipeline isn't the problem. It's the missing "why" behind every stuck deal. Here's how to close without chasing. Your pipeline is misleading you. We see it every year. Deals sitting at 50% for 60+ days. Close dates pushed from October to November to "end of year." Reps refreshing their inbox instead of working the deal. Forecast calls that feel like guesswork. Here's what actually moves deals in the final weeks. When reps rush the first call, they get the "what" but miss the "why” and “how”. That missing context kills urgency later. Coach your team to go deeper: What do they want? Why do they want it? How are they going to get to the results they are striving for? What changes if nothing really changes? If your reps can't answer all three, the deal isn't qualified. It's just sitting there. "Sign by the end of quarter or end of month, get 10% off" means nothing to a buyer with their own priorities. Your reps have urgency. Buyers have their own pace. The job is matching it, not overriding it. Forced urgency creates friction. The wrong kind. When a rep doesn't have enough pipeline, they push too hard on the deals they do have. Buyers smell desperation. Fix: Hold reps to three self-sourced meetings per week. More pipeline means less pressure on any single deal. I've tried every methodology. These days I keep it simple: When you have those answers, don’t stop validating the answers, keep asking on every call.  Repetition of message matters.  You're not manufacturing urgency. You're playing back what they already told you. Get on text. Flip the ask: "Here's my number if you ever need anything." Now you have a faster channel and a reason to stay in touch. Executive matching. Have your CRO/Executive send a two-line note to their executive stakeholder. "Excited to partner. Here if you need anything escalated." Execs should also connect on LinkedIn. ‍The PS trick. End emails with an unrelated question. "PS - Know anyone at [company]? Happy to intro." Forces a reply. Gets the rest of the email read. You can't force a close. But you can arm your champion. Know how they're measured. A VP of Demand Gen doesn't care about content views. They care about MQLs and pipeline. Speak to that. Paint the outcome. "Here's what Q1 looks like with us. Here's Q2." Make it concrete. Ask the hard question: "If not us, what's the plan to hit those numbers next year?" That's not pressure. That's partnership. Precision beats pressure. A tremendous leader I worked for used to always say “The deal is not real until there is some tension.”  If you shy away from confrontation or uncomfortable questions you are setting yourself up for disappointment. Know your buyer. Know their timeline. Know what they want and why they want it. Build enough pipeline that you don't have to force anything. Real urgency comes from understanding what's at stake. If you do that right, you're not creating urgency. You're just pointing out what's already true. Request a demo to see how People.ai gives you visibility into what's actually happening in your deals. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/consultative-selling Title: People.ai | What is Consultative Selling? Benefits and Techniques Meta Description: Consultative selling focuses on understanding customer needs through meaningful discussions rather than emphasizing product or service features. Language: en Canonical URL: https://www.people.ai/blog/consultative-selling ## Headings Structure: H1: What is Consultative Selling? Benefits and Techniques H2: What is Consultative Selling? H2: Principles and Benefits of Consultative Selling H3: Principle #1: Active Listening H3: Principle #2: Probing Questions H3: Principle #3: Pushback H3: Principle #4: Qualify Leads Based on Value H2: Product Selling vs. Consultative Selling H2: Consultative Selling Techniques H3: Due Diligence Discovery H3: Prepare Questions H3: Be Audible Ready H3: Add Strategic Value H3: Use a Follow-Up Feedback Loop H2: The Future of Consultative Selling H2: Table of contents H2: Article Topics H2: Related Insights H3: 10 Follow-Up Sales Email Tips That Really Work H3: GTM Insider: CRO Insights from RKO H3: Build Sales Process Consistency with SVP Chris Albro’s Insights ## Main Content: H1: What is Consultative Selling? Benefits and Techniques H2: What is Consultative Selling? H2: Principles and Benefits of Consultative Selling H3: Principle #1: Active Listening H3: Principle #2: Probing Questions H3: Principle #3: Pushback H3: Principle #4: Qualify Leads Based on Value H2: Product Selling vs. Consultative Selling H2: Consultative Selling Techniques H3: Due Diligence Discovery H3: Prepare Questions H3: Be Audible Ready H3: Add Strategic Value H3: Use a Follow-Up Feedback Loop H2: The Future of Consultative Selling H2: Table of contents H2: Article Topics H2: Related Insights H3: 10 Follow-Up Sales Email Tips That Really Work H3: GTM Insider: CRO Insights from RKO H3: Build Sales Process Consistency with SVP Chris Albro’s Insights Consultative selling focuses on understanding customer needs through meaningful discussions rather than emphasizing product or service features. At first glance, the term “consultative selling” might seem intuitive but many people mistake the consultation element as simply providing answers to customer questions. In reality, consultative selling is more about exploring customer needs and possible solutions to their problems. In this article, we articulate a consultative selling definition, detail the benefits and key principles, and provide some techniques for your team to implement this approach in your sales process. Consultative selling is an approach to sales that focuses more on the customer than the product or service, exploring customer needs in depth through a series of insightful questions and discussions. Traditionally, a sales rep relied more on a monologue about how their product or service could fit into the prospect’s life or business, but consultative selling attempts to fit the product or service to the customer. A sales principle is a mental model for how your team should think about their processes and implement changes in behavior to take advantage of the key benefits. Below, we detail four principles of consultative selling as well as their benefits. One of the most important aspects of consultative selling is truly listening to the customer as they explain their problem, use case, or unique situation. The customer’s unique situation is your opportunity to deliver a unique selling proposition, so listen. Successful active listening will depend on the setting and forum of the discussion. If you’re on the phone, note-taking while the customer talks is a great way to focus on listening and engaging. If in-person, use body language and eye contact to give the customer your undivided attention. Restating the customer’s problem and summarizing it in your own words can help to better understand the problem and potential solutions but also makes the prospect feel heard. Ultimately, the benefit of active listening is the deep dive understanding of the customer’s needs and nuances. Use the customer’s comments to position your follow-up questions, pulling on the threads you think are most important when working towards a solution. Consultative selling is not scripted, it’s improvisation. Let the natural conversation tee up your clarifying questions that can add more context to the potential sale. A good analogy to the questioning in a consultative selling strategy is an investigative journalist — the journalist interviews the parties, slowly peeling back the layers and uncovering new information. The benefit of asking thoughtful questions is that you will likely uncover helpful information that the prospect might have thought useless. Don’t forget that you’re the expert when it comes to your solution, which means your feedback and pushback are valuable. Perhaps the customer is explaining a problem their team is facing that they’d like you to solve, but from your previous experience, you know it will not be a profitable pursuit. What do you do? Pushback and tell the prospect why you believe another route could be more beneficial and profitable; most customers will appreciate this as adding consultative value. Pushback can be beneficial because it helps guide the customer away from potential pitfalls, based on your experience with the problems being faced. We all know what SQLs are, but here we advocate for finding value-qualified leads (VQLs). One of the biggest benefits of a consultative sales process is the ability to quickly identify when a prospective customer is not a good fit for the product or service. If you realize you won’t be able to deliver significant value and ROI, it’s best to be transparent and end the consultative process to save everyone time and money. This is also a form of goodwill that will increase the likelihood of a lost deal becoming a referral partner in the future. One way to achieve Value Qualified Leads is to align marketing and sales enablement to make sure lead gen efforts are bringing in leads that have at least expressed interest in pre-requisite content. Product-led growth (PLG) startups build tools that can be used by the majority of use-cases while consultative sellers focus on building solutions for the edge cases. If PLG is a one-size-fits-all approach to sales, consultative selling is custom-tailored. These are two vastly different approaches and in fact, the processes for each are almost completely inverted: For consultative selling, the focus is on the customer needs while PLG focuses on the standard features and benefits of the product. The consultative sales call relies more on questions, compared to product selling which answers any questions the customer has about the product. The sales process for consultative selling is highly customized and no two deals will be identical, so it’s important to deeply understand the capabilities and core competencies of your product, service, and team. PLG sales teams, on the other hand, can rely more heavily on scripts and templates to take a more standardized approach to sales. Ultimately, the sales pitch for PLG companies comes down to the product demo, which showcases how the customer can fit into the product. Consultative selling is more about pitching a strategy for how the product can fit the customer. There are a few techniques that your team can implement to quickly and effectively build a better consultative selling experience for customers (and reps). Conduct surface-level research to avoid a completely cold call or meeting. Although the conversation could go in unforeseen directions, having some context of the business can make for a more productive discussion. It also helps you showcase knowledge of the prospect’s industry and your research can signal your level of interest in working together. Using the information you gathered in the initial discovery phase, you can start to form questions that will help guide the conversation. In most scenarios, the customer doesn’t know what information will be helpful for you, which is why your line of questioning must be thoughtful. The goal is to ask questions that get to the bottom of the customer’s problem which is why it can be helpful to have some questions prepared in case the customer is not forthcoming with their answers. If the conversation isn’t progressing and the exchange of information is lacking, pull from your bank of general questions as long as they can’t be answered with a simple yes or no. While having questions prepared is a good technique for consultative sellers to leverage, being agile and letting the conversation guide your subsequent questions is essential. Your experiences in the consultative process will further strengthen your ability to identify the threads to pull on to go deeper into an area of interest. It’s up to you to decide the appropriate depth on a given subject but being open-minded and flexible as the conversation progresses will allow you to have more thoughtful discussions moving forward. One of the key tenets of a consultative selling strategy is to actually provide consultation. Some people are hesitant to give away the farm before it’s been bought, but showing how you think through the customer’s problems and can build a strategy for them, highlights how you can provide value long term. Bringing ideas to the table early on also presents an opportunity for customers to provide feedback which can lead to more ideas. This strategic back and forth can serve as initial buy-in from the customer, helping to close the deal. This technique is less deal-focused and more of a process-oriented strategy for management. Get in the habit of running through a post-mortem discussion on every deal with your team to understand where your consultative selling processes are breaking down and find areas for improvement. Perhaps reps are relying more on scripted questions than agile conversations, which leaves the customer feeling unimportant and the problem potentially misdiagnosed. Or maybe your team isn’t following up with actionable ideas to sell the customer on the product or service. Identifying these issues and coaching your team towards improving will make for a better consultative sales process. Some companies falter between a PLG and consultative selling approach trying to be flexible and build whatever it is the customer wants. This strategy is usually unsustainable which is why it’s important to choose the right model for your business. Consultative selling is likely to grow in popularity as the B2B SaaS industry matures and companies adequately solve the general business and infrastructure problems, the need for customization built on top will become apparent. As a consultative sales team moving forward, you’ll be able to leverage machine learning and AI technology to surface insights scientifically and focus on the art of consultative selling. One such opportunity is integrating People.ai in your sales process to automate the creation and modernization of CRM contacts, relationships, and deals. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/conversational-intelligence-is-dead Title: People.ai | Conversational Intelligence is Dead Meta Description: CI promised clarity but delivered noise. See why sales leaders switch to AI like People.ai to unify data, spot risks, and improve forecast accuracy. Language: en Canonical URL: https://www.people.ai/blog/conversational-intelligence-is-dead ## Headings Structure: H1: Conversational Intelligence is Dead H2: Conversational Intelligence vs. Artificial Intelligence H2: Implementing AI for Revenue Intelligence H2: Table of contents H2: Article Topics H2: Related Insights H3: RevOps Account Forensics with Jamie Carney H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI ## Main Content: H1: Conversational Intelligence is Dead H2: Conversational Intelligence vs. Artificial Intelligence H2: Implementing AI for Revenue Intelligence H2: Table of contents H2: Article Topics H2: Related Insights H3: RevOps Account Forensics with Jamie Carney H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI CI promised clarity but delivered noise. See why sales leaders switch to AI like People.ai to unify data, spot risks, and improve forecast accuracy. The evolution of conversational intelligence (CI) has been an interesting one, especially with the influence of the pandemic accelerating its adoption. One day you're in the office hearing side conversations, feeling the energy in the room, and jumping into live deal reviews. The next you're scavenging for information through way too many spreadsheets, scheduling back to back calls to review the same old deal summaries, and constantly reminding reps to update the CRM. And all of this from your makeshift home office. In 2021, CI felt like the answer. For sales orgs scrambling to adapt to remote work, it promised much-needed clarity in a world of Zoom fatigue and foggy forecasts. But the excitement didn’t last. What leaders got was more noise: calls to coach, feature gaps to fill, and dashboards that raised more questions than answers. A single recording—even at 2x speed—still couldn’t reveal deal risk or improve forecast accuracy. As the market matured, CI became commoditized. Today, it’s bundled into every major video platform. What once felt groundbreaking is now just standard and still leaves sales leaders with the same problems they started with. Conversational Intelligence (CI) promised to transform sales by recording and analyzing conversations. In practice, it delivered surface-level data: it could show what was said, but not how those interactions affected pipeline health, deal risk, or forecast accuracy. Artificial Intelligence (AI) builds on CI’s foundation and goes far beyond it. By uniting workflow, data, and analytics, the right tool, like People.ai, turns interactions into insights that guide decisions, highlight risks, and free leaders to focus on strategy instead of manual analysis. Here are a few ways that People.ai outpaces traditional CI tools: High-growth companies are already moving ahead of the curve, leveraging AI to transform how they operate—and leaving CI tools behind. Instead of spending hours or days piecing together every interaction, leaders can now synthesize signals in real time and translate them into a strategic approach that accelerates deals and improves forecast accuracy. By 2026, Gartner predicts that 65% of B2B sales organizations will shift from intuition-based to data-driven decision making, powered by technology that unites workflow, data, and analytics. People.ai is making this shift possible. People.ai is more than just another tool—it’s the central nervous system for modern revenue teams. By unifying data from every interaction, it gives sales leaders a complete, real-time view of every deal. Sales teams no longer guess which deals will close or rely on manual tasks that slip through the cracks. Instead, they can: By turning activity into predictive insights and intelligent recommendations, People.ai helps teams operate faster, smarter, and more efficiently. For high-growth organizations, this isn’t optional—it’s a competitive advantage. The bottom line: CI shows snapshots of what happened within a single call. People.ai automatically captures data from all of your deal activity to guide you through what’s next, delivering clarity, confidence, and control to hit revenue goals consistently. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/crm-health-getting-fit-in-90-days Title: People.ai | CRM Health | Getting Fit in 90 Days Meta Description: See how People.ai boosted their CRM Health score from 84 to 99 in 90 days. Achieve sustainable CRM data quality and maximize your investment. Language: en Canonical URL: https://www.people.ai/blog/crm-health-getting-fit-in-90-days ## Headings Structure: H1: CRM Health | Getting Fit in 90 Days H3: What is CRM Health? H3: CRM systems house data that sales and marketing teams don’t trust? H3: When did you start working on CRM Health at People.ai? H3: How did you get started? H3: What did the CRM Scan initially tell you? H3: How did you do it? H3: How do you deal with duplicate data in the CRM? H3: How did you clean up missing and inaccurate data? H3: How much time went into this effort? H3: What’s next? H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: Revenue Intelligence Market Size: How Fast Is It Growing? H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification ## Main Content: H1: CRM Health | Getting Fit in 90 Days H3: What is CRM Health? H3: CRM systems house data that sales and marketing teams don’t trust? H3: When did you start working on CRM Health at People.ai? H3: How did you get started? H3: What did the CRM Scan initially tell you? H3: How did you do it? H3: How do you deal with duplicate data in the CRM? H3: How did you clean up missing and inaccurate data? H3: How much time went into this effort? H3: What’s next? H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: Revenue Intelligence Market Size: How Fast Is It Growing? H3: Your Security is Our Highest Priority: Announcing SOC 2 Certification See how People.ai boosted their CRM Health score from 84 to 99 in 90 days. Achieve sustainable CRM data quality and maximize your investment. The Business Operations team at People.ai tackled CRM data quality and achieved a high and sustainable level of fitness in 90 days. You can do it too! Most companies have some type of CRM (Customer Relationship Management) system, essentially a database of organizations and people that the company is selling and marketing to. CRMs such as Salesforce and Microsoft Dynamics, have been around for a long time and serve as a critical data hub for all sales and marketing information. While this data is one of the most valuable assets that a company has, CRM data has a notorious reputation for being inaccurate, incomplete and often not trusted. ‘CRM Health’ is a measure of that data quality and optimizing CRM Health is critical to getting maximum value from your CRM investment and other connected sales and marketing systems. Unfortunately, that is a very common experience. Maintaining high data quality in a CRM can be difficult, especially in a dynamic business world where the information is constantly changing and can quickly become stale. CRMs have become very sophisticated in many ways, but they focus primarily on processing and consuming the data instead of collecting it and keeping it accurate. CRMs were built with a reliance on humans, primarily salespeople, spending time manually entering and maintaining data. This didn’t work 20 years ago and it doesn’t work today. Our team of 2 formed about 5 months ago and we started working on this as an immediate priority. Our CRM, Salesforce, had been up and running for a couple of years while the company was forming and moving fast and we expected there were opportunities to improve the data quality. The earlier you start, the easier it is to achieve and maintain a high level of fitness as you scale. We focused first on data quality metrics, creating targets and collecting a baseline. Tracking progress is critical in building trust in the data and motivating the teams investing their time in this work. We use the People.ai application internally and it is tightly integrated with Salesforce. To our delight, there is a super valuable feature called the ‘CRM Scan’. It surfaces key data quality metrics from the CRM and combines them into an overall metric called the ‘CRM Health Score’. We didn’t need to spend several weeks creating these metrics instead, we were able to get to work on improving our data quality immediately! Our overall CRM Health Score was 84 on a scale of 100. We saw this as a pretty strong baseline, considering what we had seen at prior companies. However, our bar is very high and there was definitely room for improvement. Digging into the details, we were able to see where we were in good shape, and where we needed to focus our efforts. CRM fitness can seem like an overwhelming task and I’ve seen teams in the past become paralyzed, not knowing where to even start or if their efforts were even making a difference. These CRM Scan metrics provide clarity, and when combined with a strong understanding of how your sales and marketing teams are using the data, you are positioned to confidently prioritize your efforts. We were able to improve our CRM Health score from 84 to 99 in just 90 days and have maintained that level ever since. We focused on three primary dimensions of data quality 1 – Completeness – Do we have all the data we need? 2 – Uniqueness – Do we have a single representation of the data? 3 – Accuracy – Does the data correctly represent the real world? Looking deeper into our CRM, we were actually in excellent shape in terms of completeness. This was directly related to our internal use of the People.ai application. People.ai automatically creates two of the most important data objects in a CRM, people (contacts) and associated activities. With People.ai, there is no need to rely on manual entry of this data by the sales team. It automatically ingests email and calendar activity from reps’ mailboxes, creates contacts, that reps forgot to enter from their email CC and calendar invites, and intelligently matches activities to accounts, contacts, and opportunities in the CRM. Therefore, our focus turned to instances of duplicate, missing or inaccurate data. Duplicates are very common in CRM systems due primarily to the lack of standard and unique identifiers for companies and the people that work for them. There are some commonly used proxies such as web domain and email addresses but they are often not unique and names of companies and people can change or have variations. So, tackling duplicates involved: 1 – Defining duplicates An important first step is to define what you consider a duplicate. We considered several variations for contacts and leads – email address matches, identical name matches, fuzzy name matches, and account associations. 2 – Setting up preventative dedupe rules in the CRM CRMs such as Salesforce have features to flag or block the creation of some duplicate records. We took full advantage of these features which help prevent new duplicates from being added to the CRM. In addition, we created custom field and record level validations to make sure only good data populated into the fields being used by these matching rules. 3 – Identifying and cleaning up existing duplicates We used several tools to identify existing duplicates including the CRM Scan. We also pulled our data offline to mine for duplicates using spreadsheet analysis. Cleaning up the backlog of duplicates involved a fair amount of elbow grease as we leveraged Salesforce merge features, automating some of this data entry using formulas and keystroke macros. 4 – Implementing ongoing monitoring for new duplicates Once we completed the historical cleanup, we continued to use the People.ai CRM Scan and other reports to monitor and repair duplicates. With these preventive measures in place we saw only a very small number of duplicates each week. Our objective was to identify, clean and maintain the data most valuable to our business users. 1 – Define high-value data Our business users are very interested in making sure that the contacts and leads associated with active deals and target accounts are available in the CRM with accurate names, up-to-date emails, job titles, departments, and seniority levels. Some other key data categories included company level technographics and opportunity status. 2 – Clean up existing data We used the CRM Scan and some custom reports and dashboards to identify data to clean and enrich. We first focused on finding invalid data such as digits or special characters in contact names, email addresses and web domains that didn’t match expected patterns, and incomplete mailing addresses. We used a combination of spreadsheets and simple scripts to build update files that we processed through the Salesforce data loader. We also used several data sources, including People.ai’s massive database called ‘People Graph’ to correct and enrich key data fields. 3 – Enable People.ai features We were already reaping the benefits of automated contact and activity creation through the People.ai application, and during this process, several new features were released. We enabled People.ai’s automated lead to Opportunity Contact Role conversion, ‘Evergreen Contacts’ to keep our contact data fresh, as well as automatic creation of Opportunity Contact Roles based on contact’s activity. 4 – Develop ongoing monitoring and correction processes To supplement the CRM Scan, we created several reports and data alerts to identify new data issues proactively. We build integration with Slack for visibility and targeted calls-to-action to those best positioned to enter or correct the data. Surfacing data issues publicly in a bite-sized and actionable way is one of the key strategies to drive accountability and keep data clean. We allocated approximately one hour per day over three months. Based on experience working with CRMs in similarly sized companies we estimate this was about 50% of the time that would have been required without the advantage of the CRM Scan, automated activity capture, and Evergreen Contacts. With the right tools, reliable measurement and ongoing commitment, results can be visible almost immediately. By setting targets tied to business priorities you can communicate results, rebuild trust in the data, and celebrate milestones to keep the momentum going. Our CRM Health Score is 99 but we are still pushing to get to 100! 🙂 This quarter we are kicking off a new initiative that expands the scope of CRM Health by building out a CRM Health and Governance Rubric containing over 100 specific scores that assess additional areas such as security, feature adoption, engagement, optimization, and simplification. This is core to our mission of providing best-in-class systems and technologies to our sales and marketing teams in the pursuit of revenue growth and frictionless scaling. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/cros-dont-need-ai-they-want-to-reach-answer-nirvana Title: People.ai | CRO's don't need AI, they need answers. Meta Description: See what’s at risk, assess multiple deals simultaneously, and explain changes instantly. Explore three new forecasting features now live. Language: en Canonical URL: https://www.people.ai/blog/cros-dont-need-ai-they-want-to-reach-answer-nirvana ## Headings Structure: H1: CRO's don't need AI, they need answers. H2: Here is what I know for sure. There is a wide gap between what technology companies say go-to-market teams need and what they actually want. H2: I’ve Watched This Cycle Break Teams H2: ‍Saying the Quiet Part Out Loud H2: Bringing Answer Nirvana to You H2: The Work Ahead H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: 4 Ways to Ramp Sales Reps Faster ## Main Content: H1: CRO's don't need AI, they need answers. H2: Here is what I know for sure. There is a wide gap between what technology companies say go-to-market teams need and what they actually want. H2: I’ve Watched This Cycle Break Teams H2: ‍Saying the Quiet Part Out Loud H2: Bringing Answer Nirvana to You H2: The Work Ahead H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: 4 Ways to Ramp Sales Reps Faster Know what's at risk, understand multiple deals at once, and explain variance instantly. Three new forecasting capabilities live now. The Buddhists have it right: life is a cycle of suffering, especially for a CRO. Having been in the space for some time, it has always struck me how CROs and sales leaders have never been able to break the cycle of suffering that looks something like this: Throughout this cycle, CROs never quite get the answers that they want. And into this cycle, vendors of all types now want to add AI to generate more actions, faster and cheaper. Will it end that suffering? Is it enough to hope that more activity performed by AI will deliver those goals? I’m not sure that it will. Sales leaders do not want AI that looks impressive but does not help achieve a clear goal. They do not want AI that cannot handle messy or inconsistent data, will not work with legacy systems, or is something their team will not use. They also do not want tools they cannot measure or justify. What they are still searching for is a straightforward way to get answers to a few basic questions, like: Many claim they can give these answers. In reality, it remains difficult. The work behind these answers is complex and nuanced. Revenue leaders are smart, talented, and committed to their teams. But without the right answers, a lot of good work becomes harder than it needs to be. I have been there, and it’s painful and unfun. Our job at People.ai is to give them those answers. We take historical data and turn it into something they can act on immediately. It works no matter what they sell or how they sell it. It’s called answer nirvana. Answer nirvana is a place where answers are easy to find, easy to trust, and easy to act on. It is a place where leaders do not need to chase information or piece together signals from different systems. It is a place where the right answers show up when they are needed. Even when the data is messy. Even when the tech stack is imperfect. Even when the questions shift from week to week. I want every GTM team to have a permanent residence in answer nirvana. The problems sales leaders have brought to us over the past nine years are not lost on me. I have lived through the fire drills when teams scramble to assemble a solution. I have seen leaders spend millions on systems that should have made things easier but never reached that point. Those experiences shaped how I think about building a platform that meets real needs. CROs are managing too many tools. The average sales organization relies on ten to twenty systems. Each promises to help but often creates more work. Sellers spend more time managing technology than talking to customers. Sales leaders want technology that fits into the places they already work. Slack. Their CRM. Email. And now the AI assistants they rely on daily, like Claude or ChatGPT. Adding another system with another login slows them down. When I look at what People.ai has built and where it is going, I see something valuable and rare. When you reach answer nirvana, you get specific, contextual answers at the moment you need them. We have already seen how happy customers are once they arrive. Companies like Red Hat have seen 50% increases in win rates after adopting our platform. And I promise you, they did not work with us because we gave them another dashboard. These results trace back to Oleg Rogynskyy’s 2016 vision that real competitive advantage would come from turning every sales interaction into actionable intelligence. That insight led to nearly a decade spent building a foundation most vendors skip. Reliable answers require reliable data. We built systems that match activity to context and extract what matters. That foundation is what makes transformations like Red Hat’s possible. Every GTM team wants this level of success, and they can have it. No one wants to do the mental gymnastics required of jumping around multiple tools. With new protocols like MCP (Model Context Protocol), our customers don’t have to. MCP standardizes how AI agents interact with external data sources and expert systems. In practice, that means your team's preferred AI assistant (Claude, ChatGPT, Copilot) can now work directly with People.ai to get the insights they need, all in one place. For example, a seller can ask Claude about their pipeline health and get answers grounded in real activity data. A revenue leader can request a forecast analysis without opening another dashboard. This is already happening today, simply by connecting their AI agent to our platform. This is the platform we've built and continue to improve upon. It’s agnostic to whether humans or agents are consuming the answers. It focuses on our core strength of turning complex revenue data into meaningful intelligence. It’s also, dare I say, fun to use and enjoyable across all teams and seniority levels. Every revenue organization is on its own journey with AI. Some are using basic scorecards and relationship maps. Others are scaling forecasting and deal signals across the entire organization. The most advanced teams are exploring multi-agent workflows and new ways of working. When you purchase People.ai, you get a faster path up that curve, no matter where you begin. I look forward to what is ahead. We have built something unique over the past decade, and we are just beginning to see how powerful it can be in a world where answers matter more than applications. If any of this resonates with you and you want to get to answer nirvana, drop me a DM. I would be glad to share more. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/data-ai-and-automation-the-keys-to-unleashing-gtm-transformation-in-manufacturing Title: People.ai | Data, AI & Automation: Transform Manufacturing GTM Meta Description: Learn how enterprises in manufacturing can boost sales productivity and drive predictable revenue growth with AI. Language: en Canonical URL: https://www.people.ai/blog/data-ai-and-automation-the-keys-to-unleashing-gtm-transformation-in-manufacturing ## Headings Structure: H1: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H2: Digital transformation enables digital selling H2: You need the data locked in sales reps’ brains H2: AI and automation are the answer H2: Download our eBook for further insight into how to: H2: Table of contents H2: Article Topics H2: Related Insights H3: 6 Steps to AI Success from Trailblazing Business Leaders H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: 6 Sales Forecasting Methodologies to Better Predict Revenue ## Main Content: H1: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H2: Digital transformation enables digital selling H2: You need the data locked in sales reps’ brains H2: AI and automation are the answer H2: Download our eBook for further insight into how to: H2: Table of contents H2: Article Topics H2: Related Insights H3: 6 Steps to AI Success from Trailblazing Business Leaders H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: 6 Sales Forecasting Methodologies to Better Predict Revenue Learn how enterprises in manufacturing can boost sales productivity and drive predictable revenue growth with AI. As a sales leader in the manufacturing industry, are you leveraging AI to continuously improve your sales processes and drive predictable revenue growth? If not, your company is at risk. According to Deloitte, to remain competitive and unlock growth, manufacturers must embrace data, AI, and automation in all aspects of their operations — not just on the factory floor. In fact, 95% of manufacturing leaders agree that this kind of digital transformation is critical to their company’s future success. Digital transformation is the key to enabling your go-to-market (GTM) teams with the processes and data they need to meet the demands of today’s empowered — and increasingly larger — buying groups. Consider the environment in which your GTM teams are operating: Our research indicates that the bigger the deal, the more people are on the buying committee. In fact, buying group sizes increase by more than 27% for deals above $100,000. For B2B companies selling to complex buying groups over a lengthy sales cycle, personalization is key to ensuring the right stories, messages, and suggested next steps are conveyed at the right time to the right people. Getting this correct requires a well-orchestrated GTM organization fueled by the knowledge that resides in sales reps’ heads. However, to date, GTM teams have struggled to access that knowledge because most reps focus on selling instead of keeping CRM up to date. Simply put, the data in most CRMs is unreliable and inaccurate because sales must populate these systems manually. This is hampering the efforts of your broader GTM teams, and costing your company big. MIT’s Sloan Management Review says bad data costs most companies an astonishing 15%–25% of revenue as employees spend time correcting errors, seeking confirmation in other sources, and dealing with the inevitable mistakes that follow. Your company calls upon the most advanced technology, processes, and methodologies to power its production line. Why not empower your sales, marketing, and operations teams in the same way? With People.ai, you can solve the GTM growth challenge caused by unreliable, inaccurate data in your CRM system. In other words, you can achieve predictable pipeline and revenue performance — without forcing your GTM teams to learn a new tool. Our revenue intelligence platform makes it possible to activate a unified data-first approach and support your GTM teams with AI-powered actionable insights in today’s more digital-first environment. In turn, they are positioned to: Or, see People.ai in action by scheduling a free demo today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/day-in-the-life-automated-activity-contact Title: People.ai | AE Day: Automated Activity & Contact Capture with Erik King Meta Description: Discover how People.ai transformed sales activity capture for a strategic AE. Save time, improve engagement, and boost sales effectiveness. Language: en Canonical URL: https://www.people.ai/blog/day-in-the-life-automated-activity-contact ## Headings Structure: H1: Automated Activity and Contact Capture for Account Executives H3: Key Takeaways: H2: From Manual Data Entry to Automated Activity Capture H3: Before People.ai: A Time-Consuming Necessity H3: With People.ai's Data Foundation: Automated Activity and Contact Capture H2: Before and after Data Foundation H2: The Impact: More Than Efficiency H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Rep Performance Benchmarking: What & Why It Matters H3: Four Ways to Do Less and Achieve More with Data H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation ## Main Content: H1: Automated Activity and Contact Capture for Account Executives H3: Key Takeaways: H2: From Manual Data Entry to Automated Activity Capture H3: Before People.ai: A Time-Consuming Necessity H3: With People.ai's Data Foundation: Automated Activity and Contact Capture H2: Before and after Data Foundation H2: The Impact: More Than Efficiency H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Rep Performance Benchmarking: What & Why It Matters H3: Four Ways to Do Less and Achieve More with Data H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation Discover how People.ai transformed sales activity capture for a strategic AE. Save time, improve engagement, and boost sales effectiveness. Hi, I'm Erik King, a Global Strategic Accounts rep at People.ai. With years of experience in enterprise sales as both a leader and an Account Executive, I’ve worked with some of the biggest names in technology, including Salesforce, Sprinklr, Yext, and more. But I’ve never had the resources I do here at People.ai thanks to my access to complete data and AI-powered insights on every deal. In our Day in the Life series, I'm taking you through an essential (and annoying) seller task: updating the CRM. And how I’m handling it in this new AI-enhanced world. Manual data entry was once a major drain on my time and resources. Despite the significant time burden there was still incomplete data and missing contacts. Now, with People.ai's Data Foundation my workflows have completely transformed. I’m sharing a before-and-after comparison of how I used to update the CRM and how I’m doing it now–with People.ai. My old post-call routine was a familiar one for many sellers. I would spend significant time manually logging activities in the CRM. Then, I would do research on LinkedIn and Google, making sure I added the relevant contacts. This process was time-consuming and prone to human error and oversight. For example, I would spend a day going back and forth with a client in an email thread. In the back of my mind, I would be waiting until the end of the day to choose which email to log in–I want to get the finished thread. But something would come up like my kid gets sick, and I forget to log it altogether. Then my sales leaders would Slack me 5 days later asking why there was no engagement on the account... 😑 Missing information is a big challenge for many reasons, but AE turnover is a big one and leads to a lot of lost institutional knowledge. We’ve all been there. You inherit a new account and nothing was logged. The last AE is long gone, along with their institutional knowledge. Now you’re left to spend weeks playing detective. This is becoming a more prevalent problem with so much AE turnover. Those are just a few examples of why manual data entry cannot be the way forward. Time: 5-8 hours weekly With People.ai's Data Foundation, I sometimes forget how much time I used to spend logging activities and adding contacts. I don't log anything anymore. People.ai automatically captures and logs all my activities, from emails to calls to Slacks, ensuring nothing falls through the cracks. Aside from the obvious removal of manual data entry, the biggest benefit for me is being 100% present on customer calls. The customer is no longer staring at the top of my head while I furiously take notes.  Now, I am fully engaged during calls and can pay more attention to managing the call, understanding who is engaged, picking up on non-verbal cues, and adjusting. It helps me be a better seller and partner to our customers. The benefits extend beyond individual efficiency and effectiveness. Every Friday, each account's Slack channel gets an automated summary of what happened that week from our genAI product, SalesAI. This automated reporting keeps the entire team aligned without additional effort from the sales reps. It doesn't end there. Data Foundation lays a… well, a foundation for the rest of your tech stack. It connects all your data across different systems and tools and is the launching pad for truly valuable AI. Time: Virtually zero. All my sales activities are automatically captured, filtered, enriched, and matched into the CRM People.ai’s Data Foundation has not only saved me hours of busy work but has also improved the quality of my customer interactions, my ability to sell smarter, and the speed at which I can get up-to-date on new accounts. Next ▶️: check out how I’m doing relationship mapping in this new era of sales. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/day-in-the-life-automated-activity-contact-capture Title: People.ai | AE Day in the Life: Relationship Mapping with Erik King Meta Description: Explore how People.ai's Relationship Maps streamline sales processes, enhance engagement strategies, and simplify relationship mapping for better results. Language: en Canonical URL: https://www.people.ai/blog/day-in-the-life-automated-activity-contact-capture ## Headings Structure: H1: Relationship Mapping for Account Executives with Erik King H3: Key Takeaways: H2: Relationship Mapping H3: Before People.ai: Unused Org Charts and Powerpoint Puzzle H3: With People.ai's Relationship Maps: Real-Time, Collaborative Stakeholder and Influence Mapping H2: Before and After Relationship Maps H2: The Impact: Up-to-date and focused engagement strategies H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: Sales and Marketing Innovation in Life Sciences: 4 Areas to Grow H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities ## Main Content: H1: Relationship Mapping for Account Executives with Erik King H3: Key Takeaways: H2: Relationship Mapping H3: Before People.ai: Unused Org Charts and Powerpoint Puzzle H3: With People.ai's Relationship Maps: Real-Time, Collaborative Stakeholder and Influence Mapping H2: Before and After Relationship Maps H2: The Impact: Up-to-date and focused engagement strategies H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: Sales and Marketing Innovation in Life Sciences: 4 Areas to Grow H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities Explore People.ai's Relationship Maps streamline sales processes, enhance engagement strategies, and simplify relationship mapping for better result. Erik King here! I’m a Global Strategic Accounts rep at People.ai. I’ve been in enterprise sales as both a leader and an Account Executive for nearly two decades. Over the last two years,  the transformation of B2B sales is like nothing I’ve experienced in my career, all thanks to AI. I'm walking you through one example of how AI has transformed my day-to-day as an AE for the better. I’ve been creating relationship maps (or org charts) since I started in sales, and not much has changed, until now! Previously, relationship mapping was simply a necessary evil, but now I find myself leveraging my maps weekly, if not daily. See what changed with People.ai's Relationship Maps. Creating and maintaining relationship maps was another manual, time-intensive task. I used to do all of this in PowerPoint, usually for a QBR. Then it would never be looked at again. Due to the manual nature of updating the deck and having to go into another tool, the org charts quickly became outdated. Another reason my org charts weren’t used throughout the life of an account was they weren’t easily accessible to my account team. Time: 8 hours to multiple days People.ai's Relationship Maps has changed how I understand and manage customer relationships. Nobody on my account team has to ask for anything because it's right there in the CRM on each account. The ease of use is remarkable. Today I had a call with 10 new people. Our contact capture automatically creates the contacts and then I just grab them and add them to the account's Relationship Map. I can include lines of influence, positive and negative relationships with other stakeholders, and see their last engagement. This is true stakeholder and influence mapping that is fast and actually valuable. The real-time updates and team visibility have made relationship mapping an ongoing, collaborative process rather than a periodic, isolated task. The information is invaluable to the entire account team: solution engineers, sales leaders, and CSM. Time: 30 minutes - 2 hours (a couple of minutes to make updates) People.ai's Relationship Maps transformed my sales process from a manual grind to an automated, efficient workflow. By simplifying relationship mapping and keeping the task in my CRM, I can validate engagement with key buyer personas and deeply understand the roles of stakeholders (including their inferred win rate and predicted purchasing power). From there, I can identify engagement gaps and focus my engagement strategy on those most likely to get a deal done. Sell Smarter, not harder. Next ▶️: Explore how I keep an up-to-date CRM without manual data entry. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/deal-insights-with-call-intelligence Title: People.ai | People.ai Unites Meeting Transcripts, Insights, Intelligence Meta Description: People.ai turns data into action, keeping your team fully informed and aligned on every account and opportunity—no meetings missed, no details lost. Language: en Canonical URL: https://www.people.ai/blog/deal-insights-with-call-intelligence ## Headings Structure: H1: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H2: You might miss a meeting, but you’ll never miss a deal update H2: Stay ahead with People.ai’s pre-meeting emails H2: Smart selling starts with better data H2: Table of contents H2: Article Topics H2: Related Insights H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: 9 Sales Tracking Tips to Track Activity and Performance H3: Streamline Sales QBRs for Greater Impact and Better Results ## Main Content: H1: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H2: You might miss a meeting, but you’ll never miss a deal update H2: Stay ahead with People.ai’s pre-meeting emails H2: Smart selling starts with better data H2: Table of contents H2: Article Topics H2: Related Insights H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: 9 Sales Tracking Tips to Track Activity and Performance H3: Streamline Sales QBRs for Greater Impact and Better Results People.ai turns data into action, keeping your team fully informed and aligned on every account and opportunity—no meetings missed, no details lost. As the AI landscape rapidly evolves, one truth remains constant: AI tools are only as powerful as the data they rely on. When it comes to driving accurate and insightful outputs, quality and completeness of data are crucial. Missing data sources can leave sales teams lacking critical context, leading to missteps and lost opportunities. That’s where People.ai comes in—built and trained on the superfecta of sales activity capture, buyer insights, and CRM data spanning trillions of dollars in deals, People.ai lets you configure your SalesAI Assistant based on your unique sales motion, methodology framework, competitors, and more. This ensures a solution tailored to your team for highly accurate and actionable responses, making People.ai the most effective generative AI sales solution on the market. And it's now even better with these two key updates. Now, SalesAI can ingest meeting transcripts from Zoom, Webex,  Microsoft Teams, and Google Meet. Every relevant detail from sales calls is captured, processed, and used to enhance AI-generated insights, ensuring that account teams completely understand what’s happening with key contacts, opportunities, and accounts. These call transcripts fuel  key capabilities: With these summaries, sales reps avoid the hassle of preparing deal updates, while account teams handling multiple clients stay in the loop on engagements that other team members have conducted—ensuring no surprises in critical deals. Sales leaders can stay up to date on what’s happening in key accounts, opportunities, and renewals without having to chase down reps for information. To make sure relevant deal and account information is always easy to access, SalesAI now sends automated pre-meeting intelligence emails to internal attendees. These emails deliver a full snapshot of the account, recent interactions, and other essential information to help prepare for sales calls. Your pre-meeting intelligence emails will include: These emails bring critical  insights directly to the inbox of account teams, reducing meeting prep time and helping reps and leaders alike show up to every meeting fully prepared and completely aligned. SalesAI is more than just an AI tool—it’s a trusted partner that’s transforming how sales teams approach their work. By prioritizing a robust data foundation, SalesAI offers unparalleled accuracy and intelligence to sales teams looking to make data-driven decisions. We recently had a great conversation with our customers Steve Vierra and Francesco Lanzoni, CRO and VP of Global Go-To-Market Operations at Beamery, where they shared how they leverage SalesAI to drive better visibility, pipeline management, and forecasting across their sales org. Watch the recording here! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/digital-transformation-in-manufacturing-impact-insight-and-technologies Title: People.ai | Manufacturing's Digital Shift: Insights and Key Technologies Meta Description: Manufacturing is undergoing a digital transformation and period of evolution like no other in history. Learn about the technologies disrupting manufacturin Language: en Canonical URL: https://www.people.ai/blog/digital-transformation-in-manufacturing-impact-insight-and-technologies ## Headings Structure: H1: Digital Transformation in Manufacturing: Key Impacts and Insights H2: What is Digital Transformation in Manufacturing? H2: Digital Transformation’s Impact on Manufacturing H3: 1. Industrial Internet of Things (IIoT) H3: 2. Robotics in Manufacturing H3: 3. Automation H3: 4. AR, VR, and Other Wearables H3: 5. Supply Chain Planning & Reassessment H3: 6. Real-World Machine Learning and AI H2: 5 Tips for Supercharging Digital Transformation H3: 1. Modernize Your Tech and Data Stacks H3: 2. Unify Your Datasets and KPIs to Track H3: 3. Put Your CRM on Autopilot H3: 4. Leverage The Predictive Powers of AI H3: 5. Performance Management in Manufacturing H2: Transforming Your Operations H2: Table of contents H2: Article Topics H2: Related Insights H3: 10 Top B2B Sales Strategies for 2022 H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft H3: 10 Follow-Up Sales Email Tips That Really Work ## Main Content: H1: Digital Transformation in Manufacturing: Key Impacts and Insights H2: What is Digital Transformation in Manufacturing? H2: Digital Transformation’s Impact on Manufacturing H3: 1. Industrial Internet of Things (IIoT) H3: 2. Robotics in Manufacturing H3: 3. Automation H3: 4. AR, VR, and Other Wearables H3: 5. Supply Chain Planning & Reassessment H3: 6. Real-World Machine Learning and AI H2: 5 Tips for Supercharging Digital Transformation H3: 1. Modernize Your Tech and Data Stacks H3: 2. Unify Your Datasets and KPIs to Track H3: 3. Put Your CRM on Autopilot H3: 4. Leverage The Predictive Powers of AI H3: 5. Performance Management in Manufacturing H2: Transforming Your Operations H2: Table of contents H2: Article Topics H2: Related Insights H3: 10 Top B2B Sales Strategies for 2022 H3: People.ai Cements Security Leadership in Sales AI Space with Microsoft H3: 10 Follow-Up Sales Email Tips That Really Work Manufacturing is undergoing a digital transformation and period of evolution like no other in history. Learn about the technologies disrupting manufac At this point, it should be called the industrial evolution. Yes, the industrial revolution was a historical period of innovation in the manufacturing and selling of goods, the impacts of which reverberated into every aspect of the economy, but it’s not as if these transformational innovations have stopped.In fact, the most recent innovations in technology, software, robotics, and more are driving the fourth major transformational change in the evolution of manufacturing. It is known as Industry 4.0 — or the fourth industrial revolution. Digital transformation in manufacturing is the integration of technologically modernized equipment like smart sensors, the industrial internet of things (IIoT), and other edge devices, which are components that connect on-site machinery to the broader network, passing real-time data to machine learning models and software to increase efficiencies. We use the term “edge device” broadly because insightful data is being collected and processed from robots in the factory to reps in the field. The most intuitive impact on efficiencies is the increased throughput of production but digitalization in manufacturing is impacting a whole host of processes. From 3D renderings in product design to sales and customer service automation. Digital transformation is being felt throughout the entire organizational hierarchy, from the factory floor to the C-suite. When viewed from a high level, digital transformation in manufacturing may appear to be as singular and simple as factories having an internet connection. However, digital transformation goes much deeper and is more widespread. An internet-connected factory floor is a simple, yet revolutionary idea, and having each device in the assembly line connected helps identify, predict, and prevent bottlenecks. Examples of IIoT devices include smart sensors to detect maintenance requirements, RFID chips to monitor inventory levels, drones equipped with computer vision algorithms to identify abnormalities, and more. Just like mechanical looms igniting fears among the Luddites of the textile industry, autonomous robots are top of mind for the modern machinist. Innovations in robotics provide a similar positive impact that the loom did by increasing safety, productivity, and new opportunities for roles and responsibilities. The adoption of industrial robots, driven largely by the automotive industry, has increased by 300% in the last decade. Thankfully, many manufacturers are reaping the benefits of pairing a robot and a human together to collaborate on the task at hand. This powerful partnership between man and machine will help accelerate digital transformation in the manufacturing process. Productivity is important in nearly every line of work, but in manufacturing, productivity is the whole point. Manufacturers have long relied on automation to increase productivity, but automation can only be relied upon to a point since humans are still exclusively capable of handling certain tasks. In manufacturing’s digital transformation, machine learning models are proving proficient in automating, or augmenting, the tasks of humans. For example, computer vision models can now flag defects in production for human review. While humans are still an important resource in the manufacturing process, automation is becoming more pervasive in production every year. Robotic process automation (RPA) is the process of automating repetitive tasks in business operations, sales, marketing, and more. It’s the equivalent of automated robots in the factory, but for the front office. Clay Christensen, the author of multiple best-selling books on disruptive technology, argues that truly transformational technology usually gets its start as a toy. Examples of this include augmented reality, virtual reality, and wearables. Today, AR and VR are becoming influential tools in the manufacturing process. CAD models for designing new parts, products, or processes have historically been viewed in 2D before being produced in 3D. AR glasses now enable engineers to visualize, inspect, and modify a 3D model before investing the time and money to manufacture a product. As the world moves towards a future in the metaverse, manufacturing is one of the industries leading the charge in early adoption. The metaverse will allow human operators to be mentally present in the factory while extracting their physical presence away from this sometimes dangerous environment. From simulation to surveillance, the metaverse offers immense opportunities to further reduce costs and improve productivity. Since 2020, the global supply chain has experienced ongoing constraints as raw material and labor shortages met geopolitical and economic complexities, making it a ripe target for digital disruption. Supply and demand forecasting using machine learning, for example, is becoming a vital component of logistics planning. Accurate forecasts give companies the ability to route individual orders to factories based on a number of factors including inventory levels, proximity to the customer, and more. Real-time inventory tracking updates eCommerce platforms to prevent customers from purchasing sold-out products, which reduces customer support costs.Recently, supply chain management has been disrupted by blockchain technology and smart contracts. While simultaneously establishing a single source of truth for transactions, trust, and security, this technology also offers the ability to create a digital twin of your current network. AI is a loaded acronym these days, but modern AI provides novel solutions to problems that have historically been reserved for humans. This includes everything from image recognition and segmentation models able to parse product images for defects to text analysis in deal correspondence and the accurate prediction of revenue growth. As the industrial evolution continues and we move in the direction of AGI (artificial general intelligence), more and more problems will be feasibly solved by self-supervised deep learning, where AI improves performance without additional human input. It’s worth noting that most AI researchers agree that we are nowhere near the singularity (where artificial intelligence surpasses human intelligence), but no one would deny the progress made over the last decade has been enlightening and empowering for every industry, especially manufacturing. We’re currently undergoing a period of disruption unlike any other in history. The rapid and accelerating pace of innovation across industries can be daunting and unnerving. These days, research and development budgets should allocate funds to technology investments. Just like our transition from pre-internet to web 1.0 and web 1.0 to web 2.0 and beyond, many companies are overwhelmingly unprepared and unaware of the changing tides. It’s worth noting that simply throwing money at the problem rarely helps — instead, invest in building a cohesive strategy for the modern manufacturing landscape. As you invest in modernizing your tech stack, you’ll quickly begin to reap the dividends of a healthy data pipeline — assuming there are no metaphorical leaks in the system. The dividends of a modern tech stack usually come in the form of productivity improvements. For example, the hours of work your team previously spent manually updating spreadsheets or your CRM can now be automated using activity capture. Not only will activity capture eliminate the wasted time of your team, but it also eliminates the inconsistencies inherent in manual data entry. As your manufacturing processes trend towards complete digitalization, connected devices and sensors will be feeding real-time data into your data pipelines in vast quantities. You might start to wonder if your factory is in the business of producing products or producing data. Having droves of data is great as it allows you to train machine learning models to turn predictive insights into actionable process improvements. The enabling factor of big data is really data completeness, consistency, and maintenance of a single source of truth. One of the challenges that you face in digitalization is limiting your purview to the most important key performance indicators (KPIs) to track and focusing on improving on them. In the case of most OEMs, manufacturing is only a small part of overall operations. Turning raw materials into a product is one thing, but having a sales team generating demand for that product adds additional complexity. Thankfully, digital transformation is solving these problems as well. Your CRM, for example, is effectively a data pipeline of your team’s activities, sales opportunities, and more. If you’re not leveraging the latest in CRM technology, such as automatic business activity capture, deal scorecards, leaderboards and more, your digital transformation is far from over. Automation is poking its helpful head into every process and workflow, including the reduction in your reps’ weekly CRM manual data entry activities, which are extracted away by sales force automation. Currently, you might be spending your valuable time pulling data reports, digging into analytics, and attempting to hypothesize the cause and effect of performance. With predictive analytics, however, the actionable insights are surfaced for you to spend this time being more strategic and coach your team towards improvement. Data that was previously locked away in a black box of sorts can now be leveraged to train models on your team’s actual data, and the actionable insights that result are now more accessible than ever before. Ultimately, the goal of digital transformation is to drive more effective and efficient performance management. With productivity improvements and efficiency optimization being the status quo of the industry, anything to give your team incremental (if not exponential) improvements should be deeply considered. Leveraging the right technologies to drive growth and improve operational efficiency is likely going to be the margin separating you from the competition. Having a pulse on your team’s performance will be crucial to providing the best possible guidance on how everyone can align on the goal: profitability. So what can you do to supercharge your manufacturing and sales processes to drive significant (and predictable) growth? Manufacturing enterprises in growth mode are adopting and integrating revenue operations and intelligence (RO&I) technology as the new status quo to achieve results while adding predictability and reducing risk. With machine learning surfacing predictive insights in real time, you can align your manufacturing operations with leading indicators and real sales data.These insights can help optimize your throughput and increase revenue per rep every year. To learn more about how this new category of revenue operations and intelligence can impact your business, check out how People.ai can help manufacturers accelerate digital transformation and stay ahead of change. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/digital-transformation-trends Title: People.ai | 7 Digital Transformation Trends for 2022 and Beyond Meta Description: Discover 7 key digital transformation trends shaping industries in 2022 and beyond, driving innovation and global economic growth. Language: en Canonical URL: https://www.people.ai/blog/digital-transformation-trends ## Headings Structure: H1: 7 Digital Transformation Trends for 2022 and Beyond H2: What is Digital Transformation? H2: Digital Transformation Trends H3: 1. Cutting-Edge Computing H3: 2. Cloud Processing H3: 3. 5G Networks H3: 4. Machine Intelligence H3: 5. Dataverse H3: 6. Smart Contracts H3: 7. Robotic Collaboration H2: Impacts of Digital Transformation Trends on Sales H3: 1. Revolutionize the Way Your Team Leverages Data H3: 2. Give You a Leg Up on the Competition H3: 3. Make Your Team Instantly More Productive H2: Your Digital Transformation Destiny H3: Sources H2: Table of contents H2: Article Topics H2: Related Insights H3: A New Way to Sell: Agentic Collaboration Frees Sellers H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: The 4-Step Playbook to Transform Your Team Into AI Masters ## Main Content: H1: 7 Digital Transformation Trends for 2022 and Beyond H2: What is Digital Transformation? H2: Digital Transformation Trends H3: 1. Cutting-Edge Computing H3: 2. Cloud Processing H3: 3. 5G Networks H3: 4. Machine Intelligence H3: 5. Dataverse H3: 6. Smart Contracts H3: 7. Robotic Collaboration H2: Impacts of Digital Transformation Trends on Sales H3: 1. Revolutionize the Way Your Team Leverages Data H3: 2. Give You a Leg Up on the Competition H3: 3. Make Your Team Instantly More Productive H2: Your Digital Transformation Destiny H3: Sources H2: Table of contents H2: Article Topics H2: Related Insights H3: A New Way to Sell: Agentic Collaboration Frees Sellers H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: The 4-Step Playbook to Transform Your Team Into AI Masters Discover 7 key digital transformation trends shaping industries in 2022 and beyond, driving innovation and global economic growth. Over the past two years, sales has gone from a mostly analog experience (coffees and in-person meetings) to an almost completely digital one, and digital transformation shows no signs of slowing. Nearly every aspect of our lives has been impacted; many of us now exclusively work remotely. Meetings, trainings, and demos that used to be held in offices are now regularly handled over Zoom. It’s no question that selling has changed forever. Sales leaders need to pay attention to best position their teams and companies to adapt and take advantage of potential opportunities that arise from a newer, digital-first way of doing business. According to IBM’s Red Hat, digital transformation is when organizations adopt new and innovative ways to do business based on technological advances. The term is undoubtedly a broad one. Even Gartner admits that it can refer to “anything from IT modernization (for example, cloud computing), to digital optimization, to the invention of new digital business models.” In years past, the concept almost took on a buzzword status. But today, the impact of digital transformation has become much more apparent and tangible. Take, for example, society’s sudden and almost complete shift to remote work/schooling, e-commerce, healthcare, and even legal proceedings. It’s no question that digital transformation will only continue to accelerate in the years to come, even in sectors of the economy where technology and digitization were once overlooked or resisted. Let’s take a look at how digital transformation is evolving and likely to impact your business model or sales process. As companies continue their trend of adopting digital replacements for analog products and processes, the adoption curve will steepen, and the rates will accelerate. Here are a few of the current trends starting (or continuing) their progression up the curve. This is a portmanteau because, while computation is still growing in availability and decreasing in price, according to Moore’s Law, the real trend is the growth in edge computing. Edge computing is the process of running a program on the end user’s device instead of waiting for the data request to execute in the cloud (or another server) and returning to the device with a response. This increases efficiency and reduces the security risk of data interception while in flight. Loading bars are like death by a thousand paper cuts to your team’s productivity. If you’re relying on insights in real time, you and your suppliers should be leveraging edge computing. While it’s best to do time-sensitive computation on edge devices, the modern cloud is an essential resource for businesses confronting digital transformation. Instead of investing in expensive CPUs, GPUs (graphical processing units), or even TPUs (tensor processing units), you can leverage cloud computing providers to use the processors best suited for your problem set. Cloud computing providers also remove the need to manage the added complexity of hardware servers, while providing an accessible API to access and manage your data. 5G is a big jump in network performance. To put things into perspective, what took 4G about 200 milliseconds to process only takes 5G about 1 millisecond to process. This increase in network performance and decreased latency will significantly enhance the use cases of the many other technologies already discussed and more. According to Qualcomm, by 2035, 5G is forecasted to generate $13.2 trillion in sales enablement. At this stage in the innovation lifecycle, we are somewhere between machine learning and artificial intelligence, which is why we’ve identified the next trend as another mash-up of words: machine intelligence. When we first entered the information age, there was more data than we knew what to do with. Most datasets, pipelines, and problems faced by companies today have been confronted before and can be structured, processed, and modeled in a way that surfaces helpful insights. From accounting, manufacturing, and sales to more specific use cases like healthcare, biotechnology, and more, data is the food for machines to become intelligent. One specific form of machine intelligence that’s significantly growing in adoption is revenue operations and intelligence (RO&I). Through the combination of historical data and real-time activity data, machine learning models surface predictive intelligence to drive revenue growth. Although we’ve encountered many data problems already, the sheer volume of data generated every day is staggering. Many machine learning advocates believe that more data will be the panacea, but data is not equivalent to insights or solutions. In most situations, it still takes human intuition and logic to move from raw data to decision making. With 463 exabytes (equivalent to 463 billion gigabytes) of data being generated every day, there’s far more data than the collective human race can adequately assess, analyze, and leverage. One silver lining about the accumulation of data is that many people are innovating ways to store, analyze, and leverage it for varied purposes and problems. In other words, the dataverse is becoming more hospitable to companies trying to navigate digital transformation, so start exploring your data. Blockchain technologies are very much in the global spotlight, but a lesser-known component of a blockchain — smart contracts — will likely have an even greater impact on the business landscape. A smart contract is the programmatic agreement and execution of a contract between two or more parties. Instead of relying on an inked contract and keeping your fingers crossed that the other parties are acting in good faith, smart contracts hold parties accountable. With smart contracts, both parties need to meet their terms to move on to the next steps. Automated contracts will significantly decrease the need for the enforcement or mediation of contract law. In chess, there’s a grandmaster who’s better than all other human chess players; but computers can beat a grandmaster with ease. Computer-assisted humans, however, can defeat individual humans and computers alike. These effective collaborations between humans and machines are becoming more and more common in many industries and businesses. Robotic process automation (RPA) is augmenting the modern worker with the ability to leverage a computer to offload some of their work, significantly increasing their productivity. Robotics adoption and human collaboration specifically are currently most pervasive in the manufacturing industry. For example, the automotive industry has heavily invested in robotics and is already capturing the productivity and safety benefits. Now you might be asking, “How should I be thinking about digital transformation in my sales organization?” Below are three major reasons why you should deeply consider your digital transformation strategy and timeline. Data that is actionable can drastically change the way teams work and sell. For example, what if you could know right now how many deals fell apart last year because your sales team failed to develop strong relationships with more than one buyer at a prospect? Single-threaded deals are fine at the beginning of the buyer’s journey but pose a major risk when it comes time to negotiate and close a deal. People.ai research indicates that the bigger the deal, the more people are on the buying committee. For B2B deals that closed between $50K–$100K, there were an average of 11 people in the buying group; that number jumps to 14 for deals above $100K. Identifying single-threaded deals in the pipeline is critical to saving and closing those deals. So, what if digitally transformative tools gave you the superpower to proactively flag and take corrective action on at-risk deals in your pipeline? Wouldn’t that change the way you think about data? People.ai does just that. A Harvard study analyzed economic sectors to better understand how digitization impacts business and found that digitally mature sectors of the economy have workforces that are 13 times more digitally engaged than the rest of the economy. “Technology still hasn’t penetrated much of the everyday work performed by many Americans, which means that most businesses are missing opportunities for greater efficiency and better customer experience. Many still need to break out of their old habit of housing ‘digital talent’ in a separate department.” The study also found that most digital companies see outsized growth in productivity and profit margins. The data is clear — digital transformation results in better business outcomes, and strategically transforming your business before your competition can create a significant competitive advantage. CRM continues to be the bane of most sales teams’ existence. Clunky UIs, slow loading times, and the need to open way too many tabs only makes things even more inefficient and frustrating. But, according to InsideSales, reps are still forced to spend over 15% of their time on CRM reporting activities. What if digitally transformative technology could provide a better way? PeopleGlass by People.ai lets you hit fast forward on your Salesforce updates by managing your pipeline, next steps, and notes from a single, spreadsheet-like view. People.ai takes things one step further, automatically capturing business-related activities and matching them to the correct opportunity in your CRM. With People.ai, reps can save time, ramp up faster, and ultimately close more deals. In addition, sales leadership gets unprecedented insight into account and deal health, enhanced coaching opportunities, and added forecast accuracy. How’s that for a productivity boost? Digital transformation is coming for your industry — it’s only a matter of time. Learn all the ways People.ai can help your enterprise harness digital transformation to increase revenue per rep every year by registering for our Next Gen Revenue Engine webinar. To learn more about People.ai, check out Forrester’s New Tech: Revenue Operations And Intelligence report, where People.ai has been named a Late-Stage Vendor. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/excel-sales-tracking-templates-for-reps-who-hate-salesforce-busywork Title: People.ai | Excel Templates for Reps Tired of Salesforce Busywork Meta Description: Access popular excel sales tracking templates and see how reps reduce Salesforce busywork without them with PeopleGlass. Language: en Canonical URL: https://www.people.ai/blog/excel-sales-tracking-templates-for-reps-who-hate-salesforce-busywork ## Headings Structure: H1: Excel Templates for Reps Tired of Salesforce Busywork H2: Are Excel Sales Tracking Templates Worth It? H2: 4 Sales Activity Tracking Excel Templates (& How to Automate them) H2: 1. Excel Leads & Prospects’ Tracking Template H2: 2. Sales Call Tracking Spreadsheet H2: 3. Daily & Weekly Excel Sales Activity Tracking Templates H2: 4. Sales Pipeline Activity Excel Template H2: Can Excel Sales Templates Pull Data from Salesforce? H2: Save Time & Manual Work, Automate Sales Tracking H2: Table of contents H2: Article Topics H2: Related Insights H3: How To Use AI For Sales To Boost Your Bottom Line H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: The Impact Of Sales Tracking Software On Your Business ## Main Content: H1: Excel Templates for Reps Tired of Salesforce Busywork H2: Are Excel Sales Tracking Templates Worth It? H2: 4 Sales Activity Tracking Excel Templates (& How to Automate them) H2: 1. Excel Leads & Prospects’ Tracking Template H2: 2. Sales Call Tracking Spreadsheet H2: 3. Daily & Weekly Excel Sales Activity Tracking Templates H2: 4. Sales Pipeline Activity Excel Template H2: Can Excel Sales Templates Pull Data from Salesforce? H2: Save Time & Manual Work, Automate Sales Tracking H2: Table of contents H2: Article Topics H2: Related Insights H3: How To Use AI For Sales To Boost Your Bottom Line H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: The Impact Of Sales Tracking Software On Your Business Access popular excel sales tracking templates and see how reps reduce Salesforce busywork without them with PeopleGlass. Your Salesforce was pre-configured with point-and-click permissions. This setup was okay when all you needed was to update and create a handful of records. Alas, the accounts, opportunities, etc., managed in your deal pipelines have increased, which is good. Slowly, you’ve realized Salesforce isn’t as perfect as you thought. Updating records has become a time drain. And worse, tracking your daily or weekly sales activities is now a problem. Well, it happens to the best salespeople. For one, Reps and Account Executives usually don’t have permission to customize Salesforce. But even if you could and had the IT skills required, you’d rather spend that time selling. Enter Excel sales tracking templates. But before we jump in… The answer is neutral –somewhere between yes and no. Compared to Salesforce, Excel is a better option as you don’t need permissions to customize it for visualizing and creating sales reports relevant to you. For this, yes, excel sales templates work well. Unfortunately, Excel templates aren’t great for tracking daily, and weekly sales pipeline activities while also ensuring your Salesforce pipeline stays updated. It’s for this reason reps turn to sales productivity tools like PeopleGlass. Take Peter H., a Senior SDR: We’ll explore top excel templates used by salespeople in this post. You’ll also see how to automate sales and pipeline tracking with PeopleGlass, a tool that expedites updating Salesforce records in a spreadsheet-like view: Sales is a process comprising steps. Across that process and steps – from prospecting to closed-won, reps have leveraged spreadsheet templates outlined below to track specific sales activities. The formatting of this free Excel template by HubSpot gives a simple way to track leads and prospects in your pipeline (download it here): There’s a downside to using this template. As new leads and prospects get added to your Salesforce pipeline, they don’t go into the spreadsheet automatically. You must add them to the spreadsheet one by one, which is extra work. PeopleGlass eliminates this manual work. You get an always-updated sheet of all your prospects and leads added on Salesforce. You’d also have them automatically synced to the Accounts & Opportunities you manage: Virtual selling is on the rise.And with it comes more calls & online meetings for reps to plan for and track. This template by SalesHacker (downloadable here) does both well: If you’d prefer to track sales calls without jumping back and forth to update Salesforce, consider PeopleGlass instead. You can update call status, assign calls to Accounts, update next steps, and even add notes after calls in a few clicks. An excellent way to improve your sales performance is to track your daily and weekly sales activities. For this, SmartSheet’s Excel template (download here) can help: A problem with using this template. To track your daily, weekly, and monthly sales activities, you must import data from your CRM into it daily, weekly, or monthly. The result of this is siloed spreadsheets with disjointed data. PeopleGlass solves this problem. By default, PeopleGlass brings all sales data in your Salesforce instance into an Excel-like window. With this, you can easily filter sales activities as you like –daily, weekly, or however, without manual data exports. And it takes just a few clicks to do this: SalesHacker created this free Excel template. Writing about it, Matt Smith, Founder of Full Stack Sales, called it “a basic pipeline tracker spreadsheet to help you get a 10,000-foot view of your pipeline for each quarter.” According to Matt, you can also use this template to generate sales forecasts and weight forecasts by probability using different Salesforce funnel stages. However, doing all that begs a crucial question… Excel sales templates can’t pull in data from Salesforce automatically. You must manually import data into the spreadsheet each time you want to analyze or track something new. For real-time data pulling, the only workaround is to invest in external Salesforce and Excel connector tools like Hevo. This workflow isn’t optimal because it doesn’t update your pipeline records back into Salesforce. In other words, if you’re tracking your sales pipeline in an Excel spreadsheet, you will eventually need to move those updates to Salesforce, which means manually copying and pasting. Salespeople are opting for PeopleGlass to optimize this workflow. Pedro B., an Account Executive, is one of many: Tracking sales activities is a must. But going through the manual process of importing data from Salesforce into Excel templates is optional. Also, wasting even more time getting updates made in spreadsheets into Salesforce is optional. You have an option to automate such busywork and save time. Again, salespeople are doing just that with PeopleGlass: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/fall-release-three-new-ways-to-get-instant-forecast-answers Title: People.ai | Three New Ways to Get Instant Forecast Answers Meta Description: Know what's at risk, understand multiple deals at once, and explain variance instantly. Three new forecasting capabilities live now. Language: en Canonical URL: https://www.people.ai/blog/fall-release-three-new-ways-to-get-instant-forecast-answers ## Headings Structure: H1: Three New Ways to Get Instant Forecast Answers H2: Headlines: See Risks Before They Cost You the Quarter H2: Multi-Record Analysis: Ask Once, Understand Everything H2: Waterfall Charts: Visualize What Changed and Why H2: What's Next H2: Table of contents H2: Article Topics H2: Related Insights H3: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H3: GTM Insider: CRO Insights from RKO H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. ## Main Content: H1: Three New Ways to Get Instant Forecast Answers H2: Headlines: See Risks Before They Cost You the Quarter H2: Multi-Record Analysis: Ask Once, Understand Everything H2: Waterfall Charts: Visualize What Changed and Why H2: What's Next H2: Table of contents H2: Article Topics H2: Related Insights H3: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H3: GTM Insider: CRO Insights from RKO H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. Know what's at risk, understand multiple deals at once, and explain variance instantly. Three new forecasting capabilities live now. Revenue leaders don't need more AI. They need answers. Fast, accurate, actionable. That's what we learned from you. We kept hearing the same frustrations. Questions you can't answer. Forecasts you can't defend. Variance you can't explain. Hours wasted trying to piece it together. You asked for it. We built it. This fall, three new capabilities: Forecast Headlines, SalesAI Multi-Record Analysis, and Waterfall Charts. Each one turns your hardest questions into clear answers. You're reviewing deals one by one. Checking rep updates. Hunting through stale CRM data. Then Thursday hits and a deal you thought was solid falls apart. Now you're explaining to your VP what went wrong. And every week, you face the same questions: 'What's threatening our commit? Which deals are actually at risk? How much revenue is on the line?' Headlines answers those questions. It surfaces your top three risk categories. Like engagement issues, compliance concerns, and contractual problems. Ranked by total deal value at stake. Know what's breaking before anyone asks. Fix it while there's time. Call your number without crossing your fingers. Monday morning. You need to prioritize your team's deals. So you're opening accounts one by one. Comparing notes. Exporting data. Three hours later, you’re still unsure which deals need attention. The questions don't get easier: 'Why is one account accelerating while another stalls? What's blocking our deals in negotiation? Which accounts need intervention first?' We built SalesAI Multi-Record Analysis to answer those questions. Ask questions across multiple accounts and deals. Compare trends. Rank opportunities by risk. Identify which deals share the same challenges. All in seconds. How Multi-Record Analysis works: Compare deals instantly. Know which accounts need intervention. Get clear direction on what to do next. Variance calls. Just reading that makes you tense up. Your VP wants to know why the forecast dropped. You're building a spreadsheet from memory. Texting reps at 11 PM. Burning hours to explain variance. You still can't point to what needs attention next. Every forecast call, you're asked the same thing: 'Why did our forecast change? What moved and why? Which deals are driving the variance?' Waterfall Charts answer those questions. Visualize week-over-week within your current quarter. Business events break down automatically. Slipped, lost, new, won, and more. Quantified by revenue and deal count. See what moved, why it moved, which deals are driving impact. How Waterfall Charts work: See exactly what moved and why. Click for the deals behind each change. Walk into forecast calls with the complete story. We're grateful for every conversation that challenged us. Every piece of feedback that pushed our thinking. Your partnership makes us better. This is our way of saying thank you. We're giving you back time, clarity, and confidence. These capabilities are live now. This is just the beginning. Already a People.ai customer? Talk to your account team. Not a customer yet? See it in action. Request a demo. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/fast-forward-your-salesforce-updates-with-these-3-ae-templates Title: People.ai | Speed Up Salesforce Updates with These 3 AE Templates Meta Description: Tired of Salesforce data entry? Discover PeopleGlass templates AEs use to save time, boost revenue, and focus on selling. Streamline with People.ai! Language: en Canonical URL: https://www.people.ai/blog/fast-forward-your-salesforce-updates-with-these-3-ae-templates ## Headings Structure: H1: Speed Up Salesforce Updates with These 3 AE Templates H2: Template 1: Manage Your Pipeline [Opportunity Sheet] H2: Template 2: Clean Up Your Forecast  [Opportunity Sheet] H2: Template 3: Protect Your Patch [Account Sheet] H2: Less Clicks, More Closing with PeopleGlass H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H3: Run Sales Engineering Teams Efficiently with People.ai's Power H3: 7 Game-Changing Ways to Improve Sales Effectiveness ## Main Content: H1: Speed Up Salesforce Updates with These 3 AE Templates H2: Template 1: Manage Your Pipeline [Opportunity Sheet] H2: Template 2: Clean Up Your Forecast  [Opportunity Sheet] H2: Template 3: Protect Your Patch [Account Sheet] H2: Less Clicks, More Closing with PeopleGlass H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H3: Run Sales Engineering Teams Efficiently with People.ai's Power H3: 7 Game-Changing Ways to Improve Sales Effectiveness Tired of Salesforce data entry? Discover PeopleGlass templates AEs use to save time, boost revenue, and focus on selling. Streamline with People.ai! Let’s play a little game—see if you can spot the lie: A.) 10% of a rep’s time is spent in spreadsheets B.) Nearly 70% of a rep’s time is spent not selling C.) Reps list “updating Salesforce” as their absolute favorite activity Okay, so it wasn’t that hard of a game. Look don’t get us wrong, we’re big fans of keeping your Salesforce hygiene up to date. And we get that manual data entry is (for better or worse) a part of sales. But it’s when the “necessary evil” of data entry starts to eat into the hours you could be using to actually generate revenue, that alarm bells start going off. If you’ve been feeling bogged down by data entry, trust us you’re not alone. That’s why we’re sharing some of the most commonly used PeopleGlass templates that AEs are using to get in (and out) of Salesforce faster. Why you should use this template:Individually clicking into every Opportunity is a pain that sellers feel deep within their souls. With this pipeline sheet, not only can you breeze through updates you’re coming back to each week but you’ll set the standard on your team for pipeline hygiene. Example fields to include: Why you should use this template: We don’t need to tell you how important forecast accuracy is because you live it every week. So why not make that whole exercise a bit easier using this template to provide your manager (and yourself) with a singular view of what you’re committing? ‍Example fields to include: ‍Why you should use this template: Just as important as it is for you to know what’s happening across your deals, your manager (and the people they report to) are going to want to know how account engagement is fairing. This sheet should come in handy to ensure you’re ‘spreading the wealth’ evenly across all your accounts. Example fields to include in your sheet: Your time is (quite literally) money, so why waste hours on data entry? PeopleGlass by People.ai solves two big problems impacting sales productivity: Ready to try these templates out? Get started for free today to see it in action. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/february-2023-launch-recap-ai-powered-relationship-intelligence Title: People.ai | AI-Powered Relationship Intelligence: Feb 2023 Launch Recap Meta Description: In the spirit of Valentine's Day, we highlight the importance of building relationships with buyers who can drive long-term revenue commitments. Language: en Canonical URL: https://www.people.ai/blog/february-2023-launch-recap-ai-powered-relationship-intelligence ## Headings Structure: H1: AI-Powered Relationship Intelligence: Feb 2023 Launch Recap H2: Gaining Account-based Selling Perspectives from Forrester H2: Swoon - It’s the Solution Showcase H2: We’re Just Getting Started H2: Let’s Make it Official with a Demo and Next Steps H2: Table of contents H2: Article Topics H2: Related Insights H3: [Data] 5 Characteristics of Closed-Won Deals H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H3: The Impact Of Sales Tracking Software On Your Business ## Main Content: H1: AI-Powered Relationship Intelligence: Feb 2023 Launch Recap H2: Gaining Account-based Selling Perspectives from Forrester H2: Swoon - It’s the Solution Showcase H2: We’re Just Getting Started H2: Let’s Make it Official with a Demo and Next Steps H2: Table of contents H2: Article Topics H2: Related Insights H3: [Data] 5 Characteristics of Closed-Won Deals H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H3: The Impact Of Sales Tracking Software On Your Business In the spirit of Valentine's Day, we highlight the importance of building relationships with buyers who can drive long-term revenue commitments. I’m not sure you’ll see this, but I think we had a missed connection – on Valentine’s Day of all days! Maybe you saw my email invitation? My LinkedIn post? Either way, I noticed you’re a busy revenue leader, looking to drive more revenue, and thought you needed to hear this message. Enjoy! -A Marketer, who loves a good theme In all seriousness...last week, Thomas Brence, our VP of Marketing, hosted our product launch on Valentine’s Day centered around AI-powered relationship intelligence. If you missed it, consider this post-event recap and on-demand recording your official rain check! First up, Thomas welcomed Anne Slough, Principal Analyst at Forrester, to discuss account-based selling technologies. Why focus on account-based selling? Anne states the benefits are visibility, rep efficiency, pipeline value, increased deal size, increased win rates, and forecast accuracy. These outcomes sound like a match for any GTM org! Anne also shared how account-based selling technologies are evolving. Here’s what she’s seeing: We’re curious: Where are you in your account-based selling efforts? Lastly, Anne shared three trends she’s seeing. To hear them (and more) be sure to tune into our May webinar with Anne,  “How Account-Based Selling Tools Ensure You Build Relationships That Deliver.” Next, Thomas Brence welcomed Thomas Wyatt, our Chief Product & Strategy Officer, to our solution showcase. Thomas Wyatt shared how buyer groups are getting more and more complex (a.k.a., “a lot of fish in the sea!”). The risk with larger buying groups? Investing too much time with the wrong people (...oof...sounds like my first relationship). To ensure you’re spending the right amount of time, with the right people, in the right accounts, AI-powered relationship maps are a must. That’s when yours truly joined the Thomases to provide a demonstration of AI-powered relationship maps and rich stakeholder insights, embedded natively in CRM (you know, where sellers already live and breathe). Watch on-demand to see firsthand how People.ai has entered the “acceleration” phase Anne was speaking about by bringing automation and AI insights to both accounts and opportunities. In addition to deeply understanding your buyer group, Thomas Wyatt shared how you need a complete picture of your accounts – especially in tough economic times when customer retention is more important than ever. To do this, account plans and whitespace maps are essential to your account-based selling strategy. To that end, I jumped back in to demonstrate both People.ai’s Account Plans and Whitespace Maps natively in CRM. (Don’t take our word on the importance of customer retention. Harvard Business Review shares that increasing customer retention by just 5% can increase profits by at least 25%, all the way up to 95%). Our investment in AI-powered relationship intelligence spans beyond account-based selling! To close our Valentine’s Day event, we were joined by Kenny Scannell, Global Head of Sales & GTM for Zoom IQ at Zoom. Kenny shared how People.ai and Zoom IQ have partnered together to help you deliver unprecedented insights and unparalleled pipeline health. To learn more about this partnership and how AI can help you drive sales results, join our webinar next month. Well, it’s no coincidence we’re both here…at the bottom of this post-event recap. I have a feeling you’d like to see our latest enhancements, firsthand? Let’s not have another missed connection: Register for a demo today! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/forrester-report-revenue-operations-intelligence-the-people-ai-pov Title: People.ai | Forrester: RevOps & Intelligence - The People.ai POV Meta Description: Forrester names People.ai a Late Stage Vendor as Revenue Ops and Intelligence merge, driven by the shift to digital selling and comprehensive data use. Language: en Canonical URL: https://www.people.ai/blog/forrester-report-revenue-operations-intelligence-the-people-ai-pov ## Headings Structure: H1: Forrester: Revenue Ops & Intelligence - Explore the People.ai POV H2: Too Many Technologies Capturing Data Differently Create Major Complications for Sales and Marketing Teams H2: Unifying Revenue Data Aligns All Teams Around Account Engagement and Opportunity Execution H2: The Only Place to Go is Up H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Inspect & Reduce Customer Acquisition Costs H3: RevOps Account Forensics with Jamie Carney H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience ## Main Content: H1: Forrester: Revenue Ops & Intelligence - Explore the People.ai POV H2: Too Many Technologies Capturing Data Differently Create Major Complications for Sales and Marketing Teams H2: Unifying Revenue Data Aligns All Teams Around Account Engagement and Opportunity Execution H2: The Only Place to Go is Up H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Inspect & Reduce Customer Acquisition Costs H3: RevOps Account Forensics with Jamie Carney H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience Forrester names People.ai a Late Stage Vendor as Revenue Ops and Intelligence merge, driven by the shift to digital selling and comprehensive data use Yesterday Forrester released their latest report, New Tech: Revenue Operations And Intelligence, where People.ai has been named a Late Stage Vendor. We’re thrilled to finally see the Revenue Operations and Revenue Intelligence spaces formally merge (we’ve been predicting this for quite some time, as you might have noticed on our website). This convergence of categories presents a slew of new opportunities, so I wanted to take a few minutes to share my point of view on the future of RO&I. As Forrester notes in the report, COVID transformed selling from analog (coffees and in-person meetings) to an almost 100% digital experience, where the vast majority of selling is now done online. This move has created a tremendous digital footprint and as a result the technology landscape has been evolving at a rapid rate to capitalize on all of this new data and meet the growing demands of the customer. I believe this newly found availability of comprehensive data, describing how sellers sell and buyers buy led Forrester to focus on buyer engagement as the linchpin to predictable revenue and consistent sales performance of enterprise organizations. That being said, revenue teams are still struggling to find a repeatable winning formula, and we believe the core of that problem comes down to one thing: data. Enterprise sales and marketing teams typically leverage anywhere from 20-50 different tools to instrument the buyer and customer journey. While the idea of automation and insights that every vendor has been promising sounds helpful, there are a few major challenges that sales and marketing teams are struggling to overcome: All in all - the sheer volume of sales tools and conflicting data across them is creating more than its fair share of friction across the entire GTM organization. We believe those pain points could be easily removed if there were a more distinct separation between revenue data collection layer and workflow tools to improve sales performance. This is not the first time we’ve seen the separation of the data and presentation/workflow layer in order to create a more flexible ecosystem that accelerates innovation and simplifies user experience. Web 2.0 was built on separating data (XML) and presentation layer (HTML). Modern Cloud was built on separating data (storage) and compute layer (virtualization). Modern mobile computing was built on separating storage & compute (iPhone) from presentation layer (iPhone apps). Analytics industry was created through separation of data (Snowflake, Redshift) and visualization (business intelligence tools like Tableau). Yet in Revenue data, every vendor is trying to do everything (both data and presentation/workflow) and you end up paying not only 10X the bill (how many vendors asked you for $2000 per AE/year in license cost this quarter?) but also requiring customers to put in 10X the work to integrate all of these tools with Salesforce and with each other and then maintain separate user tables, settings, and enablement programs. The current state of Revenue tools is as if you carried in your pocket a separate flip phone for every app you needed vs having one smartphone run all the apps. At People.ai, we know that the future of Revenue Operations & Intelligence needs to operate like a true ecosystem of tools & capabilities, fueled by a single and unified data platform. The revenue app landscape will continue to evolve and your company’s needs will change, yet one thing is clear -- your company’s tech stack will need to continue changing but the revenue & activity data powering it will need to stay stable, reliable and accessible. Without a unified foundation of GTM data, companies will be handicapped by conflicting data and the silos between teams will perpetuate, making it far more difficult to deliver predictable growth. People.ai was the first in the market to build a universal revenue data platform, unlocking a unified set of business activity data (email, calendar, zoom) and making it equally available to all revenue applications (including our own) through a set of comprehensive APIs. Now, with more than 50 approved patents, we are the only platform that delivers comprehensive insights around buyer and seller activity at the opportunity level, connecting every activity to the health of accounts and progression of deals, and delivering those insights natively to your Salesforce and any other app you could use them for. For B2B enterprises, selling to complex buying groups, having the most timely and accurate data on opportunities, accounts and contacts is at the core of predictive sales. From the beginning, People.ai offered us the most sophisticated opportunity-level matching algorithms, exposed through a flexible data layer to power the rest of our technology stack. Their solution keeps evolving to help us win by proactively surfacing account & opportunity-level insights. Great to see our work together converting into a new Forrester category We’ve already seen the impact that a unified data foundation can have on the ability to align the entire GTM around account engagement and opportunity execution: Forrester paints a bright future for Revenue Operations & Intelligence, but the real ROI cannot be realized without a consistent and reliable understanding of how buyer behavior relates to sales outcomes, through revenue data you trust. Realizing the benefits of sales tech platforms such as revenue operations and intelligence requires recognition of the step change in buyer behavior, as well as the reality that manual tracking is not a scalable or robust method to get the insights needed to orchestrate effective engagement, predict revenue, and manage performance. B2B organizations will increasingly struggle to compete without such insights and the ability to leverage these insights to build better buying experiences and manage core processes that deliver consistent revenue. We’re excited to be on the bleeding edge of this market and will continue to pioneer a more connected and smarter revenue ecosystem of the future. In the meantime, welcome to the newly merged Revenue Operations & Intelligence category. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/forrester-roi-wave-people-ai-named-strong-performer Title: People.ai | Forrester RO&I Wave - People.ai Named Strong Performer Meta Description: People.ai is proud to announce we’ve been named a strong performer in Forrester’s first ever Revenue Operations and Intelligence Wave. Language: en Canonical URL: https://www.people.ai/blog/forrester-roi-wave-people-ai-named-strong-performer ## Headings Structure: H1: Forrester RO&I Wave - People.ai Named Strong Performer H2: 1. People.ai is the only vendor in the Wave focused on delivering trustworthy data and insights for large enterprises. H2: 2. People.ai integrates to enrich the tech stack with complete and accurate revenue intelligence. H2: 3. People.ai is the only vendor proven to solve real intelligence challenges for the enterprise. H2: In Summary H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H3: Revenue Intelligence: Your Secret Weapon in 2022 H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] ## Main Content: H1: Forrester RO&I Wave - People.ai Named Strong Performer H2: 1. People.ai is the only vendor in the Wave focused on delivering trustworthy data and insights for large enterprises. H2: 2. People.ai integrates to enrich the tech stack with complete and accurate revenue intelligence. H2: 3. People.ai is the only vendor proven to solve real intelligence challenges for the enterprise. H2: In Summary H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings H3: Revenue Intelligence: Your Secret Weapon in 2022 H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] People.ai is proud to announce we’ve been named a strong performer in Forrester’s first ever Revenue Operations and Intelligence Wave. This week, Forrester released the first ever Revenue Operations and Intelligence Wave, where People.ai has been named a strong performer. We’re thrilled to be included as a mission-critical partner for large enterprises, and are excited to see that Forrester agrees with the main challenges we’re seeing in the market, which we discussed in detail back in November of last year. This validates People.ai’s strategy. There is no question that increasing revenue per sales rep has become more challenging since the enterprise buying group is getting more complicated. The average number of buying interactions rose from 17 in 2019 to 27 in 2021. That’s more than 1.5x – in just 2 years! In the same period, purchasing decisions that involved four or more people increased from 47% to 61%. Forrester’s call to action for B2B organizations is even more clear: “It is imperative to have comprehensive insight into buyer relationships and engagement activity and to use this intelligence and insight to improve the buying experience and optimize revenue engine performance.” This need is especially urgent and top of mind for our enterprise customers. While companies of all sizes struggle to connect the dots between buyer engagement and deal outcomes, large enterprises amplify the noise across multiple business units, product lines, multiple CRM instances, and complex sales motions with partners and resellers. The goal of securing “comprehensive insight into relationships” indeed becomes more of an imperative the more varied and numerous those relationships are. This highly complex scenario is the reality that our customers live with today. And it’s exactly why People.ai’s mission has always been to unify ALL revenue activity data across enterprise silos to generate real intelligence, so B2B revenue teams can operationalize their people’s most successful, revenue-generating behaviors. That’s why we’re so pleased with our coverage in the latest Forrester report. While you can access the full report through Forrester, we’ll walk through three of the highlights here. GTM leaders have a responsibility to lead their teams with confidence and impact. Without complete, accurate, and trustworthy data, such confidence and impact is simply impossible. This is because there will always be conflicting points of view on what “great” really looks like, and the revenue engine will struggle to reach its full potential. How do we help? In Forrester’s words: “People.ai addresses a challenge facing enterprise sales in a world of digital engagement with buyers — how to aggregate, protect, and analyze revenue intelligence across digital touchpoints and technology platforms.” With confidence in the behavior and activities that actually accelerate revenue, it becomes so much easier to operationalize the playbook to scale. By focusing on the root causes of GTM growth challenges, our customers are able to solve for so many of the pitfalls that impact their bottom line - and the results speak for themselves: Overall, the market for Revenue Operations and Intelligence has two fairly distinct concentrations: data and interfaces. One of the core values of People.ai’s data-first approach is the ability for our customers to be able to leverage the insights generated by our platform in any tool of choice - in CRM, in BI Tools, and in other sales and marketing applications. How do we do this? In Forrester’s words: “People.ai’s vision is to solve this with a complementary revenue data infrastructure that integrates (rather than competes) with these other sales technologies.” Enterprise sales and marketing leaders are challenged with pivoting quickly from quarter to quarter, and even require the ability to course-correct within a quarter. The unfortunate reality is that leaders are losing faith because the insights driving their teams are inconsistent – or even worse – incorrect. They need insight-led account and opportunity planning that is based on real data combined with deep contact enrichment and sales rep workflows. How can People.ai help? In Forrester’s words: “People.ai delivers comprehensive data management capabilities in unified activity capture with advanced privacy/security filtering, data enrichment, and matching. Enterprises should consider [People.ai] if they require a trusted and robust data management solution to underpin and supplement the sales tech stack.“ What is there to say except: we agree. The Revenue Operations and Intelligence market is fairly new, dynamic, and evolving at a rapid pace. While the delineation between data-first intelligence platforms and interfaces to drive sales efficiency is still a little cloudy, there is one thing we know for certain: We founded People.ai because we understand that revenue activity data defines the actions and activities of real people. Enterprise revenue leaders have to transform that data into real meaning and insights in order to accelerate change for their teams—and that is not a task that just any sales tool can solve. When all teams are operating off of a trusted set of GTM data and insights, it’s a roadmap for true, best in class performance—the most powerful tool to operationalize the behaviors that define success and align an organization’s entire selling ecosystem to maximize growth. Learn more about what makes People.ai the only data-first RO&I solution for the enterprise. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/four-steps-to-curing-forecast-anxiety Title: People.ai | Four Steps to Curing Forecast Anxiety Meta Description: Forecast panic is real. When your number feels wrong, AI like People.ai helps you see risks, track engagement, and fix issues before they blow up. Language: en Canonical URL: https://www.people.ai/blog/four-steps-to-curing-forecast-anxiety ## Headings Structure: H1: Four Steps to Curing Forecast Anxiety H2: Step 1: Take a Deep Breath, Then Dissect Every Deal H2: Step 2: Get Everyone on the Same Page H2: Step 3: Coach to Reality, Not Hope H2: Step 4: Stop Doing This Manually (Seriously) H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Blind Spots Buried in Every Forecast H3: 6 Sales Forecasting Methodologies to Better Predict Revenue H3: People.ai Earns 3 Security Certifications, Boosting Your Trust ## Main Content: H1: Four Steps to Curing Forecast Anxiety H2: Step 1: Take a Deep Breath, Then Dissect Every Deal H2: Step 2: Get Everyone on the Same Page H2: Step 3: Coach to Reality, Not Hope H2: Step 4: Stop Doing This Manually (Seriously) H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Blind Spots Buried in Every Forecast H3: 6 Sales Forecasting Methodologies to Better Predict Revenue H3: People.ai Earns 3 Security Certifications, Boosting Your Trust Forecast panic is real. When your number feels wrong, AI like People.ai helps you see risks, track engagement, and fix issues before they blow up. You know that sinking feeling, right? You've just called your number to the board, and somewhere deep in your gut, you know it's wrong. Maybe it's that "sure thing" deal that suddenly feels shaky. Maybe it's because the spreadsheet looked great, but now that you've said the number out loud, reality is hitting different. Here's the part nobody wants to talk about: the 3 AM panic. The mental math you're doing in the shower. The way you're checking Slack obsessively, hoping for good news that might save your quarter. We've all been there. And if you haven't yet, just wait, it's coming. The thing is, most advice about forecasting assumes you caught the problem early. "Track your pipeline better!" they say. "Get better data!" Sure, thanks. But what do you do when you're already in the weeds, staring at a forecast that's about to blow up in your face? Let's talk about the real, practical steps you can take when you've already called the wrong number—and how to move forward without making it worse. Right now you want to panic-call every rep and demand updates. Resist that urge. You're about to do something way more effective: get brutally honest about where every deal actually stands. No more "They seem really interested" or "The call went great." That's storytelling, not forecasting. Here's what you need to look at instead: Who's really involved? Don't just count contacts, identify the actual decision-makers. Are they showing up to meetings? Responding to emails? Or are you still talking to someone who "needs to run it by their team"? What's the activity pattern? Look at the whole conversation history. Healthy deals have consistent engagement. Red flags look like radio silence followed by frantic catch-up calls, or worse: your champion suddenly taking two days to respond when they used to reply within hours. Where are they really in the process? Forget what stage it says in your CRM. Where are they actually? Have legal and procurement been looped in? Is there a signed implementation timeline? Or are you still "building consensus" with no clear next steps? I know this sounds like a lot of detective work. And honestly? It is. That's the problem with traditional forecasting - by the time you realize you need to dig this deep, you're already behind. This is exactly why companies like yours are turning to AI-powered solutions. Instead of spending your weekend playing CSI with your pipeline, People.ai automatically tracks all these signals in real-time. You get alerts when engagement patterns change, when key stakeholders go quiet, or when deals stall in predictable ways. But whether you're doing this manually or with AI, the principle is the same: you need facts, not feelings. Here's a fun exercise: Ask three different reps what "Commit" means. I guarantee you'll get three different answers. One rep thinks Commit means "I'm pretty confident." Another thinks it means "contracts are signed." A third thinks it means "they said they want to move forward." No wonder your forecast is all over the place. Time for some tough love conversations with your team. You need to align on what each forecast category actually means: The definitions matter less than everyone using them consistently. But here's the catch: even with perfect definitions, you're still relying on reps to self-assess accurately. And let's be honest, reps are optimists. It's what makes them good at their job, but terrible at risk assessment. This is where modern forecasting gets interesting. AI can analyze communication patterns and actually predict deal outcomes better than gut feel. When engagement drops 40% in the last two weeks, or when your champion stops including the budget holder in emails, the algorithms catch it even when your rep is still feeling optimistic. People.ai's Headlines feature does something really smart here—it surfaces patterns across your entire forecast. Instead of hoping each rep accurately assesses their deals, you get a bird's-eye view of systemic issues. Maybe legal reviews are consistently taking longer this quarter. Maybe procurement is pushing back more than usual. These are things you can actually address at the leadership level. The biggest forecast disasters don't come from deals that were obviously doomed. They come from deals that looked fine on the surface but had hidden risks nobody wanted to acknowledge. Your job isn't to be the optimism police. It's to help your team see around corners. Here's how: The goal isn't to be pessimistic, it's to be realistic early enough that you can still do something about it. Here's where having real data changes everything. Instead of coaching based on what your reps tell you, you can coach based on what's actually happening. When AI shows you that stakeholder response rates are dropping, or that decision criteria discussions have shifted, you can address specific risks instead of general concerns. People.ai analyzes all the communication patterns and engagement trends your team can't possibly track manually. It alerts you when champion behavior changes, when competitive threats emerge, or when approval processes stall. You get weeks of warning instead of day-of surprises. You can't manage a modern forecast with spreadsheets and gut feelings anymore. Deal complexity has exploded. Sales cycles are longer. Stakeholder networks are bigger. The amount of data you'd need to track manually is honestly ridiculous. The sales leaders who consistently hit their numbers aren't the ones working harder, they're the ones working smarter. They've automated the data collection, the pattern recognition, and the risk detection so they can focus on what actually matters: coaching their teams and managing relationships. Modern forecasting solutions do what humans can't: When your champion goes quiet, when legal processes stall, when competitive threats emerge - these signals are buried in email threads and meeting notes that no human has time to analyze. AI finds them automatically. Here's what every sales leader knows but nobody likes to admit: the days of "managing by walking around" and making forecast calls based on rep confidence levels are over. The stakes are too high, the deals are too complex, and the data is too overwhelming for manual management. The teams that consistently hit their numbers have one thing in common: they can see problems coming while there's still time to fix them. That's not a forecasting problem, it's a data problem. And if you're trying to fix a bad forecast with better spreadsheets and longer pipeline calls, you're already behind. Every day you wait to modernize your forecasting process is another day closer to missing the quarter. The question isn't whether you need a better forecasting tool, it's whether you're going to get them before or after your next forecast disaster. Want to see how AI-powered forecasting actually works? People.ai's platform eliminates forecast anxiety by automatically tracking engagement patterns, predicting deal outcomes, and alerting you to risks weeks before they become obvious. Because the best time to fix a forecast problem is before it becomes a forecast problem. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/four-ways-to-do-less-and-achieve-more-with-data Title: People.ai | Four Ways to Do Less and Achieve More with Data Meta Description: Maximizing output isn’t always best in sales. Discover how to achieve more by doing less with the power of data and automation driving your success. Language: en Canonical URL: https://www.people.ai/blog/four-ways-to-do-less-and-achieve-more-with-data ## Headings Structure: H1: Four Ways to Do Less and Achieve More with Data H2: 1. Do Less, with Automated Activity Capture and Contact Creation H2: 2. Do Less, by Engaging the Right Personas H2: 3. Do Less, by Engaging the Right Accounts H2: 4. Do Less, by Evaluating Time Spent H2: Get Ready to Do Less and Achieve More with Data H2: Table of contents H2: Article Topics H2: Related Insights H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams ## Main Content: H1: Four Ways to Do Less and Achieve More with Data H2: 1. Do Less, with Automated Activity Capture and Contact Creation H2: 2. Do Less, by Engaging the Right Personas H2: 3. Do Less, by Engaging the Right Accounts H2: 4. Do Less, by Evaluating Time Spent H2: Get Ready to Do Less and Achieve More with Data H2: Table of contents H2: Article Topics H2: Related Insights H3: 6 Ways We’re Challenging Everything You Know About Forecasting H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams Maximizing output isn’t always best in sales. Discover how to achieve more by doing less with the power of data and automation driving your success. Today, it feels like we’re all trying to get the most out of every minute of every day. Walking the dog? Call a friend. Doing the dishes? Toss on a podcast. Driving? Dive into an audiobook. Multi-tasking at its finest! But, when it comes to your work day, doing MORE isn’t always better. If you’re in sales or marketing and reading this you might be thinking, “no way!” as cliche phrases like, “more dials, more dollars” pop into your head. Hint: There is a better way. Listen closely…In order to get the most out of every day, it’s easy. The answer: DO LESS. How exactly? Here are four ways to do less and achieve more with data. Today, sales reps are expected to input EVERY prospect and customer interaction into their CRM. That means every call, email, meeting, and contact engaged. Talk about a time suck! Not to mention the endless context switching necessary to do this. (Someone pinch me and wake me from this nightmare!) With People.ai, you can say goodbye to manual data entry and hello to data automation! Imagine: minutes after completing a call, email, or meeting, a contact is created and an activity is auto logged in CRM to the correct account, opportunity, contact, and lead. The benefit? Sales reps no longer have to break their flow, navigate their messy CRM, and input data manually – a workflow that typically takes up almost one-quarter of their week. Instead, they can continue to do what they were hired to do – sell! (Sounds dreamy, right?) But the benefits go beyond a sales rep. Imagine being a sales leader with complete visibility into accounts and opportunities, forecasting with up-to-date data vs. word of mouth, improved internal communication and customer handoffs, and the list goes on (but we’ll save that for another blog post). Another cliche we’ve all heard is “spray and pray.” (If your skin just crawled – you’re not alone.) Instead of wasting your time engaging dozens of the wrong personas, People.ai can: 1) Validate the RIGHT personas it takes to get a deal done, and 2) Allow sales reps and frontline leaders to easily confirm you’re actively ENGAGING those personas across all opportunities from one single view. With this increased focus, you can remove the distractions and only allocate your precious time towards personas that lead to closed-won business — all while shortening your sales cycle. Talk about a win, win. Now that you know the right personas to engage, how about we shift our focus to the right accounts? Each year, most sales reps are handed a list of target accounts. But, out of the dozens (or perhaps even hundreds) of accounts, it’s difficult to determine where to begin. Many of our customers leverage an intent solution like 6sense and marry this data alongside our AI-driven engagement score using our latest enhancement, Engagement Dashboards. Now, instead of engaging as many random accounts as possible, focus on a select few accounts – specifically, those expressing high intent. When you engage the RIGHT account at the RIGHT time, magic happens. Did you know closed lost deals take 38% longer than closed won deals? Today, most sales organizations don’t have a clear understanding of exactly how much time their sellers are investing into an account or opportunity. Typically, the only number they can go off is how many days old an opportunity is. But if an opportunity is 151 days old, there’s no telling if your seller spent 10 hours or 100 hours on that $50K opportunity (possibly leading to more seller time spent than revenue gained). Until now, of course! With People.ai, you’ll have complete visibility into time spent by account and opportunity. But that’s just the beginning! You can deeply understand time spent by activity type, with breakdowns between internal team members and external stakeholders. Now, with Engagement Dashboards and the ability to visualize time spent, you can easily determine when to walk away from an opportunity BEFORE entering the red. (::Pinch::) You’re not dreaming. It’s true – you can do less and achieve more by: Time back isn’t the only benefit of doing less thanks to automation and increased focus. You’ll grow pipeline, shorten sales cycles, increase deal sizes, and increase your win rate. Are you ready to do less? Consider this your sign! Book a custom demonstration to see the above (and much more) in action. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/frontline-sales-leaders-ai-strategy Title: People.ai | Sales Leaders: Use AI & Data to Build Top Teams Meta Description: Frontline sales leaders can use AI and data-driven coaching to boost team success and drive real change in sales organizations. Language: en Canonical URL: https://www.people.ai/blog/frontline-sales-leaders-ai-strategy ## Headings Structure: H1: AI & Data: Frontline Sales Leaders Build High-Performing Teams H2: Part 1. Prepare your Sales Organization to Become AI-Optimized H2: Part 2. Measure Success H3: Learn more about how you can leverage AI and better data to develop a team of high performing reps. H2: Table of contents H2: Article Topics H2: Related Insights H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: The 12 Best Books on Selling for 2022 [Speed Reads] ## Main Content: H1: AI & Data: Frontline Sales Leaders Build High-Performing Teams H2: Part 1. Prepare your Sales Organization to Become AI-Optimized H2: Part 2. Measure Success H3: Learn more about how you can leverage AI and better data to develop a team of high performing reps. H2: Table of contents H2: Article Topics H2: Related Insights H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: The 12 Best Books on Selling for 2022 [Speed Reads] Frontline sales leaders can use AI and data-driven coaching to boost team success and drive real change in sales organizations. As our world becomes increasingly data-driven and AI-optimized, the sales leaders who adopt the right tools and processes now will have a competitive edge over those who hesitate. As a frontline sales manager, it’s quite likely you were a highly successful seller not that long ago. Now, as you create and enable a team of high performers, it’s smart to build efficiencies and proven data-driven approaches into your playbook from the start. Here are some steps you can take to set yourself up for success and start to facilitate real change in your sales organization. Step 1. Identify the areas of your sales organization that need to change. Start by identifying inefficiencies and the roadblocks standing in the way of your desired state. Then, start to think through solutions that will help get you there. Here are some challenges you may be experiencing. Step 2. Align expectations with senior management. Once you’ve identified the areas of your sales organization that need to change and how you propose to address those challenges, it’s time to gain support from senior leadership. By aligning expectations, you’re making sure they understand the impact for themselves and the organization and gaining champions for your programs. In turn, you’re committing to following through with the plans you’ve proposed. ‍Step 3. Define success metrics. Determine appropriate program KPIs and reporting cadences for your programs and communicate those with leadership. What does success look like for you and your team? Some examples: In other words, what behavior are you looking to change, and how are you going to measure success? ‍Step 4. Develop your AI roadmap. Your new program should have a complete set of activities, assets, tools, and technologies — all clearly aligned to measurable and observable outcomes that can be assessed by you and reported to senior leadership. Get a detailed explanation of how to develop an AI roadmap here. ‍Step 5. Implement and iterate using the right tools. It’s possible to build AI sales tools in-house but it can be a months-to-years long process. There are many out-of-the-box sales AI tools that can help make an impact right away. It’s important to select sales technology that offers A. the capabilities you need to help solve your challenges, B. the insights and reporting capabilities you need to measure success, and C. robust and up to date security and data privacy protections. Once you have the organizational alignment in place and the technology you need to implement changes, you can kick off your new AI-driven sales programs. Here is a table to measure the success of new programs: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/future-proof-business-with-salesai Title: People.ai | Future-Proof Your GTM with SalesAI Insights Meta Description: SalesAI transforms sales strategy with full GTM data and real-time insights, unlocking the power of generative AI to drive success for sales teams. Language: en Canonical URL: https://www.people.ai/blog/future-proof-business-with-salesai ## Headings Structure: H1: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI H2: From Blind Spots to Total Clarity: Unobstructed Business Visibility and Data-Driven Decision-Making H2: Accelerating Sales Performance with Real-Time Responses and Proactive Guidance H2: The Key to AI Success is Harnessing the Power of (Complete) Data H3: With great data comes great responsibility H2: Our vision for the future H2: Table of contents H2: Article Topics H2: Related Insights H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H3: 5 Ways Companies are Using AI in their Sales Strategy ## Main Content: H1: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI H2: From Blind Spots to Total Clarity: Unobstructed Business Visibility and Data-Driven Decision-Making H4: AI-powered analysis, recommended next steps, and proactive risk mitigation H2: Accelerating Sales Performance with Real-Time Responses and Proactive Guidance H4: Sales AI provides instant answers to account, opportunity, and team questions H2: The Key to AI Success is Harnessing the Power of (Complete) Data H4: Unlocking your data is the key to getting real value from AI. H3: With great data comes great responsibility H4: Privacy and trust H2: Our vision for the future H2: Table of contents H2: Article Topics H2: Related Insights H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H3: 5 Ways Companies are Using AI in their Sales Strategy SalesAI transforms sales strategy with full GTM data and real-time insights, unlocking the power of generative AI to drive success for sales teams. 2024 is the year of AI Maturity. If you’re like many other sales leaders out there, you’re thinking about how to unlock the power of AI for your organization. And, more specifically, how to do it the right way, so your teams are set up for success. You understand the risks of moving too slowly and not being able to catch up. Let us introduce you to SalesAI! SalesAI–our fully integrated generative AI sales solution–is now available! SalesAI is revolutionizing the way company leaders and go-to-market (GTM) teams approach revenue, team structure and coaching, and GTM execution. AI can feel complicated, but it doesn't have to. That's why we created SalesAI. Now, your whole GTM organization can be set up for success with automated workflows, real-time data-driven insights, proactive coaching, forecasts based on facts, hyper-personalized emails, meeting and call summaries, and so much more! All within the tools they already know and love. SalesAI is like nothing you’ve seen before. See this amazing technology in action: SalesAI provides leaders with an unobstructed, complete, and accurate view of the business. You will have the ability to get deal and customer analysis, best next steps, and surface deal risks. No more blind spots or surprises. SalesAI provides the best GTM insights on the market because it was designed specifically for sales organizations' and GTM teams' specific needs and challenges. It is a function-specific model, trained with function-specific prompts, that will speak the language of your team. The quality and breadth of People.ai’s data is unmatched. SalesAI is trained on trillions of anonymized pipeline and activity data points captured over the last decade. This prevents the “captain obvious” answers and allows SalesAI to give meaningful, actionable responses to your questions. For example, you can ask SalesAI, “Get me up to speed on this deal. Provide a high-level overview of strengths, weaknesses, and key personas.” SalesAI is taking the guesswork out of selling. Your entire GTM team will be equipped with data-driven insights to make smarter, faster decisions. And because of SalesAI's unmatched data foundation, your analysis will be enriched with additional data from the public internet, unlocking the complete picture. Get instant answers to your burning questions and empower your sales leaders to make quick, informed decisions to keep deals moving fast and your team performing at its prime. With SalesAI, you’ll get proactive guidance on how to optimize sales leadership to span across larger teams and surface best practices from top-performing reps for more impactful coaching. Construct the ideal buying group for every deal with buyer benchmarks and insights. Use SalesAI to continuously and proactively identify inefficiencies and risks across every team, account, and opportunity. With real-time insights like these, your team is set up to scale revenue effectively, tighten deal execution, and shorten sales cycles. But none of that would be possible without People.ai’s best-in-class data foundation. Even with other AI tools on the market, if you don't have the data foundation you need, you’re going to be disappointed by the basic AI outputs they provide. Investing in an AI tool without the proper data foundation will leave you making critical decisions with only half the story, or even worse, with incorrect or missing information. With People.ai, your CRM gets fed complete, accurate, and enriched data from day one. Think of all the activities and interactions (meetings, Zoom calls, emails, LinkedIn messages, Slack messages, etc.) that happen through every stage of the customer journey. By automating your sales activity capture, SalesAI can then do the heavy lifting of unifying all that data and give you a truly holistic understanding of your business. Because of this data treasure trove, SalesAI can then serve up real-time account, deal, and team insights and answer your most pressing questions. Unlike a tool without the People.ai data foundation advantage. Here is an example of AI outputs with bad vs. good data: That all sounds amazing, right? Want to start implementing these game-changers for your sales team, but worried about privacy? We have you covered. With great data comes great responsibility. Privacy and trust are at the core of everything we do at People.ai. We understand the great responsibility to protect the data entrusted to us, which is why People.ai has some of the most stringent privacy guidelines in the industry. Unlike public generative, SalesAI keeps your business information confidential. SalesAI acts as a proxy layer between your organization and public generative AI tools so you can confidently leverage the power of LLMs while ensuring the privacy and security of your valuable company data. At People.ai, we envision a future where every aspect of enterprise go-to-market operations is optimized and productivity is supercharged with AI and automation. In this future, there is no place for manual data entry, updating your forecast in a spreadsheet or legacy SaaS tools, sending hundreds of mail-merge emails to a bunch of prospects who’ve never heard of you, showing up to customer meetings with generic decks, or coaching your teams based on anecdotes. This is just the beginning. Every day we’re getting more and more data, building impactful partnerships and integrations, and innovating our truly native AI. With SalesAI this future is possible now. And there’s never been a better time to get a leg up on the competition. Be one of the first to experience the power of SalesAI. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/future-proof-your-sales-strategy Title: People.ai | Future-Proof Sales: Senior Leaders’ Guide to AI & Automation Meta Description: Learn how to create repeatable success and consistently exceed your goals using data, AI, and automation Language: en Canonical URL: https://www.people.ai/blog/future-proof-your-sales-strategy ## Headings Structure: H1: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H2: Part 1. Pave the Path to Repeatable Success with AI and Automation H2: Part 2. Measure Success H2: Table of contents H2: Article Topics H2: Related Insights H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience ## Main Content: H1: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H2: Part 1. Pave the Path to Repeatable Success with AI and Automation H2: Part 2. Measure Success H2: Table of contents H2: Article Topics H2: Related Insights H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience Learn how to create repeatable success and consistently exceed your goals using data, AI, and automation As a senior sales leader, you must scale your approach to succeed. And AI can enable you to do just that, according to Harvard Business Review, “With generative AI…sales planning tasks that took weeks can be performed in an hour, as managers dialog with the system to discover opportunities, formulate key account strategies, and determine how to allocate effort to geographies, customers, products, and activities.” Here are proven ways to use AI to achieve repeatable success and consistently exceed your goals. ‍Step 1. Identify the areas of your sales organization that need to change. Start by identifying inefficiencies and the roadblocks standing in the way of your desired state. Then, start to think through solutions that will help get you there. Here are some challenges you may be experiencing. Step 2. Align expectations with stakeholders. Once you’ve identified the areas of your sales organization that need to change and how you propose to address those challenges, it’s time to gain support from senior leadership and align with your frontline sales managers. By aligning expectations with leaders, you’re making sure they understand the impact for themselves and the organization and gaining champions for your programs. And gaining the support of your frontline leaders is critical since they will be the one implementing any new programs. ‍Step 3. Define success metrics. ‍Determine appropriate program KPIs and reporting cadences for your programs and communicate those with leadership and direct reports. What does success look like for you and your team? For example, is it a matter of how accurate your forecasting should be? What behavior are you looking to change, and how are you going to measure success? ‍Step 4. Develop your AI roadmap. ‍Your new program should have a complete set of activities, assets, tools, and technologies — all clearly aligned to measurable and observable outcomes that can be assessed by you and your team of managers and reported to senior leadership. Here is a detailed explanation on how to develop an AI roadmap your organization can trust. ‍Step 5. Implement and iterate using the right tools. ‍It isn’t impossible to build AI sales tools in-house but it can be a months-to-years long process. There are many out of the box sales AI tools that can help make an impact right away. It’s important to select sales technology that offers A. the capabilities you need to help solve your challenges, B. the insights and reporting capabilities you need to measure success, and C. robust and up to date security and data privacy protections. Once you have the organizational alignment in place and the technology you need to implement changes, you can kick off your new AI-driven sales programs. Here is a table to measure if your new programs are working: Learn more about how you can leverage AI and better data to identify and understand patterns in order to scale your sales strategy. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gen-ai-is-magic-tech-democratizing-business-intelligence-danny-lange-google-cloud Title: People.ai | GenAI: The 'Magic Tech' Revolutionizing BI with Google’s Dan Meta Description: Discover Danny Lange’s path to Google Cloud and how he’s transforming AI, data analytics, and business intelligence for the future. Language: en Canonical URL: https://www.people.ai/blog/gen-ai-is-magic-tech-democratizing-business-intelligence-danny-lange-google-cloud ## Headings Structure: H1: GenAI: The 'Magic Tech' Revolutionizing BI with Google’s Danny Lange H2: A Magic Moment for Magic Tech H2: ‘We’re All Going to Be CEOs’ H2: Big Data is Back in a Big Way H2: Lange’s Legacy: Enabling Developers’ Imaginations H2: Table of contents H2: Article Topics H2: Related Insights H3: 4 Ways CRM Tools Can Transform Your Sales Process H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Data, AI & Automation: Keys to GTM Transformation in Life Sciences ## Main Content: H1: GenAI: The 'Magic Tech' Revolutionizing BI with Google’s Danny Lange H2: A Magic Moment for Magic Tech H2: ‘We’re All Going to Be CEOs’ H2: Big Data is Back in a Big Way H2: Lange’s Legacy: Enabling Developers’ Imaginations H2: Table of contents H2: Article Topics H2: Related Insights H3: 4 Ways CRM Tools Can Transform Your Sales Process H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Data, AI & Automation: Keys to GTM Transformation in Life Sciences Discover Danny Lange’s path to Google Cloud and how he’s transforming AI, data analytics, and business intelligence for the future. Danny Lange likes his coffee black, and on his desk there’s only a computer. But everything else about his life is anything but simple. In 2023, Lange joined Google Cloud as Vice President of Data Analytics following a storied career building machine learning platforms at Unity, Uber, Amazon, and Microsoft. Lange’s path to Silicon Valley started in Denmark where he grew up, raised mostly by his grandmother because his parents traveled with a circus—his dad a highline walker and his mom a bicycle acrobat. “School was not the central thing,” Lange said. “I was the first in my family to go to high school, first to go to university. I couldn’t get far enough away from the circus. I didn’t like clowns.” Lange did get far away from the circus, earning a PhD in computer science at Technical University of Denmark and eventually moving to Tokyo, then Seattle, then San Francisco. In his tenure, he has worked on the edge of every seismic technology shift since the 1980s—including hypertext at CERN, OnStar for GM, and Java Aglets at IBM. The AI revolution we are experiencing now, he says, is different. “We have never seen anything like this in history,” Lange said. “It is a very special moment. This stuff finally works. It works better than I ever expected, and it keeps working better and better.” What generative AI can do now and what it will be able to do in the near future, Lange considers to be like “magic technology.” With AI to help us understand data, assess a situation, give advice, and support decisions—that’s going to democratize business intelligence. And Lange wants to be part of making it happen. From a young age, Lange was curious about how things worked, and he credits a next-door neighbor for igniting his interest in computers. One day when Lange was about 10 years old, that neighbor popped his head over the backyard fence. He was an electrical engineer and invited Lange to learn about electronics and integrated circuits. Lange was fascinated with the digital parts of electronics, with machines that could count and perform logic. The major technology shifts Lange has witnessed since then have been what he considers fundamental whereas AI is transformational. We moved from the typewriter to computerized word processing. The World Wide Web gave us access to information without going to a library or waiting for a newspaper delivery. “It’s not like you can type fast or get information fast. No, you can actually be helped at the deep intellectual level with decision-making,” Lange said. “It is changing the core of how intellectual work takes place. Past tech advances sped up human capabilities. AI exceeds human capabilities.” Take, for example, the use of chatbots to process a lengthy email thread—Lange’s current favorite AI application. It can save the time it takes to read the entire exchange, quickly deliver an executive summary of what was discussed, and summarize the opinions of each participant. AI can be asked about the points made and will help craft a response based on a stated position. On a grand scale, Lange thinks these capabilities will change the way professionals make decisions. “Sometimes we claim it is data-based, but in reality, it’s often just gut-based. I see very big and important decisions being made based on very little analysis,” he said. “AI is going to take away people looking at numbers and dashboards and then trying to guess which direction things should go.”‍ With its supernatural ability to process massive volumes of data at lightning speed, AI is forecast to do everything from pick stocks to perform heart surgery. A Chinese gaming company and a Polish drinks company went so far as to appoint AI bots to their CEO positions. But Lange sees beyond the big dreams and the gimmicks. “To say AI is going to be the CEO—that’s completely wrong thinking,” said Lange. “We’re all going to be CEOs. We are all going to make decisions with these tools in our hands.” As humans, we simply cannot process huge amounts of data. We fall into routines and rely on what has worked in the past, but “AI systems provoke us to think differently,” Lange said. People can spar with AI, use it to probe data, uncover answers, or be confronted with points of view they hadn’t considered. It’s an opportunity many business leaders would welcome. A recent survey revealed C-suite executives are open to “a significant amount of support from AI.” And the most exciting part is that this can happen across the entire enterprise, not just in the boardroom. “I think that many more people should be equipped with the ability to make well-informed decisions in their companies and that is absolutely going to enable businesses to scale much more effectively,” Lange said. Lange notes an important caveat, “Generative AI can advise and provide insight, but it is not the boss. At the end of the day, we are making the decisions.” As users have already seen, AI is not perfect. It can be biased, presenting skewed information. It can hallucinate, making up information and presenting it as facts.  It is the responsibility of humans to ensure data fed to the AI algorithms is complete, accurate, clean, and organized—and to cross-check AI outputs accordingly. In other words, what AI provides is options, not answers. “Software used to be deterministic, giving the same result every time—it’s black or white, it’s true or false,” Lange said. “What we are experiencing now is way more complicated. We actually have more responsibility than ever.” A buzzword stretching back to the 1990s, ‘big data’ has been a term as difficult to wrangle as the data itself. Today, Lange says, “data is bigger than ever.” “The first time around with big data, we didn’t have the necessary tools to analyze it,” he said. “We produced big data. We stored it, we processed it, but we couldn’t really make sense of it.” Now that generative AI can analyze vast volumes of information, it’s beckoning a comeback for big data buzz. “GenAI is like having a whole army of data scientists with PhDs analyzing your data,” Lange said. This is the work of Lange and his team at Google—letting AI loose on vast amounts of data to find trends, anomalies, and knowledge needed for making meaningful decisions. Companies that invested in big data over the past two decades have a big advantage because the analytical tools are finally catching up. “That data is probably worth more than anyone thought it would be,” Lange said. “AI allows you to distill that information.” This means decision-makers can look to AI for help answering strategic business questions about customers, deals, products, pricing, operations, and more. Of course, privacy concerns still haunt big data. Many people bristle at custom online content or commercial goods recommendations that feel a bit too accurate. Lange expresses optimism around that topic as well. “Big data has become so rich and machine learning so advanced, that content and experiences can be personalized without your private information being revealed.” “Leading companies are using big data today to optimize these experiences while not violating the privacy rules,” Lange said. (In a related article, People.ai founder Oleg Rogynskyy recently spoke about the AI-driven approach to persona data for optimizing go-to-market activities.) Looking back on his childhood, Lange describes his grandmother as “pure love.” She was completely blind and fully committed to caring for him, filling the gaps when his parents were away. Lange also speaks highly of the neighbor who inspired his love of computers. That same neighbor became the priest of a church north of Copenhagen, and he eventually led the wedding ceremony when Lange married his wife, Eva. They raised four children which Lange calls his proudest achievement. At this point in his career, Lange is looking toward another achievement—a dowry of sorts for tomorrow’s tech geniuses. “What if millions and millions of people can develop applications that use AI to accomplish something?” This is Lange’s hope. As humanity faces seemingly insurmountable global challenges, such as those brought on by climate change, autonomous systems can help. “We need clever systems that help you understand how to fix some of these problems without making a whole bunch of new problems,” he said. At Google Cloud, Lange and his team are focused on building AI tools people can use to solve problems. “But all of those tools also have APIs that allow developers to build tools we cannot imagine, and we’re already seeing that happening,” Lange said. “What I want to leave behind is the ability for people to create surprising applications and solutions that I just would never have imagined possible.” Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/generative-ai-is-about-to-change-the-way-your-team-sells---heres-how Title: People.ai | Generative AI Is Changing How Your Team Sells — Here’s How Meta Description: Generative AI can transform how your team sells. Discover how your sales organization can start leveraging this innovative technology today. Language: en Canonical URL: https://www.people.ai/blog/generative-ai-is-about-to-change-the-way-your-team-sells---heres-how ## Headings Structure: H1: Generative AI is About to Change the Way Your Team Sells - Here’s How H2: What is generative AI and how can it help my sales organization? H2: Fulfill the promise of your CRM H2: Public vs. proprietary generative AI tools H2: Data in, data out H2: Table of contents H2: Article Topics H2: Related Insights H3: 4 Ways to Ramp Sales Reps Faster H3: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat H3: Oleg Rogynskyy on an Intentional Approach to Life and AI ## Main Content: H1: Generative AI is About to Change the Way Your Team Sells - Here’s How H2: What is generative AI and how can it help my sales organization? H2: Fulfill the promise of your CRM H2: Public vs. proprietary generative AI tools H2: Data in, data out H2: Table of contents H2: Article Topics H2: Related Insights H3: 4 Ways to Ramp Sales Reps Faster H3: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat H3: Oleg Rogynskyy on an Intentional Approach to Life and AI Generative AI can transform how your team sells. Discover how your sales organization can start leveraging this innovative technology today. Generative AI has the potential to transform the way your team sells. Learn more about this innovative technology and how your sales organization can start using it today. The buzz surrounding generative AI is growing and getting hard to ignore - for good reason. Organizations that operationalize generative AI early have the opportunity to become disrupters in their space by getting to market faster with data-driven precision. The technology represents a transformative shift away from the complexity of big data toward lowering the barrier to entry for data access and innovation across business operations. In fact, Gartner predicts that by 2025, 75% of B2B sales organizations will use both AI and traditional sales solutions.1 Right now, sales organizations are getting a partial introduction to the technology with limited use cases. But its full potential has yet to be fully realized or even understood since most organizations are still developing their generative AI solutions (hint: ask us how People.ai is different in this regard). It’s time to change that. Here is an overview of what generative AI can do for sales organizations today - and where it’s going in the future (with the right technology partner). Data has become the crucial differentiator in enterprise sales, underpinning customer engagement, sales interactions, and CRM. But few companies have realized the potential of this data because it's challenging, time-consuming, and costly to train employees to analyze and act on hundreds of data points. Most salespeople aren't data-savvy so they don't know how to unlock the potential of data and leverage it as a competitive differentiator. Generative AI’s natural language capabilities and human-like responses are the bridge between the data and your sales team’s ability to understand and use it in their day-to-day, real-time decision-making. The combination of data and AI revolutionizes enterprise sales, promising optimal efficiency, customer-centricity, and effectiveness. It’s the next step in realizing the full potential of revenue intelligence – making insights automated, personalized, and immediately actionable. Download a useful list of generative AI use cases for sales Today, enterprise sales teams can leverage generative AI to help enhance and automate real-world processes. They can use it to craft customer communications, summarize meetings, provide sentiment analysis, and more. But these use cases are just a basic introduction to what the technology can really do. It can also provide intelligent business insights: predict sales trends, identify opportunities at risk, recommend champions and buyers, and do general analyses of sales data. Remember when CRMs first arrived and we thought they were going to instantly give us all the insights we needed to make smarter strategic decisions and enable our teams to sell more, faster? Generative AI models trained for sales use cases with the right data is the key to unlocking the promise of your CRM. It’s the last-mile solution to help sales teams easily unlock insights trapped in all of that captured data. What do I mean by “easily”? All of this is possible. With the right technology partner. Publicly-available generative AI tools like ChatGPT and Bard are a great way to start exploring the potential of the technology. But their usefulness is limited due to: The alternative is a proprietary generative AI solution which protects all data by acting as a proxy layer between your organization and the public domain. All data entered into the tool stays within the tool for your use only and is never used to train models, accidentally shared with competitors, or leaked. Specialized tools like the ones developed for sales organizations by People.ai are trained on massive amounts of data relevant to sales teams, making them the chef’s knife of generative AI. To win the trust of sellers and be viewed as an advisor, you need domain-specific models, trained with domain-specific prompts, in order to allow models to respond in a meaningful way. There’s a secret behind developing a truly valuable generative AI tool. It’s the data. When models are trained on robust, clean, and specialized data, the insights it produces are insightful and actionable. The opposite is also true. When a model is trained on superficial and generalized information, the insights produced are general and useless. The very best specialized generative AI tools for sales teams leverage automated activity capture to generate a 360 degree view of what’s going on in an account, opportunity, and across team performance. Rather than relying on anecdotal data entered by sales reps into a CRM, every single interaction between a sales team and a customer (think: email, virtual meeting, in-person meeting, demo, etc) is captured and automatically assigned to the correct contact, account, opportunity, and lead in the CRM. All of that collected information creates a data foundation on which to build intelligent AI tools. Generative AI holds the potential to revolutionize sales rituals and enhance the productivity of sales teams. People.ai is the world’s leader in revenue intelligence, which means that our generative AI algorithms have been trained with the very best data available and provide a solution that not only enhances your sales rituals but also eases the burden of data usage. We are integrating generative AI across our entire product suite, offering capabilities right now that go far beyond generating personalized emails. Request a demo and watch this video to learn more about generative AI for sales orgs at People.ai. [1] https://www.gartner.com/en/newsroom/press-releases/gartner-predicts-75--of-b2b-sales-organizations-will-augment-tra#:~:text=By%202025%2C%2075%25%20of%20B2B,%2C%20 according%20to%20 Gartner%2C%20Inc Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/go-to-market-strategy Title: People.ai | Go-To-Market Strategy Tips to Develop Your Framework Meta Description: Discover how a flexible go-to-market strategy helps achieve product-market fit. Learn about GTM motions, pricing, and customer profiles for new industries. Language: en Canonical URL: https://www.people.ai/blog/go-to-market-strategy ## Headings Structure: H1: Go-To-Market Strategy Tips to Develop Your Framework H2: What is a Go-To-Market Strategy? H2: Go-To-Marketing or Go-To-Sales H2: Crossing the Chasm Inside the Tornado H2: Go-To-Market Analysis H3: 1. Pricing H3: 2. Product-Market Fit H3: 3. Ideal Customer Profiles (ICP) H3: 4. Competition H3: 5. Distribution H2: Developing Your Go-To-Market Strategy H3: Prepare Your Marketing Plan H3: Understand Your Pricing Model & Strategy H3: Set Your Goals & Finalize Your Sales Plan H3: Take Your Product to Market (And Keep It There) H2: AI Disruption: 5 Trends in Go-To-Market Strategies H2: Table of contents H2: Article Topics H2: Related Insights H3: The Impact Of Sales Tracking Software On Your Business H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: Data, AI & Automation: Keys to GTM Transformation in Life Sciences ## Main Content: H1: Go-To-Market Strategy Tips to Develop Your Framework H2: What is a Go-To-Market Strategy? H2: Go-To-Marketing or Go-To-Sales H2: Crossing the Chasm Inside the Tornado H2: Go-To-Market Analysis H3: 1. Pricing H3: 2. Product-Market Fit H3: 3. Ideal Customer Profiles (ICP) H3: 4. Competition H3: 5. Distribution H2: Developing Your Go-To-Market Strategy H3: Prepare Your Marketing Plan H4: 1. Awareness Stage & Lead Generation H4: 2. Consideration Stage & Lead Nurturing H4: 3. Decision Stage & Sales Enablement H3: Understand Your Pricing Model & Strategy H4: Economy Pricing H4: Premium Pricing H4: Competitive Pricing H3: Set Your Goals & Finalize Your Sales Plan H3: Take Your Product to Market (And Keep It There) H2: AI Disruption: 5 Trends in Go-To-Market Strategies H2: Table of contents H2: Article Topics H2: Related Insights H3: The Impact Of Sales Tracking Software On Your Business H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: Data, AI & Automation: Keys to GTM Transformation in Life Sciences Learn how a flexible go-to-market strategy and GTM motions like pricing and customer profiles help achieve product-market fit and win new industries. Whether you are a freshly minted startup in the throws of a product launch or an industry incumbent expanding into a new market, a go-to-market strategy is essential. A good go-to-market strategy should help achieve product-market fit through flexibility, not rigidity. Simply put, your strategy is likely to change as you learn more about the new market you’re in and you pivot to better serve and better sell.Continue reading to learn more about what it takes to create a go-to-market strategy or jump to our infographic about the emerging trends of GTM motions. A go-to-market (GTM) strategy is a step-by-step plan for launching a new product, addressing a new audience, or otherwise entering a new industry. It is essentially the outline of how you plan to enter, engage, and win based on a change in one or all of the following three variables: The term product here is used to describe anything your business sells, whether it is a physical or digital product, service, platform, experience, or other offering. The audience is your user, customer, or buyer persona and can be segmented geographically. The industry could be a new vertical within the industry you currently serve or an entirely new industry. For example, you could be establishing your go-to-market strategy for an existing product tailored to serve a new and different industry. Or you might be selling a new product to your existing audience and industry. Go-to-market strategies are also relied on heavily by startups with new products, audiences, and industries. A good place to start is understanding the various GTM motions that can be leveraged to grow one’s market share. Will your strategy be driven primarily by sales, marketing, or a combination of both — and if so, at what composition for each? Product-led growth, for example, relies more heavily on product marketing and sales enablement while a top-down GTM approach will require building an enterprise sales team. Pricing will be the most important factor in your strategy here because a product with low ACV will not warrant an enterprise sales team and a product with high ACV will be less likely to grow-to-market (sorry) without an outside sales team. Combining references to the famous books on go-to-market strategies by Geoffrey Moore, Crossing The Chasm and Inside The Tornado, no matter where in your product’s life-cycle, entering a new or expanding market requires knowledge of the intricacies of adoption and hypergrowth. For example, understanding that whether you’re launching a new product or broadening to a new market, the adoption curve will follow a similar path of barriers and chasms. Your GTM strategy should plan for the various stages of an expanding market, starting with an ICP that will be most likely to adopt early, connecting with your value prop and taking a risk on your new offering. As the product is adopted and the market changes, so should your GTM strategy. For example, you may have started with a long, outside sales cycle, customizing the new product to work for your early adopters, but now that the product is the market leader, you can lean on more scalable GTM motions, like sales enablement and inside sales teams. We’ve touched on a few of the early analyses you will need in order to have a coherent GTM strategy, but will cover them more in-depth here. Your pricing strategy will be the gravitational force that keeps your GTM strategy down to earth. As we’ve mentioned, deal size will strongly influence whether you plan to take on a sales-led or product-led approach. Your pricing strategy should also plan for a progressively larger market and how that can necessitate changes in pricing. For example, if your early book of business was driven by high-margin sales into the healthcare industry, a new target market that is more price-sensitive but requires less direct selling would necessitate a lower price. The new market could also require less complexity in the product, which leads us to our next point. Another consideration for your go-to-market strategy is whether or not you have achieved product-market fit. Product-market fit is the union of a solution (your product) to an audience's problem (the market) that they are willing to pay to have solved. It’s important to deeply understand the value of the problem or customer pain point you are trying to solve. Many defer to the vitamin vs. painkiller analysis — is your product a nice-to-have or a must-have? You must remain nimble and willing to pivot when your GTM strategy meets the actual market. The winning strategy will be chosen by a majority of votes — in the form of dollars not ballots. Don’t just consider who will be buying your product. Consider who will be buying your product first. You’ll notice “profiles” is plural above. This is because you should have more than one ICP that will align with your GTM strategy at different phases of your product’s life cycle. For example, your initial customer profile might be a company of a certain size, maturity, within a specific geographic location, or in a place to invest in the technology, product, or service you are offering. As you learn, improve, and grow, the ICP will also morph into a different type of customer. It wouldn’t be a complete go-to-market strategy without understanding where the competition currently fits into the market. Are there multiple competitors? Is there a dominant player? Do they differ on quality or price? If there is existing competition, you’ll need to understand what will differentiate you and why someone would incur the switching costs to move their business to you. Getting the word out about your product is one thing; actually getting your product out is an entirely separate, albeit equally important, undertaking. Reid Hoffman, founder of LinkedIn and venture partner at Greylock, believes that network effect businesses must develop their distribution strategy alongside their product. In some cases, your distribution mechanisms can change or take on a multi-faceted approach. For example, in the go-to-market matrix below, you’ll notice that at various deal quantities and sizes, the GTM motion may differ. For example, many deals at low value could warrant a sales enablement approach to grow the freemium base and expand the accounts over time. Once you’ve completed your GTM analysis, you’ll want to start developing a strategy to position and get your product to market. Use these questions as a guide to complete a high level overview of your GTM strategy. How are you going to get in front of the right people in the right place at the right time? You’ve already identified your ICP in your analysis, so now it’s time to outline your ideal customer’s journey. You can think of the customer’s journey and respective marketing goal in three stages: Where will you find prospective customers, and how will you reach them before they even realize what their problem is? Often during the awareness stage, prospects have begun experiencing symptoms of a problem, so they are still not ready to fully invest in your solution just yet. How can you encourage a prospect to follow your brand and put your product on their list of potential solutions? By the consideration stage, your prospect has now identified their problem, but is still unsure of the solution. As they research their solution, you’ll want to provide answers as they relate to your product to help them become familiar with your brand. Again, content and consultations are your friends here, except both will be more focused on your products and how they solve your prospect’s problem. How will you convey your product is the solution to a prospect’s identified problem? By the decision stage, your prospect is narrowing their list of potential products as their problem’s solution. You’ll need both sales enablement content and a sales team, but how you utilize both will vary based on the complexity of your product and the preferences of your ICP. For more complex products, you may need a salesperson to walk through all of the features, whereas for less complex products you can rely more on in-depth content. In some cases, your prospects may prefer a robust resource library with tutorials and guides to ensure the product is the right solution for them, while others prefer a rep they can call for support and live demos before they buy. The right mix of content and the right mix of an inside and outside sales team will be crucial at this stage. What is your pricing model and strategy? Pricing extends beyond just your financial objectives; it also ties in closely with your branding and product positioning. You’ll want to consider your pricing model and pricing strategy after researching what your competitors are doing and what your ideal customers are used to paying. Depending on the product, you may consider performance-based pricing like a monthly subscription, pay-per-use, pay-per-seat, or combination of all three. In other cases, you may prefer fixed pricing for a one-time purchase or tiers of fixed rates based on the features or access. Take note of what your competitors are doing to see how it may influence your pricing model. Your pricing strategy defines how much you are charging in relation to the quality, and why. Pricing sends a message about how you are positioning your product in relation to your competitors. A price-value matrix, with price as one axis and quality as the other, helps you visualize where you fall in relation to competitors. (Quality here means fewer or limited features, not an inferior product.) There are several pricing strategies to help you position your product that can be plotted on a price-value matrix, including: This is the low cost strategy that typically only businesses that sustain lower operating costs can offer. Economy pricing can mean gaining a larger market share and a competitive advantage. The risk here is that there can only be one product that is truly the lowest cost in the market, making you susceptible to competitors with larger economies of scale able to offer similar products at a lower cost. Customers are often less loyal as they are shopping around for the lowest price, so your market share can quickly shift. This is the high cost strategy, which in turn makes it the riskiest but also the most profitable. It’s important to note a high price does not automatically define your product as premium — your product’s quality needs to be perceived as high among your customers in relation to competitors. The risk of over promising and under delivering is highest in this category, but your potential profit margin is, too. Customers who are shopping for a premium product are often more likely to be brand loyalists, so once you have them you’re less likely to lose them to a competitor. This is not as clear cut as the other two strategies as it depends heavily on what your competitors are doing. You can simply match the price of a competitor or surround the middle market price of several competitors. The idea here is to win your competition’s market share by providing a better product at the same price. The risk is that you are dependent on your competitors; if they offer promotion pricing or lower their price, you may lose a share of the market if you do not continue to match their price. Whether you are expanding your market share of an existing product into a new industry, or you’re creating a new product for existing customers, once you define the main goal of your product, how will you know if you’re successful? You’ve likely heard of SMART goals, and they will be the guiding light in your sales plan. As a refresher, SMART is an acronym for Specific, Measurable, Attainable, Relevant, and Time-specific. Typically your goals will either be oriented around activities or outcomes, meaning the primary variable you are attempting to influence is either the activity or the outcome. A sales plan can help outline your high level strategy for your ultimate goal, increasing revenue over a specified period of time, helping leadership teams communicate on priorities and expectations. Therefore, your sales plan should be shared not just with your sales team, but also with leadership across your organization. Once your product has launched, how are you going to keep it in the market? You’ll need alignment between marketing, sales, and operations to ensure budget, resources, and channels of communications exist to support your product after launch. Such alignment across your leadership teams can be achieved through the use of common language, metrics, and processes to facilitate alignment on goals. Transparency on the progress towards these goals is also crucial to unite your leadership teams. Business intelligence dashboards with real-time reporting can visualize how your product is performing and provide insights into which activities are working (and which aren’t). From the customer perspective, the symbiotic relationship between these departments translates into smooth transitions throughout their journey from a marketing lead to a sales prospect to a customer. Your job isn’t over when the product has launched, nor is it over when the product continues to just exist in the market. To achieve the goals set forth in your sales plan, you need to be responsive to feedback and adapt accordingly to move to where you want to be within the positioning matrix. This is why closed loop reporting between marketing, sales, and operations teams is crucial. Take advantage of today’s technology by powering your GTM strategy with AI tools and machine learning platforms. People.ai is the only Revenue Operations and Intelligence platform that uses AI to uncover actionable insights, increase productivity, and drive consistent execution quarter over quarter. Encourage your marketing and sales teams to work together with the help of sales enablement platforms that widen the funnel and reach broader markets. Similarly, empower your sales and operations teams to collaborate on the development and tracking of those SMART goals laid out in your sales plan with the help of business intelligence dashboards. Read more about the tech disruption trends in GTM strategies: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/goodbye-org-charts-hello-relationship-maps Title: People.ai | Goodbye Org Charts, Hello Relationship Maps Meta Description: Map customer relationships with People.ai’s Sales Solution to boost predictability, sales velocity, and win rates—no manual data entry needed. Language: en Canonical URL: https://www.people.ai/blog/goodbye-org-charts-hello-relationship-maps ## Headings Structure: H1: Goodbye Org Charts, Hello Relationship Maps H2: Article Topics H2: Related Insights H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: 10 Follow-Up Sales Email Tips That Really Work H3: 3 Ways AI Can Enhance your ABM Campaigns ## Main Content: H1: Goodbye Org Charts, Hello Relationship Maps H2: Article Topics H2: Related Insights H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: 10 Follow-Up Sales Email Tips That Really Work H3: 3 Ways AI Can Enhance your ABM Campaigns Map customer relationships with People.ai’s Sales Solution to boost predictability, sales velocity, and win rates—no manual data entry needed. You can try drawing the org chart of your target customer on paper, a screen or just in your head, but it’s probably going to be obsolete the moment you finish it. New stakeholders become official or de facto members of a buying committee. Some will be influencers, some will be among the final decision makers, but ultimately all of them are important. Figuring out who’s who is one of the issues that often makes selling complex, challenging and overly time-consuming. As selling becomes more dynamic and data-driven, org charts are no longer good enough, because they don’t reflect how the process actually works. You don’t really sell to an organization. You sell to people. That means talking to all the right people, which only happens as you build a relationship that’s strong enough with your first contact that you get introduced to the next person. What you really need is a way to map out all the relationships that are involved in a buying decision at each customer organization, and to be able to plot a successful course to close each deal. What Relationship Maps Tell You That Org Charts Can’t Besides reporting structure between all the stakeholders in an account, you also need to understand lines of influence between them. Will the CFO be a potential roadblock to the sale, for example, or might they be someone you can turn into a champion to accelerate the deal? Maybe it’s the IT person, the operations person or someone else in the C suite. You can collect and manage that kind of data in a CRM, but who has time for all that data entry? A relationship map should fast-track you towards the right data — data that can help identify the next best action, like who might be able to make a warm introduction to other people within an account’s sphere of interest. From there, you can move from false starts with a customer to identifying upselling and cross-selling opportunities. Approaches like account-based marketing (ABM) become easier to execute. You can finally build predictability and confidence into the sales forecast. How People.ai’s Sales Solution Maps It All Out For Reps Fortunately, relationship maps are not a theoretical concept. With People.ai’s recently released Sales Solution, reps can easily build relationship maps right inside Salesforce, pre-populated with the contacts they’ve engaged throughout their deal. Meaning, reps can generate actionable maps within their accounts while decreasing manual data entry by 30%. How? People.ai works behind the scenes to capture contact names, titles, and seniority before matching them to their associated opportunity. When it’s time to build your map, People.ai auto-populates contacts so reps simply draw the lines of influence and buying roles as relationships develop over deals. Plus, as more contacts get looped in, People.ai will automatically prompt reps to add them to their SmartMaps, ensuring maps are always up-to-date. With no added data entry, reps have more time to focus on the relationships within an account and the lines of influence that can help increase the velocity of their sales cycle and boost win rates. Selling used to mean running into a lot of dead ends. Contact us if you’d like to learn more about how SmartMaps in Sales Solution will take you down a better, smarter path. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/google-mandiant-pen-testing Title: People.ai | People.ai strengthens data security with pen testing Meta Description: People.ai partnered with Google and Mandiant, leaders in penetration testing and cybersecurity, to strengthen data security protocols. Language: en Canonical URL: https://www.people.ai/blog/google-mandiant-pen-testing ## Headings Structure: H1: People.ai Teams with Google & Mandiant to Enhance AI Security H2: Strengthening Generative AI Security with Google | Mandiant’s Expertise H2: A Security-Focused Approach H2: Key Findings and Outcomes H2: Building Trust Through Security H3: Learn more about People.ai's best in class revenue platform security. H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: The Importance of Multi-Threading Your Relationships H3: People.ai Earns 3 Security Certifications, Boosting Your Trust ## Main Content: H1: People.ai Teams with Google & Mandiant to Enhance AI Security H2: Strengthening Generative AI Security with Google | Mandiant’s Expertise H2: A Security-Focused Approach H2: Key Findings and Outcomes H2: Building Trust Through Security H3: Learn more about People.ai's best in class revenue platform security. H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: The Importance of Multi-Threading Your Relationships H3: People.ai Earns 3 Security Certifications, Boosting Your Trust People.ai partnered with Google and Mandiant, leaders in penetration testing and cybersecurity, to strengthen data security protocols. At People.ai, we are committed to pushing the boundaries of AI revenue platform modernization with built-in generative AI capabilities. As enterprises increasingly rely on AI to optimize sales data ingestion, filtering, matching, and enrichment within their CRMs, security remains a top priority. That’s why we partnered with Google and Mandiant, leaders in penetration testing and cybersecurity. This collaboration ensures that our generative AI technology is not only cutting-edge but also built on a foundation of robust security measures to protect our customers. Our partnership with Google and Mandiant was focused on conducting a comprehensive security assessment of our Generative AI models and Conversation Intelligence agent. The primary goal was to identify and mitigate security risks across various attack vectors, including Cross-Site Scripting (XSS), HTML, SQL, server-side injections, and access control vulnerabilities. Mandiant’s assessment covered multiple critical security areas, ensuring a well-rounded evaluation: Through this rigorous assessment, we: The completion of this extensive security evaluation reaffirmed our commitment to data security and trust. James Wedewer, Director of Information Security at People.ai, emphasized, “Meeting security fundamentals in generative AI systems is crucial to maintaining the confidentiality and integrity of our customer data. Our partnership with Google and Mandiant allowed us to achieve this through rigorous testing and validation.” As we continue to enhance our AI-driven data platform, our mission remains clear: to provide enterprises with secure and trustworthy generative AI solutions. Partnering with industry leaders like Google and Mandiant ensures that our customers can confidently leverage AI, knowing that Trust and Safety are at the core of our innovation. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gtm-insider-are-you-turning-the-right-knobs-in-your-gtm-strategy Title: People.ai | GTM Insider: Are You Turning the Right Knobs? Meta Description: Laura Palmer talks about the knobs you need to leverage as a sales leader. Language: en Canonical URL: https://www.people.ai/blog/gtm-insider-are-you-turning-the-right-knobs-in-your-gtm-strategy ## Headings Structure: H1: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H2: 🎛 Data + AI = Endless knobs to turn H2: ⚡️ A(I)voiding the executive summary scramble H2: 💬 What I’m hearing in the field H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Write a Trade Show Follow Up Email + Examples H3: Auto-Converting Leads to Contacts: The Key to Boost Revenue H3: Guide: Choosing the Right GTM AI Vendor for Your Business ## Main Content: H1: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H2: 🎛 Data + AI = Endless knobs to turn H2: ⚡️ A(I)voiding the executive summary scramble H2: 💬 What I’m hearing in the field H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Write a Trade Show Follow Up Email + Examples H3: Auto-Converting Leads to Contacts: The Key to Boost Revenue H3: Guide: Choosing the Right GTM AI Vendor for Your Business Laura Palmer talks about the knobs you need to leverage as a sales leader. Being a sales leader right now is hard. We are constantly being asked to do more with less. As a GTM leader, I’m always thinking about what “knobs” I can turn to grow revenue, make my teams more effective, and ensure we are providing real value to our customers every day. Think about running your GTM org like flying a plane. You're in the pilot's seat with a huge control panel in front of you. You need to figure out what knobs to turn for a smooth flight, better fuel efficiency, an on-time landing, and happy passengers. You are in a constant state of tweaking, testing, and iterating, seeking things you can do better. It's our job as sales leaders to do that. But, you can only do it with great data. And we've all had that feeling of not having the data you need, or knowing your data isn’t accurate. It's a very uncomfortable feeling. What I love about AI is it allows me to ask questions on the fly and provides me with real answers based on data. AI is not only giving me more "knobs to turn,” but providing data-driven insights into what might happen with each adjustment. It gives me the option to turn knobs I didn’t even realize existed. Here are a couple of things I’ve come to expect from AI (fueled with great data): The key to all of this is having high-quality, comprehensive data. Without smart data, AI will not be effective. It will not add value. You will not use it. You know exactly what I’m talking about. You know that last minute dinner you have with an executive at a company and you ask the sales executive, “Hey, can you put together an account briefing for me?” It seems like a small request but it takes the AE half a day to pull those insights together. It’s a mad scramble and you still might not get all the information you need. If you have multiple account teams calling on that same account, good luck. Alternatively, I recently had the opportunity to visit a top tier account. I prepped for this meeting on the plane using our SalesAI platform. By asking a simple set of questions I understood who we had engaged with, when, what the outcomes of meetings were, conversation topics, and potential risks. I could easily see the complete picture of all our engagements across both my sales and customer success teams. I didn’t need to ask anyone to do the mad scramble. In fact, we use SalesAI to prep for every customer meeting we have. Lastly, I wanted to share some things I’ve been hearing from other GTM leaders lately. Remember, as GTM leaders, we need to be constantly turning the knobs available to us. Stop guessing and start using data to make smarter decisions. Turn those knobs with confidence!‍ Be bold. Sell smart.Laura PalmerChief Revenue Officer | People.aiLinkedIn Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gtm-insider-creative-ways-to-get-in-person-meetings Title: People.ai | GTM Insider: Creative Ways to Get In-person Meetings Meta Description: Being in person with customers is the single best way to build trust and progress deals. See the creative ways we get face-to-face. Language: en Canonical URL: https://www.people.ai/blog/gtm-insider-creative-ways-to-get-in-person-meetings ## Headings Structure: H1: GTM Insider: Creative Ways to Get In-person Meetings H2: 8 reasons to meet your customers in person: H2: How to get customers in person H2: Inspire creativity among your sellers H3: Give H3: Ask H3: Receive H2: Table of contents H2: Article Topics H2: Related Insights H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: Fool-Proof Ways To Increase Your Market Share H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap ## Main Content: H1: GTM Insider: Creative Ways to Get In-person Meetings H2: 8 reasons to meet your customers in person: H2: How to get customers in person H2: Inspire creativity among your sellers H3: Give H3: Ask H3: Receive H2: Table of contents H2: Article Topics H2: Related Insights H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: Fool-Proof Ways To Increase Your Market Share H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap Being in person with customers is the single best way to build trust and progress deals. See the creative ways we get face-to-face. Hi there,Earlier this month I attended Seattle Seafair and WOW, being with our customers was awesome! It was a great reminder that being in person with customers is the single best way to build trust and progress deals. And it’s even better while watching the Blue Angels while sipping a blue cocktail. In sales, it's commonly said that the walk to the elevator post-meeting is the most important part of customer interaction, and it’s true. It's in these moments that your champion shares unfiltered feedback and decodes what really went on in the meeting. Make it nice. Consider activities or places you'd make time for. The more creative, genuinely interesting activities based on your customers' interests are the most effective. I have a talented group of sellers on my team. One of our strategic AEs, Nick Owens, has really creative ideas to get in front of customers. I asked him to share some here. Hi, Nick here! For bigger accounts, I have a meeting setting framework I call Give, Ask, Receive. Here’s how it recently got me a meeting: Be bold. Sell smart. (And get in person).‍ Chad O'Connor‍Vice President of Sales | People.ai‍LinkedIn | Newsletter ‍Want more insights? Sign up for our newsletter, GTM Insider! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gtm-insider-cro-insights-from-rko Title: People.ai | GTM Insider: CRO Insights from RKO Meta Description: Laura Palmer shares insights on selling with confidence, leveraging "aha" moments, and the importance of multithreading in sales. Language: en Canonical URL: https://www.people.ai/blog/gtm-insider-cro-insights-from-rko ## Headings Structure: H1: GTM Insider: CRO Insights from RKO H2: 💃 Sell with swagger H2: 🎯 The art of the “aha!” H2: 🧵 Multithreading, multithreading, multithreading H2: 🚀 People.ai product innovations H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: Streamline Sales QBRs for Greater Impact and Better Results H3: Account Planning: Defining a Sales Account Plan Strategy H3: 4 Ways to Ramp Sales Reps Faster ## Main Content: H1: GTM Insider: CRO Insights from RKO H2: 💃 Sell with swagger H2: 🎯 The art of the “aha!” H2: 🧵 Multithreading, multithreading, multithreading H2: 🚀 People.ai product innovations H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: Streamline Sales QBRs for Greater Impact and Better Results H3: Account Planning: Defining a Sales Account Plan Strategy H3: 4 Ways to Ramp Sales Reps Faster Laura Palmer shares insights on selling with confidence, leveraging "aha" moments, and the importance of multithreading in sales. I'm writing this month's newsletter still in the RKO afterglow. People.ai had ours a few weeks back in San Francisco and it fired up the team for a great year ahead. I hope you're coming off your kickoffs with that same feeling. Kickoff is my favorite time of the year as a sales leader.  For many of us in sales organizations, the grind of closing out the year is exhausting. Kickoffs help us take a moment to pause and celebrate the success and hard work of the team, and then reset on strategy and goals for the upcoming year. Here are my top takeaways from our RKO and what sales leaders should be thinking about: Confidence is contagious. Go into every conversation with swagger. Understand the unique value you bring to each conversation and let that certainty shine through. Efficiency is the new eloquence, folks. Time is precious. Ensure that insights hit home quickly in every interaction. If you're not multithreading in your deals by now, you're playing a solo when you could be rocking a symphony. Here is a challenge for you. This week when you meet with your sales and customer success leadership and go through your top 10 deals and renewals, dig in and make sure you are multithreaded. If you’re not, make a plan to get multiple champions in each deal. You’ll be glad you did. I use a People.ai dashboard that shows me not just activity data but who we are meeting with and if we are meeting with multiple stakeholders. It tells me where we’re weak and I can be proactive in addressing it. Of course, at RKO we dove into our product roadmap. As both sellers and power users of People.ai, the innovations coming from our product team are momentous! Here are a few things on the horizon to get excited about: With our new CPO, Microsoft veteran Linda Simovic, leading the charge on product development, People.ai is paving the way for GTM AI. Our sales team can't wait to collaborate with the most forward-thinking GTM teams on these innovations. Remember, sell with swagger, master the “lightbulb” moment, and multithread, multithread, multithread. LauraLaura PalmerChief Revenue Officer | People.aiLinkedIn Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gtm-insider-july-2024 Title: People.ai | GTM Insider: Can Thought Leadership Level Up Your Sales Orga Meta Description: Hi, I’m Chad, VP of Sales at People.ai and your newsletter host this month. Let’s dive into selling with thought leadership—beyond just LinkedIn posts. Language: en Canonical URL: https://www.people.ai/blog/gtm-insider-july-2024 ## Headings Structure: H1: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H2: Define your space H2: Enablement is key H2: Personalize and prescribe H2: Table of contents H2: Article Topics H2: Related Insights H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: 7 Digital Transformation Trends for 2022 and Beyond H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams ## Main Content: H1: GTM Insider: Can Thought Leadership Level Up Your Sales Organization? H2: Define your space H2: Enablement is key H2: Personalize and prescribe H2: Table of contents H2: Article Topics H2: Related Insights H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: 7 Digital Transformation Trends for 2022 and Beyond H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams Hi, I’m Chad, VP of Sales at People.ai and your newsletter host this month. Let’s dive into selling with thought leadership—beyond just LinkedIn posts Hi, I’m Chad, your newsletter host this month and VP of Sales here at People.ai. I want to talk about a topic I am very passionate about: selling with thought leadership. And no, I don’t mean posting on LinkedIn three times a week. When thinking about thought leadership in sales, I mean establishing your company–and your team– as experts in your space. I am constantly telling my team to be AI business advisors. I want my sellers to help guide our customers on their AI journey and be consultative during the sales process. That is easier said than done. Let me walk you through how I think about up-leveling and empowering my sales organization to be trusted thought leaders. I’ll also share examples of what we are doing at People.ai. Start by defining your organization's unique perspective in your space. What is the intersection between your product or service, and your customer's pains and interests?  Work across your executive team and marketing on messaging to understand this. Here are some examples of People.ai’s thought leadership topics: You’ve nailed your messaging. You have a strong perspective. Now you have to enable and empower your sellers to become experts.Here is how we enable our sales org on thought leadership: Your team should be able to go into customer conversions with a confident perspective. If you’ve done the steps above well, your sellers can now listen deeply to their customers and personalize and prescribe a realistic path forward. A couple of final thoughts: What are your company’s innovative ideas and unique perspectives? Use those to inspire your customers and prospects to think differently. Be bold. Sell smart.Chad O'ConnorVice President of Sales | People.aiLinkedIn | Newsletter Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gtm-insider-june-2024 Title: People.ai | GTM Insider: My Conversation with Cisco at the Gartner CSO C Meta Description: People.ai CRO Laura Palmer shares insights from the Gartner CSO & Sales Leader Conference and her chat with Cisco’s GTM and RevOps leader, Sandeep Kumar. Language: en Canonical URL: https://www.people.ai/blog/gtm-insider-june-2024 ## Headings Structure: H1: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H2: 🌅 The path forward H2: ⛏️ The goldmine you already have (your data) H2: 🔗 Building a connected selling experience H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: Four Ways to Do Less and Achieve More with Data ## Main Content: H1: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H2: 🌅 The path forward H2: ⛏️ The goldmine you already have (your data) H2: 🔗 Building a connected selling experience H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: Four Ways to Do Less and Achieve More with Data People.ai CRO Laura Palmer shares insights from the Gartner CSO & Sales Leader Conference and her chat with Cisco’s GTM and RevOps leader. I am writing this as I wrap up a fantastic week at the Gartner CSO & Sales Leader Conference in Vegas. I am both inspired by and keenly aware of the challenges sales leaders and sellers face. Gartner's keynote presentation reiterated just that. This is difficult! It’s been an “interesting” couple of years to say the least. Sales leaders are facing big challenges. Budgets are limited. We are all being asked to do more with less. And because of all this, we must be more thoughtful about our investments in time, people, and technology. The good news? There is a massive opportunity for organizations and leaders who can make smarter, faster, better decisions. I am hearing from our customers like Cisco on how they are improving forecasts, increasing win rates, and optimizing sellers' time. At Gartner, I had the privilege of sharing the stage with my good friend and customer, Sandeep Kumar, GTM Strategy and Revenue Operations Leader at Cisco. Cisco is a massive organization with layers of complexity. They faced challenges with offline deal qualification processes, leading to poor pipeline visibility and constant communication gaps. Sandeep shared how AI is reshaping sales at Cisco to help solve these challenges and the massive opportunity for large sales organizations that adopt AI and automation early. Early on, Sandeep realized that Cisco was sitting on a goldmine that would provide his organization with much-needed clarity: their first-party data! They just needed to find a way to effectively capture it and make it accessible across their organization. Sandeep shared their journey to unlocking their data and how it is reshaping sales at Cisco. Cisco’s evolution of the digital selling experience for 2024 and beyond is guided by a clear North Star: “Deliver a connected, role-centric, AI-driven digital selling experience that accelerates a “One Cisco” approach for our customers.” This bold vision may seem unattainable, but Cisco’s systematic approach makes it possible. Their previous North Star was, “Prepare the foundation for Cisco’s transformation to everything-as-a-service,” laying the groundwork for where they are today. And it’s paid off. Cisco has already achieved some incredible results. They started with a People.ai pilot of 400 users and swiftly expanded to over 20,000 sellers globally to automatically capture up to 1.8 million sales activities hourly, and increased their win rate by 21%! Read Cisco’s full story to learn how they leverage their data for renewed success. Be bold. Sell smart.Laura PalmerChief Revenue Officer | People.aiLinkedIn Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gtm-insider-my-framework-for-building-a-winning-sales-culture Title: People.ai | GTM Insider: My Framework for Building a Winning Sales Cultu Meta Description: What goes into building a winning culture? Here is my simple 4-step framework. Language: en Canonical URL: https://www.people.ai/blog/gtm-insider-my-framework-for-building-a-winning-sales-culture ## Headings Structure: H1: GTM Insider: My Framework for Building a Winning Sales Culture H2: 1. Define the culture & explain “the why” H2: 2. People, Process, Technology H2: 3. Garner support from other internal functions H2: 4. Reiterate and reinforce H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: The 12 Best Books on Selling for 2022 [Speed Reads] H3: 3 Ways AI Can Enhance your ABM Campaigns H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales ## Main Content: H1: GTM Insider: My Framework for Building a Winning Sales Culture H2: 1. Define the culture & explain “the why” H4: What “great” looks like H2: 2. People, Process, Technology H2: 3. Garner support from other internal functions H2: 4. Reiterate and reinforce H3: Want more insights from Laura? Sign up for her newsletter, GTM Insider! H2: Table of contents H2: Article Topics H2: Related Insights H3: The 12 Best Books on Selling for 2022 [Speed Reads] H3: 3 Ways AI Can Enhance your ABM Campaigns H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales What goes into building a winning culture? Here is my simple 4-step framework. I'm excited to talk about something that fills up my cup—building winning, collaborative team cultures. I’ve done it before at Unity and now, I'm bringing that same energy to the team at People.ai. Years ago–through working with a fantastic executive coach, Dennis Adsit–I realized my mission wasn’t just to put together a successful team, but to build a winning culture. This process is one of my absolute favorites, and I thought other sales leaders might find it useful. So what goes into building a great culture? Here is my simple 4-step framework. First, you need to define what you want to build and why. Get your leadership team together to brainstorm and shape your collective vision. Ask yourselves: What do we want to build? What is most important to us? Collect all the words that keep coming up. Decide which words should define your culture. Here are some examples to get you started: Come up with a simple statement describing what you seek to build. At people.ai we're all about “a collaborative winning culture.” Now take it one step further by expanding on those top words you choose to paint the full picture. Here is an example of what that might sound like: “The XYZ sales organization works with a sense of urgency. We hold ourselves accountable for results. We work alongside our customers to help solve their biggest challenges. We compete with integrity and celebrate wins together. We consistently overachieve our revenue targets and are integral in driving the business forward. We make smart, thoughtful decisions, and data informs everything we do.” Remember, not everyone will automatically get it. The culture mission statement should be simple but you still need to be prescriptive in explaining what “great” looks like. You are setting the bar: “If you want to be on this team, here's what we expect.” You’d be surprised how differently things can be interpreted. It may seem obvious to you, but trust me, everyone has a different lens. Your newer sellers have likely never been told this before. If the expectation is “very high activity levels," be as specific as possible (X meetings, X cold calls, X emails a week, etc.). This is where the heavy lifting takes place. Defining your culture is one thing, but bringing it to life? That’s where the magic happens! Make sure you have the right people to embody the culture, the right processes to nurture it, and the right tech to empower your team. For instance, if being data-driven is your goal but you're missing a data platform, it's time for a change. Transparency in your vision? Share the why behind decisions. And if your compensation plan doesn’t align with your mission to chase new revenue, tweak it to reward those hustling for new businesses and performing well. Simply popping your vision onto a slide won't do much. You need the right people, processes, and tech to give it legs. Think about what you need to change that already exists and what you need to build to support your cultural vision. For each thing you need to shift or change, outline the behavior shift or outcomes. People are so important that they are a key element in every part of this framework. If you do it right, your people will enable the culture. “Sales” can’t be a bad word. Reach across the aisle to other functions in your organization and share your vision for the culture. Tell the story of the why through their lens and how it ties into their objectives. If you work for an engineering-driven organization, frame your cultural vision in a way that resonates with them. How is being customer-focused going to help engineering achieve their goals? For example, “We want to fund the engineering projects that make our customers happy and our product excellent.” Culture building is not a one-and-done project. If we, as leaders, are not living and breathing our culture, how can we expect our teams to? You need to set the example. Beyond that, start including “culture checks” in your processes. This could be infusing the expectations and results in your performance reviews,  your team meetings, and employee surveys. Pay attention to what’s going on. I recently saw a Slack message asking if anyone had a slide for a very specific type of customer. Several people responded with help right away. That tells me things are working. People are being collaborative and want to win as a team. On the flip side, if you notice people asking for help and no one is jumping in, that should ring alarm bells. Something with your culture isn’t clicking. One exercise I like to implement is called Deal Labs. It’s a group exercise using critical thinking to review a deal with the person running it. The goal is to come up with every possible thing that could kill the deal. Then, as a team, brainstorm all the ways to solve for those potential issues. It gets everyone working together, is fun, and helps win more business. I hope this helps! I’d love to hear how you are building your sales culture. Laura PalmerChief Revenue Officer | People.aiLinkedIn Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/gtm-insider-verizons-approach-to-ai-sales-growth Title: People.ai | GTM Insider Newsletter: December 2024 Meta Description: Discover how Verizon’s Michael Cingari transformed sales with AI. Learn strategies for quick wins, data unification, and predictive customer retention. Language: en Canonical URL: https://www.people.ai/blog/gtm-insider-verizons-approach-to-ai-sales-growth ## Headings Structure: H1: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Key takeaways H2: Breaking down the winning AI strategy H3: Start small, prove value H3: Focus on customer retention H3: Data integration and unification that drives sales H2: The future of sales H2: Quotable H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool H3: Close Q4 Deals Without Desperation H3: [Data] 5 Characteristics of Closed-Won Deals ## Main Content: H1: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: Key takeaways H2: Breaking down the winning AI strategy H3: Start small, prove value H3: Focus on customer retention H3: Data integration and unification that drives sales H2: The future of sales H2: Quotable H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool H3: Close Q4 Deals Without Desperation H3: [Data] 5 Characteristics of Closed-Won Deals Discover how Verizon’s Michael Cingari transformed sales with AI. Learn strategies for quick wins, data unification, and predictive customer retention Michael Cingari, Verizon's SVP of Customer Experience, recently shared how Verizon transformed its sales and marketing operations with AI. His approach proves that taking calculated bets can drive exponential results. Here are my key takeaways and favorite highlights. #1: Start small: Quick wins helped Michael prove AI's value before requesting more investment #2: Unify data: Connecting data across go-to-market teams enables predictive customer insights #3: Customer retention: Using AI to identify at-risk accounts early helps Verizon prevent churn Your revenue team needs to get ahead of this curve. The companies making smart AI bets today will own the market tomorrow. Adopt Verizon’s approach of using AI for automating tactical work while AEs and leaders focus on strategy. Do real-time testing of sales approaches and scale personalized customer engagement. Predictive insights drive proactive selling. My favorite quotes from Michael: 💡 "Pick the use cases where you can really deliver and secure some quick wins, all while building the foundation for the longer-term play. You're going to lose if you don't show the benefit." 💡 "You will be left behind if you don't embrace AI." See me Verizon's full AI approach → Chad O'Connor‍Vice President of Sales | People.ai|‍LinkedIn | Take a tour Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-agentic-collaboration-will-free-sellers-from-systems Title: People.ai | A New Way to Sell: Agentic Collaboration Frees Sellers Meta Description: MCP and A2A enable agents to collaborate, understand your business, and act for you. It’s the next era of sales—and we’re building it now. Language: en Canonical URL: https://www.people.ai/blog/how-agentic-collaboration-will-free-sellers-from-systems ## Headings Structure: H1: A New Way to Sell: Agentic Collaboration Frees Sellers H2: General agents are winning the attention game H2: What MCP and A2A mean for your revenue team H2: Why fragmented experiences won't win H2: The challenge: Context and governance H2: The evolution: From human-led to agent-shaped H2: What this means for sales teams H2: Our path forward H2: Article Topics H2: Related Insights H3: 12-Month AI Outlook: Future Insights from Industry Leaders H3: 6 Steps to AI Success from Trailblazing Business Leaders H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth ## Main Content: H1: A New Way to Sell: Agentic Collaboration Frees Sellers H2: General agents are winning the attention game H2: What MCP and A2A mean for your revenue team H2: Why fragmented experiences won't win H2: The challenge: Context and governance H2: The evolution: From human-led to agent-shaped H2: What this means for sales teams H2: Our path forward H2: Article Topics H2: Related Insights H3: 12-Month AI Outlook: Future Insights from Industry Leaders H3: 6 Steps to AI Success from Trailblazing Business Leaders H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth MCP and A2A enable agents to collaborate, understand your business, and act for you. It’s the next era of sales—and we’re building it now. Everyone in the sales AI space is racing to develop their own AI agents. But ask any seller what AI tool they use every day and 9/10 of them will tell you something like ChatGPT, Claude, Gemini, or Microsoft Copilot - and that isn’t likely to change anytime soon. In fact, what is already changing is that they won’t need to go anywhere else. That’s because their day-to-day agent will work directly with expert agents to go beyond giving answers prompt by prompt to create their own prompts and skip straight to what sellers need to go do to reach their goals. We see this emerging with new innovations such as  MCP (Model Context Protocol) and A2A (Agent To Agent Protocol) that equip AI agents to securely share data and context autonomously, giving sellers all the data and context they need from an “Expert Agent” (like People.ai) inside the tool of their choice. It’s inspiring to us because our goal has always been to get sellers out of systems and out to customers, and now the day is here where GTM teams will spend a lot less time in tabs, forms and spreadsheets. But GTM teams will need to rethink what sellers will want in their daily experience in a very fundamental way, one that adapts to how we are all already changing how we interact with information. Here's what's happening right now: ChatGPT, Claude, Gemini, and Microsoft Copilot have become the AI interfaces people open first when they log into their laptops (we’ll call them “General Agents”). Your sellers are already using them. Soon, these agents won't just complete tasks and regurgitate publicly-available information. They'll be able to connect with Expert Agents who have decades of data about how sales teams work so they can also: This isn't theoretical. It's happening now. As an example, with our MCP integration, we prompted Claude to build an updated forecast on behalf of a sales person. Claude worked directly with our SalesAI product to build an informed, accurate plan in a way that was inspiring to all of us. You can see the demo here: MCP (Model Context Protocol), created by Anthropic, standardizes the interaction between large language model (LLM)-based agents and external tools or APIs. A2A (Agent-to-Agent Protocol), created by Google, lets these agents communicate and delegate tasks across different platforms. Together, they create something powerful: agents that can work as users, not just tools. At People.ai, we’ve been working on new MCP and A2A capabilities that will enable agent to agent communication, and what I'm seeing tells me the future is arriving much faster than most sales leaders realize. The implications for how your teams work—and where they spend their time—are profound. If you're like most revenue leaders, your sellers are still buried in forecast calls and spreadsheets when they should be in front of customers. That's about to change. Your First Agent will be able to ask Expert Agents to pull forecast data, analyze pipeline health, and recommend actions—all without human intervention. It will move from handling tasks and information that you request to fulfill a goal to working out which ones are needed on its own. And once it can, your GTM teams won’t need to have a bunch of tabs open to applications - they’ll just work through their agent of choice. Every vendor is racing to build agentic capabilities into their own platforms. They want to own your user experience. But here's the reality: The agents your people already trust will become their primary interface. These agents will reach into your CRM, forecasting tools, and other systems to do the work. General Agents are getting remarkably good, but they lack crucial context: This is where Expert Agents come in. They prepare and govern data for General Agents, ensuring the right information reaches the right people at the right time. After ten years and billions of transactions, we've learned these are complex problems that require purpose-built solutions. Today: Inefficient human-led processes with AI assistance Tomorrow: Human-managed and agent-led tasks and processes Soon: Agents actively shaping work and information flow, freeing humans to do strategic and valuable work with other humans. This matches our core belief: people should work with people, while AI handles everything else. Sales forecasting is the perfect example of where this is heading. Today, it's human-led with manual processes, endless spreadsheets, and weekly forecast calls that pull your best sellers away from customers. Soon, agents acting on behalf of sellers and sales leaders will: Your sellers get their time back. Your customers get more attention. Your forecasts get more accurate. We're announcing our MCP A2A capabilities soon, and you'll see us integrating these protocols across our solutions. Sales Forecasting will be our first showcase of how agents can give your revenue team time back to focus on what matters most: customers. This isn't about replacing your sellers. It's about giving them superpowers by removing the administrative burden that keeps them from selling. The future where people work with people while AI does the rest is coming in months, not years. Ready to see it in action? Request a demo. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-revenue-operations-makes-the-difference-now Title: People.ai | Revenue Operations: Driving Results Today Meta Description: Revenue operations is essential in 2022, proving critics wrong by delivering immediate impact and driving growth across organizations. Language: en Canonical URL: https://www.people.ai/blog/how-revenue-operations-makes-the-difference-now ## Headings Structure: H1: Revenue Operations: The Key to Driving Results in Today’s Market H2: Why Now? H3: The Old RevOps Problem: Data Cleanliness H3: The Missing Link: Automation H2: Okay: Automation Has “Fixed” RevOps: So What? H3: Building a Better Pipeline—and Then Continually Making It Better H3: Focusing on the Buyer, Not the Sale H3: Defining a Whole New Process H2: Table of contents H2: Article Topics H2: Related Insights H3: Reimagining the Life of Sales Engineering with Data H3: 4 Ways CRM Tools Can Transform Your Sales Process H3: Forrester: Revenue Ops & Intelligence - Explore the People.ai POV ## Main Content: H1: Revenue Operations: The Key to Driving Results in Today’s Market H2: Why Now? H3: The Old RevOps Problem: Data Cleanliness H3: The Missing Link: Automation H2: Okay: Automation Has “Fixed” RevOps: So What? H3: Building a Better Pipeline—and Then Continually Making It Better H3: Focusing on the Buyer, Not the Sale H3: Defining a Whole New Process H2: Table of contents H2: Article Topics H2: Related Insights H3: Reimagining the Life of Sales Engineering with Data H3: 4 Ways CRM Tools Can Transform Your Sales Process H3: Forrester: Revenue Ops & Intelligence - Explore the People.ai POV Revenue operations is essential in 2022, proving critics wrong by delivering immediate impact and driving growth across organizations. When it comes to revenue operations, even the staunchest naysayers quibble about whens, not ifs. Sure, they’ll grant you that revenue operations (or RevOps) technology stands to revolutionize the worlds of sales, marketing, and operations, yada yada yada. The problem, they say, is that it’s just not there yet. Well, according to Demand Gen Report’s most recent report on RevOps, it is. Not only are 75% of the highest-growth companies in the world expected to deploy a RevOps model by 2025, but—even more crucially—businesses are seeing big, undeniable benefits from adopting RevOps modeling right now. Today, we want to dig into these benefits to help you better understand how RevOps can make a difference in your company. First, however, we have to tackle the first question: Why has RevOps become more feasible and beneficial for companies so suddenly? Plus, if it helps so much, why weren’t companies doing it before? The big idea behind RevOps is that it unites all business development arms under a single, organized process. Everyone has one source of truth and cooperates using the same action plan. Phrased this way, it’s obvious what RevOps needs to work: clean, reliable data. In the words of Demand Gen Report: “The foundation of every RevOps program must be a strong database that provides every team access to robust, high-quality data on everything from lead scoring and routing to ABM and attribution.” If something’s been keeping RevOps from taking off, therefore, it’s the database. When companies can’t effectively ensure their data is clean, even the most brilliant RevOps process only goes so far. So how do you make sure the data’s clean? Why is the data disorganized in the first place? Manual entry. Without automation, every team member, much less every team, has their own way of manually inputting data and organizing it. While their processes may work individually, they make comparing data or, you know, actually working together much more difficult. With automated data entry, however, teams have the ability to completely standardize their data, which finally allows RevOps to work the way it’s supposed to. The master builder has the right stuff, and the house can stand up to any breeze. Now for the fun part: we get to talk about all the wild, revolutionary stuff RevOps makes possible right now. Stuff like: When it comes to sales ops, silos are the enemy. Even if your teams are full of all-stars, if they aren’t coordinating their efforts, then your customers get a disjointed, inconsistent experience. RevOps unifies teams and departments under a single, consistent process designed with the client in mind. Everybody contributes toward a shared goal using shared data and a shared methodology. Together, they create a pipeline where all branches work in tandem to deliver the best pitch possible. The best part? Pipeline optimization doesn’t end there—or, really, anywhere. Instead, RevOps data allows your band of marketing, sales, and operations geniuses to continuously uncover what’s working and what isn’t. From there, they can continuously improve their processes, hone their strengths, and deliver even better results. One of the main sources of information Demand Gen Report tapped for their report was Christine Nurnberger, CMO of Bottomline Technologies and enthusiastic adopter of RevOps. When Nurnberger made the switch to RevOps, she noticed something surprising: it was changing the way her organization’s entire messaging worked. She explains: “As marketers, we tend to create product-centric messages, because selling has solely been a sales process for so long—but now it’s a buying process. When you flip that notion and think about messaging from the buyer’s perspective, it changes key internal operations such as how you engage with prospects and customers.” RevOps, combined with ABM, makes this new buyer focus possible. Instead of focusing on product-based messaging to push to all personas, RevOps data and ABM technology allow you to focus on how each individual buyer would benefit from your solutions. Thus you become more outcome-focused. Companies adopting this strategy are already seeing a huge difference. Zoom recently replaced their manually-updated spreadsheet with People.ai’s RevOps automation platform. This allowed them to connect behavior to outcomes, surface key buyer metrics based on data, and build custom benchmarks. As a result, their rep bookings increased by 21-49% across segments. People.ai’s automated RevOps technology didn’t just improve Zoom’s sales, either; it transformed the way they approached those sales in the first place. Sales leader Mark Pickart made People.ai an essential part of his everyday work routine: “When I sit down at my machine to start the day, I look at People.ai. It’s part of our scorecard. How did we do? Who had a busy day, and why? It helps me to know who to check in with and where to focus my conversation. As I spot check deals, especially the largest opportunities that I don’t know well, it shows me what’s happening and if I’m missing something.” Ultimately, this is the key benefit of RevOps. When you have better, more accessible, more shareable, and more actionable data, all of your teams can approach what they do best in a much more informed and directed way. Let’s see the skeptics argue with that. Want to know more about how automation and RevOps can point you in the right direction? We’d love to talk about it. If you want to see how automation technology can facilitate your RevOps strategy right now, get a People.ai demo. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-sales-teams-are-qualifying-deals-and-flagging-risks-faster Title: People.ai | How Sales Teams Are Qualifying Deals and Flagging Risks Fast Meta Description: People.ai's Susan Zuzic shares tips on how to make sure your deals are properly qualified to mitigate risks and forecast with confidence. Language: en Canonical URL: https://www.people.ai/blog/how-sales-teams-are-qualifying-deals-and-flagging-risks-faster ## Headings Structure: H1: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H2: Before People.ai: The Pipeline Wild West H2: After People.ai: From Chaos to Confidence H2: Why Better Forecasting Leads to Better Selling H2: Your Pipeline Deserves Better Than Gut Feel H2: Table of contents H2: Article Topics H2: Related Insights H3: Is Digital Selling Driving Burnout Among Your Sales Reps? H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: How to Develop a Generative AI Roadmap Your Organization Can Trust ## Main Content: H1: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H2: Before People.ai: The Pipeline Wild West H2: After People.ai: From Chaos to Confidence H2: Why Better Forecasting Leads to Better Selling H2: Your Pipeline Deserves Better Than Gut Feel H2: Table of contents H2: Article Topics H2: Related Insights H3: Is Digital Selling Driving Burnout Among Your Sales Reps? H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: How to Develop a Generative AI Roadmap Your Organization Can Trust People.ai's Susan Zuzic shares tips on how to make sure your deals are properly qualified to mitigate risks and forecast with confidence. With sales leaders under relentless pressure to hit the number, every quarter becomes a race against time—and a battle with pipeline unpredictability in the midst of a volatile economy. The worst part? You're expected to forecast outcomes with partial data, inconsistent deal stages, and reps who—despite their best intentions—are often guessing just as much as you. Forecasting has been a trust exercise with a wobbly foundation. Enter People.ai. Not another AI-for-everything tool. This is AI trained on billions of B2B sales interactions for nearly a decade. It’s pipeline intelligence that makes your CRM smarter, your sales stages trustworthy, and your reps more consistent in qualifying and advancing deals—without adding to their workload. So, what does better pipeline management look like for your team? This is what “normal” has looked like for most sales orgs: Here’s what changes when People.ai joins the team: ‍People.ai scales your impact—without burning you out. You can't review 50 deals in a week. But People.ai can. It’s like having a deal desk, process enforcer, and coach embedded into every opportunity…so your team keeps improving, even when you’re not in the room. Forecast accuracy is the outcome. The real win? Nail your forecasting, and it stops being reactive and instead becomes an advantage that starts fueling more and better selling. With People.ai, reps don’t have to remember everything. They’re guided. Nudged. Reminded of what great qualifying looks like. Sales stages become checkpoints, not speed bumps. And coaching becomes scalable…because you’re not trying to do it all manually. This isn’t just about hitting the number. It’s about knowing how you’re going to get there, and having the confidence to call your shot. Your CRM isn’t enough. Instinct isn’t scalable. And your reps shouldn’t have to carry the entire forecast on their shoulders. People.ai gives you the visibility, consistency, and deal hygiene to turn pipeline chaos into a real strategy. It doesn’t just help you see what’s happening—it helps your team do the right things, faster. Ready to stop relying on instinct and start driving predictable growth? Let us show you how. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-to-develop-a-generative-ai-roadmap-your-organization-can-trust Title: People.ai | Building a Trusted Generative AI Roadmap for Your Organizati Meta Description: Find the right GenAI use cases, choose custom or ready-made solutions, and identify key traits of top GenAI vendors for your organization. Language: en Canonical URL: https://www.people.ai/blog/how-to-develop-a-generative-ai-roadmap-your-organization-can-trust ## Headings Structure: H1: How to Develop a Generative AI Roadmap Your Organization Can Trust H2: How do I find a generative AI solution that will tell me the truth about my business? H2: How do I identify the right generative AI use cases? H2: Should I use a public generative AI tool, buy a private genAI tool, or build a custom one in-house? H2: How do I find the right generative AI vendor? H2: Table of contents H2: Article Topics H2: Related Insights H3: The Impact Of Sales Tracking Software On Your Business H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: People.ai Named a Leader in 5 Enterprise G2 Spring Grid Reports ## Main Content: H1: How to Develop a Generative AI Roadmap Your Organization Can Trust H2: How do I find a generative AI solution that will tell me the truth about my business? H2: How do I identify the right generative AI use cases? H2: Should I use a public generative AI tool, buy a private genAI tool, or build a custom one in-house? H2: How do I find the right generative AI vendor? H2: Table of contents H2: Article Topics H2: Related Insights H3: The Impact Of Sales Tracking Software On Your Business H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth H3: People.ai Named a Leader in 5 Enterprise G2 Spring Grid Reports Find the right GenAI use cases, choose custom or ready-made solutions, and identify key traits of top GenAI vendors for your organization. As a leader or technology decision-maker in your organization, you’re tasked with making decisions about how to implement generative AI (genAI) - or if you even should. Though it can be tempting to dismiss genAI as another over-hyped technology, the reality is that it’s here to stay - and your competitors are already using it. The key to genAI’s value is the fact that it makes data easy to understand and use in real-time, and at scale, thanks to its ability to share insights in plain language. Organizations around the world and across every industry are using genAI to make themselves smarter and faster - and capture market share. By developing your generative AI roadmap now, you can position yourself as the genAI hero in your company. The key lies in identifying the right tools to address the right use cases that offer the most value with minimal time and effort. This also means selecting a tool that's user-friendly and non-technical enough for a wide array of employees. This may sound like an impossible task but there is one overwhelming requirement for a valuable genAI solution that outweighs the rest - the quality, relevance, and breadth of the data on which it is trained and the real-time data sources it has the ability to analyze. These various data sources together fuel the tool and are the foundation on which it is built. A generative AI tool’s ability to give you highly-relevant recommendations that are also true (and not hallucinations) is entirely dependent on its’ data foundation. I’ll explain more below. There are so many genAI solutions out there right now that it can feel like it’s raining chatbots. Technology vendors in every industry are assuring you that their solution is the one that will make your business fastest, smartest, and most competitive. But not all genAI tools are created equal. The biggest differentiator lies in a solution’s data foundation - which isn’t always immediately apparent when you’re getting a great demo showing off amazing UI and capabilities. Many solutions are only capable of revealing partial truths about an organization because they are restricted to data from a limited number of sources. Or a genAI solution that wasn’t trained on or doesn’t have access to enough data may generate hallucinations. A genAI hallucination is when a tool fabricates an output that isn’t based on reality. For organizations that are relying on a genAI tool for critical functions such as revenue-generation or HR, hallucinations can be detrimental to the business and harmful to employees and customers. The best (and in my opinion, only) way to get consistently true insights from genAI is to select a vendor that has purpose-built their tool for a specific function and has the right business function-specific data foundation in place. If you were selecting a genAI sales tool, you would want to find a vendor that has been aggregating, cleaning, and organizing activity data from a large number of anonymized GTM teams for many, many years - not just in the last few months since genAI became a hot topic. And that tool must have the inherent ability to collect and analyze a vast amount of real-time, organization-specific data from many different sources. Again, if you were selecting a genAI sales tool, you would want it to be able to use your CRM data, your team’s captured GTM activity data, other relevant company data, and the aggregated data already mentioned for deeper relationship insights. Generative AI can support nearly every team in an organization with an incredible array of use cases. From streamlining recruitment processes in HR to creating synthetic data copies of actual sensitive data for IT teams. Marketing teams can use it for developing landing page copy and sales teams can leverage genAI for automated completion of account plans. Explore more generative AI use cases for sales teams in this brief When developing your generative AI strategy and roadmap, focus on the use cases that can offer the most immediate value. In a recent report, McKinsey analysts said, "Generative AI could have an impact on most business functions; however, a few stand out when measured by the technology’s impact as a share of functional cost. Our analysis of 16 business functions identified just four—customer operations, marketing and sales, software engineering, and research and development—that could account for approximately 75 percent of the total annual value from generative AI use cases." Public genAI tools like ChatGPT can be useful for answering very general, high-level questions but they lack the specialized data and functionality to be truly helpful. They also pose security and privacy data exposure risks, leading many organizations to restrict their use, especially in highly regulated industries like finance and insurance. In order to use generative AI technology at scale, organizations need to adopt private tools. Private genAI tools are purpose-built to seamlessly integrate with your existing technology stack and working style. Your end-users are far more likely to use a tool that offers helpful, data-driven insights and is embedded within the workflows and tools they’re accustomed to. For instance, sales teams can benefit from specialized genAI tools embedded within the organization’s CRM. If you have the time and resources to build an in-house generative AI tool, that’s a great option from a security and privacy point of view. But it’s a long process - at least 6-12 months - and ultimately will likely solve a limited number of use cases. There are high-quality, out of the box solutions that deliver near-instant value. When deciding on a genAI vendor, select one that adds immediate value and is easy to use. Here are a few key considerations: By focusing on these key areas, you can provide immediate value to your organization using genAI. With the right implementation and vendor partner, generative AI can automate mundane tasks, allowing your teams to focus on strategic, value-generating activities. Ready to learn about how generative AI is going to impact sales teams? Read more here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-to-develop-kpis Title: People.ai | How To Develop KPIs In 7 Steps Meta Description: KPIs are essential for growth but often misunderstood. Click to learn how to develop effective KPIs in 7 easy steps for your company or organization. Language: en Canonical URL: https://www.people.ai/blog/how-to-develop-kpis ## Headings Structure: H1: How To Develop KPIs In 7 Steps H2: What Are KPIs in Sales? H2: Why Are KPIs Important in Sales? H2: Different Kinds of KPIs H2: How Are KPIs Used in an Organization? H3: Performance Tracking H3: Creating a Culture of Learning H3: Promoting Accountability H3: Meaningful Goal Setting H3: Tracking Growth H2: How to Choose the Right Sales KPIs for Your Business H3: What Are Your Goals for the Business or Position? H3: How Can You Measure This Goal? H3: What Vanity Metrics Will You Avoid? H3: What Are Your Lagging and Leading Indicators? H2: How Many Key Performance Indicators Do You Need? H2: Sales Metrics vs. Sales KPIs H2: How to Develop Sales KPIs H3: 1. Determine the Key Strategic Objectives H3: 2. Describe the Intended Results H3: 3. Understand Alternative Performance Measures H3: 4. Select the Right Measure(s) For Each Objective H3: 5. Define Composite Indices as Needed H3: 6. Set Targets and Thresholds H3: 7. Define and Document Selected Performance Measures H2: Key Takeaways H2: Sales KPI FAQs H3: What are typical sales KPIs? H3: How can sales KPI be improved? H3: How do I make sure KPIs are met? H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Create a Sales Report that Impresses Leadership H3: How to Implement a Customer Success Outreach Process H3: Leveraging AI To Unlock Sales Coaching Opportunities ## Main Content: H1: How To Develop KPIs In 7 Steps H2: What Are KPIs in Sales? H2: Why Are KPIs Important in Sales? H2: Different Kinds of KPIs H2: How Are KPIs Used in an Organization? H3: Performance Tracking H3: Creating a Culture of Learning H3: Promoting Accountability H3: Meaningful Goal Setting H3: Tracking Growth H2: How to Choose the Right Sales KPIs for Your Business H3: What Are Your Goals for the Business or Position? H3: How Can You Measure This Goal? H3: What Vanity Metrics Will You Avoid? H3: What Are Your Lagging and Leading Indicators? H2: How Many Key Performance Indicators Do You Need? H2: Sales Metrics vs. Sales KPIs H2: How to Develop Sales KPIs H3: 1. Determine the Key Strategic Objectives H3: 2. Describe the Intended Results H3: 3. Understand Alternative Performance Measures H3: 4. Select the Right Measure(s) For Each Objective H3: 5. Define Composite Indices as Needed H3: 6. Set Targets and Thresholds H3: 7. Define and Document Selected Performance Measures H2: Key Takeaways H2: Sales KPI FAQs H3: What are typical sales KPIs? H3: How can sales KPI be improved? H3: How do I make sure KPIs are met? H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Create a Sales Report that Impresses Leadership H3: How to Implement a Customer Success Outreach Process H3: Leveraging AI To Unlock Sales Coaching Opportunities KPIs are key to growth but often misunderstood. Learn to develop effective KPIs in 7 simple steps. Key performance indicators, or KPIs, are the cornerstone for exacting lasting change and improvement. However, they’re often misinterpreted, which can lead to improper implementation. So, how do you develop effective sales KPIs for your organization? Keep reading to learn everything you’ll need to know about making improvements within your team, department, or entire company. In this guide, we go over the basics (and more): KPIs for sales teams are the key performance indicators that sales managers use to track the effectiveness of current sales efforts, strategies, and performance. These are usually developed in tandem with marketing KPIs to measure conversion rates, hone the sales funnel, and provide insights for future strategic decisions. KPIs are important because they align key business objectives with performance over time. Sales key performance indicators are necessary for effectively improving business growth. But while they can pave the way for reaching business goals, informing marketing campaigns, and hitting sales targets, they can also be a source of inefficiency within sales teams. However, this only happens if sales managers aren’t sure which KPIs suit their organization. What exactly does that mean? Let’s break down essential sales KPIs and how they impact the organization. Well-designed goals and key business objectives are vital for business owners and must be communicated effectively to the entire team. From these objectives come your sales strategies and marketing campaigns, which also require actionable insights for regular re-evaluation. To get these insights, you need performance metrics or KPIs to measure the effectiveness of your methods. In short, KPIs turn key business objectives into tangible metrics, which help the entire sales team stay on track and re-evaluate their sales performance. Modern sales teams have a long list of tasks and goals they need to fulfill, which means that there are several kinds of KPIs that they aim to meet. Here are a few common types of key performance indicators that can be implemented on a team level: KPIs are essential for turning strategic goals into actionable tasks for the entire team. But how exactly are they used within a sales organization? Here are a few common ways business leaders leverage KPIs to improve overall productivity. One of the biggest advantages of having well-tuned KPIs is that it helps individual sales reps move toward the organization’s overarching goals. KPIs can be applied to almost any part of the sales process—this can include anything from group metrics like monthly sales growth and customer retention rates to individual goals like customer response time and the number of closed deals. Note that these specific KPIs only apply to an organization’s sales department and need to be adjusted for other departments or individual positions within the company. “Company culture” may sound like a meaningless corporate buzzword, but it has a considerable impact on sales activity and employee performance. Key performance indicators are one of the many factors that determine a company’s culture and overall morale. For example, if KPIs are used to acknowledge and reward sales teams’ efforts, employees will be more motivated to hone their skills around the sales cycle. That said, this outcome entirely depends on sales managers and their philosophies. A sales goal isn’t achieved by one person alone. Instead, the sales pipeline usually involves a small battalion of sales reps, an entire marketing team, and the execs in charge of sales development and enablement. Every person part of the sales process has specific tasks that can be measured by KPIs, which presents the opportunity for accountability and ownership. This can be effective if the average sales rep feels a disconnect between their efforts and the sales goal. By identifying the most important revenue goals, KPIs can better direct sales efforts and produce impactful results. Some sales managers may impose generic KPIs on their sales teams, leading to redundancies and disorganized business decisions. An individual’s KPI must be based on the function of their positions, which makes the job feel more meaningful. It can be challenging to measure how much a single product or organization has grown over time. Luckily, KPIs provide concrete numbers representing monthly sales, customer loyalty, and the effectiveness of marketing campaigns. Beyond giving business leaders actionable insights, past data from KPIs can provide a bit of perspective on how much growth the company has experienced. The biggest challenge of setting a key performance indicator is choosing the right one for your business. There are two rules of thumb when approaching this predicament. The first is that everything that gets measured gets improved. The second is that your KPIs are supposed to measure the most impactful indicators for sales reps and other employees. With these two guides in mind, ask yourself the following questions to discern the essential sales KPIs your organization needs: As we mentioned earlier, KPIs have to be aligned with the overarching strategic goals of the company. Knowing what you want to get out of the next year or quarters is essential. If you’re not sure what you’d like to achieve over the next few months, it’s worth sitting down and identifying some of the pain points you’d like to fix. For example, let’s say your current goal is to improve your company’s monthly sales growth over the next year. Let’s see how this goal transforms into a KPI. Since you want to measure sales growth over time, your measurements are relatively concrete. Specifically, you can tally the previous period’s sales revenue and compare it with the current period’s to determine if there’s been a positive or negative change in the numbers. That said, these larger goals can be broken down into smaller ones that can be assigned to specific people. Let’s say that you run a company that conducts its business primarily online, and most of your conversions come from social media. If you want to improve your company’s sales growth, you may be tempted to focus on likes or shares, but these may not matter in the way you think. In this specific example, likes and shares are considered vanity metrics. These numbers may provide the “feeling” of growth, but the people sharing or liking a post may not necessarily be paying customers. Because of this, likes and shares may not become a part of your KPI planning. Lagging indicators represent past data, while leading indicators can predict future data. In the case of improving sales growth, your lagging indicator would be the previous period’s sales revenue, while your leading indicators can include a variety of factors. When it comes to the number of KPIs you need, the answer is the less, the better. However, that doesn’t mean you should zero out your goals. So, why are fewer KPIs considered best practice when most people think that achieving a long list of goals is better? It comes down to the law of diminishing returns. Let’s say you have 4–10 KPIs for your marketing team. Realistically, they will probably only achieve 1–2 goals on the list. This is because more goals mean more business decisions, leading to disorganization and splitting within the team. The result is that less work gets done with more effort expended. On the other hand, imagine your sales managers set only 1–3 KPIs for the entire team. In this case, it’s entirely likely that the team will fulfill all of your goals. But it doesn’t end there—your sales force will also be able to allocate resources and staffing more efficiently because of these focused goals. Simply put, the more goals you have, the more likely your workforce will be spread thin. Instead, simplify your objectives and choose only the most important ones for KPIs. Sales metrics and sales key performance indicators are often used interchangeably, but they actually refer to two distinct things. Confusing the two could even impact an organization’s overall strategy implementation. So, how do these two differ? Simply put, KPIs are about targets and goals, while metrics are anything that measures a process or task. However, these two terms aren’t mutually exclusive. Furthermore, while all KPIs are metrics, not all metrics are KPIs. For example, if you’re a manager at a sales firm, you might categorize outbound calls as a metric and the resulting increase in sales as a KPI. Another difference between the two is that you would track outbound calls monthly, but not the increase in sales. Now that you know what KPIs are, the different kinds of indicators, and how to choose the right ones for your business, it’s essential to familiarize yourself with how to develop your own KPIs. While this process may feel similar to choosing KPIs for your team, setting your goals from the ground up is a more focused and technical process. Here’s how to develop your own sales KPIs in seven steps. KPIs are supposed to align team activities with the organization’s greater goal, which means that you have to identify your key strategic objectives. For example, do you want to increase your organization’s overall sales, or do you want to improve your marketing ROI? No matter your objective, you’ll need to identify your team’s biggest strengths and shortcomings. This will help you wade through the seemingly endless list of goals for your company and discern what your priorities are. Once you’ve identified your primary goals, you’ll need to figure out what success looks like. For example, let’s say you want to increase profit by X%. In this case, it’s a good idea to look at the end goal and work backward. Ask yourself: what steps are necessary to achieve this goal? Who will perform these tasks? Do you have enough staffing and resources to support these tasks? The answers to these questions will help you identify the concrete steps to achieve your goals—this, in turn, informs which key performance indicators you’ll focus on. Ideally, all KPIs can be directly measured, from dollar revenue to sales to survey outcomes to customer satisfaction. But how do you measure a KPI that can’t be measured in the “traditional” way? The answer is using a correlational model and a little bit of research. Let’s say you’re trying to measure your brand’s reputation, which can be difficult to quantify. In this case, you could list down all the things that correlate with a good reputation, like shares on social media or inquiries. Another route you can take is finding the factors that contribute to a goal’s completion. Once your goal has been clearly identified and you’ve figured out the steps necessary to fulfill it, you’re ready to start planning which measures to use. Keep the various types of KPIs and their intended functions in mind when deciding which measure to use. For example, you wouldn’t establish a qualitative KPI for the number of sales made or classes booked in a month. Instead, you’d set a quantitative KPI. Some businesses have big, intangible goals, which means the data they produce may provide insight into the intended outcome. This is especially true if the data identifies several components or dimensions of a goal. So, how do you create meaningful measures for more complex situations or objectives? The answer is a composite index. These indices group several KPIs together to track how they impact and affect each other. Composite indices can be extremely helpful when measuring abstract concepts like brand loyalty and sentiment. Now that you have your specific measurements, you’ll need to decide how to interpret the results from these measures. This is done by setting targets and thresholds. Without these thresholds, your indicator becomes more of a metric than a KPI. So, how do these thresholds work? Imagine a chart that’s split into three lengthwise portions. The top portion is green, the middle is yellow, and the bottom is blue. For example, if this were a chart indicating sales volume, then an outcome in the green portion would suggest a high sales volume. These thresholds serve as an easy way to track progress over time and reevaluate strategies. Defining and documenting your performance measures are crucial for transitioning from KPI planning to implementation. This process involves clearly describing the standard you’ve chosen to use, including the outcomes it’s supposed to measure, how data is collected, and how often these metrics are evaluated. It also clearly defines essential terms so that data collection is consistent over time. Whether your organization plans to collect data manually or use something like People.ai’s revenue intelligence platform, defining your tools makes the whole process easier and more consistent. KPIs are essential for growth within organizations, primarily because they keep everyone’s individual tasks and activities in line with larger goals. But beyond setting a focus for your company, they can also serve as a tool for improving morale and promoting accountability within your workforce. If you’re interested in the best practices for personnel management and improving your strategy, stay tuned to our blog for more insights and updates! Or, if you’re interested in using KPIs to transform your organization’s sales processes, sign up for a free demo today. Typical sales KPIs include conversion rates, sales cycle length, customer retention, customer satisfaction, etc. Sales KPIs can be improved by restructuring them for more specific or up-to-date goals. In addition, sometimes KPIs need tweaking to apply to the ever-changing needs of your sales force. Setting realistic and concrete measurements of success are excellent methods for ensuring your KPIs are met. You should also make sure that the proposed KPIs are more or less in line with existing work patterns for the best results. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-to-inspect-and-reduce-customer-acquisition-cost Title: People.ai | How to Inspect & Reduce Customer Acquisition Costs Meta Description: See how CFOs and RevOps leaders can turn to AI and data to reduce customer acquisition costs, improve margins, and achieve profitability. Language: en Canonical URL: https://www.people.ai/blog/how-to-inspect-and-reduce-customer-acquisition-cost ## Headings Structure: H1: How to Inspect & Reduce Customer Acquisition Costs H2: Account-level visibility into CAC is key to driving better margins and profitability H2: Video: Using AI to double down on your most profitable accounts H2: Explore our self-guided demo to see AI and data-driven decisions in action H2: Table of contents H2: Article Topics H2: Related Insights H3: Why You Need a Sales Playbook and What Should Be In It H3: The 12 Best Books on Selling for 2022 [Speed Reads] H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 ## Main Content: H1: How to Inspect & Reduce Customer Acquisition Costs H2: Account-level visibility into CAC is key to driving better margins and profitability H2: Video: Using AI to double down on your most profitable accounts H2: Explore our self-guided demo to see AI and data-driven decisions in action H2: Table of contents H2: Article Topics H2: Related Insights H3: Why You Need a Sales Playbook and What Should Be In It H3: The 12 Best Books on Selling for 2022 [Speed Reads] H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 See how CFOs and RevOps leaders can turn to AI and data to reduce customer acquisition costs, improve margins, and achieve profitability. Calling all CFOs, RevOps, and customer success leaders: Do you know your customer acquisition cost (CAC) at the account level? Are you using CAC data to drive higher margins? According to David Sacks (General Partner at Craft Ventures), in a downturn economy, the only three things that matter are: Watch David Sacks elaborate on this topic in the clip below (2 minutes in length), which is from the All-in Podcast, Episode 117: Why is the clip relevant? In 2024, companies are trying to figure out how to drive profitable growth. Gone are the days of growth at all costs. For large public companies, there is escalating shareholder pressure to drive higher margins. Growth stage companies are managing burn rates and runway to ensure they can raise the next round of funding on favorable terms and minimal dilution. For many companies, the #1 expense is people. In fact, the most recent series of layoffs – especially in the tech space – shows that this is the case. Companies are taking steps to tighten their belts and do more with less. Unfortunately, most companies are still unable to answer critical questions around topics like: So what’s the best way to measure the profitability and scalability of the business? Watch David Friedberg elaborate on this topic in the clip below (2 minutes in length), which is also from the All-in Podcast, Episode 117: In the clip above, David Friedberg explains the urgency behind understanding your customer lifetime value (LTV) to CAC ratio in the aggregate (i.e., at the company level). But more granular visibility into customer acquisition costs (down to the account level) is needed to drive profitability today. Most CFOs and financial planners have dollar totals on how much the customer success team costs, or the sales team costs in the aggregate, but they don’t have visibility into CAC down to the account level. And they’ve never had it. They can calculate GROSS margins for the business, but don’t have the ability to make account-level decisions on divesting or investing, or changing to a different product mix, based on profitability. Below is a short, 5-minute demo video that outlines how some of the world’s leading companies are driving profitable growth by making data-driven decisions – enabled by AI. In this demo example, we are looking to drive higher margins by doubling down on our most profitable verticals and accounts. How do you measure CAC? What’s included or excluded? How does your CAC metric impact how you plan for the business and go to market?  What data do you use to measure growth efficiency? Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-to-introduce-yourself-in-an-email-examples Title: People.ai | How To Introduce Yourself In An Email + Examples Meta Description: Introduce yourself to new clients with concise, enticing emails. Click to learn how to craft the perfect introduction and make a great first impression. Language: en Canonical URL: https://www.people.ai/blog/how-to-introduce-yourself-in-an-email-examples ## Headings Structure: H1: How To Introduce Yourself In An Email + Examples H2: Do I Need To Introduce Myself In An Email? H2: The Best Way To Introduce Yourself In An Email H3: Write An Enticing Email Subject H3: Address Someone Specific H3: Keep It Short And Sweet H3: Mention Something About Your Recipient H3: Make Your CTA Evident But Not Pushy H2: How To Write An Email Introduction H3: Fonts H3: Initial Greeting H3: Simple Structure H3: Closing H3: Email Signature H3: Proofreading H2: Phrases For Introduction H2: Email Introduction Subject Lines Examples H2: Examples Of Email Introductions H3: Casual Introduction Email Example H3: Formal Introduction Email Example H3: Introduction With A Referral Example H3: Business Email Introducing Yourself H3: Self-Introduction Email To Colleague H3: New Employee Self-Introduction Email H3: Self-Introduction Email To Team H3: Job Application Email H3: Information Request Email H2: Key Takeaways H2: Email Introduction FAQs H3: How do you introduce yourself in a professional email? H3: Is it weird to introduce yourself in an email? H3: How do you introduce someone via email? H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: [Data] 5 Characteristics of Closed-Won Deals ## Main Content: H1: How To Introduce Yourself In An Email + Examples H2: Do I Need To Introduce Myself In An Email? H2: The Best Way To Introduce Yourself In An Email H3: Write An Enticing Email Subject H3: Address Someone Specific H3: Keep It Short And Sweet H3: Mention Something About Your Recipient H3: Make Your CTA Evident But Not Pushy H2: How To Write An Email Introduction H3: Fonts H3: Initial Greeting H3: Simple Structure H3: Closing H3: Email Signature H3: Proofreading H2: Phrases For Introduction H2: Email Introduction Subject Lines Examples H2: Examples Of Email Introductions H3: Casual Introduction Email Example H3: Formal Introduction Email Example H3: Introduction With A Referral Example H3: Business Email Introducing Yourself H3: Self-Introduction Email To Colleague H3: New Employee Self-Introduction Email H3: Self-Introduction Email To Team H3: Job Application Email H3: Information Request Email H2: Key Takeaways H2: Email Introduction FAQs H3: How do you introduce yourself in a professional email? H3: Is it weird to introduce yourself in an email? H3: How do you introduce someone via email? H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: [Data] 5 Characteristics of Closed-Won Deals Craft concise, enticing intro emails for new clients. Learn how to make a great first impression. While email marketing is far from obsolete, getting the recipient’s attention can be challenging. If you’re competing against other businesses that use email as a primary marketing channel, your introduction will have to stand out – otherwise, you risk being overlooked. Here is a comprehensive guide on writing a winning introductory email and a few examples to help get you started. If you’re selling a high-quality product or service and already have a decent following, you may think an introductory email is unnecessary. However, you can’t just reach out to a potential client you’ve never met before. You can establish an immediate connection and develop rapport with a professional introduction email. You might also need to write an effective email introduction to get to know a new team member, tell a prospect about your business, or pitch a partnership with another company. While there are no hard rules for introducing yourself in an email, these tips can help. Your subject line should be eye-catching, specific, and straightforward. It should be short and indicate exactly what your email is about. Instead of the generic greeting you’d typically see in cold emails, make yours more personal by addressing someone specific. If you have a mutual connection, don’t hesitate to mention them. You aren’t bragging – you’re letting them know you already have an affinity to or relationship with their business, however indirect. Most recipients tend to skim emails rather than read them, so don’t want to ramble. Keep things short and sweet while making your purpose for writing your email clear. While you want potential clients to be interested in you, mentioning something about them can spark deeper interest. Express admiration for their work or organization, or refer to something they’ve achieved or launched in the past. Clients don’t like being told what to do, especially when you’re meeting them for the first time. As such, making suggestions instead of demands can be more encouraging to a prospect. For example, “I was wondering if I could gather your thoughts on our new product” comes off as friendlier than “Please leave a review about our new product.” When writing a self-introduction email, you have to consider more than just its content. Other things you’ll have to keep in mind are: While it may be tempting to choose a new and unusual font, use something readable like Arial or Helvetica. Pick a size that is legible but not too big or small – 12 is the gold standard. Depending on whom you’re addressing, your greeting can be either formal or casual. If you’re introducing yourself to someone you don’t know, use formal language. You’ll have more room to be casual with someone you already share a connection with. Keep your outline simple. Write a few lines introducing yourself, follow up with your request, and then end your letter with a professional sign-off. Always thank your recipient for their time and acknowledge that you are aware of their potentially busy schedule. Use a professional closing like “Sincerely,”, “Warm regards,”, or “Best.” Make it easy for a prospect to get in touch with you. Include all your contact information in your signature. You can also strengthen brand awareness by personalizing it with your logo or brand colors. Sending an email with multiple spelling errors or typos can make you look unprofessional. Make a good impression by reviewing your email before hitting send. There are many acceptable ways to introduce yourself in an email. If you want to go the formal route, consider these phrases: Alternatively, you can include a short reason for why you’re reaching out. For example: Ultimately, your opening line will depend on the reason for your email. For instance, an employee introduction email will likely sound different from a product introduction email. While writing a subject line may seem simple, you’ll have to put a bit more thought into it than you might anticipate. After all, email recipients refer to a subject line to get an idea of what your letter is about. Good subject lines are short, straight to the point, and enticing. Here are a few samples you can consider for your introduction email subject line: Depending on what type of email you’re writing, you can use templates for introductory business emails. When crafting your casual greeting, keep it conversational. Address your recipient by their first name and sign off with something more personal or easygoing. My name is [Name] and I’m a [role] at [company name]. I’m hoping you are well! If you have the time, I’d love to tell you about one of our new products. Let me know if you’re interested and what your schedule is like. If you’re writing to someone in traditionally formal or conservative industries, stay professional. Address them with a title such as Mr. or Ms. and refrain from using language that is too conversational. Greetings Mr./Ms. [Name], My name is [Name] with the company [company name] and I wanted to take this opportunity to reach out about a new product launch. I’m looking forward to scheduling a conversation at your convenience. Writing to someone through a referral is one of the best ways to get an “in” with a specific business. Mention your connection to them and any previous work you have collaborated on together. Then, make your purpose for the referral clear. My name is [Name] and I work with [mutual connection], who referred me to you for a business opportunity. [Mutual connection] and I have collaborated on multiple projects together and suggested that you might be willing to assist me with something I am working on. Are you interested in discussing this? Thank you for your time. When reaching out to potential business partners for a contract or collaboration, your email should be concise and provide details about your project. Use a formal greeting, and encourage potential clients to follow up or contact you at a later date. This is [Name] with [company name], and I am reaching out because I think you’d make an excellent external partner for our sales and marketing needs. I would love to schedule a meeting to learn more about your products and services. Please feel free to reach out anytime. Establishing a connection with a colleague can be advantageous when it comes to climbing your career ladder, so you want to make a good impression. Initially, be formal until you get to know your colleague better. My name is [Name] and I am the new [role] at [company name]. I am looking forward to starting my new role and would love to sit down for an opportunity to get to know the business better. Please feel free to reach out and arrange a meeting. Sending a personal introduction email to your team as a new hire is relatively common – it is typically the first step toward creating rapport with the people you’ll be working with. You might send an employee introduction email to your immediate team, directorate, or an even larger group. In the latter case, keep the details light. My name is [Name] and I am happy to be the new [role] at [company name]. I wanted to take this opportunity to introduce myself and am looking forward to collaborating with you all. Please feel free to contact me if you want to have a chat! Unlike a new employee self-introduction email, an email to your immediate team should include more details about your role and what you expect from it. You may have a little room to be more casual, but don’t compromise your professional relationship off the bat by being too aloof. My name is [Name], the new [role] at [company name]. I wanted to take this opportunity to introduce myself and let you know how much I am looking forward to working with you all. I’d love to get started on the right foot, so please don’t hesitate to reach out and set up a meeting to discuss roles and expectations. Companies likely get dozens or hundreds of job applications a day. If you want to stand out, you’ll have to be concise yet engaging. Include in the subject line the role you’re applying for, and don’t forget to attach your resume and portfolio. My name is [Name] and I am writing to you about the [role] role at [company name]. I am an avid fan of your work at [company name] and would love to potentially become a part of your team. I’ve attached my resume and portfolio for your viewing and hope that you might consider me for this role. If you’re doing market research, you might send an information request email to gather data for your business. With this type of email, use a proper greeting and keep your language relatively formal. Make sure your intentions are clear and be as straightforward as possible. My name is [Name] and I am a [role] at [company name]. I am reaching out to learn more about your business and tell you how we might be able to provide solutions to improve your operations. Please don’t hesitate to reach out if you have any questions. When introducing yourself in a professional email, make sure to use an informative subject line to prime your recipient regarding what your email is about. Personalize your email by addressing your recipient directly and explaining why you are reaching out. If possible, mention a mutual contact – doing so can help you establish a connection. Always end your email with a word of thanks and a clear call to action. Finally, proofread your email to avoid typos and misspellings. No. Introducing yourself in an email can help you establish a more personal connection with your recipient and stay top of mind. In some cases, it might encourage decision-makers to do business with you, as you took the time to develop rapport. If you’re writing to a business you’ve already collaborated with, sending an email can make it easier to contact you or request additional information. You can introduce a friend or colleague via email. Include information such as your business relationship with them, their role or interest in your prospect, their contact information, and how they can reach out to you for further questions. Contrary to popular belief, professional cold emails don’t have to be boring. Done the right way, they can be personal, persuading, and maybe even help you secure business with a new prospect. Always keep in mind who you’re writing to, be concise, and express your thanks at the end of your email. Want to make the most out of your email efforts? Explore our blog to learn more about how revenue intelligence can benefit your business. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-to-sales-qbrs Title: People.ai | Streamline Sales QBRs for Greater Impact and Better Results Meta Description: Transform sales QBRs with a turnkey template. Streamline prep, avoid pitfalls, and drive impactful, meaningful discussions for maximum results. Language: en Canonical URL: https://www.people.ai/blog/how-to-sales-qbrs ## Headings Structure: H1: Streamline Sales QBRs for Greater Impact and Better Results H2: The Challenges of Traditional QBRs H3: 1. Time-Intensive Preparation H3: 2. Lack of Actionable Outcomes H2: Leveraging a Turnkey QBR Template H3: Part 1: Lookback H3: Part 2: Look Forward H2: Running Your Next QBR: A Turnkey Approach H2: Sales QBR Template H2: Table of contents H2: Article Topics H2: Related Insights H3: Four Ways to Do Less and Achieve More with Data H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: The Most Important Sales Metrics That Highly Productive Teams Monitor ## Main Content: H1: Streamline Sales QBRs for Greater Impact and Better Results H2: The Challenges of Traditional QBRs H3: 1. Time-Intensive Preparation H3: 2. Lack of Actionable Outcomes H2: Leveraging a Turnkey QBR Template H3: Part 1: Lookback H4: 1. Last Quarter KPIs H4: 2. Last Quarter Activities H4: 3. People Engaged Last Quarter H3: Part 2: Look Forward H4: 4. Focus Prospects Overview: Specifics on Target Accounts H4: 5. Next Quarter Forecast H4: 6. Sales Methodology Analysis H2: Running Your Next QBR: A Turnkey Approach H2: Sales QBR Template H2: Table of contents H2: Article Topics H2: Related Insights H3: Four Ways to Do Less and Achieve More with Data H3: GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy? H3: The Most Important Sales Metrics That Highly Productive Teams Monitor Transform sales QBRs with a turnkey template. Streamline prep, avoid pitfalls, and drive impactful, meaningful discussions for maximum results. How to Elevate and Streamline Your Sales QBRs for More Impactful Results Imagine you're a sales leader preparing for your team's QBR after a tough quarter. Your team didn't hit their numbers and you know they've been crafting their stories explaining why. Your team comes into the meeting, outfitted with decks they spent hours building–time they would have rather been focused on selling–you can't help but feel frustrated. You’re feeling the pressure to make a strong case for the upcoming quarter. Your ELT has high expectations for your forecast. You know the current process isn’t working but don't know how to help your team be more efficient and strategic in these reviews. You want to spend the review collaborating with your team and coming up with concrete, data-driven ideas on how to hit your revenue goals. So how do we do this?? Quarterly Business Reviews (QBRs) are a common ritual for sales teams as they seek to reflect on past performance and strategize for the future. However, traditional QBRs often suffer from two key problems: they require a significant amount of preparation time and effort, and they tend to lack actionable outcomes. In this blog post, we will share how we transformed our QBR process by implementing a turnkey template that streamlines preparation and drives more meaningful discussions and results. It’s time to elevate your QBRs and start gaining ground. Before we dive into the solution, let's address the pain points associated with traditional QBRs. These challenges are likely all too familiar to sales leaders, salespeople, and Chief Revenue Officers (CROs) alike: Preparing for a QBR typically involves pulling data from multiple sources, building presentation decks, and manually creating organizational maps. This process is not only time-consuming but also prone to errors and inconsistencies. By the time you finish preparing everything, the data may already be outdated. Many QBRs end up being mere reflection exercises rather than catalysts for action. While it's essential to discuss trends, highlights/lowlights, and lessons learned from the previous quarter, these conversations often lack follow-up actions that drive tangible results in the future. Now, let’s dive into the framework of running actionable QBRs with your sales team. To avoid the traps above and ensure your QBRs deliver maximum value in less time, implement a turnkey QBR template with two distinct parts: Lookback and Look Forward. Each part consists of three sections that provide comprehensive insights into past performance while setting clear goals for the upcoming quarter. The Lookback section focuses on reflecting on the past quarter's performance and identifying areas for improvement. About 20% of your time should be focused on these three topics. Start by aligning your sales reps’ topline numbers as a baseline. Numbers don't lie and serve as a powerful tool to showcase both successes and challenges. Salespeople are natural storytellers, make sure to coach your reps to focus on the data and not “selling” their numbers. The primary goal of this subsection is to encourage your reps to reflect on their recent performance.  They should come with these reflections ready to share and explore and the sales leader should have read these ahead of time. Identify and discuss: Now, shift the focus from outcome-driven metrics to leading indicators of success. Highlight key activities that contributed to achieving or missing targets for the last quarter. This could include metrics such as the number of discovery meetings, or meetings with prospects, providing valuable insights into the effectiveness of your team's efforts. For example, a rep had a lot of discovery meetings last quarter, but that activity only led to a few qualification meetings. You would want to find out more about their discovery meeting process. Why is there a low conversion and what adjustments can we make? During this part of the conversation, you are evaluating if reps are spending their time in the right places. Are they having a lot of meetings with one account, or many? Are they all with the same person or are they going high, wide, and deep within the account? Are they just doing activities or doing activities with purpose? Use your leading indicators as a starting point. Some might include: Moving beyond simple engagement numbers, this part of the QBR delves deeper into understanding who was engaged in the previous quarter. Analyze not only the total number of people but also their roles and titles within organizations. A good way to do this is segmenting engagement data by persona (Executives, Marketing, Operations) to gain a comprehensive understanding of your team's reach. Questions for your reps: The Look Forward section is where you should spend most of your time during QBRs–about 80%—strategizing for the future and setting clear objectives for the upcoming quarter. It consists of three sections that drive actionable outcomes: Here, shift your attention towards target accounts and dive deep into specific details. Provide comprehensive information about high-priority prospects, including their industry, pain points, potential deal size, and any other relevant insights that can help guide strategic decision-making. What is the engagement on target accounts? Are we talking with people high, wide, and deep within the accounts? Forecasting plays a crucial role in sales planning and resource allocation. Discuss the forecasted numbers for the next quarter and explore what they mean for your team's overall performance. Encourage open dialogue by asking thought-provoking questions and offering observations that prompt critical thinking and analysis. Do the activities they showed early align with what they have committed? What are your leading indicators for future quarters? Are they applying the lessons learned? To ensure your team continues to improve, conduct a deep dive into certain deals using a standardized sales methodology analysis framework such as MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition). By examining these elements in detail, you can identify areas of strength and weakness within your team's approach. Of the deals coming this quarter, where are we with the qualification scores of those opportunities? At People.ai, we use MEDDPICC. When we see no pain or no champion, we know that is something we need to explore, find out why, and make a plan. Level up your QBRs and leave behind the laborious data-pulling exercises of the past. By adopting a turnkey template that automates key statistics while facilitating meaningful conversations, you can transform your QBRs into powerful tools for driving action and achieving sales success. Lead your team beyond the date of the QBR by setting clear objectives and empowering them to take decisive actions that fuel growth. With a well-structured Sales QBR template in place, you can streamline preparation efforts and derive actionable outcomes from each review session. To truly scale your reps' ability to efficiently prepare for QBRs and surface actionable insights, you need to invest in an AI-powered data analysis and insights tool that will automate activity capture and work within your current CRM. Using this approach to run faster, more actionable QBRs will not only empower your sales team but also give them more time to put their plans into action and drive revenue (and less time preparing QBR decks). For more ways to enhance the GTM motions that matter most, check out our Sales Rituals series, and a 7-minute video on Running Turnkey QBRs. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-to-use-data-to-put-an-end-to-sandbagging Title: People.ai | Stop Sandbagging In Your Organization With AI-Powered Tools Meta Description: Sandbagging hurts trust and transparency in sales. Learn how leveraging data can help identify and eliminate sandbagging in your sales process. Language: en Canonical URL: https://www.people.ai/blog/how-to-use-data-to-put-an-end-to-sandbagging ## Headings Structure: H1: Stop Sandbagging In Your Organization With AI-Powered Tools H2: How To Use Data To Put An End To Sandbagging H2: Why Salespeople Sandbag H2: If Everyone is Doing It, Why is Sandbagging a Bad Thing? H3: Sandbagging Undermines Your Performance H3: It Can Tarnish Your Business' Reputation H3: It Can Make You Miss Important Opportunities H2: How to Identify Sandbaggers with Data H2: How to Respond to Sandbagging H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: The Importance of Multi-Threading Your Relationships H3: 3 Tips for Sales Leaders in Enterprise Selling H3: Managing Deal Pipelines In Salesforce: A Guide for AEs/SDRs ## Main Content: H1: Stop Sandbagging In Your Organization With AI-Powered Tools H2: How To Use Data To Put An End To Sandbagging H2: Why Salespeople Sandbag H2: If Everyone is Doing It, Why is Sandbagging a Bad Thing? H3: Sandbagging Undermines Your Performance H3: It Can Tarnish Your Business' Reputation H3: It Can Make You Miss Important Opportunities H2: How to Identify Sandbaggers with Data H2: How to Respond to Sandbagging H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: The Importance of Multi-Threading Your Relationships H3: 3 Tips for Sales Leaders in Enterprise Selling H3: Managing Deal Pipelines In Salesforce: A Guide for AEs/SDRs Sandbagging hurts trust and transparency in sales. Learn how leveraging data can help identify and eliminate sandbagging in your sales process. For those of you not familiar with the term, in sales, “sandbagging” is when someone hides deals or pushes out close dates to limit expectations on the company or an individual to then exceed anticipated results. Everyone does it — salespeople, sales managers, and even VPs. Sales sandbagging is a rampant issue that can be solved with data. By understanding how to identify and respond to sandbaggers, you put yourself in a much better position to achieve your sales goals. Are you ready to start using data to improve your sales process? Read on to find out how you can use data to identify and put an end to sandbagging. There are a few common reasons that many salespeople sandbag: If everyone is sandbagging, then it can’t be that bad, right? As a sales leader, I have to disagree. Here are some reasons why sales managers should avoid sandbagging: Sandbagging is bad because it blocks the business from maximizing its potential. In a modern world, a business needs to fire on all cylinders 24/7. Otherwise, market forces, competitors, or a combination of both will kill it. Sandbagging is like electronic speed limits that are installed on many modern cars. However, in business, the only way to win is to have your business operate at the max performance, like the so-called “Ludicrous mode” in a Tesla. So, in effect, your company’s sandbaggers are keeping your company in the slow lane — and you can’t afford to be there. Say your business downplays its projected performance for the quarter, only to boast impressive returns come judgment day. That's great, but what if it happens over and over again? Investors and shareholders will eventually tag your business as a sandbagger and expect better performance in the next quarters. Worse, they could start to hold high expectations that you may not be able to meet. Fail to meet these standards and, along with your history of sandbagging, stakeholders could peg you as a business that can't deliver consistent results — and ultimately has no confidence to even try. When sales managers sandbag, they try to hold off on closing deals so as not to exceed their monthly or quarterly quota. But by choosing to prolong active deals, sales professionals run the risk of clients losing interest and seeking out competitors who have no problem closing right away. By taking their time on current deals, sales professionals also deprive themselves of the opportunity to pursue more deals. Luckily, it’s easy to use sales activity data to identify potential sandbagging activity. Here are two common scenarios to look for: You can monitor digital interactions to look out for these ready-to-buy signals using AI-powered tools. These tools can track things like common call topics, frequencies, and durations, and analyze whether these point to the behaviors commonly associated with prolonging deals. Sales agents can be monitored by analyzing the rate at which they complete tasks, resolve calls, get back to clients, and the like. With that mind in, you might be asking yourself about the next steps to end sandbagging in your organization. Using your sales activity data, start by identifying which individuals are possibly sandbagging deals. Set up a one-on-one with them and show them why you believe the data is showing you a different story than what is being forecasted. Then, do a deep dive of their current deals to see which are potentially sandbagged and create an action plan to close them within the quarter. It is possible the salesperson was unaware of what they were doing and just needed some coaching and feedback. But regardless of the intention, this process will show you which deals could close now to get your company out of the slow lane. And while imposing strict rules and reiterating the consequences of sandbagging to your employees could work, this scare tactic could just drive sales reps to feel the pressure even more. Instead, make sure that your sales professionals feel safe enough to take risks and perform at a level they are comfortable with — without fearing the repercussions. To see how People.ai can help you use your sales activity data to uncover and address sandbagging, schedule a demo today. Sandbagging is a problem because it hurts the trust and transparency in sales relationships. It can also lead to sub-par results for companies when deals are finally closed. But, with data, we have a powerful tool to identify sandbaggers and hold them accountable. Sales teams should work together to track how leads progress through the funnel so that everyone can be on the same page about what’s really happening. When we all know what to expect, there is no need for sandbagging behavior and everybody can focus on doing their best work. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-to-write-a-trade-show-follow-up-email-examples Title: People.ai | How to Write a Trade Show Follow Up Email + Examples Meta Description: Struggling with trade show follow-ups? Read our guide to crafting emails that get responses. Language: en Canonical URL: https://www.people.ai/blog/how-to-write-a-trade-show-follow-up-email-examples ## Headings Structure: H1: How to Write a Trade Show Follow Up Email + Examples H2: Trade Show Follow-Up Emails: How, Who, And When H2: Why Is It Important To Follow Up After A Trade Show? H3: Secure Potential Leads H3: Increase Your Professional Network H3: Make A Good Impression H3: Represent Your Organization In A Positive Way H2: How To Boost Response Rate With Better Follow-Up Processes H2: How To Write A Trade Show Follow Up Email H3: 1. Determine Your Objective H3: 2. Start with a Strong Opener H3: 3. State Your Purpose and Close with A Call-To-Action H3: 4. Create aAn Eye-Catching Subject Line H3: 5. Time the Email Properly H2: Top Tips for Trade Show Follow-Ups H3: 1. Never Send a Business Follow-Up Email too Fast H3: 2. Choose the Right Time H3: 3. Begin with a Short Reminding Note about Your Last Conversation H3: 4. Don’t Beat Around The Bush H3: 5. Be Specific and Add A Distinct CTA to Your Follow-Up Email H3: 6. Keep it Short and Simple H3: 7. Segment the Audience and Use Lead Magnets H3: 8. Use Social Proof H2: Trade Show Follow Up Email Examples H3: The Gentle Nudge H3: The Follow-Up Request H2: Key Takeaways H2: Trade Show Follow Up Email FAQs H3: How do you write a good follow-up email? H3: How do you politely follow up? H3: How do you follow up without being annoying? H2: Table of contents H2: Article Topics H2: Related Insights H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: What Are Sales Methodologies? Guides And Examples ## Main Content: H1: How to Write a Trade Show Follow Up Email + Examples H2: Trade Show Follow-Up Emails: How, Who, And When H4: Learn how to connect with the right contacts on every opportunity - at exactly the right time. H2: Why Is It Important To Follow Up After A Trade Show? H3: Secure Potential Leads H3: Increase Your Professional Network H3: Make A Good Impression H3: Represent Your Organization In A Positive Way H2: How To Boost Response Rate With Better Follow-Up Processes H2: How To Write A Trade Show Follow Up Email H3: 1. Determine Your Objective H3: 2. Start with a Strong Opener H3: 3. State Your Purpose and Close with A Call-To-Action H3: 4. Create aAn Eye-Catching Subject Line H3: 5. Time the Email Properly H2: Top Tips for Trade Show Follow-Ups H3: 1. Never Send a Business Follow-Up Email too Fast H3: 2. Choose the Right Time H3: 3. Begin with a Short Reminding Note about Your Last Conversation H3: 4. Don’t Beat Around The Bush H3: 5. Be Specific and Add A Distinct CTA to Your Follow-Up Email H3: 6. Keep it Short and Simple H3: 7. Segment the Audience and Use Lead Magnets H3: 8. Use Social Proof H2: Trade Show Follow Up Email Examples H3: The Gentle Nudge H3: The Follow-Up Request H2: Key Takeaways H2: Trade Show Follow Up Email FAQs H3: How do you write a good follow-up email? H3: How do you politely follow up? H3: How do you follow up without being annoying? H2: Table of contents H2: Article Topics H2: Related Insights H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen H3: 2023 AI Recap: A Year of Innovation, Adoption, and Growth [AI Stats] H3: What Are Sales Methodologies? Guides And Examples Struggling with trade show follow-ups? Read our guide to crafting emails that get responses. Trade shows are a great place to network and get new leads. However, your work doesn’t end when you leave the event. Afterward, you need to follow up and check in with the influential people you talked to during the event. But how do you make a good follow-up email and leave a great impression on your trade show leads, so they can be led into your sales funnel? Read on to find out. Follow-up emails jog a prospect’s memory about your booth and product demo after a networking event, placing your sales pitch at the top of their minds. If your sales team at the show made a great impression, it also allows the potential buyer to re-experience that conversation and make them more receptive to further contact. You shouldn’t make one follow-up template and send it to everyone you spoke to because you need to treat hot leads and cold leads differently. Make sure to personalize your emails just enough so the prospect can remember who you are and strengthen that connection. Always include your name, company, and the event you connected at, so your prospect doesn’t have to think hard about where they know you from. Finally, instead of sending out emails immediately after a show, give your prospective customers a day or two so they can get home and settle back in. This way, your email will likely be the first thing they see above a deluge of emails from other vendors. You may think that you’ve delivered a good enough sales pitch or product demo that you don’t need to nudge the prospect afterward. However, following up after a trade show is essential for these four reasons: Trade shows are where your sales rep finds leads by conversing with potential clients. While everyone you talk to at a show could become leads, not all will convert. Sending a follow-up email will help them remember who you are and increases the likelihood of them entering your sales cycle. Sending follow-up emails helps maintain good relationships between you and the potential customers. Even if they don’t end up buying anything from your company, you’ll gain a contact on your email list that you can ask for referrals or recommendations. Nudging someone with an email after talking to them at a trade show leaves a bigger impression. A well-crafted follow-up email also shows that you think highly of the receiver, which can increase their likelihood of entering your sales pipeline. As a salesperson, you’re representing your company at trade shows. If you’re nice and considerate to all potential buyers, it reflects well on your company and makes people think highly of your workplace. So, how do you ensure people will look at your follow-up emails instead of just letting them sit unopened in their inbox? Here are several ways to improve your follow-up process and boost your email conversion: A well-crafted follow-up email makes you more memorable in the eyes of potential clients. Here are five simple steps to crafting amazing follow-up emails to boost your reply rate: Before writing your email, make sure that you have an end goal in mind. Generally, there are four objectives when writing a follow-up email: Whether you’re planning on touching base or putting in a product demo request, make sure to include the appropriate calls to action. Try to hook your qualified leads early on in the email. A good way to open emails is to provide context and remind the prospect of where and when you met. Starting off with something like “I’d like to continue our conversation from the trade show about accounting solutions” immediately clues the reader in on who you are and jogs their memory. Once you’ve given them enough context, you should clearly state why you’re emailing them. Be straightforward – instead of saying “Are you available for a phone conversation next week?”, say “Are you available for a phone call next week to discuss the customer support software you asked about?” A clear closing statement also helps the reader plan their next steps. While this may sound counter-intuitive, creating your subject line after you write the email body is easier. Since you already know what the email contains, you can make a subject line that accurately reflects its contents. Generally, the best time to send a business follow-up email is a couple of days after a trade show. This lets your prospective buyer get home and settle back into their routine before they open their inbox. Your email is more likely to be seen and read if you give a short buffer period.‍ Following up with potential clients after a trade show can be challenging sometimes. Here are some top tips when nudging a prospect after you talked to them at a show: Sending an email to trade show leads right after the event is an easy way to get your email buried beneath dozens of similar messages. Allow one or two days so the client can settle in at home, and never send your email on weekends. Sending emails at the right time is the key to a successful trade show follow-up. Try sending your emails at around 10 a.m. when people are having their coffee break or at 2 p.m. when they tend to be looking for distractions or a break from work. Don't forget to take their timezone into account. If you talked to the potential client at the show, open by reminding them of the conversation. Thank them for their time and compliment them on any good ideas they presented during your time with them. This also demonstrates that you paid attention and are truly interested in what they have to offer. Be courteous and professional, but don’t spend too much time with pleasantries – most busy people only have a couple of minutes to check their email. State your purpose early on in the email body so you don’t waste their time. This also potentially increases response rates. Once you’ve stated what you need, always add a call-to-action at the end of the email body so the reader knows what to do. A simple “please reply with your available times” or “can we do a call at 1 p.m. tomorrow?” clears up any confusion and makes it easier for the reader to reply as soon as possible. Your prospective client likely sifts through dozens of emails per day. Show that you value their time by keeping your messages short, sweet, and to the point. Don’t use a cookie-cutter email template for all your messages. Use personalized templates based on things industries, preferences, and interests so your emails don’t look cold and impersonal. Social proof like positive reviews or glowing customer testimonies goes a long way in building consumer trust. Incorporate social proof and other relevant content into your emails to get the prospect’s interest. Don’t know where to start with your follow-up emails? Here are two email templates to inspire you: This email sample is best used if you’re not in a hurry to sell because it gives both parties time to rest after a tiring trade show. It was great meeting you at the expo last Friday. I had a lot of fun talking to you about our potential partnership prospects. I’m sure you have a lot to catch up on after the event, so I’ll contact you next week and we can continue our conversation from there. Looking forward to hearing from you soon, If you hit it off with a prospect at the show and they showed exceptional interest in your product or service, you can use this email sample. Thanks for stopping by our booth last Friday. I’d love to chat with you about the manufacturing solutions package you asked about at the show. Would you be open for a 30-minute conversation later this week? Following up with emails after a trade show is a fine art. You want to send them at the right time and craft the email’s content carefully to increase the likelihood of turning leads into customers. Fortunately, you can do just that by following the tips above. To make following up even easier, you can check out the PeopleGlass service from People.ai. It lets you follow up on trade show leads faster thanks to its spreadsheet conversion abilities. Moreover, you’ll also get robust revenue intelligence, account management, and other tools to boost your revenue! These are the key characteristics of a great business follow-up email that converts leads into customers: The best and most polite way to follow up with a lead after a trade show is to send an email one or two days after the event. Depending on your urgency level, you don’t need to be pushy – a simple check-in will make them feel like they’re a valued customer and open them up for further sales advances. The key to not being annoying when following up is to use your best judgment. Don’t shoot an email too quickly and don’t make overly-long messages. Keep your messages brief and to the point to show that you respect the reader’s time. Are you ready for AI to start writing highly personalized emails for you? First you need to make sure you're data is in order. Take the GTM AI Maturity Assessment to understand where you organization is today Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-will-2022-change-the-roi-category-forever-our-experts-weigh-in Title: People.ai | How Will 2022 Change the RO&I Category Forever? Meta Description: 2022 is set to transform revenue teams like sales, marketing, and customer success. Learn from our experts how to prepare and thrive in the year ahead. Language: en Canonical URL: https://www.people.ai/blog/how-will-2022-change-the-roi-category-forever-our-experts-weigh-in ## Headings Structure: H1: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H2: Art Harding H3: The Future of Sales is Digital Transformation—and It’s Already Started H3: Data Telemetry Will Change The Sales Process Forever and Render Forecasting Extinct H2: Thomas Wyatt H3: Revenue Operations Will Be a Gamechanger for Savvy Go-To-Market Teams H3: Artificial Intelligence Will Finally Solve the 360 View Problem H2: Stephanie Burton H3: AI Will Never Replace Sales, But Customized AI Will Enhance It H3: Data Will Improve Sales Relationships H2: Oleg Rogynskyy H3: RO&I Goes Mainstream H3: The Great Merge Is Coming H2: Table of contents H2: Article Topics H2: Related Insights H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: 3 Ways AI Can Enhance your ABM Campaigns ## Main Content: H1: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H2: Art Harding H3: The Future of Sales is Digital Transformation—and It’s Already Started H3: Data Telemetry Will Change The Sales Process Forever and Render Forecasting Extinct H2: Thomas Wyatt H3: Revenue Operations Will Be a Gamechanger for Savvy Go-To-Market Teams H3: Artificial Intelligence Will Finally Solve the 360 View Problem H2: Stephanie Burton H3: AI Will Never Replace Sales, But Customized AI Will Enhance It H3: Data Will Improve Sales Relationships H2: Oleg Rogynskyy H3: RO&I Goes Mainstream H3: The Great Merge Is Coming H2: Table of contents H2: Article Topics H2: Related Insights H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: 3 Ways AI Can Enhance your ABM Campaigns 2022 is set to transform revenue teams like sales, marketing, and customer success. Learn from our experts how to prepare and thrive in the year ahead There are few “slow” years for revenue generating teams (aka sales and marketing) … but few are as momentous as 2022 figures to be, either. The new year is also the beginning of a transformational new age. More than ever, success will rely on leadership’s ability to anticipate what’s coming and be proactive. While People.ai doesn’t have a crystal ball, we do have the next best thing: experts who’ve been around the block. To celebrate and prepare for the new year, we caught up with our most experienced marketing and sales mavens to learn how they predict the industries will evolve in 2022. Here’s what they’re anticipating: Art Harding is People.ai’s Chief Operating Officer. He has over 20 years of experience on the cutting edge of sales and marketing technology as a database consultant, custom software developer, and enterprise sales representative alike. Art’s diverse experience makes him uniquely qualified to see patterns in the development of sales and marketing. His predictions focus on how digital transformation will change processes forever: “Telemetrics in B2B sales have made instrumentalizing activity and providing coaching based on it a reality. COVID piqued enough of our fear or desperation to finally ask if we needed more instrumentation on what people are doing so we can help them do it better, and gave us the tools to do it. It’s about time. There’s not a single professional at the top of their craft that isn’t getting real time feedback about their performance these days. Identifying what works and what doesn’t is already making a huge difference, and it’ll only become an even greater competitive advantage in 2022.” “The amount of time teams spend operating a 40-year-old ‘analog’ operating cadence is a big problem, and data is going to change it fast. The velocity of data telemetry will transform the sales process forever. We’ll be able to complete annual tasks, like territory design or resource planning, quarterly, quarterly tasks weekly, and weekly tasks daily. For example, I believe forecasting will be extinct within three to five years. The idea that we ever intentionally procrastinated to determine our forecasts weekly will seem laughable, because the instrumentation and opportunity hygiene about what you’re working on will always be on and accessible.” Thomas Wyatt is People.ai’s Chief Product and Strategy Officer. Before People.ai, Thomas was the VP and GM of Cisco’s Cloud Analytics, where he took internal start-ups from concept to No. 1 market share by scaling high-growth ventures and leading cloud transformation. Thomas has spent his career helping enterprise transform for the better by leading digital transformation, so it’s appropriate that his own predictions grant insight into how emerging digital tools and processes will change sales and marketing forever: “Go-to-market teams are going through the kind of digital transformation that tech has. Tech teams had Developer Operations (Dev Ops); go-to-market teams have Revenue Operations (Rev Ops). Rev Ops the idea of marketing, sales, and CS coming together and working in a more integrated and iterative way. Rev Ops requires instrumentation and telemetry of everything that’s going on, so teams can aggregate it, correlate it, and derive insights from it, and take action. This is already making savvy companies a lot more intelligent about how to allocate resources. Over the next three or four years, it will become a major theme for everyone.” “The biggest challenge facing digital transformation in sales is maintaining 360-degree visibility into what’s going on within an account. Without that visibility, it’s very difficult to plan or understand opportunities. Breakthroughs in artificial intelligence are starting to solve that problem. AI has started to provide companies with sophisticated algorithmic matching. These algorithms automatically track all digital activities and match them to the appropriate account, giving teams the visibility they need to make the right decisions. In 2022, we’ll see teams apply AI to achieve greater visibility and automate data-driven applications, allowing them to spend less time on data entry and more time building relationships.” Stephanie Burton is People.ai’s Vice President of Product Marketing. Prior to her tenure with People.ai, she served as VP of Product Marketing at both Campaign Monitor and the CM Group. Stephanie has tremendous insight into not only the products of the future but, even more importantly, how their users will benefit from them. Her predictions focus on how the tools of tomorrow will change enterprise sales and marketing for the better: “AI hasn’t made an impact in sales yet because it hasn’t been tailored to fit salespeople’s needs. That’s going to change soon, when the next generation of AI gives salespeople the ability to customize. In fact, we’re already starting to see the benefits custom AI could have with advancements in machine learning. Machine learning can find data from across a sales team’s CMS and match it to the right opportunities automatically. As customization advancements continue, this matching will become more accurate and users will add customized perimeters for it.” “Without the skills, the training, or the intel to understand a customer’s needs and how to solve for those needs properly, sales and marketing become emotional and sometimes contentious, internally and externally. Account based marketing has been held up by a lack of data they can use together. Unifying teams with unquestionable data will help us remove emotion from the conversation and make our processes more perspective, level, and friendly. In the next year, Rev Ops and data access will make sales and coaching more objective and honest. Everyone will notice the difference—especially clients—so it will pay to invest in better data sooner rather than later.” And finally, we come to People.ai’s CEO, Oleg Rogynskyy, who we absolutely couldn’t publish a predictions blog post without. His insight as the founder of People.ai and intrinsic understanding of the value that AI can provide re: revenue intelligence is our secret weapon. “RO&I will become a mainstream category. You’ll see companies outside of Silicon Valley truly leaning in. All the workflow tools/companies will start overlapping, and there will be a clear separation between workflow tools and intelligence and data companies. So, I foresee that all these companies will be at each other’s throats; but what really matters is who has the deepest IP and cross-customer graph.” The technology stack will be reinvented as functions merge. “Another thing we will see is that is the market itself, especially sales operators, will want less tools for reps. They'll want everything to be native in Salesforce. Tool fatigue is very real.” We are probably in the second inning of the digital transformation of sales and go-to-market teams. Within five years, we will see a full convergence of sales, enablement, sales intelligence, and Salesforce automation. The technology stack will be reinvented, anchored by the insights of activity and engagement data. Of course, these predictions are just the start. If you want to continue to stay informed on the latest changes coming your way in 2022, keep up with the People.ai blog. Want to get your own hands on one of the most exciting tools of the future? Schedule a no-obligation demo of People.ai today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/how-you-can-address-seller-burnout Title: People.ai | Your Sellers Are Burned Out. Here’s What You Can Do About It Meta Description: Read part 3 of our blog series on seller burnout to discover how to motivate and retain top performers using data and engagement dashboards. Language: en Canonical URL: https://www.people.ai/blog/how-you-can-address-seller-burnout ## Headings Structure: H1: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H2: Uncover Who is Checked Out H2: What to Do Next H2: 1. Talk it Out H2: 2. Invest in Technology H2: 3. Improve Visibility H2: 4. Do Less H2: Ready to Lean Into Data? H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference ## Main Content: H1: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H2: Uncover Who is Checked Out H2: What to Do Next H2: 1. Talk it Out H2: 2. Invest in Technology H2: 3. Improve Visibility H2: 4. Do Less H2: Ready to Lean Into Data? H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Data-Driven Sales Coaching Strategies for 2024: Adobe & Red Hat H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference Read part 3 of our blog series on seller burnout to discover how to motivate and retain top performers using data and engagement dashboards. Burnout and the subsequent quiet quitting. Love it or hate it, by now we’ve all heard the phrases. With 54% of sellers actively looking for a new job, the data is in, and it is here to inform you, you have a case of it, too. We know the historical reasons why sellers quit and have seen burnout creep in due to our new world of work. By now you’re looking for answers! WHO is checked out and WHAT should you do about it? Good news: Your at-work, step-by-step plan to uncover and take action is ready. First, let’s discuss how we identify who’s checked out. The key: early detection (through data). Now that you’ve tapped into Engagement Dashboards, you have a deep understanding of who's putting in the work necessary to hit their number and whose performance is slipping and possibly on the verge of “checking out.” For those who’ve entered the dip, they may be displaying historical signs of quitting and suffering from burnout for these reasons. You now have two choices in front of you… Option 1: Let them walk. This option isn’t necessarily the worst when the individual is a low performer or mentally checked out. Option 2: Retain them. This option is preferred if the individual is a high performer, with high potential. Let’s assume the individuals you've identified are high performers, with high potential (we’ll call them an “HPHP”) and you’ve selected option 2: Retain them. (PSA: Did you know replacing a seller costs an average of $115K?) Here are four ways to prevent HPHP sellers from quiet quitting. Yes, that’s right – I’m here to tell you “communication cures all.” By addressing the dip in performance you open the door for effective, two-way communication. It’s possible your sellers are experiencing burnout (like 89% of reps), are feeling like a cog in the machine, or simply juggling life outside of work (I mean, who isn’t?!). Whatever the reason, your job is to actively listen first (and advise on a solution later). Remember, we’re all humans, who crave connection. By using data, you can open the door to a probably much-needed and much-welcomed conversation. When done right, you can expect improved seller engagement and motivation. With 4.2 million workers quitting their jobs in July of 2022, it’s safe to assume we’re still living through “The Great Resignation.” In a recent study, 50% of job seekers reported they are quitting for better pay and benefits. What if you could provide your sellers with a path to quota attainment based on real, historical data? Picture this – Knowing EXACTLY how many stakeholders and what personas it takes to drive a higher win rate and larger deal size. With this information in hand, your sellers can take a more prescriptive approach to their prospecting activities, resulting in shorter sales cycles, more closed-won deals, and larger deal sizes. Goodbye, W-2 concerns! Another 42% of job seekers reported they are seeking a role they are more passionate about.  What if your sellers spent their time actually doing the job they were HIRED to do? Today, sellers spend almost one-quarter of their week navigating their messy CRM and inputting data manually (surely, not a passion of any sellers I know). Picture this: Minutes after sellers complete a call, email, or meeting, a contact is created and an activity is auto-logged in the CRM to the correct account, opportunity, contact, and lead. By saying goodbye to hours of manual data entry in CRM, you’re saying hello to additional time selling! (Ya know, what gets sellers out of bed each day AND what pays the bill – a double-win.) So, by investing in technology, you’re investing in your sellers and helping them achieve both pay and passion. (Bonus: While the candidate market is slowing, there are still almost two open jobs for every one job seeker - which means your sales tech stack can be used to help retain and ATTRACT sellers). The benefits of data automation go beyond sellers. Frontline managers and sales leaders benefit from increased visibility. This means managers and leaders can cool it on the “just checking in…” calls, chats, and emails about: __(insert: key quarter opportunity)__. Instead, those check-ins can be repurposed into more effective and strategic one-on-ones. Psst...sellers can also better anticipate their manager’s questions and recommendations with out-of-the-box, AI-powered signals on each opportunity! It’s no secret, sellers have a lot on their plate. In a typical eight-hour day a seller could be conducting prospect research, reading up on industry trends, preparing for external meetings, aligning internal teams, running meetings, juggling pricing and proposals, sending follow-ups, and last (but surely not least) – updating their CRM. Phew – I’m exhausted just reading this list! Surely, each of these tasks is important. But, what’s equally important is WHICH accounts and personas are worthy of your time and energy. When you increase your focus on the right accounts (think: highly engaged accounts, expressing intent) and the right personas within those accounts (think: those who drive large, closed-won deals), you remove unnecessary distractions and can achieve more, by doing less. (More on this here!) At this very moment, sellers are putting in their notice and it will cost you over six figures to replace them. This is why it’s important to take a proactive approach to addressing seller burnout. It’s time to lean into data to: 1) Proactively identify sellers on the verge of checking out 2) Do the necessary work to motivate and retain your high performers, with high potential. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/implement-customer-success-outreach-process Title: People.ai | How to Implement a Customer Success Outreach Process Meta Description: Reduce churn and improve retention with timely outreach and People.ai’s data-driven customer success tools. Language: en Canonical URL: https://www.people.ai/blog/implement-customer-success-outreach-process ## Headings Structure: H1: How to Implement a Customer Success Outreach Process H3: What Does a Good Customer Nurture Cadence Looks Like? H3: How Can You Increase Customer Retention? H2: Table of contents H2: Article Topics H2: Related Insights H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: Your Pipeline is Full of Lies H3: How to Implement a Customer Success Outreach Process ## Main Content: H1: How to Implement a Customer Success Outreach Process H3: What Does a Good Customer Nurture Cadence Looks Like? H3: How Can You Increase Customer Retention? H2: Table of contents H2: Article Topics H2: Related Insights H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: Your Pipeline is Full of Lies H3: How to Implement a Customer Success Outreach Process Reduce churn and improve retention with timely outreach and People.ai’s data-driven customer success tools. No one likes churn. It’s especially dangerous when your livelihood is based on subscriptions and renewals.So how do you reduce churn and create happy, loyal customers? You focus on building relationships with them. Regular customer contact is a pillar of long-term customer success. If you only talk to your customers when they have a problem or when their renewal is due, those interactions will characterize your company. And more than ever, those characterizations matter.Value-based outreach is more important than it was just a few years ago, and it will only gain power as markets become more saturated and customer expectations rise.Customer happiness isn’t just built on product quality—it’s about the quality of your service and the strength of your customer relationships. If you want to retain deals and keep your recurring revenue streams healthy, you need to know where you stand with your customers throughout the year, not just 30 days before a contract expires. To combat churn effectively, you need to adopt a nurture cadence for your customers that speaks to their needs at the right time. Contacting a customer once a year doesn't cut it anymore, but companies often struggle to determine exactly how often they should reach out. You don’t want to bug customers, but you don’t want them to disengage if you leave them alone too long. The happy medium obviously lies somewhere between, but how do you find it?The most effective way to plan outreach is by timing your major customer communications with new product and service releases, and filling in the interim with helpful tips and best practices. If you’re sharing useful, actionable info with your customers, they’re far more likely to engage and appreciate your contact.A good rule of thumb for proactive touchpoints is every two to four weeks. These touches should focus on customer education above all else. Try hosting a customer webinar to discuss a recent release or sending a newsletter to highlight a new use case. When your customers feel they’re getting value out of the relationship, that critical bond will begin to take shape. And, best of all, they’ll come to you for guidance and advice on tackling their latest challenge.This approach isn’t just about staying top of mind. Regular outreach can lead to upsells, multi-year renewals, and happier customers! Who doesn’t want that? As you set out to bolster your customer outreach, ask yourself if you can objectively measure the strength of each of your customer relationships. Do you have the right tools to track and measure customer interactions? Without the right metrics, any progress is subjective, so it’s key to implement these processes early.People.ai helps Customer Success teams make data-driven decisions. Team Leads can use the solution to coach and manage based on insights, not intuition. Within seconds, you can answer questions like “How many accounts did your CSM touch this week?” and “What types of touch points did they have (email/meeting/phone)?”That data gives Customer Success leaders the power to monitor their customer touches without exporting tons of data and running multiple pivot tables. Plus, managers can leverage these data insights to identify at-risk customers who aren’t getting the attention they need—and prioritize their success before they jump ship.Ready to boost customer satisfaction and renewals? Get a demo of People.ai to see how AI can supercharge your Customer Success team. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/importance-multi-threading-relationships Title: People.ai | The Importance of Multi-Threading Your Relationships Meta Description: Learn why single-threaded relationships in sales are risky and how to implement a multi-threaded approach. Don't lose deals due to limited contacts. Language: en Canonical URL: https://www.people.ai/blog/importance-multi-threading-relationships ## Headings Structure: H1: The Importance of Multi-Threading Your Relationships H2: Why Single-Threaded Relationships Happen H2: Why You Should Avoid Single-Threaded Relationships H2: How to Implement a Multi-Threaded Relationship in Your Sales Cycle H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Earns 3 Security Certifications, Boosting Your Trust H3: Product Launch Recap: Clarity to Sell Above the Line H3: Why You Need a Sales Playbook and What Should Be In It ## Main Content: H1: The Importance of Multi-Threading Your Relationships H2: Why Single-Threaded Relationships Happen H2: Why You Should Avoid Single-Threaded Relationships H2: How to Implement a Multi-Threaded Relationship in Your Sales Cycle H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Earns 3 Security Certifications, Boosting Your Trust H3: Product Launch Recap: Clarity to Sell Above the Line H3: Why You Need a Sales Playbook and What Should Be In It Learn why single-threaded relationships in sales are risky and how to implement a multi-threaded approach. Don't lose deals due to limited contacts. If you put all your eggs in one basket and it breaks, then you are fresh out of luck. Similarly, if you stake an entire deal on a relationship with just one key contact at a prospect’s company, then you are potentially dooming yourself. People leave their jobs or their jobs leave them. And you don’t want to have your potential deal vanish along with your contact. This is exactly the problem with the “single-threaded" relationship. When the entire deal is in the hands of one person, it’s in grave danger. Here’s how to solve that scenario with multi-threaded relationships. ‍Sales reps have a lot on their plates. Not to mention having numerous plates spinning at once. But single-threaded relationships happen most often when reps don’t initially do a great job of mapping the various key players in the deal. There are many reasons why this could have happened, but large complex deals involve multiple departments and constituencies in typical purchase decisions. So limiting yourself to a single-threaded sales relationship is inherently risky. ‍Decision makers are important contacts to have, but they should never be your only contact. Respecting your sales cycle is not a part of their job description. If they leave their job unexpectedly and didn’t leave you with the appropriate contact to continue with, then you could have to start the relationship from scratch with someone else from the company. In that same time, a competitor could have been chatting with numerous points of contact at the company and win the deal before you can re-establish a relationship. Don’t get locked out of deals because you fail to establish broad relationships from the get-go.‍ ‍The more contacts you have within a company, the better. Creating multi-threaded relationships needs to be part of the sales prospecting process. Next generation sales performance management platforms like People.ai encourage and help sales teams to establish multi-threaded relationships. People.ai can review all calls, emails and meetings, easily identifying new contacts and auto-syncing them into your CRM. People.ai even proactively alerts your salespeople to introduce themselves to these potential new allies. If you’re ready to improve and broaden your relationships with prospects, get a personalized demo of People.ai. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/incentive-comp Title: People.ai | What is Incentive Compensation? 10 Strategies From Sales Org Meta Description: Incentive comp drives sales teams to meet goals. Discover 10 proven strategies from real organizations to motivate and boost performance. Language: en Canonical URL: https://www.people.ai/blog/incentive-comp ## Headings Structure: H1: What is Incentive Compensation? 10 Strategies From Sales Orgs H2: What is Incentive Compensation? H3: On-Target Earnings (OTE) H2: Why is Incentive Compensation Important? H3: 1. Reward Reflects Performance H3: 2. Motivation H3: 3. Attract and Retain High-Performers H3: 4. Compensation Intangibles H2: Types of Incentive Compensation H3: Base Pay and Salaries H3: Commissions H3: Profit-Sharing Bonus H3: Signing Bonus H3: Stock Options H3: Fringe Benefits H3: Employee Incentive Programs H2: Incentive Comp Lessons From Real-World Sales Organizations H2: Average Incentive Compensation Structures H3: NetSuite H3: Procore H3: LinkedIn H3: HubSpot H3: DocuSign H3: Dropbox H3: Qualtrics H3: IBM H3: Snowflake H3: Microsoft H2: Incentive Comp for Your Sales Team H2: Article Topics H2: Related Insights H3: Account Planning: Defining a Sales Account Plan Strategy H3: 7 Game-Changing Ways to Improve Sales Effectiveness H3: Why You Need a Sales Playbook and What Should Be In It ## Main Content: H1: What is Incentive Compensation? 10 Strategies From Sales Orgs H2: What is Incentive Compensation? H3: On-Target Earnings (OTE) H2: Why is Incentive Compensation Important? H3: 1. Reward Reflects Performance H3: 2. Motivation H3: 3. Attract and Retain High-Performers H3: 4. Compensation Intangibles H2: Types of Incentive Compensation H3: Base Pay and Salaries H3: Commissions H3: Profit-Sharing Bonus H3: Signing Bonus H3: Stock Options H3: Fringe Benefits H3: Employee Incentive Programs H2: Incentive Comp Lessons From Real-World Sales Organizations H2: Average Incentive Compensation Structures H3: NetSuite H3: Procore H3: LinkedIn H3: HubSpot H3: DocuSign H3: Dropbox H3: Qualtrics H3: IBM H3: Snowflake H3: Microsoft H2: Incentive Comp for Your Sales Team H2: Article Topics H2: Related Insights H3: Account Planning: Defining a Sales Account Plan Strategy H3: 7 Game-Changing Ways to Improve Sales Effectiveness H3: Why You Need a Sales Playbook and What Should Be In It Incentive comp drives sales teams to meet goals. Discover 10 proven strategies from real organizations to motivate and boost performance. Incentive compensation is the financial reward structure for motivating employees to elevate their performance. Frequently we think of incentive compensation in the context of commissions on sales, but they can also include annual bonuses, shares of stock, and more. On-Target Earnings, or OTE, are the combination of one’s fixed base salary and variable compensation, such as commission or bonus, that when goals or quotas are met, combine to form the total compensation. Ultimately, incentive comp ensures that the team understands the importance of their incremental contributions and can narrow their focus on achieving their goals, milestones, or quotas efficiently. Below are the top four reasons why we believe having a good incentive comp strategy in place is important: Incentive comp establishes a meritocracy where pay is aligned with effort, performance, and achievement. Meritocracy helps maintain fairness among the team since those that outperform others shouldn’t receive the same compensation as the underperformers. Consider a restaurant that pools tips — this doesn’t incentivize extraordinary service because the servers know their tips will be diluted by their underperforming co-workers. Having skin in the game motivates the sales team to work harder and strive to achieve their quotas, even if only to boost their personal agenda: more money. Many incentive comp plans include stock or stock options, which elevates one’s role from employee to owner. As an equity owner, the long-term incentive to deliver value in one’s role is measurable (in the underlying price of the shares) and widely understood. Compared to an hourly or salary worker who has only short-term incentives to perform, having additional incentives to motivate ongoing performance can bring out the best from the team. It’s a continuous feedback loop: competitive OTE attracts A players, who attract other A players, and the competitive nature of the work makes for a fulfilling environment, driving employee retention. While competitive OTE can attract top talent, it’s important to understand both sides of the incentive comp coin. If quotas are unrealistic, for example, you will compromise your team’s ability to hit their goals and subsequently their target earnings. This will lead to frustration and animosity on your sales team. Quota attainment differs for inside sales and outside sales reps, but between 55-65% of reps report regularly achieving their sales goals. Having a slight majority of reps achieving their goals and their OTE is a good benchmark because it helps motivate lower-performing reps by showing them it is possible. As we’ve discussed, incentive comp and quota fairness specifically is important because they play a big role in overall job satisfaction. If you feel you are not being fairly compensated, supported, or equipped by the company to achieve your quota, then you’re not likely to rate your quota fairness, or satisfaction with the company, very highly. These are important metrics to pay attention to because, like a net promoter score, they are good indicators of how likely your reps are to recommend your company to their network as a great place to work, which can impact recruiting. There are a number of compensation package strategies that can incentivize employees to join a new team and keep them satisfied within the company. Many people ask if salaries are included in incentive pay. We do believe base salaries help incentivize loyalty, goodwill, and a sense of security among team members; but they can also instill a sense of complacency. It’s important to balance base salary with variable compensation to maximize motivation without compromising your team’s security. In markets like San Francisco and New York City where cost of living is exorbitant, you want to make sure the base salary covers at least the bare-essentials, because if your team fails to achieve their goals in a given period, you don’t want them to be destitute. A commission is a percentage or flat fee paid to an employee for their contribution to a sale. Many sales reps, managers, and executives make a significant portion of their income from commissions. In our analysis of ten companies, 42% of average annual income came from commissions. Companies benefit from including a commission structure in their comp plans because the additional expenses are offset by the increased revenue. Essentially, the company removes the risk of higher fixed operating costs by offering commissions. According to Compgauge data, 99.1% of sales reps received commissions of some kind in 2020 and 2021. This incentive comp strategy is often most noteworthy for a company’s leadership or upper management, but it can trickle down to individual sales reps and other employees. Profit-sharing rewards the team, typically on an annual basis commonly referred to as a “holiday bonus” or similar, for delivering on their goals and the goal of the entire company: revenue growth. When attracting top talent to join your sales organization, it can be helpful to “sweeten the deal,” so to say, with a one-time signing bonus. Offering a signing bonus is usually deployed when you want to entice talent to leave their existing role to join your company or to persuade someone that has many offers to choose yours. Even sweeter, and more long-term, is the opportunity to receive stock or stock options to incentivize the team to operate efficiently while growing aggressively, maximizing the underlying value of their equity. Fringe benefits are the perks that come with employment but don’t necessarily directly result in an increase to annual compensation. Some examples of fringe benefits include: In some cases, it can be beneficial to generate a healthy competitive spirit on the team — with the added benefit of increasing revenue — by organizing incentive programs like sales contests with sought-after prizes. A leaderboard style competition, for example, can push the team to compete with themselves in full transparency. Although, everyone wins with the increased revenues, commissions, and job security. We were interested in how some of the top-performing sales teams in the world structure their OTE and incentive comp programs. We picked ten of the most successful publicly-traded and private companies and analyzed self-reported data from their sales teams. This includes data from Compgauge, Glassdoor and revenues of the publicly traded companies from Yahoo Finance. Compgauge allows sales professionals to self-report on a number of factors including base salary, commissions, signing bonus, stock options, and more. One metric they ask reps to report on is their perceived “quota fairness,” which is what we used to find an average quota fairness for each company with 10 being the most fair quota and 1 being the least fair. We also analyzed job satisfaction for the sales team using Glassdoor, filtering the ratings and reviews by job function to get the sales team’s overall satisfaction compared to the entire company, which you will see represented as either a lower (▼), equal (◼) or higher (▲) job satisfaction. Keep in mind that OTE will vary based on the company’s target market. Companies that sell to small businesses will typically have lower OTE than companies that sell to large enterprises. As you can see, the average base salary accounts for nearly 58% of a sales person’s annual compensation and commissions account for the remaining 42%. The average OTE for all sales roles within these ten companies is $156,621. The average signing bonus and stock plan is worth an additional 11% of one’s annual compensation, on average. Below, we detail each of the ten companies, their annual revenue and growth, as well as their incentive compensation strategies. NetSuite was founded in 1998 to provide finance, operations, and customer service software to businesses. NetSuite went public in 2007 and in 2016, was acquired by Oracle for $9.3 billion, despite the controversy that Oracle’s founder, Larry Ellison, had personally invested and owned 40% of NetSuite. Zach Nelson, the former CEO of NetSuite, was infamous for growing the company from $1 million in revenue to a $1 billion run rate. Here is what he said about building NetSuite into a durable business: “A study done by Ari De Gues found that long-lived companies share characteristics such as having a strong vision, making wise investments, and valuing the people brought into the company. Those three things are what we really try to focus on at NetSuite.” Given NetSuite deals with many SMB customers, it’s not surprising total compensation for NetSuite’s sales team is on the low end of pay among the companies featured here, but they do offer a secure base salary and decent opportunities for large commissions. The sales team rates their satisfaction on Glassdoor slightly lower than the rest of the NetSuite team (3.7/3.8 ▼) and quota fairness is rated at 5.5, which likely means the sales team is given aggressive growth targets. Procore Technologies is a construction project management software company founded in 2003. The company is currently private, but filed documents with the SEC in February of 2020 to go public. According to those filings, the company generated $400 million in revenue in the fiscal 2019 year, up 38% YOY. The customer growth rate is also significant, which validates their incentive compensation strategy. The sales team also reports higher than average job satisfaction compared to the rest of the company (4.5/4.3 ▲). LinkedIn is a professional networking and employment site that was founded in 2003, went public in 2011, and was acquired by Microsoft in 2016 for $26.2 billion. Although their total compensation is on the lower-to-middle end of our featured companies, their average base salaries are a relatively large portion of total comp, at 57.5%. Their commissions aren’t too far behind and their quota fairness score is the third highest among our featured companies. LinkedIn also had a job satisfaction on their sales force equivalent to the rest of the team (4.3/4.3 ◼). HubSpot was founded in 2006 and has built a suite of products for inbound marketing, sales, and customer service. Although their annual revenue is less than a billion dollars (only ordinary in the context of this analysis) the last two years have each seen 30% YOY revenue growth. The incentive comp strategy for HubSpot is essentially split equally between base salary and commissions. They also have a significant signing bonus or stock option plan that adds nearly 20% to one’s total compensation. The sales team reports a higher than average quota fairness and slightly higher Glassdoor review compared to the rest of the company (4.8/4.7 ▲). DocuSign, a cloud based e-signature B2B software company that was founded in 2003, had trailing twelve month (TTM) revenues of more than $1.45 billion as of February 2021. Their sales team is obviously highly motivated as their YOY revenues grew by 49%. Incentive comp for DocuSign includes an average base salary that comprises 56.3% of OTE and commissions cover the remaining 43.7%. They also have a significant signing bonus and stock option package that comprises nearly 24% of the total earnings. DocuSign’s sales team had the highest quota fairness rating of any company in our study and salespeople report a level of job satisfaction equivalent with the organization as a whole on Glassdoor (4.7/4.6▲). Dropbox is a file-sharing service that was founded in 2007 and has annual revenues approaching $2 billion. Their sales team has been driving predictable revenue growth of 19% from 2018 to 2019 and 15% from 2019 to 2020. Their average base salary is one of the highest in our analysis by percentage of total earnings, totaling 63.3%. The remaining 36.7% is covered by commissions for an average OTE of around $163,000. The Dropbox sales team rates their quota relatively fair and the sales team’s Glassdoor rating is 0.2 higher than the rest of the company (4.0/3.8 ▲). Qualtrics was founded in 2002 and acquired by SAP in 2018 for $8 billion. In January 2021, SAP took the company public, highlighting its YOY growth of 29% from 2019 to 2020, bringing annual revenues to more than $763 million. The sales team for Qualtrics receives 54% of their OTE from base and about 46% from commissions, bringing OTE to more than $165,000. Their sales team’s satisfaction level are on par with the broader team (4.1/4.1 ◼). It also appears Qualtrics sets relatively aggressive sales quotas given the average quota fairness score as reported by reps. By far the oldest company in our analysis, International Business Machines was founded in 1911. Although their annual revenues are more than many of the companies featured here combined, revenue has been declining by 3-5% annually for the last couple of years. It’s interesting to note that IBM’s average base salaries for their sales team are second highest among the companies in this study at $110,545, and third highest as a percent of total compensation. It might be a coincidence that a company with declining revenues also has a higher than average base salary but it does add anecdotal evidence for relying less on fixed salaries and more on variable incentive comp strategies like commissions.Another interesting thing to note is that quota fairness is reported relatively low for IBM, which could be a result of overzealousness from leadership or missed goals and hurt egos. They also had a lower than average Glassdoor rating for their sales team, compared to the company at large (3.8/3.9 ▼). From the oldest company in our analysis to the youngest — Snowflake is a cloud-computing data warehousing company founded in 2012. Revenue in 2020 was $592 million but the YOY growth rates of 123% from 2019 and 173% from 2018 are a testament to a high performing sales organization. Snowflake’s total incentive compensation is the second highest among the ten companies in our analysis which is likely due to Snowflake’s enterprise-level deal sizes. They also offer competitive signing bonuses and stock plans, a benefit of being a young, growing, and well-capitalized company. One can almost see Snowflake’s staggering revenue growth rate reflected in the sales team’s quota fairness and Glassdoor rating, which is lower than the rest of the company (3.6/4.2 ▼). Here is a quote from a former employee on the sales team: “It can be a grind but only the greats persevere.” By far the largest and most valuable company among this list, Microsoft was founded in 1975 and has grown to develop and serve many verticals in the personal and business technology markets. TTM revenues are more than $153 billion and have grown by 13-14% over the previous two years.Among the companies in this analysis, Microsoft pays their sales staff the highest total compensation, on average. They also have the largest average base salaries of any company featured at $124,108. In addition to this, they have the third highest quota fairness rating but their sales team reports slightly lower than average job satisfaction compared to the rest of the company (4.3/4.4 ▼). We’ve all heard that job satisfaction matters more than money. It is interesting to note that the sales teams of both the company with the highest and the lowest total compensation rated their job satisfaction lower than the rest of the company. This insight led to one of the most interesting takeaways from this study: companies on the lower- and higher-end of compensation had lower satisfaction ratings among their sales team. The “goldie-locks” companies that more closely aligned to average incentive comp plans were more likely to have higher than average satisfaction and quota fairness ratings. We believe this indicates that sales people just want to be compensated fairly for the work they do. If you are trying to offer your sales team huge comp plans but at the cost of work-life balance and job satisfaction, you might just get what you pay for. If instead, you leverage a workplace meritocracy that adequately rewards performance and provides your sales team with the tools and support to get their job done effectively, you will almost certainly build a long-lasting and exceptionally talented sales team. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/increase-enterprises-market-share Title: People.ai | Fool-Proof Ways To Increase Your Market Share Meta Description: Learn how to increase your market share and gain a competitive advantage with these market share growth strategies for your business. Language: en Canonical URL: https://www.people.ai/blog/increase-enterprises-market-share ## Headings Structure: H1: Fool-Proof Ways To Increase Your Market Share H2: What Is Market Share? H2: Understanding Market Share H2: How To Calculate Your Market Share H2: What Does It Mean To Increase One’s Market Share? H2: How to Increase Market Share H2: Final Thoughts H2: Frequently Asked Questions H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: Goodbye Org Charts, Hello Relationship Maps H3: How to Write a Trade Show Follow Up Email + Examples ## Main Content: H1: Fool-Proof Ways To Increase Your Market Share H2: What Is Market Share? H2: Understanding Market Share H2: How To Calculate Your Market Share H2: What Does It Mean To Increase One’s Market Share? H2: How to Increase Market Share H4: 1. Cut Operational Expenses H4: 2. Maintain Market Share H4: 3. Build Market Share H4: 4. Talk To Your Customers H4: 5. Keep Your Customers Happy H2: Final Thoughts H2: Frequently Asked Questions H4: How can I improve my market position? H4: How do I calculate my current market share? H4: Why is market share important? H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: Goodbye Org Charts, Hello Relationship Maps H3: How to Write a Trade Show Follow Up Email + Examples Learn how to increase your market share and gain a competitive advantage with these market share growth strategies for your business. That’s always the focus of an enterprise no matter the prevailing economic climate. I often receive questions about marketing strategies, but there tends to be one question people focus on: how to increase market share. Here, I’ll give some insight on how to calculate, measure, and increase your market share – and how this can all benefit your growing business. Market share can be described as the percentage of a market that is controlled by a company or its products/services. In other words, it’s the total sales of a company in comparison to the overall sales in that company’s industry within a given time period. So, why do we measure this metric, and why do we aim for an increase in market share? The higher your market share, the more profitable and successful your company is likely to become. The company with the largest market share in its industry is considered the market leader. Having this kind of status doesn’t just attract more customers and inspire customer retention and loyalty, but it also attracts more and higher-quality employees. Having a larger market share brings about a whole laundry list of benefits that give you a competitive advantage in your industry, including: To calculate your current share, take the overall sales of your company over a given time period and divide that number by the total industry sales within that period of time. Then, multiply it by 100 to get a percentage. Increasing your market share means ramping up your sales and marketing efforts to engage active customers, draw in potential customers, boost your sales, and gain a bigger chunk of the market. In other words, you need to sell far more than your competitors. From a high level, there are two directions organizations typically consider to make a significant increase in market share: A blue ocean is a market with little to no competition – time and uniqueness are on your side. A red ocean is a market where you have to fight off the “sharks” of competition every day to gain new customers and retain current ones. The central problem is that blue oceans attract sharks (and every other sea creature). So, eventually, you either have to learn to deal with a little red or eternally swim in search of bluer waters. Keep in mind that the concept of seeking a blue ocean vs. a red ocean doesn’t apply to all enterprises or business models. Before you head off into the blue ocean sunset, we’ll show you five market share growth strategies to maximize your revenue streams from your current position. Business is a war between productivity and efficiency. Productivity initiatives pump up revenue while efficiency projects turn more of your current revenue into profits by shrinking costs. There are several methods to reduce operational expenses including: Leveraging AI for CRM data entry and repetitive tasks, for example, can reduce operating costs for sales and customer success teams while also eliminating human error. In fact, studies show that sales teams spend 20 percent of their week solely on manually logging sales activities. Unlocking hidden efficiency improvements like this is an effective way to lower departmental operational expenses. These savings can be reinvested in marketing strategy and new customer acquisition tactics, such as organizational discounts and experiential marketing to reduce churn and earn loyalty. The goal here is to avoid losing market share to disruptors and other market leaders. Businesses invest an enormous amount of time, effort, and expense building and acquiring their initial customer base. Mark Irvine, Data Scientist at WordStream has found that the average lead for B2B companies costs $63.57 per lead, whereas the cost per acquired customer (CPC) can be in the hundreds, even thousands of dollars. Without a strong focus on customer relationship and retention strategies, companies could be losing market share to their competitors from high customer attrition. Customer attrition or churn can be a slow death and sometimes neglected metric for rapidly growing organizations. MarketingWizdom claims that “The average business loses around 20 percent of its customers annually simply by failing to attend to customer relationships.” To combat customer churn, smart companies are turning to the power of AI and predictive analytics solutions like People.ai to automatically identify at-risk accounts. This is done by capturing all the interactions between your company and measuring customer engagement to understand the full 360-degree view. With this data, (otherwise impossible to compile or see in your CRM), companies can become more proactive in their approach to servicing their customers. Recognizing the signs of unhappy customers and “turning up the love” at the right moment can be the difference between your company treading water or gaining market share from competitors. Yes, building and acquiring new market share is third on our list, and for good reason. Building market share is typically the most difficult of the three strategies, as well as the most expensive. There are several methods to create higher market share including: Over the past several years, sales innovation through account-based marketing plans (ABM) and increasing the efficiency of sales teams have become the primary drivers for most organizations when it comes to higher market share. Empowering sales teams with an AI-driven sales and marketing technology stack is no longer a “nice to have” but rather a necessity in a competitive landscape. Companies need to equip their sales teams with the power of prospect engagement insights, weighted attribution modeling, and automated activity tracking to efficiently build or acquire new market share. Want to keep your current customers happy? Get to know them more. Your loyal customers can help you gain key insight into what works, what doesn’t, and what’s missing from your product or service. Send out customer satisfaction surveys and customer feedback forms so you can get a better understanding of the customer experience and make data-backed steps to improve it. This may seem painfully obvious, but it’s worth repeating. If you want to maintain your current market share, you have to be consistent with keeping your customers happy and excited to use your product or service. Customer loyalty is not a one-and-done kind of thing. It can wane if not nurtured properly. One great way to maintain customer satisfaction and gain new customers at the same time is by establishing a referral program. Referral programs reward existing customers for recruiting new ones, thus allowing you to hit two birds with one stone. These five points only scratch the surface of how to increase market share under difficult conditions. In the years to come, expect new technology and problem-solving tools like AI to take on a bigger role earlier on in market growth strategies. In fact, a recent survey by PwC found that a majority of enterprise leaders tagged AI as fundamental to their growth plans, with 72 percent citing AI as “the business advantage of the future”. It works off the idea that some problems are too complex for human brains alone, and this is one area you do not want to leave to chance. This is why companies have been calling on solutions like People.ai to leverage the power of AI to reduce operational expenses, hold on to loyal customers, and increase their market share. Are you wondering how artificial intelligence can help you reduce operational expenses and sway market share advantage? Find out how People.ai helps organizational leaders gain visibility into their sales and marketing teams, as well as increase the overall productivity of each sales rep by scheduling a demo today. There are several ways you can improve your market position. Investing in AI to cut back on operational expenses can allow you to allot a bigger budget for your marketing team. Innovation – whether through product, distribution, or sales innovation – can also help you drive up your market share. Market share is calculated by taking your overall sales over a set time period and dividing it by the total industry sales within that given period. It has been a longstanding and widely held belief that market share is “one of the main determinants” of business profitability. Businesses that hold a larger chunk of the market are far more profitable than their competitors, by virtue of having a larger customer base, a better reputation leading to more bargaining power, and a lower production cost. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/increase-sales-productivity Title: People.ai | 7 Data-Driven Ways To Increase Sales Productivity Meta Description: Need to improve efficiency, cut redundant or wasted effort, while also boosting productivity? Here are 7 strategies to boost your sales team's productivity Language: en Canonical URL: https://www.people.ai/blog/increase-sales-productivity ## Headings Structure: H1: 7 Data-Driven Ways To Increase Sales Productivity H2: 1. Invest in Managers H2: 2. Remove Obstacles to Productivity H2: 3. Deploy Talent Strategically H2: 4. Empower Your Team H2: 5. Build Engagement by Appreciating Your Employees H2: 6. Get Deep Insight into Sales Productivity H2: 7. Create a Replicable, Scalable Process H2: In Conclusion H2: Table of contents H2: Article Topics H2: Related Insights H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Call Mapping: What Is It And How Do I Do It? ## Main Content: H1: 7 Data-Driven Ways To Increase Sales Productivity H2: 1. Invest in Managers H2: 2. Remove Obstacles to Productivity H2: 3. Deploy Talent Strategically H2: 4. Empower Your Team H2: 5. Build Engagement by Appreciating Your Employees H2: 6. Get Deep Insight into Sales Productivity H2: 7. Create a Replicable, Scalable Process H2: In Conclusion H2: Table of contents H2: Article Topics H2: Related Insights H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Call Mapping: What Is It And How Do I Do It? Boost efficiency, cut waste, and improve output: Discover 7 proven strategies to maximize your sales team's productivity and drive success. Increasing your sales team’s productivity leverages each rep’s value to the organization's sales goals. It also ensures that effort is not wasted. Productive sales reps earn more and tend to feel more satisfied in their jobs — which can lead to higher retention. Not only do sales organizations need to improve efficiency by cutting redundant or wasted effort; they need to boost revenue and increase sales productivity. Here are seven strategies to improve your sales force's productivity: Sales managers are your inspirers on the ground, and their expert hand on the helm is key. Seventy percent of team-level engagement can be chalked up to manager skill, according to Gallup research. The same study notes that systematically hiring talented managers can result in 27% higher-than-average revenue per employee. A Harvard Business Review article on leadership notes, “Inspired employees bring more discretionary energy to their work every day. As a result, they are 125% more productive than an employee who is merely satisfied. Stated differently, one inspired employee can produce as much as 2.25 satisfied employees.” Before you focus on ways to increase sales productivity, it’s helpful to make sure there aren’t any pain points in their way. “Sales leaders must ensure that sales reps are not burdened with administrative tasks when gathering productivity data,” says the SiriusDecisions Sales Productivity Quotient Model. Today’s sophisticated artificial intelligence solutions like People.ai take the headache away from spending a large amount of time on things like data entry, so sales reps have more time for key sales activities, like personalized emails, sales calls, and follow up. The right people-management practices have a big impact on your productivity. All companies — successful and not-so-successful -- have the same percentage of star employees, about 15 percent of their workforce. Harvard Business Review recommends that you assign the most talented people to business-critical roles. Their research shows that in the most successful organizations, 95 percent of these super-important jobs are given to top talent — the A-list players to achieve their sales goals. Before you can do this, you need to find out two facts: Which roles are most essential and who are your best people. Star talent is a resource that your whole company can benefit from. Productivity expert Michael Mankins writes that successful organizations “provide their employees with autonomy and authority to bring new ideas to life.” This correlates with Daniel Pink’s classic identification of autonomy, mastery, and purpose as the three main components of motivation. Pink notes that effective teams make sure their people know that “they won’t be punished or humiliated for speaking up with ideas, questions, concerns or mistakes." The bottom line is you also need to ensure that your team has the onboarding and sales training they need; as well as solid sales enablement and sales strategies. Give them powerful sales tools that improve sales productivity and make it easier to track prospecting activities, interact with the team over social media, and a complete vision into every stage of the sales cycle. Recognizing and appreciating sales team efforts is an essential element of building engagement and (thus) productivity. Gallup research finds that 87 percent of employees are not engaged with their work, and “A highly engaged workforce means the difference between a company that outperforms its competitors and one that fails to grow.” Only 1/3 of U.S. workers state that their good work was praised or recognized in the past week, despite the fact that this type of recognition has a high impact on long-term productivity. Gallup also notes that peer-to-peer expressions of appreciation are powerful in building teamwork and motivation. The best sales reps feel valued. In order to increase something, you need to understand what it’s made up of. The Sirius Sales Productivity Quotient divides sales productivity into five components: Once your sales goals and metrics are clear, measure and track each of them, rather than merely noting raw sales numbers. In the words of People.ai’s CEO Oleg Rogynskyy, “Sales is about the sales process, not personality.” Each company is unique, but you can find out the best way to express your own individual sales magic. Notice who your best talent is, and then create metrics around their activity levels to improve the bottom line. How quickly do they return emails? How many emails do they send out? How many external attendees are there at their demos? How long are their meetings or calls with potential customers? Your most successful sales reps may have their own individual styles, but certain patterns will begin to be obvious if you compare what they are doing. You can then replicate the process by coaching all team members on the metrics that count, without eroding their individual autonomy. In an era when capital is abundant, (and expected to stay that way for the next two decades), the best growth strategy involves making numerous small investments that will increase sales productivity and revenue generation in the long term. Solutions that provide you with a deep understanding of sales productivity will ensure that your investment will pay off. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/inside-sales-vs-outside-sales Title: People.ai | Inside Sales vs Outside Sales: A Comprehensive Guide Meta Description: Success in today’s business requires mastering both inside and outside sales. Learn the key differences and how to leverage them for optimal results. Language: en Canonical URL: https://www.people.ai/blog/inside-sales-vs-outside-sales ## Headings Structure: H1: Inside Sales vs Outside Sales: A Comprehensive Guide H2: Inside Sales vs Outside Sales: What's The Difference? H2: What is Inside Sales? H2: What is Outside Sales? H2: Inside vs. Outside Sales H3: Differences in Sales Cycle H3: Different Sales Tools H3: Variations in Skill Sets H3: Core Metrics That Matter H2: Sales Team Structure H2: What Do Inside Sales Reps Do? H2: What Do Outside Sales Reps Do? H2: Inside Sales vs Outside Sales Salary H2: Inside Sales vs Outside Sales Quota Attainment H2: Inside vs Outside Sales Models H2: Sales Strategies for Inside and Outside Teams H3: Product-Led Sales Strategy H3: Outbound Sales Strategy H2: Should You Outsource Your Inside Sales Team? H2: Inside & Outside Sales Statistics H2: Which Sales Strategy Is Right For Your Business? H2: Frequently Asked Questions About Inside vs Outside Sales H3: What do inside sales reps do? H3: What do outside sales reps do? H3: Should you use inside or outside sales? H3: Which sales strategy is right for your business? H2: Article Topics H2: Related Insights H3: 10 Top B2B Sales Strategies for 2022 H3: AI’s Impact on the Future of Sales H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? ## Main Content: H1: Inside Sales vs Outside Sales: A Comprehensive Guide H2: Inside Sales vs Outside Sales: What's The Difference? H2: What is Inside Sales? H2: What is Outside Sales? H2: Inside vs. Outside Sales H3: Differences in Sales Cycle H3: Different Sales Tools H3: Variations in Skill Sets H3: Core Metrics That Matter H2: Sales Team Structure H2: What Do Inside Sales Reps Do? H2: What Do Outside Sales Reps Do? H2: Inside Sales vs Outside Sales Salary H2: Inside Sales vs Outside Sales Quota Attainment H2: Inside vs Outside Sales Models H2: Sales Strategies for Inside and Outside Teams H3: Product-Led Sales Strategy H3: Outbound Sales Strategy H2: Should You Outsource Your Inside Sales Team? H2: Inside & Outside Sales Statistics H2: Which Sales Strategy Is Right For Your Business? H2: Frequently Asked Questions About Inside vs Outside Sales H3: What do inside sales reps do? H3: What do outside sales reps do? H3: Should you use inside or outside sales? H3: Which sales strategy is right for your business? H2: Article Topics H2: Related Insights H3: 10 Top B2B Sales Strategies for 2022 H3: AI’s Impact on the Future of Sales H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? Success in today’s business requires mastering both inside and outside sales. Learn the key differences and how to leverage them for optimal results. Inside sales and outside sales are two sides of the same coin. The goal is the same for both (i.e. generate more revenue), but the approach taken is significantly different. Depending on your industry, product, pricing strategy, target customer, and more, your sales team will look, work, and perform differently. So, when someone asks how you define inside sales vs. outside sales, the answer will certainly be subjective. In this article, we define inside and outside sales as objectively as possible and discuss tactics to thrive iIn this article, we define inside and outside sales as objectively as possible and discuss tactics to thrive in the changing ecosystem that is blurring the line between traditional inside and outside sales strategies. Inside sales are the practice of leveraging technology to connect with and acquire new customers without requiring either party to travel. Today, many inside sales teams use a variety of technologies and communication channels including: It’s worth reiterating that the product, pricing strategy, and stage of the company will often dictate which channels you use to reach your target customers. Inside sales teams, in the past, focused on a single strategy such as cold calling or email marketing. But today, it’s far more common for teams to use a combination of strategies. Your market strategy will determine your reliance on an inside sales team, including the number of accounts your reps will be managing, deal size measured in annual contract value (ACV), and sales motion complexity, including the number of decision-makers involved in the average deal. YInside sales teams typically deal in products and services with lower ACV and sell to a single small buying committee or individual buyer. Geographic growth can warrant a stronger emphasis on inside sales since it reduces the overhead of expanding into global markets by eliminating the need to establish a physical presence there. Outside sales, also called field sales, is the practice of traveling to meet with customers. Outside sales provide current and prospective customers with a personalized sales experience. In-person meetings and face-to-face interactions allow field reps to give more detailed product demonstrations and create more personal relationships with potential clients. Alongside it, however, comes the complexity of a long sales cycle. The global pandemic has certainly had its impact on the outside sales approach. And while the future of the industry is still uncertain, the reps that have been able to effectively transition to a remote sales environment have set precedence for the role’s evolution. Trade shows, for example, were once an important component of an outside sales strategy – introducing customers to the company, educating about new and existing products, allowing potential customers to see the physical product firsthand, and networking with prospects. It’s still unclear whether trade shows or conferences will fully recover or how soon that will happen. In the meantime, we are witnessing a shift in the outside sales industry, forcing incumbents to adopt digital strategies or risk obsolescence. Looking at self-reported data from more than 7,600 salespeople in 2020 and 2021, over 56% of sales representatives identify as outside sales reps while 44% consider themselves as inside sales professionals. Although the tools, processes, and styles of selling for inside and outside sales are starting to converge, each still has its differences, including the sales cycle, skill sets, and metrics. One of the biggest differences between inside and outside sales is the cost structure. With the need to travel, book accommodations, and schedule client dinners, outside sales representatives require a much larger budget than their counterparts. However, overall, outside sales reps reach higher ACVs and quotas, which usually support the higher expense. On the other hand, inside sales reps incur costs for things like office space rental, equipment, and office supplies – things that outside sales reps don’t usually need too often. Despite this, inside sales remain more cost-effective, particularly when used for selling mid-market priced products. The trade-off is that inside sales reps need to hit a higher quota for prospects, which they can do by scaling through tech tools. A sales cycle is the process of turning a prospective customer into a paying customer. Sales cycles are usually expressed as the average time it takes from the initial point of contact with a prospect to a closed sale. Outside sales pros usually deal with more complex sales cycles that are lengthier due to larger deal size, the necessity of buy-in from more decision-makers in the prospect’s organization, and more back-and-forth negotiation on terms. Outside sales cycles usually last longer, going for months, quarters, or years. An aerospace company that deals in government defense contracts, for example, is not likely to close a deal worth $600 million in a week. Inside sales reps usually deal with a shorter sales cycle and lower ACV, often prioritizing quantity over quality when it comes to leads. Inside sales reps will spend more time making calls, sending emails, and otherwise connecting with new prospects, instead of focusing on nurturing a single prospect as outside sales reps tend to benefit from. You’ve already heard about some of the various tools being employed by inside and outside sales reps to close their deals and achieve their quotas, but let’s cover them in more detail. Inside sales reps are usually found at their desks, computers, phones, CRMs, and inboxes, while outside sales reps are picking up their rental cars, collecting frequent flier miles, and checking their cell phones in waiting rooms trying to get in front of a decision-maker. As mobile devices and cloud computing have evolved, some sales technologies of inside sales have begun to bleed into the workflows of outside sales teams. They have their mobile phones for connecting with new prospects, sending and receiving emails, and updating CRMs. When hiring for an inside sales versus outside sales role, you will certainly need to assess skill sets and personality traits to find the best fit for each particular role. Outside sales, for example, typically requires a high level of situational awareness and emotional Outside sales, for example, typically requires a high level of situational awareness and emotional intelligence (EQ). Your reps need to be able to think quickly, answer questions, pick up on social cues, and keep the conversation with prospects flowing. Salespeople in the field must also have a high level of autonomy since they are usually motivated and compensated by their own actions and not closely supervised by their sales managers. Inside sales, on the other hand, requires a high level of focus and the ability to follow instructions. Using a more repeatable, process-driven sales strategy, inside sales teams typically have templates and scripts to guide reps through their workflow as efficiently as possible. Of course, some abilities are required for both inside and outside sales teams, including effective communication skills, confidence, and perseverance. Both inside and outside sales teams must measure their performance to determine what is and is not working. Although the metrics will measure similar aspects of the sales role at a high level, such as revenue, new logos, pipeline management, conversion rates, and quota attainment, the KPIs are different for each type of sales team. Inside sales teams will typically measure the performance of their call, email, or other touchpoints against successful connections, opportunities, or closed deals. More telling than mere volume, these ratios measure the actual effectiveness of your inside sales team. Instead of emails and calls, outside sales teams more likely track the number of meetings, presentations, or demos that resulted in a closed sale. Outside sales teams also place heavier scrutiny on quarterly and annual revenue goals, compared to inside sales teams that are more likely to measure weekly or monthly milestones. A natural next question might be, is outside sales better than inside sales? Again, the answer will depend heavily on your particular business goals, KPIs, and ACV. While it’s important to choose a go-to-market strategy and focus on it (mostly to avoid confusion and cannibalizing your own team’s efforts), you will want to experiment with various strategies to find what works best for your business model. It’s not unusual to find a combination of inside and outside sales teams in large organizations. According to Spotio, 37% of high-growth companies rely on an inside sales strategy primarily while 27% utilize outside sales more predominantly. These types of companies will usually deploy different strategies for each team to maximize their particular strengths. For example, outside reps may be tasked with closing new logos, while the inside reps are there to upsell and grow current accounts. With many of the tools inside sales teams use to be successful, paired with the emergence of powerful AI at the fingertips of field sales reps today, a hybrid approach will likely be a trending strategy in sales moving forward. Inside sales representatives are expected to take on the following sales responsibilities: In contrast to inside sales reps' responsibilities, here are some of the tasks that outside sales reps must deliver on: According to Payscale, the average salary of an outside sales representative is $50,539. Entry-level field reps can expect an average total compensation of $42,294, including tips, bonuses, and overtime pay. Experienced outside sales leaders with over 20 years of experience can get up to $60,365 annually. Meanwhile, inside sales reps can expect a slightly lower salary, with an average rate of $45,082 a year. Entry-level employees with less than a year's worth of experience get an average of $40,435 a year, while high-level sales agents with 20+ years of experience can earn an average total compensation of $50,404. Quota attainment refers to the percentage of sales reps who have reached their sales goals within a certain period of time. It can also refer to the total sales attained by a sales team or individual sales professionals within a given time period. Calculating sales quota attainment helps sales managers assess the performance of their team members. These are some of the most common types of sales quotas: So, who has the better sales quota attainment? A 2021 study by The Bridge Group found that only 66% of sales reps reach their annual quota attainment. According to Spotio, outside sales reps tend to outperform inside sales agents, boasting a 10% higher average quota than inside sales agents. A typical inside sales model looks like this: The field sales model, on the other hand, looks like: With major shifts in many business models — like the move from on-premise enterprise to cloud SaaS — sales teams have had to adjust their strategies and learn what works best for their business. Below are some strategies to consider: Some products, such as general-purpose SaaS, can rely on product marketing alone to drive growth in sales through a self-serve customer acquisition process, reducing the need for a sales force. Although this seems great, it’s important to know when your product might require a salesperson to demo the product, an onboarding specialist to get a new customer off the ground, or a retention specialist to expand current customer lifetime value (LTV). If you have exhausted your product-led growth opportunities or serve a market that requires a more active outbound sales process, you’ll want to evaluate building an inside and/or outside sales team. One important consideration when structuring a sales team is measuring your ACV or customer lifetime value (LTV) against your customer acquisition cost (CAC). If the ratio is less than 1, your sales model is unsustainable and likely to fail. DocSend, a secure file sharing service, realized their ACV simply wasn’t high enough to justify their outbound sales strategy and decided to pivot, now relying entirely on inbound strategies. If your ACV/CAC ratio is less than two, but the lifetime value of your customer is significant, it can still make sense to invest in your outbound sales strategy. If hiring a sales team will drive your customer acquisition cost up to $20,000 and your ACV is only $25,000, your ACV/CAC ratio is 0.8 and will be wholly unprofitable. If your LTV is $50,000, on the other hand, the LTV/CAC is 2.0 – a far more favorable ratio. For many companies, outsourcing inside sales is a practical way to scale their business quickly. Outsourcing sales reps allows you to save on costs that would otherwise go to recruiting, hiring, and training in-house teams. Aside from this, hiring an outsourced sales team means that you get to skip the tedious process of building an effective outbound marketing and sales process. Hire an already established, high-performing sales team, and you get employees who already know all the right ways to cold call, pitch, prospect and nurture leads, and use the latest sales management tools to their full potential. You should consider outsourcing your inside sales team if you want to: Numbers can be helpful in understanding overall trends and identifying which model works best for your business (or whether you ought to adopt a hybrid model). Here are eight statistics that can guide your decision: Now that you’ve explored whether a sales-led organization is a sustainable growth strategy, you’re probably wondering what your specific strategy should be. Whether you build out a self-service portal, inside sales team, outside sales team, or a combination of inbound and outbound, the important thing is to test different strategies, measure performance, and learn from what works and what doesn’t. Most companies have the data but lack the capabilities to extract the lessons. Leverage technology to learn from your data and train your sales team on the tactics that are disproportionately effective for closing or losing deals. Analyze your team’s workflow to identify inefficiencies and determine what can be abstracted or automated from the process, increasing productivity. Sales teams have traditionally analyzed their sales data against their end goal to determine progress and quota attainment, but by the time they realize they are not on track, it’s too late to make corrective maneuvers. You must instead track leading indicators (as opposed to lagging indicators) in your sales analytics strategy if you truly want to impact performance. Leading indicators are the predictive insights that can act as early detection for when things are going right and when things aren’t. If you focus on the carrot, you will constantly be one step behind; however, if you instead focus on the stick, you can see where the carrot is going. Modern companies must implement this cycle of testing, assessing, and investing (or divesting). It is essential we learn from our experiences, compile a playbook, and coach our team towards this winning strategy. People.ai is a platform built with patented AI technology for sales, marketing, and DevOps teams to transform their business activity into insights, ROI, and growth. Our sales intelligence platform helps identify your “stick”, evaluating the inputs from your sales data to predict the output of your team. Inside sales reps find potential customers, establish relationships with leads, and present products and services remotely, either via phone or computer. Outside sales reps take on a more traditional role, traveling to prospective clients and presenting products and services in person. Both inside and outside sales models have their own unique benefits – whether you should use one or the other (or both) depends on the type of business you're running, your product, your pricing strategy, your target customers, etc. There is no one-size-fits-all strategy. Each business should test different strategies and measure performance to determine what works and what doesn't. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/is-digital-selling-contributing-to-seller-burnout Title: People.ai | Is Digital Selling Driving Burnout Among Your Sales Reps? Meta Description: Buyers prefer digital channels, so sales reps have to rely on more apps than ever. Get our take on how this impacts seller productivity. Language: en Canonical URL: https://www.people.ai/blog/is-digital-selling-contributing-to-seller-burnout ## Headings Structure: H1: Is Digital Selling Driving Burnout Among Your Sales Reps? H2: More people to convince, less time to do it H2: Tool fatigue limits productivity H2: The drudgery of entering a deluge of data H2: Limiting the tool fatigue and burnout H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Red Flags to Watch for During Forecasting H3: Boost Sales Performance: The Science of Moving the Middle H3: Streamline Sales QBRs for Greater Impact and Better Results ## Main Content: H1: Is Digital Selling Driving Burnout Among Your Sales Reps? H2: More people to convince, less time to do it H2: Tool fatigue limits productivity H2: The drudgery of entering a deluge of data H2: Limiting the tool fatigue and burnout H2: Table of contents H2: Article Topics H2: Related Insights H3: 5 Red Flags to Watch for During Forecasting H3: Boost Sales Performance: The Science of Moving the Middle H3: Streamline Sales QBRs for Greater Impact and Better Results Buyers prefer digital channels, so sales reps have to rely on more apps than ever. Get our take on how this impacts seller productivity. Hey, reader. Let me start by stating something most of us generally agree about – technology makes our lives easier. But is that always the case? I think we can all pinpoint how – at least in some cases – that’s just not true. Remember that uncomfortable Facebook post from your uncle and the subsequent conversation you just “had to have” during last holiday season? I digress. More specifically, what I mean is this: does too much technology make our lives more difficult, less efficient, and take us away from our biggest impact zones? In this case, I’m appealing to the plight of sellers and sales managers. A few weeks back, my colleague Seamus Devine provided historical context on the burnout effect in sales and why reps traditionally leave for another gig. In essence, sellers are moving on for the same reasons they always have – being under-compensated, no room for growth, or just not being a good cultural fit, among other factors. TLDR; sellers are still seeking new opportunities for the same reasons they always have – we’re just seeing an uptick in departures. So, what’s behind the uptick? Glad you asked, as that’s the focus of this post. In short? Many sellers are feeling the burdens of digital and hybrid selling. Too many tools, too many digital interactions, too much data, too many buyers – and not enough time to close deals. Let’s break this down. The digital economy took a major leap forward the past few years, due in large part to the COVID-19 pandemic. More than 60% of the buyer’s journey is now fully online, where web research, social interactions, and virtual meetings are now the norm. According to Gartner, that percentage will leap to 80% by 2025. Ok, so buyers prefer digital channels. No shock there. But at the end of the day, people still buy from people. If you’re talking to the right ones, of course. The average B2B sale involves 11 different people. Unfortunately, reps are only getting 5% of the purchasing cycle to directly engage with buyers. So these days, not only do reps have more people to convince at each account, but less and less time to do it. Time is money, and when reps spend too much time chasing down the right people – or have to work frantically to even get time on their calendar in the first place – that frenzied activity can lead to burnout. Especially if deals aren’t closing. Another trickle-down effect of digital buying and selling? A flood of new digital selling tools that reps are all expected to use. In reality, tool adoption is quite poor, which impacts sales reps and sales managers alike. Over three-quarters (76%) of sales organizations report that poor tech adoption is a leading reason why reps don’t reach quota. Meanwhile, 82% of sales leaders report that trying to reinforce the adoption of new tools feels like a second job. What are the chances that negatively impacts their ability to coach their reps and influence opportunities? My guess? Quite likely. In other words, while digital selling tools are supposed to improve productivity and make life easier – the opposite is often true. Forcing reps to navigate from tool to tool to complete tasks, update account plans, contribute to the forecast, etc. – it’s a lot of thrash, often with very little value-add. (Another consequence? Shelfware, inactive licenses, and wasted spend – but that’s a topic for another day.) One other aspect we can’t ignore is the impact of data. To oversimplify, more sales applications + more digital interactions with buyers = more data. No breaking news here: data is extremely useful for selling – provided the right information is captured, it isn’t burdensome to capture it, and it’s available where sellers need it. Unfortunately, we know this often isn’t the case. One key reason? Manual entry of data into CRM. Sellers spend a quarter of their week on this task alone, which keeps them from actually selling. Worse yet, data entry is often done well after the actual sales activity takes place – meaning vital details are omitted, misconstrued, or even outdated at the point of capture. In other words: CRMs are a bit of a data wasteland – a top-cited challenge of 41% of reps, ranking second only to the overall quality of sales data (48%). (Oddly enough, sellers who spend more time updating CRM data actually perform better. That same report from LinkedIn found that top-performing reps – those who surpassed 150% of quota – spend about 18% more time updating their CRM system than average performers. But there has to be a balancing act.) And this administrative burden is a drag for sellers. According to Gartner, reps are 27% more likely to actively seek a job when they feel overtaxed with non-selling tasks, and they’re 23% less likely to attain quota as well. So, most reps work their tails off, but the results just aren’t there. There’s too much busy work and chasing the wrong people – and not enough ringing the sales bell. They could focus more on engaging prospects if they weren’t stuck using so many different tools. You’re losing reps left and right because they can’t get wins fast enough. The ones who stick with you are swimming in data with no idea what to do with all of it (where are those “actionable insights” we keep hearing about?). This is that part of the blog where we usually tell you there is a better way. And there is. And not to be too much of a tease, but we’re actually going to cover that in-depth in the next post, which we'll drop next week. For a quick summary, here’s what you can expect: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/levels-of-ai-maturity-for-sales-organizations Title: People.ai | AI Revolution: Understanding Sales AI Maturity Levels Meta Description: Explore People.ai's Levels of GTM AI Maturity and see how AI is impacting sales organizations. Language: en Canonical URL: https://www.people.ai/blog/levels-of-ai-maturity-for-sales-organizations ## Headings Structure: H1: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H2: The 6 Levels of Vehicle Autonomy H3: How does this apply to go-to-market AI technology? H2: Levels of AI Maturity for GTM Organizations H2: 10X Your Sales Teams Effectiveness at Level 3 H2: The Future of AI for Sales is Here. Are you Ready? H2: Table of contents H2: Article Topics H2: Related Insights H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: Digital Transformation in Manufacturing: Key Impacts and Insights ## Main Content: H1: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H2: The 6 Levels of Vehicle Autonomy H3: How does this apply to go-to-market AI technology? H2: Levels of AI Maturity for GTM Organizations H2: 10X Your Sales Teams Effectiveness at Level 3 H2: The Future of AI for Sales is Here. Are you Ready? H2: Table of contents H2: Article Topics H2: Related Insights H3: Most Sales AI Tools Fail Due to Missing Key Data for Success. H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In H3: Digital Transformation in Manufacturing: Key Impacts and Insights Explore People.ai's Levels of GTM AI Maturity and see how AI is impacting sales organizations. The AI revolution is here. Forward-thinking GTM leaders are already building a data foundation to power AI and honing their strategies. It’s not a question of if your sales organization will embrace AI, but when. To echo that,  92% of business and IT executives surveyed believe their organization needs to shift to an AI-first operating model within the next year to stay competitive, according to a 2024 Avanade AI Readiness Report. To understand how AI will impact your organization, it’s helpful to look at another example where AI has become prevalent: the self-driving car industry. This industry employs a framework for The 6 Levels of Vehicle Autonomy, created by the Society of Automotive Engineers (SAE) and adopted by The Department of Transportation. The driving automation framework sets you up to understand the levels of AI Maturity for GTM organizations. The GTM AI Maturity Curve explains the levels of AI and automation for sales organizations and shows the potential impacts of increasing your organization's AI maturity. Level 0 is a car without any automation at all, and Level 1 is a car with a single automated system like cruise control. These are going to be your older cars.  A human is required for almost every function of driving. When you reach Level 2 you have multiple layers of automation like cruise control and lane assist, but none of these systems talk to each other and there is no central brain to manage the car as a whole. The driver is still monitoring these systems and can take control at any time. For example, you're driving down the highway with cruise control and lane assist on. You want to take over lane assist so you turn your wheel, but lane assist doesn't override cruise control and you keep accelerating into another car. The systems are completely separate and still require a human to manage the systems and drive the car. At Level 3 you have all those automation working together and making informed decisions. Think of a Tesla that can drive easily on the highway, adjust speed, navigate traffic, etc. The human can override but the automation system can perform most driving tasks. At Level 4 the human is no longer the driver and the vehicle can operate in self-driving mode. This would look like Tesla's full self-driving capabilities. You can get into a Tesla and tell it where it take you, and it will. Although it might be dicey at moments, it can do it. AI-driven automation will fuel your organization’s ability to stay ahead of the competition and future-proof your business. But to effectively leverage AI and automation you have to first understand where you are today. Inspired by the 6 levels of driving automation, People.ai created a framework for understanding and evaluating GTM AI maturity. There are five levels of AI maturity for sales organizations: If you're at Level 0 (No Automation) or Level 1 (Minimal Automation) today, you're relying on your AEs to do almost all, if not all, of the manual processes (enter contacts into Salesforce, add meetings, etc.). These levels represent no automation (level 0) or minimal automation (level 1) and a lot of time is spent on administrative tasks. AI maturity starts with data. To get from one level to the next, you have to build and strengthen your data foundation to feed AI models in Level 3 and beyond. Building that foundation looks like capturing data from all the activities across your GTM function through automation. Then, AI will match those activities from all those sources into your CRM.At Level 2 (Partial Automation), you have the data flowing. Most people on level 2 today require Ops or BI teams to analyze the data. Sales leaders ask questions and operations teams spend hours pulling data and analyzing to gather insights around win rates, which personas we’re engaging, and how qualified our deals are using medic. A human being is required to do all that analysis. The jump from level 2 to 3 is where you’ll experience the biggest leap in productivity, effectiveness–leveraging the complete picture of your GTM–to make smarter, data-driven decisions. The progression to Level 3 (Advanced Automation) is so impactful because AI analyzes the data for you. Saying it significantly shortens the time it takes to analyze the data is a massive understatement. Sales leaders and teams can get the insights they need instantly and spend more time on the bigger picture. At Level 3 you no longer have to be a brilliant data scientist to get the information you want. You don't have to be an ops specialist who knows how to run pivot tables in Excel to use this technology. You can be an average sales leader and get answers to queries like, “Get me up to speed on this deal. Provide a high-level overview of strengths, weaknesses, and key personas” or “What are the top risks within this deal and how should I mitigate them?” It’s a powerful way to democratize your data by giving access to your frontline leaders, senior leaders, and even your AEs to go and use it to better manage their business. And finally, Level 4 is high automation. At this level, AI is generating and completing actions, and next steps with the option to override. The key to progressing to a higher level is creating a framework to capture, clean, and match more data into your CRM. Relevant, quality data. Most organizations right now are around level 1 or 2. But organizations that are thriving in this AI-enhanced world–at level 3–have figured out a few key things: They achieve this through automating the capture, cleaning, enriching, and matching  of sales activity data across the GTM organization into their CRM. This forms a data foundation, which their central AI then uses to surface powerful insights, risks, and opportunities, unlocking the complete story of their GTM. But what are the specific things these Level 3 organizations can do? Let’s compare some of the most important areas of sales: account planning, deal inspection, coaching, forecasting, and prospecting. ‍ As you can imagine, the productivity gains from levels 1 and 2 to level 3 are significant. Embracing advanced AI capabilities allows your organization to streamline operations, maximize efficiency, and achieve sustainable growth in competitive markets. Now imagine if you don’t leverage AI across your GTM function, but your competitors do. They will move exponentially faster than you in the market. It will be nearly impossible to keep pace. Success with AI starts by understanding where your organization is today. Take the GTM AI Maturity Assessment to find out where your organization lands! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/managing-deal-pipelines-in-salesforce-a-guide-for-aes-sdrs Title: People.ai | Managing Deal Pipelines In Salesforce: A Guide for AEs/SDRs Meta Description: See step-by-step how top AEs and SDRs manage pipelines in Salesforce and hit quota, all in fewer clicks. Language: en Canonical URL: https://www.people.ai/blog/managing-deal-pipelines-in-salesforce-a-guide-for-aes-sdrs ## Headings Structure: H1: Managing Deal Pipelines In Salesforce: A Guide for AEs/SDRs H2: What Does a Healthy Pipeline Look Like in Salesforce? H2: Before You Manage, Know the Pipeline Stages in Salesforce H2: Step-by-Step Process to Manage  Deal Pipelines In Salesforce H2: Prospecting [1] H2: Qualification & Needs Analysis [2 & 3] H2: Value Proposition & Identifying Decision Makers [4 & 5] H2: Perception Analysis & Price/Quote [6 & 7] H2: Negotiation [8] H2: Closed Won, Closed Lost [9] H2: How to Perform Salesforce Pipeline Inspection H2: Easily Manage & Maintain Your Sales Pipeline in Salesforce H2: Table of contents H2: Article Topics H2: Related Insights H3: Your Pipeline is Full of Lies H3: Boost Sales Productivity with These 5 Must-Have Chrome Extensions H3: 20 Eye-Opening Sales Statistics That’ll Help You Sell Smarter in 2022 ## Main Content: H1: Managing Deal Pipelines In Salesforce: A Guide for AEs/SDRs H2: What Does a Healthy Pipeline Look Like in Salesforce? H2: Before You Manage, Know the Pipeline Stages in Salesforce H2: Step-by-Step Process to Manage  Deal Pipelines In Salesforce H2: Prospecting [1] H2: Qualification & Needs Analysis [2 & 3] H2: Value Proposition & Identifying Decision Makers [4 & 5] H2: Perception Analysis & Price/Quote [6 & 7] H2: Negotiation [8] H2: Closed Won, Closed Lost [9] H2: How to Perform Salesforce Pipeline Inspection H2: Easily Manage & Maintain Your Sales Pipeline in Salesforce H2: Table of contents H2: Article Topics H2: Related Insights H3: Your Pipeline is Full of Lies H3: Boost Sales Productivity with These 5 Must-Have Chrome Extensions H3: 20 Eye-Opening Sales Statistics That’ll Help You Sell Smarter in 2022 See step-by-step how top AEs and SDRs manage pipelines in Salesforce and hit quota, all in fewer clicks. Salespeople complain a lot about Salesforce. On Reddit or Quora, you’ll find threads with hundreds of complaints about how Salesforce’s UI is old and clunky. And it makes sense. Sales reps are tired of creating and updating pipeline updates in Salesforce. No doubt, tasks that take you away from selling are a time suck, and it’s okay to rant about them. But complaining only reminds me of a quote: If you have time to whine and complain about something, then you have the time to do something about it. Your company isn’t going to dump Salesforce because it runs the business. But there’s a solution for sales reps who have to work in Salesforce day in and day out. A workaround for managing pipelines in Salesforce is to do so in a spreadsheet. I’m willing to bet money you’re probably doing this. Instead of updating Salesforce, keep track of notes and deal states in a spreadsheet, then when you’re ready, copy and paste from your spreadsheet to Salesforce. Now, what if you could have a simple, spreadsheet view of your opportunities and any updates you made immediately synced to Salesforce? That means no more duplicate work or having to copy and paste from one place to another. That’s how PeopleGlass helps. And reviews show account executives love it: Before I show you how sales reps save hours updating records and managing deal pipelines in Salesforce with PeopleGlass… Let’s start from the basics – defining a healthy sales pipeline. Mindi Rosser, a consultant helping B2B leaders build sales pipelines from LinkedIn, defined it best: “A healthy sales pipeline is like a machine with the end goal to be a closed deal, and putting your own machine together is the hardest part. Even if you use someone else’s plug-and-play machine to get you started, it usually needs some finessing to make it work optimally for your business.” Your Sales Manager may arrange a plug-and-play Salesforce instance to manage your pipeline. Still, you need views specific to the opportunities you manage. This is crucial because you’re responsible for shepherding deals to closed-won. How you do that is up to you. Dave Trapani, Founder of Sandler Sales Training, shared how reps can go about this in his podcast: “Being diligent, day in day out, week in week out looking at what is in your pipeline and looking at them in say some time elements. For example, looking at 90, 60, or 30 days and asking yourself as a salesperson: What’s the likelihood of each of these opportunities closing?” The only problem with this advice is you can’t customize your Salesforce views on your own. You’d need help from operations or IT to help with that. And that’s where PeopleGlass comes in. PeopleGlass brings your Salesforce instance into a simple, spreadsheet-like view with all your Accounts, Opportunities, and others a glance away. With this, you can easily customize your view, make quick updates that immediately sync to Salesforce without opening multiple tabs, and maintain a healthy pipeline always. Here’s what it looks like: We’d get to the step-by-step process of managing your sales pipeline in Salesforce with PeopleGlass soon. However… You may have a different number of stages in your sales process, but  for our example below, imagine you had nine pipeline stages: No matter the number of stages you use, each sales process can typically be broken down into the three phases in the buyer’s journey stages of awareness, qualification, and closing. Your sales pipeline should give you a high-level summary of all your opportunities. This is crucial to determining the revenue you’re likely to generate within a given period, the bottlenecks in your sales funnel, and likelihood of hitting quota. When managed well across the deal stages, here are six insights you can discover: Let’s explore how to manage a deal at each stage. According to HubSpot, 72% of salespeople with less than 50 opportunities in their pipeline don’t hit their monthly sales goals. For this reason, prospecting is the name of the game to keep your funnel full. And if you’re like most sales reps who prospect on LinkedIn, PeopleGlass can help. The PeopleGlass Chrome extension lets you add contacts and leads to Salesforce directly from LinkedIn. Just open a prospect’s profile, and you can add them as a contact or lead: These leads are immediately synced to Salesforce: PeopleGlass takes it one step further. Instead of clicking various Salesforce tabs to update leads, you can create a sheet to view your leads in one place and make you updates in seconds: Once you get leads in, the next steps include qualifying and analyzing if identified prospects need your product/service. To do these, get them on a discovery call. Rachel Williams, Director of Sales at Calendly, said it best: “As a sales professional, the most important thing you can do is run an effective discovery call at the outset of the buyer’s journey. If you try to cut corners by forgoing the sales discovery call or only conducting a cursory one, your close rate will go down. The customer needs to know you understand their challenges before they can see the value your product or service may provide.” After these calls, you can manage and update your meeting notes and next steps using PeopleGlass, too: At this point, you should’ve identified decision-makers and be prepared to pitch your product’s value proposition. Asking essential qualifying questions is a great way to do this. You can use the following qualifying questions to help you qualify a lead Here’s where you must pause and be realistic. Review all calls, emails, meetings, etc., so far, and ask yourself: How likely are they to become a customer based on what I’ve learned from my discovery and qualifying process? No matter what you do, not all opportunities will lead to a sale. So performing perception analysis will help you discern this. But if you’ve managed things well up to this point, you should be well set up to negotiate your offer. Negotiation requires patience. George Eliopoulos, Head of Enterprise Sales at PayPal, shared tips on negotiation: “Primarily, let them talk first. You may not understand the real objections on the other side until you hear them out. So many salespeople think that talking first is the way to “sell,” but negotiation is a chess game that requires patience. Second, remember that they want your product, but at the other guy’s terms and prices. Going in with the understanding that your value is, indeed, greater lets you focus the conversation on the ideal future state that you are going to put your prospect in. If you don’t believe it, neither will they. At the end of the day, we all pay more for quality (phones, shoes, coats, homes, cars, etc.).” You’ll lose some and win some. That’s life and sales. When you lose a deal, analyze it, understand what went wrong and what you could’ve gone differently, and aim to do better next time. Maybe it’s about finding the right decision-maker, maybe it’s building a stronger case, or maybe it’s about improving how you qualify. To make space to reflect and analyze your deals, you need time. It’s hard to find time because we find ourselves caught up in busywork. So how do you curb the Salesforce busywork, update records, manage your pipeline easily (and in fewer clicks), and shepherd deals to closed-won? Enter PeopleGlass’s spreadsheet-like experience: Sales Managers love it when their sales teams use PeopleGlass: Excellent pipeline management requires regular inspection. Duane Cashin, Founder of Cashin Sales, LLC, noted this: “Pipeline management requires that you spend your time discussing the overall health of [your] pipelines and how [you] can shepherd more deals to successful closure. Focus less on scrubbing CRM data and forecasting revenue and more on how to move deals forward.” Based on Duane’s recommendation, reserve some time to examine your current and upcoming sales opportunities. Then zoom into each opportunity to understand what’s holding it or how you can move the deal forward. And as needed, create notes to keep you in the loop. PeopleGlass makes this process easier. It lets you examine your list of current and upcoming opportunities from one view. And while inspecting each opportunity, you can add notes that sync automatically into your company’s Salesforce records or private notes to guide you accordingly: The end goal of managing your pipeline well is to shepherd deals to the closed-won tab, hit your quota faster, and earn bigger commissions. But to achieve all that, you must understand what goes into won deals. Data analysis of 512,740 deals by People.ai provided clues. According to this report of the study: “Deals that were won saw 29% more email communication compared to lost deals. In deals worth $25,000 or more, winning teams sent 45% more emails than losing teams, on average. The average winning deal saw a total exchange of 141 emails between the account and sales teams.” In other words, to manage opportunities in your pipeline to closed-won, you need to spend more time communicating with leads, prospects, and decision-makers. Not on updating records in Salesforce. And that’s why AEs & SDRs like managing pipelines with PeopleGlass: Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/measuring-sales-effectiveness Title: People.ai | 7 Game-Changing Ways to Improve Sales Effectiveness Meta Description: Looking to Improve Sales Effectiveness? Industry Leaders Share Insights on How They Measure Effectiveness & Monitor Performance | #3's A Game Changer! Language: en Canonical URL: https://www.people.ai/blog/measuring-sales-effectiveness ## Headings Structure: H1: 7 Game-Changing Ways to Improve Sales Effectiveness H2: 1. Fluctuations In Sales Team Activities H2: 2. Length of Sales Cycles H2: 3. Sales Lead and Customer Response Times H2: 4. New Customer Acquisition Rates H2: 5. Customer Attrition Rate H2: 6. Revenue Growth H2: 7. Net Profitability H2: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Training Ideas To Inspire And Empower Your Team H3: 4 Ways to Ramp Sales Reps Faster H3: How to Write a Trade Show Follow Up Email + Examples ## Main Content: H1: 7 Game-Changing Ways to Improve Sales Effectiveness H2: 1. Fluctuations In Sales Team Activities H2: 2. Length of Sales Cycles H2: 3. Sales Lead and Customer Response Times H2: 4. New Customer Acquisition Rates H2: 5. Customer Attrition Rate H2: 6. Revenue Growth H2: 7. Net Profitability H2: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Training Ideas To Inspire And Empower Your Team H3: 4 Ways to Ramp Sales Reps Faster H3: How to Write a Trade Show Follow Up Email + Examples Looking to Improve Sales Effectiveness? Industry Leaders Share Insights on How They Measure Effectiveness & Monitor Performance | #3's A Game Changer! As companies begin to scale their operations, staying on top of departmental performance can be challenging for CROs and Sales VPs. This is especially the case when it comes to measuring sales effectiveness and monitoring performance of growing sales and account management teams. For executives that do find time to prioritize goal setting and strategic sales development, it can be challenging to decide which KPIs (key performance indicators) will shed the most light on the overall effectiveness of their sales and marketing teams. It’s essential that CROs and sales executives closely monitor the productivity and success of their sales teams and improve sales efficiency by focusing on areas that directly impact the short and long-term goals of the company. Sales leaders often ask themselves, “how to measure sales effectiveness.” To help with the question of how to measure your sales force’s effectiveness, we’ve put together seven crucial sales metrics that every sales leader should be obsessing over. Before you can measure your sales team’s effectiveness, you need to first have a benchmark for activity. Monitoring fluctuations in sales activities by team or department can give sales leaders a quick, daily, quantitative bird’s-eye view of your salesforce’s current “effort.” Why is this important? Sure, quality matters; but so does sales velocity. While most companies may think that they’ve developed a sound approach to B2B selling and customer revenue, most executives revert to the conclusion that sales is a numbers game. Steven Benson, CEO of BadgerMaps has found that “For an inside sales team, the number of calls or amount of time spent on calls are critical metrics to monitor. Whereas, for a field sales team, it might be the number of in-person meetings.” By keeping a close eye on your team’s average number of calls made, emails sent, notes logged, and meetings booked, CROs and Sales Leaders can ensure their teams are operating at maximum sales efficiency and hopefully predict (and course correct) if they’re going to miss their number. Already have great an effective sales team? Check out Sales Productivity Metrics | The Sales Data Secrets of High-Performing Teams Having a better understanding of your sales pipeline is an effective way to identify and address any issues causing delays in your sales cycles. Even as an early stage SaaS company, Fairmarkit is focused on monitoring their sales cycle length. Tarek Alaruri, Co-Founder and COO of Fairmarkit, explains that “Given our business sells to the enterprise we focus heavily on the effectiveness of getting to a decision maker and the length of our sales cycle. By focusing on both goals we’re able to better narrow our efforts.” Bottlenecks in the sales funnel are nearly impossible to avoid as companies explore new selling verticals and the challenges that come with them. However, by monitoring the average length of your sales cycles and time spent in each stage, you’ll be able to address these issues immediately, coach sales teams through effective solutions, (such as getting to a decision maker earlier in the sales process) and help them close more deals through improved sales efficiency. Fahad Shoukat, VP of Business Development at the software development company, Skiplist, “Personally monitors metrics around last time a salesperson spoke to a client and how often. Simple. If a customer is highly engaged with the sales rep then the deal has a high likelihood of it being real and closing.” At People.ai, we’ve found that there is a direct correlation in customer responsiveness with rep responsiveness. Building and maintaining momentum in the deal-cycle is essential to the deal progress and increasing overall close rates. Furthermore, there is nothing worse for a growing sales organization to do than to not follow up and capitalize on the value that inbound leads present. Warm leads have a considerably higher chance of success, and each one should be treated with the attention it deserves. Sales leaders should closely monitor lead response time and actively promote proactive follow-up schedules/cadences in qualifying leads. While lead response times may vary by industry, it’s important to establish benchmarks for the sales team to follow, ensuring that all prospects are contacted within an appropriate time frame. To assure that your team is qualifying leads you must coach them effectively and efficiently. Tom Stanfill, CEO of ASLAN Training explains that “You probably don’t have time for hands-on coaching for your entire team. So, desire should determine development. For the best ROI on your limited time, focus on coaching reps with ‘assignments,’ that you’ll be able to measure at the next coaching session.” Are you looking to coach your effective sales team? Check out Leveraging AI To Unlock Sales Coaching Opportunities When measuring the individual performance of your sales reps, new customer acquisition rates are a great way to see a snapshot of the employee’s overall selling success. To measure this metric accurately, sales territories should be identified ahead of time with sales reps or teams assigned to them accordingly. Tracking monthly acquisition rates between territories will help sales leaders recognize higher-demand areas and help inform decisions around the amount of sales team members needed to support customer revenue initiatives. While this metric can also help to identify gaps in skill sets and selling experience in different sales reps, it can also help to understand better the specific needs of the territory and potential improvements that should be made to help increase customer revenue. Equally as important as metrics tracking customer acquisition are ones that monitor attrition. Customer turnover rates can be very telling when calculated as a percentage against new business development and sales growth. It’s very healthy for every business to experience certain levels of attrition over time, especially in dynamic markets and as companies change their product offerings and services. However, identifying dangerous trends in lost business opportunities early in their development can help avoid disastrous financial consequences when comparing revenues year over year. Although it may seem like a no-brainer, monitoring revenue growth over time is the most significant identifier of your overall business success. One area of caution that CROs should take, however, when watching their revenue is not to focus too strongly on forecasted numbers. Changing needs of customers and internal departments may mean significant amounts of flexibility could be required from your sales and marketing efforts to maintain the sustainability of your business down the road. It’s important to remember that just because you see a spike in revenue year-over-year doesn’t necessarily mean you’re making more money. As business operations scale, so do the costs to manage and maintain that growth over time. Net profitability isn’t the most natural concept for every business owner to grasp. It’s easy to become mesmerized by a growing number of accounts and growing sales teams. At the end of the day, if you’re not adequately analyzing customer acquisition costs, operating expenses, and resource allotments, your growth may not be sustainable over time. Performance metrics can help to generate impactful business insights that give CROs, executives, and department managers the information they need to make better-informed decisions about the development and direction of their company. Sales and marketing consultant and industry thought leader Pam Didner states that “Ultimately, you need to define what ‘effective’ means to you and your team, then identify the metrics to align with your definition and business strategy. After that, it’s a matter of monitoring the performance and optimizing the processes.” However, spreadsheets, charts, and smart dashboards don’t provide any real value for performance management and improving sales efficiency unless they’re monitored effectively and prioritized based on the needs of the organization. By focusing on the KPIs mentioned above and working with sales teams to improve their business processes, you will ensure that you’re maximizing your sales performance efforts. Are you looking to monitor performance and gain visibility into your sales force’s effectiveness? Measuring sales effectiveness and monitoring performance of your company’s sales activities by leveraging the power of artificial intelligence, the People.ai solution grants sales and marketing leaders the ability to derive deep insights into their sales and marketing efforts, and visibility into their team’s overall sales efficiency and effectiveness. Find out how People.ai helps CROs gain visibility into their sales and marketing teams, as well as increase the overall productivity of each sales rep by scheduling a demo of the People.ai solution today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/microsoft-365-certification Title: People.ai | People.ai Cements Security Leadership in Sales AI Space with Meta Description: Microsoft recognizes People.ai's commitment to industry-leading security by granting the company Microsoft 365 Certification. Language: en Canonical URL: https://www.people.ai/blog/microsoft-365-certification ## Headings Structure: H1: People.ai Cements Security Leadership in Sales AI Space with Microsoft H2: What is Microsoft 365 Certification? H2: Why is Microsoft 365 Certification important? H3: Learn more about People.ai’s security protocols. H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Develop a Generative AI Roadmap Your Organization Can Trust H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: The 4-Step Playbook to Transform Your Team Into AI Masters ## Main Content: H1: People.ai Cements Security Leadership in Sales AI Space with Microsoft H2: What is Microsoft 365 Certification? H2: Why is Microsoft 365 Certification important? H3: Learn more about People.ai’s security protocols. H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Develop a Generative AI Roadmap Your Organization Can Trust H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: The 4-Step Playbook to Transform Your Team Into AI Masters Microsoft recognizes People.ai's commitment to industry-leading security by granting the company Microsoft 365 Certification. People.ai’s strategic partner Microsoft recently recognized our commitment to security by granting us Microsoft 365 Certification. We are thrilled to add this new certification to our existing certifications in SOC 2 Type 2, ISO 27001, ISO 27701 – Privacy, ISO 27017 – Cloud Security, CSA Star Level 2, and Google OAuth verification. AI presents a completely new way of working and solving problems. But advances in AI and technology also present new cyber threats and security considerations. The old ways of securing data are no longer enough. At People.ai, security is a core philosophy upheld by every employee and communicated openly with every customer. Data protection is baked into all of our products and processes and we are constantly striving to improve our security protocols. We are among very few sales AI vendors with Microsoft 365 Certification, demonstrating a clear commitment to excellence, security, and compliance. The Microsoft 365 Certification process is an independent audit of all of our security and compliance frameworks. Certified apps are asked to complete yearly penetration testing and reviews of data-handling, privacy, and security attributes. People was vetted against a series of security controls derived from leading industry standard frameworks such as SOC 2, PCI DSS, and ISO 27001. We were assessed across three domains: “Microsoft 365 Certification confirms that the People.ai data AI platform is held to the highest industry security standards in the country,” explained Aman Sirohi, Chief Information Security Officer at People.ai. “We’ve always known that our security practices are at the forefront of the AI Data platform space. Now, one of the world’s largest technology companies has independently confirmed that our joint customers’ data is secure and protected. We are proud to be part of the mission set forth by the Microsoft program to enhance trust and confidence in its customers and partners.” The Microsoft 365 Certification demonstrates to Microsoft 365 customers that the People.ai data AI platform has undergone rigorous security testing against controls taken from industry-standard frameworks. It confirms that our company holds ourselves to the highest standards of security and compliance to safeguard our customers’ data. The future is bright for People.ai as we remain dedicated to delivering cutting-edge data intelligence while upholding the highest bars of trust and security. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/microsoft-ignite-2024-recap Title: People.ai | Microsoft Ignite Recap Meta Description: People.ai presented at Microsoft Ignite 2024 and shared how sales teams can take the leap into true GTM efficiency with a highly personalized AI solution. Language: en Canonical URL: https://www.people.ai/blog/microsoft-ignite-2024-recap ## Headings Structure: H1: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H2: Table of contents H2: Article Topics H2: Related Insights H3: RevOps Account Forensics with Jamie Carney H3: 4 Ways to Ramp Sales Reps Faster H3: Data, AI & Automation: Keys to GTM Transformation in Life Sciences ## Main Content: H1: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H4: GTM teams deserve better from their AI tools H4: A personalized AI solution directly inside of your CRM H4: AI data security you can trust H2: Table of contents H2: Article Topics H2: Related Insights H3: RevOps Account Forensics with Jamie Carney H3: 4 Ways to Ramp Sales Reps Faster H3: Data, AI & Automation: Keys to GTM Transformation in Life Sciences People.ai presented at Microsoft 2024 and shared how sales teams can take the leap into true GTM efficiency with a highly personalized AI solution. People.ai was thrilled to attend Microsoft’s 2024 Ignite Conference! Our team was on the floor showcasing the ways in which Microsoft and People.ai are better together through both our Microsoft Dynamics 365 Sales and Copilot for Sales integrations. We loved getting to meet, connect, and share knowledge with so many incredible IT and sales leaders. Plus, People.ai’s very own SVP of Sales Engineering and Field CTO, Jesse Dailey, delivered a thought-provoking session about how go-to-market (GTM) leaders can leverage AI to fundamentally change how their teams operate and win. Everywhere we go, we are constantly seeing and hearing about AI. More than ⅔ of the vendor booths at Ignite had AI-related taglines. This makes it difficult to keep up, and even harder to separate fact from fiction when it comes to the promises of AI. To address this problem, Jesse first shared his 3 “AI Hot Takes”: People.ai’s SalesAI is just that—a customizable AI sidekick which uses every piece of data available to provide your team with highly strategic, accurate, and actionable responses. SalesAI is built upon a robust data foundation of your CRM data, activity data automatically captured from all of your productivity tools like email, Slack, Teams, and Zoom, and People.ai’s proprietary historical dataset from trillions of dollars of deals. Plus, sales teams can configure their SalesAI Assistant based on their unique sales motion, including sales stage definitions, chosen sales methodology, competitors, playbooks, and more. This results in tailored responses, insights, and next steps that are anything but basic. Jesse demoed how users of Microsoft Dynamics 365 Sales can leverage People.ai to get those highly strategic AI insights directly inside their CRM. People.ai lets Dynamics users surface risks, identify key stakeholders, understand engagement levels, and get next steps in real-time on every account to ensure reps have the context they need to convert pipeline and drive higher win rates. People.ai is proud to be Microsoft 365 Certified. The Microsoft 365 Certification demonstrates to Microsoft 365 customers that the People.ai data AI platform has undergone rigorous security testing against controls taken from industry-standard frameworks. It confirms that our company holds ourselves to the highest standards of security and compliance to safeguard our customers’ data. To learn more about how People.ai can help your GTM org take the AI leap, get a demo here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/new-gmail-anti-spam-rules-go-into-effect-february-2024-is-your-gtm-team-ready Title: People.ai | New Gmail Anti-Spam Rules Are in Effect. Is Your GTM Team Re Meta Description: The new Google and Yahoo anti-spam inbox rules emphasize the need for an AI-powered sales tool to easily personalize every single email sent. Language: en Canonical URL: https://www.people.ai/blog/new-gmail-anti-spam-rules-go-into-effect-february-2024-is-your-gtm-team-ready ## Headings Structure: H1: New Gmail Anti-Spam Rules: Is Your GTM Team Prepared? H2: What are the new inbox rules for Gmail and Yahoo? H2: Pivot 1: Dodge the spam folder with a value-first email strategy H2: Pivot 2: Goodbye, cold unwanted emails. Hello, highly relevant emails at scale. H3: Learn more about how Sales AI can help you easily meet the new Gmail and Yahoo email standards by generating highly personalized emails in real-time and at scale. H2: Article Topics H2: Related Insights H3: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: Why You Need These Sales Skills To Succeed ## Main Content: H1: New Gmail Anti-Spam Rules: Is Your GTM Team Prepared? H2: What are the new inbox rules for Gmail and Yahoo? H2: Pivot 1: Dodge the spam folder with a value-first email strategy H2: Pivot 2: Goodbye, cold unwanted emails. Hello, highly relevant emails at scale. H3: Learn more about how Sales AI can help you easily meet the new Gmail and Yahoo email standards by generating highly personalized emails in real-time and at scale. H2: Article Topics H2: Related Insights H3: Redefining Go-To-Market AI: Highlights from Microsoft Ignite 2024 H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: Why You Need These Sales Skills To Succeed The new Google and Yahoo anti-spam inbox rules emphasize the need for an AI-powered sales tool to easily personalize every single email sent. A whopping 162 billion emails are identified as spam every single day. And the largest percentage of those spam emails (36%) are sent by sales and marketing teams. Google and Yahoo are cracking down on this flood of unwanted emails with new inbox rules, which went into effect in February 2024. Bulk senders who send more than 5,000 emails a day to personal Gmail accounts (aka most companies with a decent-sized contact list) will need to authenticate their emails, offer one-click unsubscribe, and stay under a reported spam threshold. While the current rule changes only apply to personal email inboxes, the rule changes offer an opportunity for all senders to revisit their email marketing programs and ensure that they’re providing personalized and highly relevant value to contacts in every single email sent. If the thought of personalizing every single email makes you start to panic - don’t! It’s possible to do this at scale across your entire go-to-market organization - and it’s easier than you think using an AI-powered sales tool. By adopting a sales AI tool that helps you visualize and deeply understand a contact, account, or opportunity’s status and history in seconds and then instantly craft an email based on deep understanding and relevant facts. Gmail explained the new rule changes went into effect in February 2024. In a very similar announcement, Yahoo stated that they’d also be targeting the first quarter of 2024. ‍Authentication - Gmail and Yahoo will require bulk senders to strongly authenticate their emails following a new set of documented best practices as of February 2024. ‍Fast and Easy Unsubscribe - They will also require bulk senders to allow users to unsubscribe in a single click and for those unsubscribe requests to be processed within two days. ‍Send Wanted Emails Only - In an effort to create “less spammy” inboxes, Google requires bulk senders to stay under a 0.3% spam complaint rate threshold. For perspective, if you send 1,000 emails, only 3 need to be marked spam to reach that threshold! And if that happens, you could lose access to users’ inboxes. Here are two pivots you can make at your B2C or B2B company now so you don’t lose access to your audience. Email’s efficiency as a communications channel depends on our recipients’ overall inbox experience. Every email you send should adhere to the same standards as the rest of your content. Is it providing immediate value to the intended recipient? Is it personalized to speak to that person’s relevant pain or problem? The upside of the new spam rules is that highly relevant emails will be rewarded with more room to shine in less-full inboxes. For companies whose emails are not currently meeting those standards, communications could get flagged repeatedly as spam. And if that happens, Gmail and Yahoo’s new inbox rules will definitely hurt. If the prospect of sending thousands of personalized emails makes you feel panicky and uncertain, you’re not alone. Many organizations don’t know where to begin when it comes to developing personalized emails at scale. But there is a solution available - a truly great AI sales and marketing tool. The right tool will help you optimize productivity and enable instant personalized outreach across all go-to-market channels, including email. If you’re at a B2B organization and think that none of this applies to you, think again. Business inboxes could be next. It’s time to think about how to achieve business goals without constantly blasting inboxes with generic, unhelpful emails. Adopting a personalized email strategy now using AI will set you up for success when the next changes are announced. Plus, your prospects and customers will appreciate it. ‍Bonus pivot: You need to offer one-click unsubscribe, but it’s to your benefit to take it one step further. Don’t hide your unsubscribe. Make it clear and easy to click. If your reader can’t find it, they may just mark you as spam. The old way of running an email program is to send cold, generic emails to massive target lists of accounts and contacts purchased based on firmographic data, title, and relevant tech. Not only are these emails not well received by most recipients, many of them are reported as spam, which, as we discussed, is going to be a no-no going forward. The solution is an AI-powered sales and marketing tool that allows any person in your organization to deeply understand an account or deal’s current state in seconds - including risks and recommended next steps. From there, anyone (AE, BDR, marketer, etc) can instantly craft a highly personalized email that takes into account every single detail of their history with your company. Here’s how it works: The AI sales tool automates contact and activity capture and then accurately maps those activities to the correct contacts, accounts, opportunities, and leads in your organization’s CRM. That data is then enriched to ensure that current information about a person’s seniority, title, company, and persona-related challenges are documented. This allows your GTM organization to capture vast amounts of relevant data and make it accessible to sales, marketing, and customer success teams. Once all that data is captured and accurately matched in the CRM, email marketers and sales reps can leverage generative AI to easily generate highly personalized emails for each recipient. But not all sales AI tools are created equal. Many “AI” sales and marketing tools are hastily-built AI capabilities layered on top of existing products. Forrester predicts that in 2024, thinly customized generative AI content will lead to purchase regret in 70% of B2B buyers. The best way to produce consistently true insights and highly personalized content at scale from genAI is to select a vendor that has purpose-built their tool for a specific function and has the right business function-specific data foundation in place. The most highly personalized, accurate, and well-received emails will be created using data from a variety of sources. Goodbye cold generic emails, hello warm personalized emails every single time. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/oleg-rogynskyy-on-an-intentional-approach-to-life-and-ai Title: People.ai | Oleg Rogynskyy on an Intentional Approach to Life and AI Meta Description: People.ai CEO Oleg Rogynskyy says AI maturity is vital for leaders, shaping the future of GTM success. Language: en Canonical URL: https://www.people.ai/blog/oleg-rogynskyy-on-an-intentional-approach-to-life-and-ai ## Headings Structure: H1: Oleg Rogynskyy on an Intentional Approach to Life and AI H2: The Oakland A’s of AI H2: Learning the Power of Resilience and the Value of Intentionality H2: The Future of AI is Coming (Whether You’re Ready or Not) H2: Work Hard. But Don’t Forget to Do Cool Stuff. H3: Learn more about AI Maturity in your sales organization by taking the GTM AI Maturity Assessment. H2: Table of contents H2: Article Topics H2: Related Insights H3: RevOps Account Forensics with Jamie Carney H3: Four Ways to Do Less and Achieve More with Data H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith ## Main Content: H1: Oleg Rogynskyy on an Intentional Approach to Life and AI H2: The Oakland A’s of AI H2: Learning the Power of Resilience and the Value of Intentionality H2: The Future of AI is Coming (Whether You’re Ready or Not) H2: Work Hard. But Don’t Forget to Do Cool Stuff. H3: Learn more about AI Maturity in your sales organization by taking the GTM AI Maturity Assessment. H2: Table of contents H2: Article Topics H2: Related Insights H3: RevOps Account Forensics with Jamie Carney H3: Four Ways to Do Less and Achieve More with Data H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith People.ai CEO Oleg Rogynskyy says AI maturity is vital for leaders, shaping the future of GTM success. The early 2000s were a monumental time for technology. In 2001 alone, the release of the Apple iPod kicked off the world’s first step toward mobile-first, Microsoft changed gaming forever with Xbox, the first gaming console with high-quality graphics fueled by GPUs, and Steven Spielberg released a film called A.I. Artificial Intelligence. And in September of that year, future People.ai founder and CEO Oleg Rogynskyy got on a plane in his native Ukraine and set out for a new life in Boston, Massachusetts. At just 15 years old, Rogynskyy was accepted to the prestigious Boston University (BU) as an undergraduate student, all the way from Ukraine. For a young man who had grown up reading adventure books and spending summers outdoors in the Ukrainian countryside, starting the next chapter of his life in America made perfect sense. “I have two core values that are always in my mind,” said Rogynskyy. “‘Do your homework’, and, ‘move without hesitation’. A lot of who I am was shaped by how I grew up.” These values would propel Rogynskyy as he struggled to keep up with BU classes taught in a language he wasn’t yet proficient in. They would drive him to start his first successful company just 10 years later and then keep going after getting into a near-death accident a month after launch. And they would be the catalyst for placing a big bet on data at People.ai. In 2016, Rogynskyy founded People.ai to help companies solve a critical problem in their sales organizations. One that he experienced firsthand throughout his sales career: a customer relationship management (CRM) tool filled with incomplete and inaccurate data from sales teams. Besides being quite technical, Rogynskyy is a seller in his DNA (if you ever have the pleasure of watching him pitch a customer, you’ll understand what I mean) and he knew that what reps want more than anything is more time to spend with customers. But the manual data-entry parts of their jobs were keeping them from doing that - when they made time to enter data into the CRM at all. From a business perspective, all that seller activity data contained some of the most valuable insights across customer interactions, deal cycles, and sales tactics, that were critical to understanding and optimizing the go-to-market (GTM) functions of the company. People.ai was designed to solve both problems but with a much larger goal in mind. From the beginning, it has automated the sales activity and persona data collection, cleaning, and matching process so organizations would be ready to capitalize on AI when the time was right. When Rogynskyy founded People.ai, other point solution go-to-market technology companies were focused on addressing limited parts of a sales process, such as call recordings or forecasting. But Rogynskyy intentionally founded his company with a focus on data collection, organization, accuracy, and enrichment across the entire go-to-market (GTM) function. It was a big bet based on a hunch that artificial intelligence (AI) technology would one day progress to a point where that data would suddenly be the most valuable currency in business, and sales activity data would be priceless for optimizing enterprise go-to-market. “I don't believe anybody else had that idea until AI really hit us hard about a year ago,” he said. In 2024, after nearly a decade in business, Rogynskyy’s big bet on data is paying off. Rogynskyy becomes passionate and focused when he talks about AI and the importance of establishing a data culture at companies. The implications of AI have been obvious to him for a long time. And to some of People.ai’s earliest customers as well. “The feedback from our earliest customers was interesting because companies who got it were saying ‘We need to future-proof our business’,” said Rogynskyy. “They understood that there is a winner-takes-all dynamic that's built into AI. They were very clear on the fact that, if we have not collected the data and then our competitor has collected the data? There's nothing we can do to catch up. Take the story of “Moneyball” and the Oakland Athletics. How did the baseball teams that did not collect the data feel when they were playing against Oakland A's? As a long time baseball manager once told me, playing the A’s back then felt like showing up on a bicycle to a Formula 1 race.” One of Rogynskyy’s superpowers is his ability to connect with customers. “Throughout my career, I learned not only how to build AI products, but also how to explain to customers what AI is in very simple terms,” he explains. “Connecting with customers and helping them understand the power of AI to future-proof their business fuels me. It's a joint win and I love that." But Rogynskyy credits Sam Altman and OpenAI with making AI suddenly accessible and understandable to everyone. This was not always the case, especially in 2016 when Rogynskyy first started selling the People.ai solution. Incidentally, People.ai, OpenAI, and ScaleAI were all in the same Y Combinator batch in Summer 2016. It was a good year for AI. “Back then there were a lot of people saying, ‘Why do we need to collect this data? We're playing our game just fine based on hunch and intuition’,” said Rogynskyy. “But the ones that ‘got it’  and started working with us early have now collected massive decade-long datasets of all their go-to-market telemetry. And even the best business intuition can't compare to the real advantage offered by a huge data moat. These companies have now walked into the age of AI with massive advantage. That data set is probably the most valuable thing a company could have right now.” Rogynskyy founded People.ai with a very clear vision thanks to his experience with his first start-up, Semantria. Founded in 2011, Semantria used the [back then] latest in AI to automate sentiment analysis for customer feedback collection, survey results, and social media posts to understand customer sentiment at massive scale, powering the likes of Salesforce, Sprinklr, Hootsuite, and Microsoft. A month after founding the company, Rogynskyy was in a serious accident that landed him in the hospital for a month and in a wheelchair for six months after that. This was his hard first lesson in really valuing each moment you are given. In the midst of recovering, he faced a huge decision that would have a lasting impact. “Not long after the accident, I realized I was going to have to pay a lot of medical bills because I was not a United States citizen. And Semantria was bootstrapped so I was running it off my credit cards,” recalled Rogynskyy. “And that was the moment when I could have pulled the plug on the company because it was only a month old. But instead, I kept going. I spent months ‘smiling and dialing’ from the hospital bed and actually pitching customers, as there was not much else to do during that long Montreal winter. By the time I was out of the wheelchair we had over a million dollars in revenue.” Rogynskyy drew on the values he developed in childhood to get him through the experience: do your homework and move without hesitation. This ability to keep working hard and moving forward paid off. Despite operating without outside investment and the accident, Semantria grew its revenue by 600% in 2013. He successfully sold the company to Lexalytics in 2014. Rogynskyy credits the accident and subsequent recovery in 2011 with teaching him to value the preciousness of time. “That was a very defining moment for me,” said Rogynskyy. “Now, I keep this poster called ‘My Life In Weeks’ by my desk, which shows you exactly how many weeks you have left in your life. It puts everything in perspective. Every time you color off a week you’re reminded how quickly time passes. That week is gone forever, are you happy with how you spent it? What will you do differently next week, to make sure the answer is a resounding, ‘Yes!’?” Rogynskyy likes to compare the future of AI automation to self-driving technology. The Society of Automotive Engineers (SAE) and a company called Synopsis created a great framework for the Levels of Driving Automation. Inspired by this framework, Rogynskyy wanted to translate it to the levels of AI automation for GTM teams. He coined it "GTM AI Maturity Levels." Here is his explanation: "Level 1 is minimal automation, where technology is layered on top of existing manual processes. Level 2 is partial automation, where data is collected from many different sources and automation might be in place across different systems but there is no centralized platform to bring them all together. Most companies are operating at Level 2 today. The disjointed nature of Level 2 automation is why many sales technology tools get a bad reputation - even the good ones. A mediocre AI tool is the level 2 tool that's being sold as AI but actually isn’t AI at all. Many of these tools are just adding an extra AI button that accelerates a few steps of a workflow for the end user but lacks sufficient data to provide true value. Level 3 is advanced automation where data is no longer siloed and AI, being the central “brain” across all automations, assists the user with many day-to-day tasks. In the self-driving car analogy, it was the addition of dozens of sensors built around the car to capture real-time data about the car’s surroundings and a central AI interface built into the car that has allowed it to have self-driving capabilities. This is where users start getting that "ah-ha" moment with AI and buy-in. For those who have ever experienced Tesla’s self-driving capability on the highway, that’s the “wind through your hair” moment when you see the car driving itself for the first time. Level 4 is advanced automation where AI generates actioning outputs and next steps. But we're not quite there yet. Level 3 automation is possible today with the right data foundation in place. AI will advance to Level 4 – putting AI in the driver’s seat – within a couple of years. It's scary, but I believe it's inevitable. And if we think back to people who were scared of cars and just wanted to keep riding their horses everywhere. Were they able to keep up with their competitors who were now driving around? Or companies who didn't take the internet seriously. Netflix ditched the horse. Blockbuster did not." Despite AI’s reputation, Rogynskyy says it’s not as complex as we think. “AI is not that hard,” he explained. “It’s binary. Pretty much every tech company is using the same kind of AI technology to build their products and it's going to keep on converging. What most companies don't have is the data foundation that will produce accurate outputs to actually help you run your business smarter and faster.” Rogynskyy would tell you that he doesn’t have much time for anything outside of running People.ai and spending time with his family. But one of the underlying themes of our conversation were the people and experiences that he draws inspiration from. He credits his wife, Jassi, with teaching him that he can make the biggest impact when he focuses on the things he feels most passionate about. She demonstrates this through her work in the biosecurity medical field. He counts former Microsoft Chairman and ex-CEO of Symantec John Thompson as one of his mentors and says every meeting with him is like getting a mini MBA. And he values advice he received from a longtime CEO friend for running his business. “His two rules are: do really cool stuff and don't die,” said Rogynskyy. “As long as you are doing really cool things that are exciting for you, and you do them for long enough, luck will turn your way and very good things will happen. And on the contrary, if you are not seeing success, evaluate if you are actually doing both of those things.” He also shared a habit that may be surprising for the founder and CEO of a tech company on the cutting edge of AI. One who likes to joke about how the advancement of AI will eventually free up enough of his time to allow him to spend more time on the beach drinking mojitos. “It turns out that writing down what you need to accomplish on paper is a very strong psychological anchor to get it done. I carry my notebook and a pen with me everywhere for that purpose.” Know someone who would be a great AI Innovator? Let us know! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/oracle-cloudworld-recap-making-3-big-bets-on-revenue-transformation-with-ai-automation-and-data Title: People.ai | Oracle CloudWorld: Big Bets on AI, Automation & Data Meta Description: Read our recap of Oracle OpenWorld, including how AI-powered automation and data are fueling enterprise revenue intelligence. Language: en Canonical URL: https://www.people.ai/blog/oracle-cloudworld-recap-making-3-big-bets-on-revenue-transformation-with-ai-automation-and-data ## Headings Structure: H1: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H2: 1. Oracle is doubling down on its cloud portfolio, and we’re thrilled to be part of it H2: 2. GTM teams are betting big on AI-powered automation H2: 3. Pipeline coverage and conversion are king H2: Bet Big on Enterprise Revenue Intelligence with People.ai and Oracle H2: Article Topics H2: Related Insights H3: 9 Sales Tracking Tips to Track Activity and Performance H3: See What Your Pipeline Isn’t Saying H3: Oleg Rogynskyy on an Intentional Approach to Life and AI ## Main Content: H1: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H2: 1. Oracle is doubling down on its cloud portfolio, and we’re thrilled to be part of it H2: 2. GTM teams are betting big on AI-powered automation H2: 3. Pipeline coverage and conversion are king H2: Bet Big on Enterprise Revenue Intelligence with People.ai and Oracle H2: Article Topics H2: Related Insights H3: 9 Sales Tracking Tips to Track Activity and Performance H3: See What Your Pipeline Isn’t Saying H3: Oleg Rogynskyy on an Intentional Approach to Life and AI Read our recap of Oracle OpenWorld, including how AI-powered automation and data are fueling enterprise revenue intelligence. Last week was like most others in Las Vegas. Thousands upon thousands of people descended upon Sin City to wager some bets in hopes of winning big, to catch a big-name show or two on the Strip, and to otherwise simply connect with friends and family. The People.ai team was also in Vegas last week. We were there for the Oracle CloudWorld conference. And while some of us may have taken advantage of the activities noted above – don’t worry, team, what happens in Vegas, stays in Vegas – our main goal was to help enterprise go-to-market (GTM) teams pave the proven path to pipeline generation and revenue growth. But, you know, come to think of it – perhaps the similarities between the usual Vegas attractions and our objectives aren’t too different. After all, we were there to: So what were our big learnings from this mega-event? Glad you asked! Here are three key takeaways from our team on driving revenue transformation. Ok, this takeaway might be cherry-picking a bit. The event is named Oracle CloudWorld after all. But the fact remains that Oracle has really upped the ante in the cloud computing space, and is starting to gain strong traction in cloud infrastructure and SaaS revenue. The relevance of Oracle’s cloud portfolio certainly applies to the GTM side of the house. The Oracle Fusion Sales Cloud is designed to transform the sales process into a modern revenue engine. Earlier this year, we announced our partnership with Oracle Fusion Sales and how our two platforms work together to enable outcomes like improved sales productivity, larger deals that close faster, and increased customer satisfaction. This week, we proudly unveiled our listing on the Oracle Cloud Marketplace, a one-stop shop for Oracle customers seeking trusted business apps, including ones that extend Oracle Cloud Applications. That now includes the People.ai revenue intelligence platform. Through this milestone, we’re furthering our commitment to the Oracle community and Oracle customers, helping them reap the benefits of true enterprise revenue intelligence. But instead of just hearing it from our perspective, see what Katrina Gosek, VP of Product Management for Oracle Customer Experience, had to say about our partnership and these co-innovations: Most of us have heard the claim that “data is the new oil.” Unfortunately, many GTM organizations are now drowning in it. Having more digital interactions with buyers means more data. And that means more time sellers must manually enter data into CRMs. Herein lies the real problem. Today, 97% of sellers still rank CRM as the most important tool in the sales tech stack. Yet, 41% say incomplete, out-of-date CRM data is their biggest challenge (the #2 overall sales challenge, by the way, according to LinkedIn). Our take? Eliminate the manual drudgery of entering data into CRMs by turning to AI and automation. We’re not alone. Nearly 80% of companies plan to use some form of AI-powered automation by 2023. Why not enable your biggest growth engine – your sales and extended GTM team – to leverage this as well? For what it’s worth, the importance of using AI was validated time and time again during our conversations with attendees at our booth during Oracle CloudWorld. Our very own Jesse Dailey, VP of Solution Engineering, even held a session on this very topic. In his session, Jesse discussed how AI-powered, automated capture of key GTM activities into CRMs such as Oracle Sales Fusion can change the game for sales, marketing, and operations teams. But how is this a game-changer, you ask? For starters, how about getting the 50%+ of contacts your sellers are engaging – but aren’t even in your CRM – into play, automatically. From there, the power or AI can take over to continually enrich those contact details, surface prescriptive recommendations of how sellers and marketing can better engage those contacts and accounts, and voila – you’re off to the races. It’s not a Vegas magic show. It’s not even the future of selling. It’s the reality, today. In the current macroeconomic climate, generating the most revenue from your most important accounts that have the highest propensity to buy is absolutely paramount. But you don’t need a finance degree or to work on Wall Street to figure that one out. Most companies understand that building a healthier pipeline is key to weathering the current storm. In fact, 72% of sales leaders say improving pipeline creation is their #1 priority, according to Gartner. But the key word here is improving. And if nearly three out of four sales leaders cite the need to improve in this area, it’s safe to say that delivering better pipeline coverage isn’t easy. The good news? People.ai and Oracle can make your pipeline coverage and performance more predictable. And that’s precisely what our very own Art Harding, COO of People.ai, covered in a joint session with the help of a couple of friends from Oracle. In a nutshell, the key to better pipeline coverage and conversion is making decisions based on data. Art and team covered how to break down data silos and unlock the hidden, actionable signals in your revenue data that lead to higher-yielding deals. And in terms of measuring pipeline performance? The quantity and quality of sales engagements are key. That about sums it up from Las Vegas and Oracle CloudWorld 2022. A huge thanks to our partners at Oracle for putting on an amazing event. And a huge thanks to our customers, prospects, other partners, and attendees who popped by our booth to spend some time with us. In closing – it’s safe to say that People.ai, Oracle, and a number of attendees are bullish on the power of enterprise revenue intelligence. It’s not a gamble. It’s not a bet. It’s essential table stakes to building pipeline and revenue. And we’re delighted to continue the conversation with you. Learn more about our partnership with Oracle, and register for a demo to see us in action. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-a-featured-partner-for-oracle-fusion-sales-launch Title: People.ai | People.ai Partners with Oracle for Fusion Sales Launch Meta Description: Explore three ways the powerful combination of People.ai and Oracle Fusion Sales will help customers drive revenue transformation and growth. Language: en Canonical URL: https://www.people.ai/blog/people-ai-a-featured-partner-for-oracle-fusion-sales-launch ## Headings Structure: H1: People.ai Is a Featured Partner for the Oracle Fusion Sales Launch H3: Partnership to help customers drive revenue transformation and growth in three powerful ways H2: Increasing Sales Productivity H2: Driving More and Bigger Deals, Faster H2: Increasing Buyer Satisfaction H2: People.ai Enhances Oracle Fusion Sales H2: Table of contents H2: Article Topics H2: Related Insights H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: What is Consultative Selling? Benefits and Techniques H3: Build Sales Process Consistency with SVP Chris Albro’s Insights ## Main Content: H1: People.ai Is a Featured Partner for the Oracle Fusion Sales Launch H3: Partnership to help customers drive revenue transformation and growth in three powerful ways H2: Increasing Sales Productivity H2: Driving More and Bigger Deals, Faster H2: Increasing Buyer Satisfaction H2: People.ai Enhances Oracle Fusion Sales H2: Table of contents H2: Article Topics H2: Related Insights H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: What is Consultative Selling? Benefits and Techniques H3: Build Sales Process Consistency with SVP Chris Albro’s Insights Explore three ways the powerful combination of People.ai and Oracle Fusion Sales will help customers drive revenue transformation and growth. Earlier today, Oracle announced the next iteration of Oracle Fusion Sales, which is focused on transforming the sales process into a modern revenue engine. People.ai is thrilled to be a part of Oracle’s vision for the future, as our value propositions align perfectly. “Oracle and People.ai share a vision for how revenue intelligence can help transform B2B selling and drive stronger revenue operations performance. We are excited to partner with People.ai to bring action-oriented cross-functional revenue insights across the entire B2B lifecycle to our mutual customers.” More specifically, through the combination of Oracle Fusion Sales and People.ai, customers can drive revenue transformation in three primary ways: “We are proud to be partnering with Oracle and excited to be included in the launch of Oracle Fusion Sales. People.ai’s proven solutions uniquely complement Oracle Fusion Sales’ capabilities and mission,” noted Oleg Rogynskyy, CEO and Founder at People.ai. “Our ability to automatically capture all sales activity and contacts and to provide AI-powered insights for accelerated pipeline generation, delivered in Oracle Fusion Sales, will deliver significant and rapid ROI to Oracle’s enterprise customers. Insights like account and contact engagement will help sellers focus their effort on engaging the right executives in the right accounts, at scale.” We all need our sales reps to be as productive as they can be. Time not prospecting or actively moving opportunities forward is not time well spent. According to LinkedIn’s Global State of Sales 2022 report, sales reps only spend about 30% of their time today actually selling. Within Oracle Fusion Sales, People.ai offers automated data capture with the industry’s best matching, filtering, and contact enrichment. When used with Oracle Fusion Sales, sales professionals reap the benefits of automation and can spend more time driving revenue. By automatically capturing data, activities, and contacts generated in a seller’s day-to-day activities, we free sellers from tedious data-entry tasks and allow them to focus on providing solutions and solving problems for customers. People.ai insights assist in powering Oracle Fusion Sales with prescriptive and contextual seller actions, empowering sellers to become even more productive by helping them focus on the right accounts, at the right time, with the right actions. Deals progress when a process or sales methodology is followed closely. People.ai surfaces proven, objective engagement and stakeholder influence scores in each account to make sure deals are on track. Marketers and sellers know who the right people to engage are, and when the time is right. Why is this important? According to Forrester, 61% of purchasing decisions now involve four or more people, up from 47% in 2019. So helping sellers navigate larger, more complex buyer groups is critical for deal progression. Moreover, People.ai works with any methodology to accurately reflect true deal stages. With objective measurements, deals move along smoother and close faster, for higher revenue. When you have a proven path to close deals, new team members ramp and become productive much faster – contributing quicker to revenue. Sellers spend less time figuring out their path to cash, when the path is already paved in front of them. When you give GTM teams a single view of all customer data you put them in the best position to answer their customer’s critical questions. People.ai unlocks the ability for sellers to have high-value and impactful engagements that bring together the right stakeholders. Sellers efficiently navigate complex enterprise buying processes, generating confidence among buyers. In the modern B2B business world, GTM organizations must optimize seller efficiency, fostering a frictionless sales experience so reps can spend more time engaging and servicing their accounts. Additionally, companies must maximize the buying experience, so that every customer interaction serves to advance the partnership forward. People.ai helps companies accomplish these objectives by empowering all GTM teams – marketing, sales, operations, and customer success – to work from the same, complete data set, providing complete views of the customer. Oracle’s vision for Revenue Intelligence is to provide action-driven insights across the B2B revenue waterfall. People.ai embeds revenue and engagement insights, with AI-driven recommendations and guidance. Together, we’ll help guide your business to growth by providing an accurate revenue picture, from pipeline to close to renewal. Learn more about the benefits of automating activity capture in Oracle Fusion Sales –  eliminating countless hours of manual data entry so sellers can focus more on engaging accounts, not administrative tasks. You can also learn more about our partnership with Oracle, and how we enhance the value of Oracle Fusion Sales for customers. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-achieves-three-new-security-certifications Title: People.ai | People.ai Earns 3 New Security Certifications Meta Description: Read our CISO's perspective on how the new ISO security certifications reinforce our commitment to protecting customer data and privacy. Language: en Canonical URL: https://www.people.ai/blog/people-ai-achieves-three-new-security-certifications ## Headings Structure: H1: People.ai Earns 3 Security Certifications, Boosting Your Trust H2: What do these certifications mean for you, our valued customer? H2: ISO 27701:2019 and ISO 27017:2015 H2: CSA STAR Certification H2: Table of contents H2: Article Topics H2: Related Insights H3: Product Launch Recap: Clarity to Sell Above the Line H3: RevOps Account Forensics with Jamie Carney H3: Revenue Operations: The Key to Driving Results in Today’s Market ## Main Content: H1: People.ai Earns 3 Security Certifications, Boosting Your Trust H2: What do these certifications mean for you, our valued customer? H2: ISO 27701:2019 and ISO 27017:2015 H2: CSA STAR Certification H2: Table of contents H2: Article Topics H2: Related Insights H3: Product Launch Recap: Clarity to Sell Above the Line H3: RevOps Account Forensics with Jamie Carney H3: Revenue Operations: The Key to Driving Results in Today’s Market Read our CISO's perspective on how the new ISO security certifications reinforce our commitment to protecting customer data and privacy. As the leader in enterprise revenue intelligence, data sits at the center of everything we do. Our technology is purpose-built to help customers automatically capture the data and insights that fuel today’s go-to-market strategies, so they can engage the right people, in the right accounts, to better achieve their pipeline- and revenue-generating goals. Of course, part of any discussion that involves data needs to focus on security, privacy, and compliance. As the Chief Information Security Officer (CISO) at People.ai, helping protect our customers’ sensitive data is my number one priority. Part of that responsibility entails continuously hardening our information security management system – putting it through the rigors of extensive third-party audits and achieving industry-standard certifications that validate our ability to insulate customers from today’s advanced cybersecurity threats. With that charter in mind, I am very pleased to announce that People.ai has attained the following certifications for our information security management system: These achievements build on our current certifications for ISO 27001:2013 and SSAE-16 SOC 2 Type 2 compliance. Protecting your information is a vital part of one of our core company values – “The Customer Is Everything.” In an era where security breaches are costing people and companies billions of dollars in lost revenue, fees, and other penalties, we know that maintaining your trust – as well as the trust of your customers and employees – is paramount to our mutual success. Obtaining these latest certifications is a testament to this principle of trust and reliability. We know your time is valuable and needs to be spent on making the best use of your GTM data to achieve your business goals and service your customers – without the threat of being compromised. And we will continue to strive for additional certifications so you feel confident, comfortable, and protected when using our technology. You can read more about each of these certifications, as well as the standards we meet, by reading below. You can also learn more about how our technology meets all essential enterprise-grade security requirements by reviewing our web page. Finally, in closing, I want to personally thank each of you for your continued business and partnership. We continuously strive to create a security-first culture at People.ai, and data security is a distinctive strength of what we offer to the marketplace. My best wishes and gratitude goes out to all of you as we embark on a new year. The ISO 27701:2019 and ISO 27017:2015 standards are set by the International Organization for Standards (ISO). The standards set systematic approaches to securely managing information and information systems. Certification must be conducted by an independent auditor who determines whether a company has a coherent, systematic set of policies in place to protect information and whether those policies are followed. Companies that achieve ISO 27701:2019 and ISO 27017:2015 certifications demonstrate that they adhere to privacy and cloud computing best practices, policies, and procedures that include more than just logical and physical security controls. Certification attests to management’s commitment to protecting information, by prioritizing it as a business requirement. ISO 27701:2019 is a rigorous third-party independent assessment of the Privacy Information Management System (PIMS) of a cloud service provider. ISO/IEC 27701:2019 specifies requirements and guidelines to establish and continuously improve a PIMS, including the processing of personally identifiable information (PII) and is an extension of the ISO/IEC 27001 standards for information security management. It provides a set of additional controls and associated guidance that is intended to address public cloud PIMS and PII management requirements that aren’t addressed by the existing ISO/IEC 27001 control set, for both processors and controllers. The certification demonstrates that a cloud service provider has an effective PIMS in place to support customers, who may be working towards compliance with the European General Data Protection Regulation (GDPR), the California Consumer Privacy Act (CCPA), and other data privacy regulations. The independent third-party assessment of People.ai’s alignment to this internationally recognized code of practice demonstrates that People.ai is committed to the privacy and protection of customers’ content and can help customers in pursuing their international and local compliance objectives. ISO/IEC 27017:2015 certification is an international standard that aligns with and complements the ISO/IEC 27001:2013 with an emphasis on cloud-specific threats and risks.  ISO/IEC 27017:2015 gives guidelines for information security controls applicable to the provision and use of cloud services by providing: In addition to the new ISO certifications, People.ai is excited to announce that we have achieved CSA STAR certification as a part of our ISO 27001:2013 certification. The Cloud Security Alliance (CSA), the world’s leading organization dedicated to defining and raising awareness of best practices to help ensure a secure cloud computing environment, recently announced a series of updates to Cloud Controls Matrix (CCM) v4, CSA’s flagship cybersecurity framework for cloud computing. CSA STAR Certification for ISO 27001:2013 is a technology-neutral certification that makes use of the CSA CCM and the requirements of the ISO/IEC 27001:2013 management system standard. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-acquires-hero-research-and-introduces-a-new-embedded-salesforce-experience-to-take-b2b-sales-productivity-to-new-heights Title: People.ai | People.ai Acquires Hero Research for Salesforce Boost Meta Description: People.ai Acquires Hero Research and Introduces a New Embedded Salesforce Experience to Take B2B Sales Productivity to New Heights Language: en Canonical URL: https://www.people.ai/blog/people-ai-acquires-hero-research-and-introduces-a-new-embedded-salesforce-experience-to-take-b2b-sales-productivity-to-new-heights ## Headings Structure: H1: People.ai Acquires Hero Research for Enhanced Salesforce Experience H3: Click to Get Started with PeopleGlass for Free. H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: GenAI: The 'Magic Tech' Revolutionizing BI with Google’s Danny Lange H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue ## Main Content: H1: People.ai Acquires Hero Research for Enhanced Salesforce Experience H3: Click to Get Started with PeopleGlass for Free. H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: GenAI: The 'Magic Tech' Revolutionizing BI with Google’s Danny Lange H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue People.ai Acquires Hero Research and Introduces a New Embedded Salesforce Experience to Take B2B Sales Productivity to New Heights Today, we are excited to announce two big milestones that represent a major step toward achieving our vision to unlock growth for B2B sales teams using the combination of AI and business activity data. Now, more so than ever, People.ai is poised to unlock new levels of productivity for the revenue team across sales, marketing and customer success. First, we’ve acquired Hero Research, a state-of-the-art Salesforce productivity app that allows sales reps to effortlessly access and update go-to-market systems such as Salesforce within Chrome using a simple and lightning fast GoogleSheets-like interface. Second, we’ve launched a new embedded Salesforce experience, allowing every member of the sales organization to access the power of People.ai natively from within Salesforce and without opening a single additional browser tab. Both announcements are really personal for me. I started my career in sales, and every day I was frustrated by our tools of the trade. I spent way too much time updating my pipeline, accounts, and field activity in Salesforce and I felt constrained to force fit my approach to selling into a clunky set of prescribed processes and rules. In the end, I kept my own spreadsheet to track what was happening across my accounts and opportunities. This allowed me to plug gaps in standard issue sales tools, but it also required me to spend even more of my time on admin since I had to duplicate data in two places. What frustrated me most was knowing that every hour I spent with these tools was an hour less spent selling. Once I became CEO, my point of view evolved. In order to run a thriving business, I needed scalable, repeatable processes that delivered consistent and predictable results. I also relied on accurate and complete data to optimize and improve sales conversion rates from the top to the bottom of the funnel. While I empathized with reps who wanted the autonomy to manage their pipeline their way, I saw how affording the field too much latitude broke the systems we relied on to understand, measure and run our business. I also recognized that as the quality of our data deteriorated, we lost our ability to inspect, benchmark and coach our field teams to success. And that’s when the lightbulb went on. Using the power of AI, we could develop a solution that delivered the best of both worlds—increased productivity and reliable data.  With today’s announcement, we’re bringing this vision to life. Here’s what I’m most excited about in our new Hero Research capabilities and embedded Salesforce experience. I love Hero Research because it delivers the thing every rep has been screaming for—a single pane of glass to do their job better than ever. No more tab sprawl, no more cutting and pasting, no more shadow spreadsheets. Now, with a Chrome browser and a few clicks, reps can create their own personalized window into Salesforce and other go-to-market systems like Gainsight and 6Sense. They’ll get access to critical sales data served up the way they want it and enhanced by People.ai AI-driven insights. And here’s the best part—it’s free for AEs who can get up and running with one click and zero admin or IT support. It’s the easiest, most powerful tool reps will have in their quiver. As excited as I am about what we’re delivering with Hero Research, I recognize that reps and managers will still need to spend time inside of Salesforce. Sales Operations teams have invested heavily in mission critical workflows that can only be accessed within the solution and for decades they’ve been looking for a silver bullet that will maximize usage. That’s why we built an embedded Salesforce experience. We’ve seamlessly integrated the power of People.ai’s benchmarks, leading indicators and sales insights with Salesforce’s native pipeline, account and opportunity views. On top of that, we fill critical gaps in Salesforce with functionality reps love such as auto-populated relationship maps, deal scorecards and digital playbooks. People.ai does the heavy lifting by bringing the tools and the data into Salesforce, allowing sales ops to deliver a better end-user experience to their teams and giving reps new tools to accelerate bookings. Customers who have deployed the product tell me that in a few weeks, this solution has had a bigger impact on Salesforce adoption than years of serving up other carrots and sticks. Since the inception of People.ai, we’ve been committed to helping B2B enterprises take their average revenue per sales rep to new heights. Zoom is one of many examples. Prior to the pandemic, they realized a staggering 42% increase in pipeline and they continue to rely on us to keep pace with unprecedented demand for their solution.  With today’s announcements, we continue to advance our mission. Our new capabilities are going to blow you away. But don’t take my word for it. Try them out for yourself and let us know what you think. PeopleGlass by People.ai Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-announces-new-account-planning-capabilities Title: People.ai | People.ai Announces New Account Planning Capabilities Meta Description: Improve account management with People.ai's Account Planning. Nearly 70% of sales leaders miss targets due to clunky, ineffective account planning tools. Language: en Canonical URL: https://www.people.ai/blog/people-ai-announces-new-account-planning-capabilities ## Headings Structure: H1: People.ai Announces New Account Planning Capabilities H3: Announcing Account Planning by People.ai H3: Account Scorecards H3: Account Maps H3: Build and Execute Strategic Account Plans with People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: Relationship Mapping for Account Executives with Erik King H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: Soft Skills Matter Most in AI Economy: Insights from Xapa CEO ## Main Content: H1: People.ai Announces New Account Planning Capabilities H3: Announcing Account Planning by People.ai H4: Account Whitespace Maps H3: Account Scorecards H3: Account Maps H3: Build and Execute Strategic Account Plans with People.ai H2: Table of contents H2: Article Topics H2: Related Insights H3: Relationship Mapping for Account Executives with Erik King H3: GTM Insider: My Conversation with Cisco at the Gartner CSO Conference H3: Soft Skills Matter Most in AI Economy: Insights from Xapa CEO Enhance account management with People.ai's tools. Nearly 70% of sales leaders miss targets due to ineffective planning and clunky technology. In one Gartner study, only 28% of sales leaders reported that the account management process regularly met their cross-selling and account growth targets. Or, to put it another way: nearly 70% of leaders are missing targets due to ineffective account management. So what is it about account planning that’s just so hard to get right? One big problem is the technology itself—most account planning software today is clunky and often tacked on as (yet another) point solution. Which only spells trouble when it comes to rep adoption, maintaining updates, and providing the visibility into the engagement that leaders need to plan the path to revenue. At People.ai, our mission is to help companies harness business activity to unlock growth. By automatically capturing details around engagement—whether it’s the activities reps are spending their time on, how much time those activities are taking, and the people they’re engaging with throughout the process—customers can finally have real answers around questions like: For years companies have relied on People.ai to auto-populate their CRM with business activity data such as email, meetings, and contacts. With today’s announcement, customers can combine the power of People.ai’s data with Salesforce native account planning capabilities to gain a true understanding of account health while helping reps develop the value-driven relationships that maximize revenue through strategic expansion. See where products have been deployed and which business units are prospects for your offerings. Capture customer or prospect health and engagement with customizable, out-of-the-box scorecards. Remove buyer blind spots with relationship maps that automatically populate contacts and reduce manual data entry for reps. Teams that deliver ongoing customer improvement conversations—like those that can be identified through effective account planning—increase their ability to grow that account by 48% and increase the likelihood of renewing or retaining the same amount of spending by 94%. With People.ai’s new capabilities, determining the strategy around account planning and territory management suddenly becomes so much clearer: not only around how many accounts per rep but how much work it takes to actually drive meaningful engagement. If you’re ready to re-think how you’ve been approaching account planning, we’re here to help. Reach out to a team member today to get the conversation started. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-for-microsoft-dynamics-365-sales Title: People.ai | People.ai for Microsoft Dynamics 365 Sales is Changing the C Meta Description: Microsoft Dynamics 365 Sales + People.ai: Embedded insights streamline workflows, giving sales teams instant access to critical data for smarter decisions. Language: en Canonical URL: https://www.people.ai/blog/people-ai-for-microsoft-dynamics-365-sales ## Headings Structure: H1: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H2: People.ai for Microsoft Dynamics 365 Sales H2: 3 Ways to Access People.ai Data in the Microsoft Tools You Already Use H3: Inside Microsoft Dynamics H3: Inside Microsoft Outlook H3: Inside Microsoft Teams H2: Table of contents H2: Article Topics H2: Related Insights H3: The Importance of Multi-Threading Your Relationships H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: Data Governance and Security in the AI Era ## Main Content: H1: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H2: People.ai for Microsoft Dynamics 365 Sales H2: 3 Ways to Access People.ai Data in the Microsoft Tools You Already Use H3: Inside Microsoft Dynamics H3: Inside Microsoft Outlook H3: Inside Microsoft Teams H2: Table of contents H2: Article Topics H2: Related Insights H3: The Importance of Multi-Threading Your Relationships H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: Data Governance and Security in the AI Era Microsoft Dynamics 365 Sales + People.ai: Embedded insights streamline workflows, giving sales teams instant access to data without disrupting. If you had to guess, how accurate would you say your CRM data is? If you don’t think it’s very accurate at all, you’re not alone. CRM data deteriorates by roughly 34% yearly and on top of that 50% of CRM users said they lose new sales due to poor quality CRM data, according to a survey by Validity. People.ai and Microsoft understand the impact clean, connected data has on your business–and we are thrilled to share our latest integration, People.ai for Microsoft Dynamics 365 Sales! Sales cycles are lengthening, buying groups are expanding, and sales teams are running leaner than ever. Many sales organizations are looking to generative AI to combat these challenges and ramp up their sales effectiveness. But here’s the thing: AI is only as good as the data that feeds it, and without a solid data foundation, even the best AI will fail to provide true value. As the keeper of an organization's sales data, CRMs stand at the heart of the solution, acting as the digital backbone for any AI sales strategy. Picture a world where your CRM doesn’t just store data but actively works for you, offering actionable insights where and when you need them most. Welcome to seamless integration with People.ai for Microsoft Dynamics 365 Sales. As software costs continue to climb, businesses are looking for ways to get the most out of their tech stack and make smarter technology investments. Many organizations are turning to Microsoft Dynamics as their CRM provider. And now Microsoft Dynamics 365 Sales is even better with People.ai embedded where your teams are already working. This integration transforms how sales teams leverage data, ensuring they don’t have to step out of their workflow to access invaluable insights from their data. With Microsoft Copilot for Sales, these insights are even more accessible, surfacing directly in the tools you use every day. People.ai enriches Microsoft Dynamics 365 Sales by: Combine Microsoft Copilot for Sales with People.ai to transform Outlook into a sales insight machine: With People.ai and Microsoft Teams together, you can: For sales teams looking to maximize their sales effectiveness, leveraging the power of People.ai within the Microsoft ecosystem is a game-changer. By seamlessly integrating into your existing tools and workflows, People.ai allows sales teams to access critical data and insights in real time, without manual data entry or switching between multiple platforms. Equipped with the complete picture of your accounts and opportunities, your sales strategy (and AEs) will become exponentially more effective. Harness the power of AI for sales today! Keep your focus on driving revenue and leave the data management to People.ai and Microsoft. Take your sales game to the next level. Upgrade your CRM experience with People.ai and Microsoft Dynamics 365 Sales! See People.ai for Microsoft Dynamics 365 Sales in action! Check out all the ways we work with Microsoft. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-named-a-leader-in-5-enterprise-g2-spring-grid-reports Title: People.ai | People.ai: Leader in 5 Enterprise G2 Spring Grid Reports Meta Description: People.ai is a leader in 5 G2 Spring Grids. See the categories and hear what customers say about why we earned the top spot. Language: en Canonical URL: https://www.people.ai/blog/people-ai-named-a-leader-in-5-enterprise-g2-spring-grid-reports ## Headings Structure: H1: People.ai Named a Leader in 5 Enterprise G2 Spring Grid Reports H2: Table of contents H2: Article Topics H2: Related Insights H3: Leveraging AI To Unlock Sales Coaching Opportunities H3: Four Ways to Do Less and Achieve More with Data H3: Business Intelligence Dashboard Benefits and Examples ## Main Content: H1: People.ai Named a Leader in 5 Enterprise G2 Spring Grid Reports H2: Table of contents H2: Article Topics H2: Related Insights H3: Leveraging AI To Unlock Sales Coaching Opportunities H3: Four Ways to Do Less and Achieve More with Data H3: Business Intelligence Dashboard Benefits and Examples People.ai is a leader in 5 G2 Spring Grids. See the categories and hear what customers say about why we earned the top spot. The results are in! We are proud to announce that People.ai has been named a leader on five enterprise G2 spring grids, including the enterprise grids for Sales Intelligence, Sales Performance Management, and Sales Coaching. As enterprise buyers prioritize a data-first approach to accelerate their growth these categories have become increasingly more important and more saturated. That’s exactly what People.ai is helping our customers achieve — next-generation revenue intelligence to accelerate pipeline generation and transform sales performance. G2 Grid Reports are based on real customer reviews and take customer satisfaction and market presence into account. These awards are a testament to one of our most important company values: the customer is everything. It all comes back to the results that we deliver to our customers. Here’s what some of our customers had to say that led us to the top of the grids: Ready to transform growth at your enterprise? The next generation of go-to-market requires sales and marketing to put customer engagement at the center of everything — and you need actionable data insights to do that. Just look at leading enterprises like PTC, who generated $20M in pipeline in the first 6 months with People.ai based on buyer insights or Zoom, who increased quarter-over-quarter pipeline by 43% using People.ai. Schedule a demo of People.ai to see how you can turn your data into actionable insights and predictable revenue. To see our most recent reviews, check out People.ai on G2. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-salesforce-delivering-insights-where-you-work Title: People.ai | People.ai + Salesforce: Insights Delivered Where You Work Meta Description: Maximize your investment in Salesforce and minimize sales distractions. Learn how People.ai is solving the productivity challenges facing sales teams. Language: en Canonical URL: https://www.people.ai/blog/people-ai-salesforce-delivering-insights-where-you-work ## Headings Structure: H1: People.ai + Salesforce: Delivering Insights Where You Already Work H3: Introducing People.ai inside Salesforce H3: Delivering Insights Where You Work H2: Table of contents H2: Article Topics H2: Related Insights H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: CRM Health | Getting Fit in 90 Days ## Main Content: H1: People.ai + Salesforce: Delivering Insights Where You Already Work H3: Introducing People.ai inside Salesforce H4: Sales Manager Experience H4: Sales Rep Experience H3: Delivering Insights Where You Work H2: Table of contents H2: Article Topics H2: Related Insights H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: CRM Health | Getting Fit in 90 Days Maximize your investment in Salesforce and minimize sales distractions. Learn how People.ai is solving the productivity challenges facing sales teams. To say that companies have invested a tremendous amount of resources in making Salesforce their core sales platform is only skimming the surface. It’s where they’re centralizing their GTM data and managing critical sales processes. But when reps can’t find what they need, they end up turning to other tools to get their jobs done. Pretty soon you’ve got managers and reps spread across a sea of tools, never really getting the full picture on areas like deal health or buyer engagement. Not only does this result in lost productivity but poor adoption and usage of the company's most essential sales asset. Lost sales productivity cost companies close to $1 trillion every year. Business leaders need a way to maximize the investment they’ve made in Salesforce without adding more distractions to their teams. And now with People.ai, they can. For years companies have relied on People.ai to auto-populate their CRM with business activity data such as email, meetings, and contacts. With today’s announcement, businesses can now bring the power of our Sales Solution right inside Salesforce. By bringing core components of the Sales Solution into Salesforce, managers and reps get a single place to pinpoint coaching opportunities, de-risk deals, and benchmark performance. Plus, sales ops gain complete control over curating these experiences to meet the exact needs of their business and teams. Gain a single source of truth to inspect deals, coach reps, and instill rigor around your sales process. With the new manager experience, sales managers can: Give reps a central place to monitor account engagement, manage opportunities, and track performance. With the new rep experience, sales reps can: “Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort.” -Paul J. Meyer At People.ai, our mission is to help companies harness business activity to unlock growth. For sales teams, it all comes down to increasing productivity which People.ai can help solve in two parts. First by auto-populating their CRM with business activity data so reps are relieved from manually entering or updating the data themselves. And secondly, People.ai leverages artificial intelligence and machine learning to analyze and surface actionable insights that managers and reps need to improve deal execution, buyer engagement, and account management. Now with People.ai’s Sales Solution for Salesforce, sales teams can benefit from all the rich, actionable insights People.ai offers without ever having to leave their CRM. That means managers and reps finally get a single place to pinpoint coaching opportunities, de-risk deals, and benchmark performance. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/people-ai-wins-the-4-biggest-comparably-awards-of-2021 Title: People.ai | People.ai Sweeps Comparably “Best Place to Work” Awards Meta Description: Thanks to our team, People.ai earned all four of Comparably’s 2021 Best Place to Work awards. Here’s why this recognition means so much to us. Language: en Canonical URL: https://www.people.ai/blog/people-ai-wins-the-4-biggest-comparably-awards-of-2021 ## Headings Structure: H1: People.ai Sweeps Comparably “Best Place to Work” Awards H2: What Are Comparably Awards? H2: People First: A Clean Sweep H2: Doubling Down on a Winning Culture H2: Table of contents H2: Article Topics H2: Related Insights H3: Ukrainian Women Who Code at People.ai H3: People.ai Sweeps Comparably “Best Place to Work” Awards ## Main Content: H1: People.ai Sweeps Comparably “Best Place to Work” Awards H2: What Are Comparably Awards? H2: People First: A Clean Sweep H2: Doubling Down on a Winning Culture H2: Table of contents H2: Article Topics H2: Related Insights H3: Ukrainian Women Who Code at People.ai H3: People.ai Sweeps Comparably “Best Place to Work” Awards Thanks to our team, People.ai earned all four of Comparably’s 2021 Best Place to Work awards. Here’s why this recognition means so much to us. At People.ai, our core philosophy is literally spelled out in the name of our company: people before technology. Our guiding mantra is that taking care of our people enables us to serve our customers, through innovation and best of breed tech. Because this is so important to us, we are beyond honored to announce that People.ai has earned four prestigious Comparably Awards that relate directly to this philosophy: Read on to learn a little more about why these awards exist, how winners are determined, and why we are invigorated by this special recognition. The Comparably Awards are a particularly big deal because of who puts them together and how they work. Comparably is one of the world’s leading workplace culture and corporate brand reputation platforms. They have collected over 20 million anonymous employee ratings for 80,000 companies and counting. These ratings help them measure over 20 different workplace categories based on gender, ethnicity, age, experience, industry, location, and education. At People.ai we see them as kindred spirits and take their results very seriously—because, like us, they make what they do into a matter of data. Comparably bestows 16 different awards every year, across 16 categories. Unlike other workplace awards, there is no self-nomination process or payment involved in winning the awards. Instead, all of the survey feedback that determines the winners is provided by the employees themselves, with no prompting. In order to qualify, small/medium-sized companies need to have at least 25 employee participants. That’s the aspect of these awards we’re most proud of in the first place: at least 25 of our employees took the time to shout us out to Comparably, and thought enough of us that we won these awards. It means so much to us. The Comparably Awards are also more meaningful than most because of the fascinating way they’re determined. As big data nerds ourselves, we couldn’t help but dive into the process: Comparably applies the feedback provided by employees to their own, proprietary algorithm in order to determine the “best of” in each of the 16 categories they monitor. After structuring and categorizing the data, they use it to answer over 50 workplace questions that take nearly 20 core culture categories into account, including Compensation, Leadership, Professional Development, and more. Based on the answers to these questions, each company is assigned a score in each category and then compared to companies of similar size. There are even a few exceptions made to ensure winners of particular categories are accurate to the spirit of the award: Best Companies for Women are only based on ratings from female employees, Best Companies for Diversity are only based on ratings from employees of color, and best CEO is only based on approval ratings employees give their Chief Executives. The Comparably Awards are distributed all year on a quarterly basis; four awards per quarter. People.ai actually won two more Comparably Awards earlier this year, too, back in Q3: Best Company Happiness and Best Company Compensation. Appropriately, Comparably saves the biggest and most prestigious of its awards for the end of the year: Best Places to Work, Best CEOs, Best Companies for Women, and Best Companies for Diversity. Comparably just announced that this year, People.ai earned recognition in all four. This is a huge deal for all of us at People.ai because it affirms the core mission statement we founded the company upon. Beyond all else, we want to be a place that takes care of our people. We have always believed that if everyone working with and for us feels like they’re exactly where they want to be and they’re doing exactly what they want to be doing, they will produce passionate, exceptional work that goes above and beyond the industry’s highest standards and expectations. These awards show us that we’re doing something right according to the people who matter most: our employees. The most important thing People.ai will strive to take away from these awards is: don’t rest on your new laurels. According to Comparably and our employees, we’ve successfully created a great place to work. We’ve seen the results of that effort reflected in the excellence of our own employees’ output. Obviously, these two things are connected: the better the work environment, the better the work. Therefore, we don’t have time to rest; if we want to stay hungry, keep improving, and keep producing the most exciting solutions in Revenue Operations and Intelligence, we have to keep finding even better ways to uplift and empower our people. We couldn’t be more honored to end our year on this acknowledgement—and reminder—from Comparably and our employees. If you want to know more about the Comparably Awards, check out their website’s Award FAQ page. If you’d like to learn more about People.ai and our commitment to creating a diverse, equitable, and award-winning workspace, learn more here. And, of course, if you want to join the best team in the business, we’re always looking for passionate people. We can’t wait for you to join the best workplace of 2021—and, if we have anything to say about, all the years to follow. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/peopleai-is-a-g2-best-software-2022-award-winner Title: People.ai | People.ai Wins G2’s Best Software 2022 Award Meta Description: People.ai is proud to announce we’ve won G2’s Best Software Award for 2022. Here’s what that means and why it means so much to us. Language: en Canonical URL: https://www.people.ai/blog/peopleai-is-a-g2-best-software-2022-award-winner ## Headings Structure: H1: People.ai Wins G2’s Best Software 2022 Award H2: Why These Metrics Matter H2: Best Sales Products H2: Best Product for Enterprise H2: How It Works H3: The Final Score H2: Table of contents H2: Article Topics H2: Related Insights H3: 6 Sales Forecasting Methodologies to Better Predict Revenue H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster ## Main Content: H1: People.ai Wins G2’s Best Software 2022 Award H2: Why These Metrics Matter H2: Best Sales Products H2: Best Product for Enterprise H2: How It Works H3: The Final Score H2: Table of contents H2: Article Topics H2: Related Insights H3: 6 Sales Forecasting Methodologies to Better Predict Revenue H3: The Most Important Sales Metrics That Highly Productive Teams Monitor H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster People.ai is proud to announce we’ve won G2’s Best Software Award for 2022. Here’s what that means and why it means so much to us. We’re thrilled to announce that People.ai is one of G2’s 2022 Best Software Awards winners, earning nods in both the “Enterprise Products” and “Sales Products” categories. According to G2, People.ai was in contention with thousands of other companies and was chosen as a winner because our software “provides exceptional value, creates a close-knit community, and receives top-notch reviews.” Those “top-notch reviews” are at the heart of the G2 Best Software Awards, and they’re what makes this recognition so important to us. The algorithm G2 applies to rank the world’s best software companies relies entirely on authentic G2 reviews. G2’s scoring methodology makes all the difference to People.ai, and not just because of our data-first approach with data and calculations. Getting to know G2’s scoring, we could see that their “Best of” awards are not simply a matter of a single company’s opinion or understanding of markets. Instead, G2 speaks with more authority, namely, the authority of their millions of engaged users. G2’s “Best of” awards aren’t just recognition that we’re doing something right according to our peers. It’s evidence that our product is making a real, measurable impact for our users. That’s what matters most to us. People.ai couldn’t be more proud to claim G2’s Best Enterprise Product and Best Sales Product awards for 2022. There are a lot of sales tools out there, and they all promise to “improve sales productivity.” Unfortunately, however, the vagary of their value proposition and goals often results in just the opposite. As a sales product, People.ai focuses on the specifics, not just “improving productivity,” but empowering the sales teams themselves with truly actionable insights. We accomplish this with tools designed to help sales reps and managers alike better understand how to understand and improve upon their processes to push for measurable and constant productivity optimization and to increase revenue per rep every year. People.ai’s tools provide best-in-class performance benchmarks and specific, actionable insights to maximize the outcome of every deal. Using these insights, along with in-depth account planning and relationship mapping tools, allows the entire sales organization to identify and tap into specific pipeline opportunities locked away in existing accounts. People.ai doesn’t just tell you it’s going to “improve sales productivity;” it gives you a roadmap for understanding exactly how you’ll do it. Don’t just take our word for it: check out a few of the reviews G2 considered when naming us the Best Sales Product of the year: People.ai is the only data-first company on the market. Our platform was designed from the very beginning to address the root causes of the GTM growth challenge. When GTMs don’t trust their data for any reason, they can’t appropriately leverage that data into process optimization and continuous improvement. Providing enterprise sales and marketing teams with the depth of intelligence required to drive predictable revenue improvement requires more than gut instinct; it needs data. This is what sets People.ai apart. Between providing powerful integrations and safeguarding customer endpoints, data, and customer privacy, People.ai drives alignment across all GTM teams with access to data in their system of choice. GTM teams can use this clean, aligned, and complete set of revenue activity data to spur reliable, consistent, and constant revenue growth—all backed by inarguable data. The industry’s largest and fastest-growing enterprises have taken notice of the value People.ai provides. It’s why we won G2’s Best Product for Enterprise award, and it’s why we get reviews like these: G2 scores the products and vendors it ranks in the Best Software Awards according to reviews gathered from the G2 user community and data aggregated from online sources and social networks. They apply their proprietary algorithm to this information in order to calculate two scores, both of which factor into the final rankings. The two scores considered are the Customer Satisfaction score and the Market Presence score. When G2 has rated both Customer Satisfaction and Market Presence, they rank all participants by correcting for relative size of market and audience. In other words, People.ai did not just compete against other companies of similar relative size and category, but all companies considered by G2. Therefore, the final G2 “Best of” scores accurately measure overall customer satisfaction and product quality irrespective of size or proportion by accounting for all mitigating factors and creating a level playing field for comparison. Revenue operations and intelligence is new and uncharted territory for many of our customers. In order to understand and leverage its potential, GTM sales and marketing teams need more than good data; they need good data presented in a context that helps them. People.ai has dedicated ourselves to understanding our customer’s data and sales maturity to create the perfect resources to help deliver value fast on their terms and continue to help expand their understanding of what’s possible. That level of understanding is what makes People.ai so valuable to our clients, and it’s why we won G2’s Best Software Awards.For more information on G2’s awards, check out their explanation and methodology. To see why G2’s users thought so highly of People.ai in the first place, get in touch or try us out for yourself. We’ll see you again at the top of G2’s charts next year! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/pipeline-cures-all-why-sales-forecasting-tools-cant-deliver-the-growth-or-accuracy-we-need Title: People.ai | Pipeline Is Key: Why Forecasting Tools Fall Short Meta Description: Many GTM teams are investing in sales forecasting tools, but it's pipeline that cures all. Read why you can't forecast your way to growth. Language: en Canonical URL: https://www.people.ai/blog/pipeline-cures-all-why-sales-forecasting-tools-cant-deliver-the-growth-or-accuracy-we-need ## Headings Structure: H1: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H2: Are You Prepared? H2: What Is the Plan? H2: How Are You Performing? H2: Prioritize Your Pipeline, and Forecast Accuracy Will Follow H2: Table of contents H2: Article Topics H2: Related Insights H3: Automated Sales Activity Capture: What It Is & Why It Matters H3: Sales Pipeline Management | The Complete Guide for Sales Leaders H3: 10 Top B2B Sales Strategies for 2022 ## Main Content: H1: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H2: Are You Prepared? H2: What Is the Plan? H2: How Are You Performing? H2: Prioritize Your Pipeline, and Forecast Accuracy Will Follow H2: Table of contents H2: Article Topics H2: Related Insights H3: Automated Sales Activity Capture: What It Is & Why It Matters H3: Sales Pipeline Management | The Complete Guide for Sales Leaders H3: 10 Top B2B Sales Strategies for 2022 Many GTM teams are investing in sales forecasting tools, but it's pipeline that cures all. Read why you can't forecast your way to growth. The sales forecasting call: ask any sales organization where it invests the highest level of operational expense, and you will inevitably hear something about this weekly ritual. The forecast call has been the center of the world for sales leaders and sales operations teams for decades. It is where we keep score, where we succeed, and where we fail. It is how we plan the rate of our investments and manage expenses. And it is mission-critical for managing the bottom line. The leadership forecast call requires teams from across the organization to consistently capture qualitative and quantitative data points about the past, present, and future. Yet, despite the significant time and effort, forecast accuracy continues to be disappointing for many organizations. The prevailing frustration has triggered a wave of investment in forecast automation and visualization tools. Unfortunately, improved visualization, monitoring sales rep data entry changes, and automation alone fail to deliver the accuracy we need and do nothing to drive the growth we desire. Why? Because after all the forecast calls, roll-ups, inspections, and analysis, we still can’t forecast our way to growth. Furthermore, anyone who has had to call a number knows that pipeline coverage and pipeline quality will strengthen forecast accuracy far more than any standalone visualization or forecast data entry tool. While it is nice to have a low-friction process and a visually appealing way to share the forecast, those benefits aren’t nearly as valuable as being prepared, having a plan, and delivering a high-performing pipeline. So, if a forecasting tool isn’t the answer, how can we reliably improve forecast accuracy and drive growth? As cliche as it sounds, it bears repeating: pipeline cures all. Pipeline creation, conversion, and coverage are the strongest disciplines of a high-performing business. Conversely, the forecast is a lagging indicator of how well we prepared, planned, and performed when building and converting pipeline. Let’s unpack the “Pipeline Printing Machine” for the purpose of delivering more pipeline coverage, improving conversion, and optimizing your strategy for creating future pipeline. Starting out on the right foot is essential. Adequate pipeline coverage requires accurate, complete CRM data and ensuring your sales team is aligned to the right methodology. Ask yourself the following questions: 1. Can you capture every account engagement and contact relationship in your CRM – from across the entire client-facing organization – without entering it manually? Every interaction with prospects and customers should be captured automatically in real time. This not only improves the accuracy and completeness of CRM data, but it also keeps reps focused on selling, not mundane administrative tasks. 2. Can your CRM provide your entire marketing, sales, and post-sales teams with visual relationship maps, with real-time engagement data for each contact? Whether you call them relationship maps, power maps, or org charts, the benefit of creating and maintaining these visualizations should far outweigh the cost. Organization maps or charts should automate initial contact creation, capture every interaction across the organization – not from just your sales team – and should be accessible within the CRM to each of the cross-functional teams serving the customer. 3. Have you selected and trained your sales team on a consistent qualification methodology to engage these contacts? Can your relationship map or org charting solution show who your sales team engaged, through the lens of your methodology? Organization maps or charts should align to your sales methodology and provide cross-functional teams with a clear understanding of the role each engaged contact plays in the buyer and customer journey. 4. Can you do all of this consistently without requiring your customer-facing teams to deliver this through manual data entry? Again, modernized organizations do not require sales teams to perform heavy data entry for activity capture. Instead, these forward-looking organizations ask the sales team to provide valuable context and direction about an account or contact with little more effort than a few simple points and clicks. Delivering a healthier pipeline requires adequate planning – no matter whether your organization is in annual planning mode, making an in-quarter adjustment, or forming an account-specific plan of attack. In this case, account engagement data and strategic account plans are key to maximizing the results of your sales ecosystem. When in the planning phase, consider these factors: 1. Are you using automated, verifiable account engagement data when designing sales territories? Dormant accounts trapped in territories without engagement are target-rich opportunities for increasing sales capacity and building pipeline. 2. Does your team consistently create usable account plans for driving and measuring progress? While opportunities and salespeople come and go, account knowledge should be an asset your organization retains forever. Account plans capture that valuable intellectual property. They should be stored natively in the CRM, simple to create and use, leverage a consistent structure across similar sales team segments, and be accessible to cross-functional teams. 3. How much of your team’s time and supporting investments will be directed to these accounts? For consistent pipeline creation and conversion, sales and marketing resources should be allocated toward target accounts based on historical knowledge of: Moreover – sales, marketing, and enablement playbooks should outline when each target persona needs to be present in the buyer and customer journey. The best go-to-market teams collaborate on converting pipeline by leveraging engagement data to validate plans are being executed on schedule and in compliance with a fully operationalized sales methodology. To properly assess pipeline performance, ask yourself the following: 1. Can all levels of cross-functional leadership validate historical, real-time, and planned future engagement with target accounts and personas? Sales and marketing leaders should not have to wait for a QBR and other forms of retroactive analysis to know if reps are engaging target accounts. Modernized organizations should be able to: 2. Can all levels of cross-functional leadership validate historical, real-time, and planned future engagement with target accounts and personas on active opportunities in the pipeline? Sales coaching on opportunity engagement needs to go beyond making changes to CRM values. Proper levels of inspection should occur while there is still time to improve multi-threading, drive or shape future meetings, and penetrate key buying centers on any open opportunity. Identifying the presence of key personas at key points within your sales stage is also crucial for converting pipeline from an opportunity. 3. Can sales leadership measure pipeline health through validated execution of your sales qualification methodology? Your sales team must be able to communicate pipeline status through the lens of your sales qualification methodology. If they can’t, you haven’t fully operationalized the methodology. Methodologies should be operationalized in a lightweight, low-touch method, native to your CRM. You should also leverage account and persona engagement data to help measure pipeline health and generate the subsequent forecast. Accurate forecasts are crucial for making smart investments in the business. But remember: you can’t forecast your way to growth. Pipeline does indeed cure all – it is crucial that GTM leaders maximize investments and focus on pipeline preparation, planning, and performance, paving the way to more accurate forecasts and more predictable growth. Art Harding is the chief operating officer at People.ai, where he leads all business operations. He has over 20 years of hands-on operations experience at B2B companies and most recently served as SVP, GTM Strategy & Operations at New Relic, Inc. Before that, he held a variety of roles across services, sales, and operations driving business growth to $1B in annual revenue at enterprise companies such as VERITAS / Symantec, VMware, and Riverbed. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/product-launch-recap-give-revops-clarity Title: People.ai | Product Launch Recap: Clarity to Sell Above the Line Meta Description: RevOps leaders! It's time to get more clarity across your tech stack to execute better and earn more revenue. Read our launch recap to learn how. Language: en Canonical URL: https://www.people.ai/blog/product-launch-recap-give-revops-clarity ## Headings Structure: H1: Product Launch Recap: Clarity to Sell Above the Line H2: Obsession 1: Winning More Revenue H2: Obsession 2: Protecting Their Customer Base H2: Obsession 3: Above-the-Line Selling H2: Getting Views from the Field H2: Eyes on Education H2: Learn More About Our New Enhancements and Get a Demo H2: Table of contents H2: Article Topics H2: Related Insights H3: 7 Data-Driven Ways To Increase Sales Productivity H3: How to Create a Sales Report that Impresses Leadership H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review ## Main Content: H1: Product Launch Recap: Clarity to Sell Above the Line H2: Obsession 1: Winning More Revenue H2: Obsession 2: Protecting Their Customer Base H2: Obsession 3: Above-the-Line Selling H2: Getting Views from the Field H2: Eyes on Education H2: Learn More About Our New Enhancements and Get a Demo H2: Table of contents H2: Article Topics H2: Related Insights H3: 7 Data-Driven Ways To Increase Sales Productivity H3: How to Create a Sales Report that Impresses Leadership H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review RevOps leaders! It's time to get more clarity across your tech stack to execute better and earn more revenue. Read our launch recap to learn how. What do RevOps and DJ-songwriter Zedd have in common? They’ve both been chasing Clarity for the past 10 + years. Look no further - People.ai is serving up crystal-clear visibility, all in your CRM. Last week, Thomas Brence, our VP of Marketing, hosted our January product launch centered around how RevOps can gain clarity and better execute in 2023. Missed it? I’ve got you covered with a recording and a post-event recap! First up, Thomas welcomed Jesse Daily, VP of Solution Engineering, for a fireside chat to discuss the current state of RevOps. Based on Jesse’s wealth of experience selling to enterprise executives and RevOps leaders, he shared three themes he’s currently seeing leaders obsess over in the field. On the surface, this may seem like an obvious focus for any business executive or RevOps leader. But with the current state of the economic environment, this theme is becoming more and more prominent as a major shift is occurring. Today, instead of shouting “growth at all costs” from the rooftops, companies are pivoting from a growth mindset to a profitability mindset and seeking to do more with less. The current industry standard for customer churn is 5%. While good, when the economy isn’t thriving (whomp, whomp) – Every. Penny. Counts. This means customers are actively evaluating every spend and rapidly consolidating their tech stacks. Meaning, you need to protect your customer base (at all costs). With a 5% increase in customer retention, profits can increase by more than 25% over time. Now is the time to validate that you have the right internal resources deployed to support your existing customer base. Buyer groups are getting more and more complex and you can no longer execute deals with the same “below-the-line” buyers (e.g., directors or managers). Instead, you need to practice “above-the-line” selling (e.g., VPs and other execs). Boldly stated, sales teams need to involve the CFO in every deal in 2023. And to determine if your team is engaging these newer, complex buyer groups you’ll need data you can trust. Next, Thomas Wyatt, Chief Product & Strategy Officer, and Dani Storlie, VP of Product Design, took the mic to showcase how executives and RevOps leaders can gain clarity into what’s happening in the field to maximize sales performance and do more with less - all through the lens of People.ai. Typically, RevOps leaders are asked to answer critical business questions and – based on those answers – executives make difficult decisions and take massive action. But, what if you can’t easily (or confidently) answer those questions? Good news!  Engagement Dashboards are here to surface complete and accurate engagement data you can trust to quickly and easily answer those difficult questions (day or night). Now, these dashboards are enhanced with Boards - a configurable, roll-up view you and your executives have been seeking as your always up-to-date, holistic view of what’s happening in the field. No more digging for data – it’s one click away. Oh, and no business intelligence tools or highly skilled engineers or data scientists are needed! The showcase continued with the announcement of CRM Connect - a simple, cost-effective way to unify data from multiple CRMs into a single, easy-to-use engagement table. Now, GTM teams can finally work off a single source of complete and accurate data – without the cost and complexity of traditional multi-CRM environments. By unlocking data from multiple CRMs, revenue teams can easily identify cross-sell and upsell opportunities within existing customers, run an efficient and effective sales cycle with complete visibility into all customer activities, and ultimately drive additional revenue. Lastly, Cody Dishman, Director of Customer Education & Enablement, brought us home from his “Cloffice” with an inside look into our new People.ai University. You asked, we listened - People.ai University now offers on-demand customer education to help you master People.ai (quicker). Enroll in an easy-to-consume course specifically designed for your role or search by product. If you’re looking to drive internal adoption of People.ai, accelerate the value of your investment, or easily educate and onboard new hires. Sign up now! Added plus: you can even earn accreditation by signing up for our People.ai Admin 101 course! That’s a wrap on our January Product Launch! Thank you to our presenters, loyal customers, everyone who joined us live, and YOU (who’s clearly digging this recap). To close, I’d like to loosely (ok, very loosely) quote “Clarity” by Zedd featuring Foxes: If your data is a tragedy, People.ai is your remedy If your data is insanity, People.ai is your clarity Want to be the first to unlock Engagement Dashboards, CRM Connect, and People.ai University? Reach out to your Customer Success Manager today. Not a People.ai customer, but ready to gain the clarity? Then you need to register for a demo today! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/rapport-building-questions Title: People.ai | 15 Questions For Building Rapport With Customers Meta Description: Building rapport is key to strong customer relationships. Explore examples, tips, and why rapport-building questions work. Language: en Canonical URL: https://www.people.ai/blog/rapport-building-questions ## Headings Structure: H1: 15 Questions For Building Rapport With Customers H2: How To Build Customer Rapport: Tips For Asking The Right Questions H2: What Is Customer Rapport? H2: Benefits Of Building Customer Rapport H2: How To Build Rapport With Customers H3: Give customers more personalized service H3: Show commitment to their wants and needs H3: Offer proactive customer service to clients H3: Get customer feedback H2: What Are Rapport-Building Questions? H2: Anatomy Of A Memorable Rapport-Building Question H2: 15 Questions To Ask Your Customers To Establish & Build Rapport H3: 1. Is it true what they say about living in [city/state]? H3: 2. Since you live in [city/state], do you go to [local attraction] all the time? H3: 3. If I had the opportunity to pass through [city/state], what would be your top recommendations? H3: 4. Is [city/state] a good location for [customer’s industry/company/profession]? H3: 5. I’ve heard [nearby restaurant/city/state] has amazing [food item]. Does it deserve the hype? H3: 6. What’s your commute like? (Do you drive, take public transit, carpool, etc.) H3: 7. Is [city/state] where your company is located, or do you work remotely? H3: 8. When’s the best time of year to visit [city/state]? H3: 9. My [niece/son/grandchild] wants to become a [profession]. Do you have any advice I should pass on? H3: 10. I saw you used to work in [different field/profession/industry]. How was the transition? H3: 11. You tweeted about going to [conference] — have you been before? I’m debating whether or not to go, and I’d love to hear your thoughts. H3: 12. My friend used to work at [current or former company]. Do you know [name]? What was it like working there? H3: 13. As a rep for [company], I talk to a lot of people in [customer’s profession], but you’re the first I’ve met who’s ever majored in [unexpected major]! How’d that happen? H3: 14. I read on your LinkedIn that you spoke at [event] — really impressive. Do you have any future speaking events lined up? H3: 15. I noticed you have your X certification. What was the process of getting that like? H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: AI-Powered Relationship Intelligence: Feb 2023 Launch Recap H3: How to Implement a Customer Success Outreach Process H3: Account Planning: Defining a Sales Account Plan Strategy ## Main Content: H1: 15 Questions For Building Rapport With Customers H2: How To Build Customer Rapport: Tips For Asking The Right Questions H2: What Is Customer Rapport? H2: Benefits Of Building Customer Rapport H2: How To Build Rapport With Customers H3: Give customers more personalized service H3: Show commitment to their wants and needs H3: Offer proactive customer service to clients H3: Get customer feedback H2: What Are Rapport-Building Questions? H2: Anatomy Of A Memorable Rapport-Building Question H2: 15 Questions To Ask Your Customers To Establish & Build Rapport H3: 1. Is it true what they say about living in [city/state]? H3: 2. Since you live in [city/state], do you go to [local attraction] all the time? H3: 3. If I had the opportunity to pass through [city/state], what would be your top recommendations? H3: 4. Is [city/state] a good location for [customer’s industry/company/profession]? H3: 5. I’ve heard [nearby restaurant/city/state] has amazing [food item]. Does it deserve the hype? H3: 6. What’s your commute like? (Do you drive, take public transit, carpool, etc.) H3: 7. Is [city/state] where your company is located, or do you work remotely? H3: 8. When’s the best time of year to visit [city/state]? H3: 9. My [niece/son/grandchild] wants to become a [profession]. Do you have any advice I should pass on? H3: 10. I saw you used to work in [different field/profession/industry]. How was the transition? H3: 11. You tweeted about going to [conference] — have you been before? I’m debating whether or not to go, and I’d love to hear your thoughts. H3: 12. My friend used to work at [current or former company]. Do you know [name]? What was it like working there? H3: 13. As a rep for [company], I talk to a lot of people in [customer’s profession], but you’re the first I’ve met who’s ever majored in [unexpected major]! How’d that happen? H3: 14. I read on your LinkedIn that you spoke at [event] — really impressive. Do you have any future speaking events lined up? H3: 15. I noticed you have your X certification. What was the process of getting that like? H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: AI-Powered Relationship Intelligence: Feb 2023 Launch Recap H3: How to Implement a Customer Success Outreach Process H3: Account Planning: Defining a Sales Account Plan Strategy Building rapport is key to strong customer relationships. Explore examples, tips, and why rapport-building questions work. Building rapport is key to building a connection with a prospective customer. This stage of the sales process is what builds mutual trust, but it can be difficult for sales reps to ask the right questions. Because of this, they may resort to generic icebreaker questions that lack a personal touch. While these questions are easier to ask, they make it harder to have genuine conversations that build customer rapport. But what are effective rapport-building questions? Keep reading to learn how to ask the questions that will help you form a good business relationship! Customer rapport is getting to know your clients on a more personal level. It’s a foundation of trust and understanding that you’ve formed with another person or group. Rapport takes time to build and earn. By asking the right questions and showing attentive listening, you can form solid rapport. All companies will have moments where they fall short or make mistakes. But if you already have a foundation of trust with your customers, they’re less likely to toss you aside for the competition. They’re also less likely to reply to you with objections or rebuttals about your sales pitch. Building customer rapport is a sales skill that also helps lead acquisition and conversion. Clients value good customer experience and are willing to pay more for it. If you build a reputation for proactive customer service and attentive listening, you will attract more potential clients! Wondering how to build rapport during sales interactions? These five simple ways will help you form professional, trustworthy relationships with clients. Saying standard greetings during sales calls is part and parcel of the process. However, it can feel very generic and unenthusiastic. Something as simple as calling your customer by their first name and introducing yourself by your first name can put a personal touch. Subtle changes like this one can make service more personal. Simplify the process of sending personalized emails and messages by using automated marketing tools. These can draw on your customer database for more efficient replies. Customers can be wary of marketing strategies and may have mistrust of customer service, especially if they’ve had bad experiences in the past with other companies. Show them that you’re working to solve their problems by offering different channels for support. One way you can learn more about their short and long-term goals is by investing in revenue intelligence software. This will gather more data about customers and give you insight into what potential solutions they need. Don’t wait for your customers to come to you with their problems. One of the best ways to build a strong client relationship is to show that you keep their best interests in mind. Ask them if there’s anything you can do for them or if they’re experiencing difficulties, then offer solutions. Getting input from your customer base is key to building trust. Ignoring their feedback makes your sales interactions one-sided. No client would be happy staying with a company that didn’t pay attention to their opinions. By making them feel heard, you can build customer loyalty and reduce churn rates, a.k.a. the rates at which your customer base stops buying from your business. Rapport-building questions are questions that build common ground with other people. They typically have unique and memorable answers that give more insight into a person’s life and thoughts. While they aren’t deep enough to build a more meaningful connection, the back-and-forth nature of these questions makes them more engaging. The best questions for building rapport in sales should have these qualities: Not sure what to ask your customers to build rapport? Here are 15 examples to help you out, and why they’re so effective. This can be phrased to bring up certain stereotypes about their location, like “Is it true what they say about living in New York, that it’s pretty much a city where no one sleeps?”  Open-ended questions like these give them room to elaborate about a place they’re familiar with. This is another location-based question that shows you pay attention to where they’re based. It also gives you the chance to ask follow-up questions about which attractions they deem exciting or a hard pass. While unrelated to your company’s services, it shows that you value their opinion. This kind of open-ended question demonstrates interest in their opinions. It also offers more insight into things that they value. Do they suggest nightlife hotspots or family-friendly attractions? Are their suggested activities geared towards travel, cuisine, or fashion? These small personal tidbits can be brought up again in the next interaction to show your active listening. Reflective questions like this one will show that you pay attention to their professional concerns. It’s simple, but it’s effective at showing that your company knows how to cater to client needs. This simple question can feel very refreshing and human. It’s not related to company services or sales, which gives it a more genuine vibe for a trustworthy relationship. Many people bond over the agony of commuting! Bringing it up is one of the most basic yet effective questions for forming relationships with prospects. It’s a question that can help you show a more sympathetic side, seek their opinions, and offer solutions. Remote work versus site-based work is a long-standing concern with professionals. It’s become even more important since the COVID-19 pandemic. This question offers them an opening to briefly talk about the pros and cons of their current work setup. This may appear to be a generic question, but many people love to share their opinion about the best times to visit their locality! There are many factors that come into play: tourist volume, weather, events, and so on. All of these have different levels of importance to customers, and what they value is always a useful insight for a good client relationship. These kinds of career-related questions can seem very serious. However, many people take it very off-handedly and are delighted to offer insight about their field, especially to young newcomers. Everyone can relate to the joys and difficulties of switching jobs. This question provides an opportunity for your client to both gush and complain about their new work. Career-related questions are an easy way to demonstrate interest and build rapport without sounding generic. This gives them a chance to talk about their likes and dislikes about events, and could be useful for finding out more about their customer preferences. One of the basic ways that we build relationships with other people is to ask if they may know someone based on a common employer, field, or school. This lets potential customers open up about mutual connections. It also tells you about what they find valuable in a workplace and the kind of environment they prefer. A small quirk often makes for an interesting, personal story. If your customer majored in an unexpected subject, asking this can feel more personalized without being out of bounds. This is a question that indicates interest in their profession and the level they’ve achieved within it. While this may seem like one of those simple ‘yes or no’ types of questions, it also opens the door for them to elaborate. What do they have planned? Why don’t they have any future events at the moment? Certifications can indicate both professional expertise and personal interest. They also take a certain level of skill and time to complete. Asking them about it gives them an opportunity to talk about their achievements and share knowledge about their experiences. Building customer rapport means ditching the standard icebreaker questions and getting to know your clients better. By showing that you value their thoughts and using a more personal approach, they are more likely to trust you and be open to your pitches. Try forming your own questions based on our standards for a good rapport-building question. Ask your customers these next time, and see the difference when they warm up to you! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/redefine-the-path-to-revenue-with-intent-and-engagement Title: People.ai | How CMOs Can Redefine Revenue with Intent & Engagement Meta Description: CMOs face growing pressure, but with the right tools, they can succeed. Our CMO shares her story and how she navigated challenges to drive results. Language: en Canonical URL: https://www.people.ai/blog/redefine-the-path-to-revenue-with-intent-and-engagement ## Headings Structure: H1: How CMOs Can Redefine the Path to Revenue with Intent and Engagement H2: Connecting Digital Threads to Uncover the Fastest Path to Revenue H2: Table of contents H2: Article Topics H2: Related Insights H3: Why Are KPIs Important? H3: 7 Digital Transformation Trends for 2022 and Beyond H3: 3 Tips for Sales Leaders in Enterprise Selling ## Main Content: H1: How CMOs Can Redefine the Path to Revenue with Intent and Engagement H2: Connecting Digital Threads to Uncover the Fastest Path to Revenue H2: Table of contents H2: Article Topics H2: Related Insights H3: Why Are KPIs Important? H3: 7 Digital Transformation Trends for 2022 and Beyond H3: 3 Tips for Sales Leaders in Enterprise Selling CMOs face growing pressure, but with the right tools, they can succeed. Our CMO shares her story and how she navigated challenges to drive results. Modern marketers are all facing the same challenge right now: pressure to deliver more revenue with fewer resources – and they are struggling to keep up with growing expectations. But with more than 60% of the buyer’s journey happening online, it can feel impossible to drive that kind of change. And CMOs are feeling the pain first. Just ask our own CMO, Mariana Cogan. “You have to deliver more revenue without increasing your cost,” Cogan says, “so you constantly have to be more efficient and effective at how you do things. That’s the problem CMOs are solving for.” Adding to the challenge, the tools CMOs traditionally count on just aren’t fast enough to deliver the performance needed. “You need to deliver pipeline really fast, especially digitally,” Cogan says. “And regretfully, most of the traditional toolkit of the CMO is too focused on the long term. They have brand, storytelling, launching campaigns. These can all take months. And right now, the board wants CMOs printing pipeline in a month.” If you’re relying on the same old tactics to deliver on rising expectations, you will fall short. Modern revenue leaders are redefining the road to revenue with an approach that leverages data, technology, and actionable insights. In a digital world where buyer engagement is so scattered, leveraging all of the valuable data that comes from various platforms and tools is not just a “nice to have” anymore. It’s mission-critical – and it powers your revenue engine. For many enterprises, a big missing piece of the tech stack puzzle is a tool that unifies all of the data to provide actionable insights, so they can better fuel the tools that help teams drive better business outcomes. That’s where People.ai comes in. “As I’m trying to create more revenue and pipeline,” Cogan observes, “the only way to be able to produce more is through digital transformation — that is, leveraging technology to solve people’s problems.” But the toolset isn’t the only thing that needs to “transform.” To rise to the new challenges they face today, CMOs need to use these new tools to also transform their own processes. “It’s really about how do you build a revenue, operations, and intelligence engine,” notes Cogan. “This is a way bigger conversation than a campaign.” So, how does that transformation begin? It’s more intuitive than you may think: According to Cogan, start by simply identifying the challenges holding you back from performing as well as you want to be right now. In her previous role as SVP of Marketing at industrial technology giant PTC, Cogan tackled three key areas to begin. “I was going to have to find a way to work smarter, not harder. I had three major challenges: By using new tools to address these new challenges, CMOs combine intent with sales engagement, analytics with action. The goal? To redefine their processes and deliver remarkable results that elevate the impact of marketing. Here’s how Cogan did it, step by step: All great marketing efforts have a true understanding of the buying group. But Cogan took it a step further by drilling down into buyers who were primed to purchase now with account-based marketing intent data. Account-based marketing starts with intent. Using tools like 6sense or Demandbase, CMOs gain unprecedented visibility into their target audience’s behavior. With access to behavioral information, marketing teams can begin to measure “intent,” or, why their tracked audience is interacting with their content. Intent gives teams insight into the dark funnel so they can better focus their efforts on the right accounts. Intent is a start, but it isn’t enough. Even prospects that behave in similar ways may respond differently to your approaches. This is when sales engagement data becomes essential. “Intent doesn’t have account planning, in a sense. Intent doesn’t really have the historical data. It can’t tell you who you’re engaging with and who you’re not engaging with.” But when Cogan automated and surfaced sales data entry with help from People.ai’s tools, she suddenly had access to all the information she required on how customers were behaving and what they responded to. “6sense and cookies can get you intent, but engagement is much more involved,” Cogan says. “Either your reps are manually entering data and like 60% of it gets lost, or you have a tool like People.ai that’s catching all of it.” When Cogan started capturing all of this engagement data, she found a way to use it alongside the intent data she was already collecting to… Improved intent and account engagement functionalities accelerate ABM when they’re expertly combined. “By adding account management to intent, you really know how to close deals,” Cogan states. “With intent and sales engagement, you can see both who you’re interacting with and who you should be interacting with at all times.” When CMOs have intent and engagement data presented side-by-side within their CRM, they have a readymade, reliable plan for delivering the pipeline their board needs as soon as possible. “When you have high intent and low engagement, it makes the life of a CMO easier, because you can very easily deliver pipeline there,” Cogan says. ​​After leveraging People.ai to build their pipeline printing machine, Cogan’s team quickly delivered incredible results: This approach won the SiriusDecisions 2020 Program of the Year award. If you have big pipeline goals this year and want to operationalize intent and sales engagement at your enterprise, get in touch or explore all the ways People.ai helps marketing teams measure what matters and lead strategic growth. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/reimagining-the-life-of-a-sales-engineer-or-sales-engineer-leader-with-data Title: People.ai | Reimagining the Life of Sales Engineering with Data Meta Description: Being a sales engineer or SE leader is a demanding role. Explore 4 ways that data and automation can help your team strike the right balance. Language: en Canonical URL: https://www.people.ai/blog/reimagining-the-life-of-a-sales-engineer-or-sales-engineer-leader-with-data ## Headings Structure: H1: Reimagining the Life of Sales Engineering with Data H2: 1. Eliminate manual data entry for sales engineers H2: 2. Ensure sales engineers are spending the optimal amount of time on opportunities H2: 3. Determine which sales engineers have additional bandwidth H2: 4. Validate which committed opportunities are real H2: Conclusion H2: Table of contents H2: Article Topics H2: Related Insights H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: What Are Sales Methodologies? Guides And Examples H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce ## Main Content: H1: Reimagining the Life of Sales Engineering with Data H2: 1. Eliminate manual data entry for sales engineers H2: 2. Ensure sales engineers are spending the optimal amount of time on opportunities H2: 3. Determine which sales engineers have additional bandwidth H2: 4. Validate which committed opportunities are real H2: Conclusion H2: Table of contents H2: Article Topics H2: Related Insights H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: What Are Sales Methodologies? Guides And Examples H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce Being a sales engineer or SE leader is a demanding role. Explore 4 ways that data and automation can help your team strike the right balance. Being a sales engineer (SE) and/or sales engineer leader is often a demanding role. Before working at People.ai, I faced the typical challenges that are all part of the trade. Having to manage so many duties – ramping new SEs, facilitating requests from account executives and sales leaders, promoting cohesion between sales and sales engineering, managing team bandwidth – threading the needle isn’t easy. Now that I’m working at People.ai, I have realized that there are four operational areas where our technology is helping hundreds of other SEs and SE leaders. In my 8 years as a sales engineer, I have completed incredible amounts of data entry. Logging activities, next steps, technical details, etc. The number of times I’ve heard SE leaders during team calls remind sales engineers to update the CRM, and again at the end of the week, month, and quarter – there is an endless amount of manual drudgery in maintaining a CRM. We lose a lot of information as we jump between back-to-back-to-back meetings. Tracking every activity, with every key contact, results in having to dedicate a “calendar block” to catch up (both in CRM and in the brain fog of the day’s activities). Additionally, as sales engineers, we need to absorb a lot of information when we first enter new opportunities to get up to speed. This usually involves setting up at least one overview discussion with the account executive (AE). Even then, you often don’t have enough insights into which contacts the team has engaged and what activities have taken place. Is this the first-ever call with the prospect and the AE, or have there been a number of different conversations to date? In order to eliminate manual data entry, you have to ensure that all activities and contacts are automatically matched to the right account and opportunity within the CRM. This includes filtering any non-business or sensitive information and gathering the appropriate activity and contact information. This enables sales engineers to reduce the amount of manual data entry they have to enter, but also provides full visibility into everything that’s going on within an account or opportunity. Instead of playing telephone with the AE (over email, Slack, Zoom, phone call, etc.), we can save time and focus on high-value activities. We form an up-to-date understanding of what has been happening within accounts and opportunities, to maximize time spent on strategy when having these overview discussions with the AEs. Earlier in my career, I remember the amount of time and effort that went into a single given opportunity. For example – one opportunity entailed over 60 hours of preparation work. Then, a full day of remote discovery (8 hours), because my flight was canceled due to weather. Lastly, a final two-day, on-site sprint, with 8 hours of demoing each day. The end result: A closed won opportunity for only $150k. In hindsight, the amount of time I spent on this opportunity versus working on other opportunities resulted in less overall revenue for the company. Since People.ai automatically populates all time being spent on a given opportunity, you have a justifiable metric to be able to push back when one opportunity is eating up all of one SE’s time. In my example, I pushed back on the sales rep for the required time with little remorse. If we had People.ai at the time, we could have avoided this scenario. I would have immediately known the time cost was not worth it, and would have had the data to defend it. What is the optimal balance of hours per opportunity? Is the amount of time being spent worthy of a positive ROI? With People.ai, you can easily capture and benefit from this information as an SE leader. As an SE leader, you have to continuously keep up with your team and determine who has additional bandwidth to support new opportunities. The faucet is on, and you must select the right bucket (sales engineer) to accommodate the flow. If this isn’t adequately performed, there is trouble ahead. With People.ai, an SE leader can see firsthand the amount of time SEs are spending with clients and easily compare it against the broader team. The general rule of thumb is that 10 hours of client-facing interactions per week is optimal (assume 30 hours of customer prep, with 10 hours of customer-facing time and add-on activities like RFPs and other work items). Having this insight enables our customers’ SE leaders to optimize the fluidity of opportunities across their team, and to make data-driven decisions quickly. Ensure your sales engineers are not overflowing buckets, and smooth out the changes of flow from the faucet with a keen eye on balancing workloads across the team. Another critical role of an SE leader is to validate that a deal is real. Who has better insight into opportunities than the technical team? Often, account executives start committing deals too early. A key factor to determining if a deal is real or not may be as simple as determining whether the appropriate internal resources have been involved within the opportunity. We speak with many organizations, prospects, and our customers, who have validated that knowing the amount of time spent on a given opportunity by a sales engineer enables them to better de-risk committed deals. It is simple: How can you close a complex $500K SaaS deal – or any deal for that matter – without the appropriate technical overlays involved? With People.ai automatically logging all activities and time spent with both internal and external participants, it provides the necessary information to: Improve the performance of your sales engineers with data automation and better insights. The key is to automatically capture data from key sales activities within your CRM, as well as to have access to AI-driven insights to keep your team firing on all cylinders. When you reach for a tool to help your SE team, it should: Ready to learn more? Check out our workbook on the steps to better sales preparation – including fueling your CRM with automated activity capture. Ready to see these capabilities in action? Register for a demo today! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/relationship-management-guide Title: People.ai | Relationship Management: Definition and Guide Meta Description: CRM systems track customers and interactions. Explore our guide to relationship management. Language: en Canonical URL: https://www.people.ai/blog/relationship-management-guide ## Headings Structure: H1: Relationship Management: Definition and Guide H2: What Is Relationship Management? H2: What Are The Customer Relationship Management Benefits? H2: What Does A CRM System Do? H3: 1. Salesforce H3: 2. Pipedrive H3: 3. Zoho CRM H3: 4. Oracle CRM H2: The Different Kinds Of CRMs H3: Operational CRM H3: Analytical CRM H3: Collaborative CRM H2: Why Do You Need A CRM System? H3: Get A Better Understanding Of Customer Health H3: Optimize Campaigns Using Data Gathered With Artificial Intelligence H3: Provide Better Customer Support And Improve Relationships With Customers H3: Monitor Your CRM From Anywhere, Anytime H2: How To Improve Your Customer Relationship Management System H3: Invest In Employee Training H3: Keep Your CRM Clean And Up-To-Date H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: [Data] 5 Characteristics of Closed-Won Deals H3: Account-based Selling: What Is It and Why Is It Important? ## Main Content: H1: Relationship Management: Definition and Guide H2: What Is Relationship Management? H2: What Are The Customer Relationship Management Benefits? H2: What Does A CRM System Do? H3: 1. Salesforce H3: 2. Pipedrive H3: 3. Zoho CRM H3: 4. Oracle CRM H2: The Different Kinds Of CRMs H3: Operational CRM H3: Analytical CRM H3: Collaborative CRM H2: Why Do You Need A CRM System? H3: Get A Better Understanding Of Customer Health H3: Optimize Campaigns Using Data Gathered With Artificial Intelligence H3: Provide Better Customer Support And Improve Relationships With Customers H3: Monitor Your CRM From Anywhere, Anytime H2: How To Improve Your Customer Relationship Management System H3: Invest In Employee Training H3: Keep Your CRM Clean And Up-To-Date H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: [Data] 5 Characteristics of Closed-Won Deals H3: Account-based Selling: What Is It and Why Is It Important? CRM systems track customers and interactions. Explore our guide to relationship management. ‍CRM technology has proven to be an essential part of modern sales strategy, and it’s projected to rise in value in the next seven years too. By 2028, it’s set to reach an approximate value of $128.97 billion. Today, 91% of companies with 10 or more employees utilize a CRM system. Why? For one, the average ROI on CRMs today is roughly $30.48 for every dollar spent. But what exactly is CRM and how can it benefit your business? In this comprehensive guide, we’ll answer all of your questions about CRM and show you how to start using it for your business. Relationship management is a process in which companies foster positive relationships with their customers or business partners. To do this, relationship managers collect and analyze customer data to find trends and issues that could be useful for improving client communications. To be successful, a good client relationship manager needs a fair amount of emotional intelligence, interpersonal skills, negotiation skills, and a strong aptitude for analytics. There are two types of relationship management: At a time when more people are looking for a personalized customer experience, companies need a holistic approach that goes beyond just transaction-based business models. Customers are more likely to continue supporting a company that they have a personal connection with, feel they can trust, and treats them as more than just someone to make money off. When customers forge those connections with a business, they are also more likely to share their experience with their peers, essentially doing the marketing work for them. This can bring in new potential customers and new sales. Another key benefit of maintaining a good relationship with customers is the potential for an open communication channel where customers can share feedback and insights, helping companies improve the way they do business. This can keep companies from making the same mistakes for months on end, saving them millions of dollars at the same time. To foster relationships with customers and/or businesses, companies need data – who buys what, when they’re more likely to make a purchase, who or where they make most of their purchases from, whether they come back as repeat customers, and so on. CRM systems consolidate customer data into a centralized location, eliminating some of the inefficiencies and human error that come with manual data entry. CRM systems can collect, store, and analyze customer data such as contact information, email/phone calls/online chat/customer support interactions, purchasing history, referrals, and more. But CRMs are more than just an address book. Most CRMs can also be integrated with other organizational tools such as email, calendars, list-making software, and the like. By providing sales, customer service, and marketing automations, CRMs can ultimately speed up sales reps’ workflows. For example, CRMs can send preset responses to customer inquiries, send follow-up messages to prospects who don’t respond to messages, report tasks to sales managers, log hours, and track communications between reps and customers. Some examples of CRM software include: Salesforce is one of the most popular CRMs on the planet. According to its site, Salesforce can help businesses integrate every part of their company that interacts with customers into a centralized CRM platform. One of the big advantages of Salesforce is its ability to scale alongside the growth of your business. That way, you don’t have to worry about having to replace your CRM even as your business needs change. Pipedrive was rated the number 1 CRM by TrustRadius. It allows users to manage leads and deals, track calls/emails/contact history, automate tedious administrative tasks through artificial intelligence, and integrate sales enablement third-party apps. Zoho is a good option for small and medium-sized businesses. This CRM is known to be user-friendly, making it great for sales teams with older or less tech-savvy reps. Oracle CRM is an intuitive and easy-to-use software with a robust feature list. Most businesses that use Oracle don’t feel the need to buy additional software – this comprehensive software has everything you need and more to successfully maintain your relationships with your customers. Oracle CRM has three integrating clusters of applications for marketing, sales, and customer service functions. There are three distinct types of client relationship management systems: Operational CRMs are responsible for generating leads and converting them into contacts. They also capture all the necessary information about each contact, so that it can be used in future marketing campaigns or business decisions. Analytical CRMs analyze data from current customers that was gathered throughout various stages of the customer journey. The role of analytical CRMs is to provide companies with data-driven insights that help them make more informed decisions. This client relationship manager type allows different departments to share customer information. With all customer data, customer complaints, and issues stored in a centralized platform, departments can work towards a unified goal, foster better relationships with clients, and boost customer loyalty and acquisition. Here are four ways businesses can benefit from adopting CRM systems: CRMs provide a variety of tools to customer service representatives and customer relationship managers. One of the most important tools is the ability to have a 360-degree view of customers’ data and behavior. Most of these CRM software tools will consolidate everything in a centralized dashboard, where reps can pull up a customer profile to view their purchase histories, order status, outstanding issues, and more in a matter of seconds. With customizable platforms – as most CRMs are – sales reps can choose what kind of customer data is essential to track, make more accurate decisions, and improve the way they relate to their customers. With the right CRMs and sales enablement tools, sales reps can have access to a treasure trove of digital insights. These insights guide reps to make more accurate forecasts and gain a more exact understanding of the way customers move through the sales pipeline, taking the guesswork out of sales. Revenue intelligence software such as People.ai can even supercharge CRMs by capturing, enrichingsynchronizing, and unifyingmanaging data across several customer-facing platforms at once, giving businesses the power to unify their data and eliminate data silos across teams. With near-complete, up-to-date, and centralized information about prospects, existing customers, suppliers, vendors, and all other relevant parties, sales reps can fine-tune their campaigns, conduct more effective customer segmentation, and target just the right types of people for their goals. They can also strategize to convert or remove an unproductive contact, improve relationships through marketing efforts, or even make major tweaks in their business strategy. One big problem that a lot of businesses face in the realm of customer service is keeping track of customer interactions across different channels. Customers may reach out to a company through one channel, like Twitter or Facebook, send an email to give a more detailed account of their issue, then look for an agent to speak to personally on the phone. In this instance, a major point of frustration for a lot of customers is having to introduce themselves and repeat their concerns over and over again to different agents. It can be frustrating and cause current customers to grow tired of doing business with you. But because CRMs can centralize data across multiple platforms, they also help customer service representatives manage customer complaints and customer questions across multiple channels. CRMs connect sales, service, and marketing information into one easily accessible dashboard that updates in real time. If a rep makes progress with a customer over the phone, those in charge of socials and email can immediately see the updates and respond in a relevant way. Ultimately, CRMs help to foster strong customer relationships through customer service automation. Most CRMs these days are cloud-based, meaning that anyone with access to the platform can retrieve the information they need when they want, where they want. This is especially helpful for outside sales reps who are constantly on the road. If you already have a CRM system but think it needs revamping, or if you’re about to introduce a new system and want to make sure it gets used to its full potential, check out these tips: You can’t expect your sales team to figure out your new CRM system on their own, especially if it will be their first time using one. CRMs have a bit of a learning curve, and less-than-tech-savvy reps may feel frustrated using a platform in the first few days. If you want your reps to see your CRM as a tool meant to help them rather than hinder them from doing their job, you need to give up a little time for training. One effective strategy for faster adoption is to teach more technologically inclined reps first, then have them guide their co-workers later on. That way, when someone on the team is confused about a certain aspect of the CRM, they can turn to their colleagues for help even after training is done. A bloated database filled with outdated data can slow down team members and, in turn, business processes. You should have a system in place for keeping your CRM database clean and organized. Aside from having a routine maintenance schedule for your CRM, here are some things you can do to keep it nice and neat: CRM systems can be a great way to keep track of your customers and their interactions with you. However, they are only as good as the data that is put into them. Make sure you are taking the time to input accurate information so you can get the most out of your CRM system. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/relationship-map Title: People.ai | Close More Deals with AI-Powered Relationship Mapping Tools Meta Description: Visualize key players in deals with relationship maps, showing connections, influence, hierarchy, and conflicts to navigate and close more effectively. Language: en Canonical URL: https://www.people.ai/blog/relationship-map ## Headings Structure: H1: Close More Deals with AI-Powered Relationship Mapping Tools H2: What Is AI-Powered Org Chart Software? H3: Relationship Maps vs Traditional Org Charts H3: Challenges With Traditional Relationship Map Techniques H3: How Relationship Mapping Helps Your Sales Team H3: Avoid Losing Deals That Rely on One Decision Maker H3: Grow Revenue Among Existing Accounts H3: Optimize Deal Review and Account Planning H2: How AI-Powered Org Chart Software Is Transforming Relationship Intelligence H2: Table of contents H2: Article Topics H2: Related Insights H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: [Data] 5 Characteristics of Closed-Won Deals H3: Digital Transformation in Manufacturing: Key Impacts and Insights ## Main Content: H1: Close More Deals with AI-Powered Relationship Mapping Tools H2: What Is AI-Powered Org Chart Software? H3: Relationship Maps vs Traditional Org Charts H3: Challenges With Traditional Relationship Map Techniques H3: How Relationship Mapping Helps Your Sales Team H3: Avoid Losing Deals That Rely on One Decision Maker H3: Grow Revenue Among Existing Accounts H3: Optimize Deal Review and Account Planning H2: How AI-Powered Org Chart Software Is Transforming Relationship Intelligence H4: Ready to learn more? Get a demo. H2: Table of contents H2: Article Topics H2: Related Insights H3: Cracking Down on Cyberthreats in the AI Era with AWS's Clayton Smith H3: [Data] 5 Characteristics of Closed-Won Deals H3: Digital Transformation in Manufacturing: Key Impacts and Insights Visualize key players in deals with relationship maps, showing connections, influence, hierarchy, and conflicts to navigate and close more effectively Relationships are at the heart of every closed deal, but finding a pulse on the nuances and connectedness between everyone involved in the deal is difficult. That’s where the aptly named strategy of relationship mapping via AI-powered org chart software comes into play. Within the context of sales, an AI-powered relationship map is a visual representation of key players within an organization and their connection to one another. Traditionally, a relationship map goes far beyond an org chart. It is a strategic exercise that requires manually drawing a chart with information about your sales team’s target accounts, such as influence, hierarchy, conflict, and more. If your sales team is looking to avoid losing new deals, grow revenue among existing accounts, and generate new leads, then a relationship map for key accounts is a worthwhile time investment. Relationship maps are generated using AI and fueled by tons of relevant sales data. They feature cards for each of the key decision makers in a buyer group that includes details on their role, motivations, challenges, and even biases. These cards are then mapped out to show how each of the stakeholders interact with each other. Common roles may include influencers, users, leaders, decision makers, and budget owners, and each come with their own set of unique motivations and challenges. It is also helpful to highlight who is a supporter, destractor, and champion for your sales team within the account’s organization, as well as the strength of the relationship between your team and the individual. A traditional org chart, on the other hand, helps visualize the hierarchy and size of the company. The org chart can help identify how decisions are made (centralized vs decentralized) but it doesn’t truly map out the decision-making factors that are influenced by the relationships up and down the chain of command. While the result can significantly improve close rates and overall relationships with your accounts’ key stakeholders, traditional methods for building relationship maps are time consuming. Beyond just the complexities of gathering data to create the relationship map, the challenge of keeping it up to date also makes them difficult to adopt among sales teams. Fortunately, AI-powered technology has eliminated the need to manually create and update relationship maps. Let’s discuss the key benefits of relationship mapping powered by AI to motivate your organization to adopt this strategic exercise. According to research from Gartner, the typical buyer group for complex B2B sales can range from six to 10 decision makers. The best org chart software helps your sales reps keep track of the deal champions (and detractors) within the organization’s buyer group. Along with managers, reps can now strategize accordingly based on each stakeholder’s motivations and barriers. For large or complex buyer groups, these maps are especially useful. There are a few common scenarios where a relationship map will benefit your sales team– closing new deals, upselling or renewing existing accounts, and generating new leads. With buyer groups being composed of so many decision makers, it’s important to avoid single-threaded relationships and instead implement multi-threaded relationships within your sales cycle. In fact, each additional stakeholder brought into a deal was discovered to linearly increase that deal’s win rate by 4.5%. As you know, a single-threaded relationship can be detrimental to closing deals for a variety of reasons – the contact leaves their company, moves into a different role, or simply goes cold on you. Often, these single-threaded relationships happen because your reps do not have the time or resources to map out other stakeholders and nurture multi-threaded relationships. This is where automated relationship mapping with org chart software platforms like People.ai is a huge benefit. Promoting multi-threaded relationships in your sales process does not end once the deal is closed – it should continue as you nurture existing accounts to grow. When your sales reps understand the organization dynamics, motivations, and challenges of each stakeholder for a single account, they better understand how to cross-sell or upsell additional solutions to that organization. Using AI-powered relationship maps, companies now have an up to date record of all the roles, relationships and restructuring of the stakeholder’s team. This gives reps the insights to strategize for expansion or cross-sell opportunities because you already are coming into the deal knowing specifically which buyers are already aligned to you vs ones you may need to win over and/or avoid. From a sales manager’s perspective, a relationship map is essential for guiding the deal review process as well as account planning. Understanding who on the buyer side is compromising a deal early on in the sales cycle can help you coach your reps to build trust with and convince detractors. The relationship map also helps you plot a course of action to nurture the relationships in a closed-won deal to improve retention and expand accounts. Traditionally, it’s been a catch-22 – many sales teams do not create relationship maps because they can be increasingly complex as the number of decision makers increases, however, they become exponentially more valuable when there are more complex buyer groups. To further compound the challenges of traditional methods for creating relationship maps, the data becomes dated quickly and therefore obsolete unless it can be updated in real time. But with AI, relationship mapping becomes an automated process. People.ai's Data Foundation aggregates the otherwise useless information stored within your team’s inbox to generate CRM contacts and applies a taxonomy for titles, contact information, and other metadata. What’s more, the data is constantly updated when new information is available, meaning your contacts will never go stale. People.ai Relationship Maps is the industry’s first automated relationship mapping solution that auto-populates every engaged context, including newly threaded relationships. For sales reps, People.ai Relationship Maps reduces the burden of manual data entry, provides insights into the buyer group, and increases overall productivity. For sales leaders, it increases transparency and visibility into each rep’s opportunities to help inform and guide deal reviews and coaching sessions. It’s a win-win across your sales team that will help increase win rates. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/renewal-revolution-revenue-protection-team-sport Title: People.ai | Renewals Playbook by People.ai Meta Description: Customer success leaders share how AI and cross-functional alignment are revolutionizing renewal strategies. Language: en Canonical URL: https://www.people.ai/blog/renewal-revolution-revenue-protection-team-sport ## Headings Structure: H1: The Renewal Revolution: Revenue Protection is a Team Sport H2: The Gap Between Average and Exceptional H2: AI: The Game-Changer for Customer Success H2: The Path Forward H2: Table of contents H2: Article Topics H2: Related Insights H3: Account Planning: Defining a Sales Account Plan Strategy H3: How to Implement a Customer Success Outreach Process H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo ## Main Content: H1: The Renewal Revolution: Revenue Protection is a Team Sport H2: The Gap Between Average and Exceptional H2: AI: The Game-Changer for Customer Success H2: The Path Forward H2: Table of contents H2: Article Topics H2: Related Insights H3: Account Planning: Defining a Sales Account Plan Strategy H3: How to Implement a Customer Success Outreach Process H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo Customer success leaders share how AI and cross-functional alignment are revolutionizing renewal strategies. If you're struggling with renewal rates in 2025, you're not alone. According to recent surveys, gross retention rates have been declining across the board. But there's hope on the horizon! Two CS leaders from People.ai, Natalie Wolf, SVP, Customer Success, and Jesse Dailey, SVP, Solution Engineering and Field CTO,  joined RevGenius to discuss how technology and team alignment are changing the game.‍ The data tells a compelling story. A 2024 survey of 154 companies showed gross retention rates varying by deal size: 85% for deals under $100K, climbing to 88% for those over $250K. But best-in-class companies are pushing even higher, targeting 90% gross retention and 120% net retention. Dailey points to a critical shift in how teams operate. "What's becoming more and more evident is point solutions for different teams that represent different processes... these siloed systems just aren't working in the way that they used to." The key to bridging this gap? Executive engagement and cross-functional alignment. "If you're not in the room, meeting with executives at your customer account, whatever renewal is coming up, your competitor is in there," Dailey warns. Wolf emphasizes there are four critical criteria for success. The 4 critical criteria for renewal success: "Don't worry about your existing really horrible executive sponsor program... if it's not helping you with these four things, it doesn't count," she states. While 63% of companies have integrated AI features into their products over the last year, adoption remains a challenge, with less than 40% of customers using these features. The solution? Embedding AI into existing workflows and rituals that matter. Unlike humans, AI has boundless enthusiasm to go through all of your data and summarize the things that are happening or grade a customer base off of all the criteria you give it.  This automation is transforming everything from weekly updates to health scores, saving customer success managers hours of manual work. Success in 2025 requires more than just tools – it demands a fundamental shift in how teams work together. Organizations can build more resilient renewal processes by aligning sales and customer success on shared goals, leveraging AI for efficiency, and maintaining focus on executive engagement. As Wolf concludes, "For all of you as the users of tools, don't get sucked into the fact that they're new. Work backward from the job to be done and the outcomes you want to deliver in a ritual that matters." Want to learn more about transforming your renewal strategy? Watch the full webinar here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/revenue-intelligence-market-size Title: People.ai | Revenue Intelligence Market Size: How Fast Is It Growing? Meta Description: How big is the revenue intelligence market? Discover why it's vital for businesses and explore its growth potential. Language: en Canonical URL: https://www.people.ai/blog/revenue-intelligence-market-size ## Headings Structure: H1: Revenue Intelligence Market Size: How Fast Is It Growing? H2: Examining The Revenue Intelligence Market Size H2: What Is Revenue Intelligence? H2: What Is The Value Proposition Of Revenue Intelligence? H3: Improve Decision-Making Processes H3: Help Your Team Prioritize Better H2: How Is The Revenue Intelligence Market Segmented? H2: How Dynamic Is The Revenue Intelligence Market? H2: Revenue Intelligence Market Size H2: Key Companies & Market Share Insights H2: Revenue Intelligence Statistics H2: COVID-19 Impact On The Revenue Intelligence Market H2: Global Revenue Intelligence Market Size Projection H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: See What Your Pipeline Isn’t Saying H3: What Are The Most Effective Sales Team Structures? H3: Product Launch Recap: Clarity to Sell Above the Line ## Main Content: H1: Revenue Intelligence Market Size: How Fast Is It Growing? H2: Examining The Revenue Intelligence Market Size H2: What Is Revenue Intelligence? H2: What Is The Value Proposition Of Revenue Intelligence? H3: Improve Decision-Making Processes H3: Help Your Team Prioritize Better H2: How Is The Revenue Intelligence Market Segmented? H2: How Dynamic Is The Revenue Intelligence Market? H2: Revenue Intelligence Market Size H2: Key Companies & Market Share Insights H2: Revenue Intelligence Statistics H2: COVID-19 Impact On The Revenue Intelligence Market H2: Global Revenue Intelligence Market Size Projection H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: See What Your Pipeline Isn’t Saying H3: What Are The Most Effective Sales Team Structures? H3: Product Launch Recap: Clarity to Sell Above the Line How big is the revenue intelligence market? Discover why it's vital for businesses and explore its growth potential. Many business owners overlook revenue intelligence solutions and prefer doing things the “old-fashioned way. However, its rapid development might mean that revenue intelligence may become an essential part of businesses. So, what is revenue intelligence and just how big is its influence in the market? Read on to find out! Simply put, revenue intelligence or sales intelligence is a way to improve your sales methods through data. Artificial intelligence and automation allow marketing teams to see what goes on in every step of the revenue lifecycle to give you insights on what you can do to improve each part. This way, you can make sales decisions based on cold, hard data instead of having to rely on intuition and gut feelings. So, what does revenue intelligence offer for sales professionals? Here are some advantages of a digital go-to-market transformation when you implement a sales intelligence solution. If you’re looking for a revenue intelligence solution that turns actionable insights into actual revenue, check out what People.ai can do for you. One of the most important benefits of implementing a sales intelligence solution is that it allows your management and sales team to make better decisions and increase market revenues. Gone are the days when revenue professionals had to depend on opinions. With sales intelligence software, all your decisions will be backed by a single source of truth and up-to-date insights. If you’re selling multiple products or services, sales intelligence software can forecast which products or services are most likely to make you money. This way, you can concentrate support on your highest-earning offerings and improve revenue growth. Not sure if a revenue intelligence tool is what you need for your business? If you’ve ever found yourself There are several segments in the sales intelligence market based on what parts of the business the corporate solution optimizes. In general, you can categorize revenue intelligence solutions into three technology categories: The sales intelligence software market is highly dynamic and fast-moving. Data shows that venture capital funding for revenue intelligence providers jumped from $321 million to $952 between 2020 and 2021. Major players in the industry are also doing numerous acquisitions to gain even more staying power in the sales intelligence software market. In 2019, the global sales intelligence market size was valued at $2.29 billion. However, this number will continue to increase – in fact, it’s expected to grow at an estimated 10.5% annual growth rate between 2020 and 2027. This large market size and substantial growth come from its impact on the sales industry as well as the increased adoption of sales intelligence. Like in many other industries, there are several key players in the sales intelligence software business jockeying for position and market share. These key players will perform mergers, acquire other companies, and take other strategic initiatives to ensure their place and take the largest revenue share in this competitive landscape. Some of these key players include: Grandview’s 2019 report stated that most of the sales intelligence market is concentrated in North America with a 45% market share. This is likely thanks to companies starting to widely adopt AI and machine learning, increasing the demand for sales intelligence vendors. Why is sales intelligence software important? These data points should explain why more and more companies are seeking sales intelligence software solutions: The pandemic and subsequent shutdowns and restrictions have changed how many businesses offer goods and services. With a new way of doing business, there also needs to be an advancement in technology used to measure the efficacy of sales methods. This need for more accountability across sales teams and better sales cycle monitoring is a net positive for the sales intelligence market. Many revenue intelligence solution providers have seen accelerated growth since the onset of the pandemic. Allied Market Research reports that in 2020, the sales intelligence market was valued at $2.78 billion. With the pandemic requiring more and more businesses to adopt AI and machine learning solutions, the market continues to experience substantial growth. In fact, this industry is expected to reach $7.35 billion in 2030, almost triple 2020’s market value. With its increased adoption in companies thanks to a post-pandemic market landscape, the revenue intelligence market is experiencing rapid growth. If this trend continues, expect to see more leaps and bounds taken by the revenue intelligence industry in the future. Looking to implement revenue intelligence solutions at your company? People.ai is here to help. Book a demo today and see how we can help you improve your revenue cycle! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/revenue-intelligence-your-secret-weapon-in-2022 Title: People.ai | Revenue Intelligence: Your Secret Weapon in 2022 Meta Description: Revenue intelligence will be the defining competitive advantage for sales and marketing in 2022. We analyze why, and how you should use it. Language: en Canonical URL: https://www.people.ai/blog/revenue-intelligence-your-secret-weapon-in-2022 ## Headings Structure: H1: Revenue Intelligence: Your Secret Weapon in 2022 H2: The Growing Value of Revenue Intelligence H2: Why is Revenue Intelligence Such a Big Deal? H2: OK, But Why Will Revenue Intelligence Be Such a Big Deal in 2022? H2: How Will Revenue Intelligence Affect My Job? H2: Table of contents H2: Article Topics H2: Related Insights H3: How CMOs Can Redefine the Path to Revenue with Intent and Engagement H3: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In ## Main Content: H1: Revenue Intelligence: Your Secret Weapon in 2022 H2: The Growing Value of Revenue Intelligence H2: Why is Revenue Intelligence Such a Big Deal? H2: OK, But Why Will Revenue Intelligence Be Such a Big Deal in 2022? H2: How Will Revenue Intelligence Affect My Job? H2: Table of contents H2: Article Topics H2: Related Insights H3: How CMOs Can Redefine the Path to Revenue with Intent and Engagement H3: Data, AI & Automation: Unlock GTM Transformation in Manufacturing H3: How Will 2022 Change the RO&I Category Forever? Our Experts Weigh In Revenue intelligence will be the defining competitive advantage for sales and marketing in 2022. We analyze why, and how you should use it. This November, Gartner released its 2021 Market Guide for Revenue Intelligence Platforms. This research, along with Forrester’s Q4 2021 Report on Revenue Operations and Intelligence, which we’ve discussed at length, comprise the industry’s leading data on the state of RO&I. To make a long story short: everybody’s talking about revenue intelligence, setting it up to take center stage in 2022. Who’s “everybody?” In the first half of 2021, Gartner fielded 193% more client inquiries on revenue intelligence than in the previous six months. Gartner predicts that by 2025, 75% of B2B sales organizations will have replaced their traditional sales playbooks with AI-based, guided selling playbooks created with revenue intelligence tools. That’s three out of four competitors. What does that mean for you? That’s what we’re here to talk about. We’re going inside 2021’s RO&I research to explain the hows and whys behind revenue intelligence to determine its potential impact on your business, in 2022 and beyond. Here’s what you need to know about the future of revenue intelligence and your place in it: Revenue intelligence is an AI-driven process that captures, gathers, synchronizes and manages data across all customer-facing platforms and teams simultaneously. Revenue intelligence tools make it possible to automatically unite all data from across teams, systems, departments and customers into a single “source of truth” within your CRM ― and all without any manual data entry. This “activity intelligence” isn’t the only benefit revenue intelligence provides, either. People.ai’s revenue intelligence platform also uses AI systems to analyze all data input into the system. The platform leverages this data to provide comprehensive insights around buyer and seller activity at the opportunity level. Revenue intelligence doesn’t just make your data as clear as possible; it helps you derive the right conclusions from that data. In a nutshell? Data clarity and fast, actionable insights. Instead of spending their time manually inputting, then attempting to organize data manually, revenue intelligence companies instantly and automatically receive accurate reporting based on ALL data. The time their teams would ordinarily spend on entry and organization they can instead devote to in-depth analysis. And revenue intelligence systems help with that analysis, too! The result? According to the Forrester survey of 213 executive and decision makers, revenue intelligence organizations are 33% more confident in the accuracy of their CRM data, 32% more likely to say their CRMs provide up-to-date customer information, 37% more confident that their CRMs identify customer problem areas and 26% more confident their CRMs provide insightful predictive recommendations for addressing these problems. According to Forrester, this confidence is well founded. After conducting their survey, Forrester concluded that revenue intelligence organizations were 110% more likely to significantly over-perform on revenue compared to other organizations. According to Gartner’s report, 65% of organizations will be using revenue intelligence platforms to inform all of their decision making by 2026. Meanwhile, 70% of organizations will be recording all of their B2B seller-buyer interactions in order to extract insights using revenue intelligence by the same year. The coming year is when mass adoption starts. The revenue intelligence industry is still relatively immature. People.ai is one of the first companies to focus on artificial intelligence for enterprise revenue intelligence, and we were founded in 2016. Between now and 2025, more and more sales and marketing organizations will discover the advantages of revenue intelligence and incorporate it into their processes. That means revenue intelligence stands to make the greatest impact right now and in 2022, before 75% of companies adopt it by 2025. In other words, revenue intelligence will be a big deal in 2022 because the companies that have it will be at a major advantage ― specifically, a 110% advantage. Answering this question is what People.ai is all about. Not only do we have solutions-focused briefs on how revenue intelligence works for sales, marketing and revenue operations, but we’ve also put together a range of helpful guides on applying revenue intelligence to your specific function, whether that’s sales management, B2B sales operations, marketing or otherwise. Whatever your position or industry, the core benefits of revenue intelligence will make a huge difference. With the help of revenue intelligence, you simply get faster, more accurate, more insightful and useful data much, MUCH faster. You will spend less time collecting, organizing, and ― let’s face it ― trying to make heads or tails of your data, and more time using that data to do your job better. Obviously, we want to help. As the industry’s leading Revenue Operations and Intelligence company, People.ai is perfectly poised to become your “revenue co-pilot” in 2022. Interested in adopting the platform? Want to know more about the benefits of revenue intelligence? Just want to geek about cool AI stuff? Get in touch or schedule a demo of People.ai’s Revenue and Intelligence platform now. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/revops-day-in-the-life-account-forensics Title: People.ai | RevOps Day in the Life: Account Forensics with Jamie Carney Meta Description: Master account forensics: How a RevOps leader cut analysis time by an hour using AI to answer urgent questions and improve insights effortlessly. Language: en Canonical URL: https://www.people.ai/blog/revops-day-in-the-life-account-forensics ## Headings Structure: H1: RevOps Account Forensics with Jamie Carney H2: Key Takeaways: H2: My old reality: Urgent asks derail my day H2: My new reality: Instant AI-powered answers with SalesAI H2: Account forensics before and after People.ai H2: The Impact: From data hunting to strategic analysis H2: Table of contents H2: Article Topics H2: Related Insights H3: Product Launch Recap: Clarity to Sell Above the Line H3: 5 Ways Companies are Using AI in their Sales Strategy H3: Automated Activity and Contact Capture for Account Executives ## Main Content: H1: RevOps Account Forensics with Jamie Carney H2: Key Takeaways: H2: My old reality: Urgent asks derail my day H2: My new reality: Instant AI-powered answers with SalesAI H2: Account forensics before and after People.ai H2: The Impact: From data hunting to strategic analysis H2: Table of contents H2: Article Topics H2: Related Insights H3: Product Launch Recap: Clarity to Sell Above the Line H3: 5 Ways Companies are Using AI in their Sales Strategy H3: Automated Activity and Contact Capture for Account Executives Master account forensics: How a RevOps leader cut analysis time by an hour using AI to answer urgent questions and improve insights effortlessly. Jamie Carney, here! I’m the VP of Revenue Operations and Field Strategy at People.ai. Having spent nearly 20 years in RevOps, I've fielded countless “urgent” requests, everything from deal status to rep activity to lead list to “how do I log into Salesforce?” (that last one hurt). Today, I'm showing you how AI has turned these "urgent" requests from huge burdens to minor inconveniences, even eliminating some altogether. We've all been there. Your sales leader or CRO Slacks you: "What's going on with these deals? Give me your best forecast." Before People.ai, my process looked like this: I lost an hour and a half of my afternoon and time I could have been focusing on strategic work. Now, when I get that urgent Slack message, my response is immediate and confident. Here's my new process: The difference is measurable: what once took 90 minutes now takes just a few. But it's not just about time saved—it's about confidence in the data. Data management impacts nearly everything a RevOps pro does. With SalesAI, I provide leadership with comprehensive deal insights based on actual signals, not just seller narratives. The best part: I can focus on more fulfilling strategic work instead of the manual drudgery of data hunting, creating a positive ripple effect across our entire revenue organization. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/revops-day-in-the-life-jamie-carney-people-ai Title: People.ai | Blog: Making Executive Deal Reviews Easier Meta Description: Discover how a RevOps leader tripled deal review speed with AI, cutting prep time, saving 18+ hours monthly, and gaining real-time sales visibility. Language: en Canonical URL: https://www.people.ai/blog/revops-day-in-the-life-jamie-carney-people-ai ## Headings Structure: H1: Executive Deal Reviews for RevOps with Jamie Carney H3: Key Takeaways: H2: Running Executive Deal Reviews H3: The Old Way: Manual Executive Deal Reviews (Before People.ai) H3: The New Way: AI-Powered Deal Reviews with People.ai H2: Executive Deal Reviews Before and After People.ai H2: The Impact: More insights, less meetings. H2: Table of contents H2: Article Topics H2: Related Insights H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H3: How To Introduce Yourself In An Email + Examples H3: Automated Activity and Contact Capture for Account Executives ## Main Content: H1: Executive Deal Reviews for RevOps with Jamie Carney H3: Key Takeaways: H2: Running Executive Deal Reviews H3: The Old Way: Manual Executive Deal Reviews (Before People.ai) H3: The New Way: AI-Powered Deal Reviews with People.ai H2: Executive Deal Reviews Before and After People.ai H2: The Impact: More insights, less meetings. H2: Table of contents H2: Article Topics H2: Related Insights H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H3: How To Introduce Yourself In An Email + Examples H3: Automated Activity and Contact Capture for Account Executives Discover how a RevOps leader tripled deal review speed with AI, cutting prep time, saving 18+ hours monthly, and gaining real-time sales visibility. Hi, I’m Jamie Carney, the VP of Revenue Operations and Field Strategy at People.ai. I’ve been with People.ai for almost three years and in Revenue Operations (RevOps) for nearly 20 years! I’m pulling back the curtain on a common, yet crucial, RevOps responsibility: Executive Deal Reviews. I will show you my previous process and how I’m running EDRs with AI and automation on People.ai now. Picture this: You're sitting in yet another executive deal review meeting. The room falls silent as an AE mentions a "great meeting last week" – but Salesforce shows no record of it. Sound familiar? In the past, Executive Deal Reviews often led to awkward pauses where we didn't have the right data to answer a question. Or our sellers would constantly be put on the spot when something wasn't logged and leaned on storytelling. This was my Executive Deal Review process before People.ai. Time: 4 hours per Executive Deal Review meeting Now, with AI, these reviews went from time-consuming interrogations into efficient, data-driven discussions. I rely on SalesAI, our generative AI sales platform, to instantly inspect account and deal health, get next best actions, identify risk, and provide valuable context to revenue operations, sales leaders, and sellers. And because all information is available across our GTM teams, we only host Deal Review  meetings every three weeks. Here's my new, streamlined process now, with People.ai: Time: 1 hour per Executive Deal Review and less meetings altogether. People.ai has allowed me to reclaim my calendar and time time. We are even starting to phase out this meeting altogether. With SalesAI, anyone can access the complete story without scheduling another internal meeting. The team can get involved early and fully understand the risks and what’s going well. The result? At least, eight hours saved monthly per seller, plus ten hours for the RevOps team – time now invested in strategic initiatives that drive real business impact. Sometimes, the best meetings are the ones you don't need to have at all. Thanks for following along! If you have questions or want to say hi, connect with me on LinkedIn. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/revops-red-flags-is-disconnected-data-damaging-your-pipeline Title: People.ai | RevOps Red Flags: Is Disconnected Data Damaging Your Pipelin Meta Description: Learn how RevOps teams tackle data challenges with AI and automation, uncover pipeline red flags, and see the value of smart data investments. Language: en Canonical URL: https://www.people.ai/blog/revops-red-flags-is-disconnected-data-damaging-your-pipeline ## Headings Structure: H1: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H2: Red flag 1: Poor CRM hygiene is handcuffing your sales team H2: Red flag 2: Sales tool fatigue H2: Red flag 3: Inaccessible or siloed data H2: Moving from chaos to clarity H2: Table of contents H2: Article Topics H2: Related Insights H3: Four Steps to Curing Forecast Anxiety H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: How to Implement a Customer Success Outreach Process ## Main Content: H1: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H2: Red flag 1: Poor CRM hygiene is handcuffing your sales team H4: Your CRM Is a burden, not an asset. H4: Which is killing seller productivity… H4: …Leading to revenue leaks. H2: Red flag 2: Sales tool fatigue H4: Too many tools, not enough time H4: Leading to poor adoption and inefficiencies… H4: …Taking AEs away from revenue-generating activities. H2: Red flag 3: Inaccessible or siloed data H4: Inaccurate and siloed data makes accurate analysis nearly impossible. H4: However, there is real business value in data investment. H4: Connected data is the key to accurate, actionable insights. H2: Moving from chaos to clarity H2: Table of contents H2: Article Topics H2: Related Insights H3: Four Steps to Curing Forecast Anxiety H3: How Sales Teams Are Qualifying Deals and Flagging Risks Faster H3: How to Implement a Customer Success Outreach Process Learn how RevOps teams tackle data challenges with AI and automation, uncover pipeline red flags, and see the value of smart data investments. Your Revenue Operations (RevOps) team must work more efficiently than ever to deliver a healthy pipeline, provide valuable insights, and hit revenue targets. Unfortunately, the deck may be stacked against you. If any of the following challenges sound familiar, you likely need to change your approach. Poor CRM hygiene is handcuffing your sales team and causing you to leave money on the table. Your CRM should be a goldmine, not a burden. The best way to get a clean, accurate, and up-to-date CRM? Automated sales activity capture. The responsibilities of Revenue Operations teams today seem to be ever-growing. The most effective and successful RevOps teams can: The good news for RevOps professionals is there is an easier way. Getting a handle on your data is the first step, and it’s actually easier than you realize. AI and automation can help you collect, manage, and liberate your data across your GTM teams, transforming your CRM from a total time suck to a wealth of knowledge. With AI capturing and consolidating data from all your sources, you get accurate data and actionable insights while upleveling your sales team. Don’t take it from me. Almost 80% of sales professionals recognize the value of AI tools in automating repetitive tasks. [Source] Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-ai-data-context Title: People.ai | Most Sales AI Tools Fail Due to Missing Key Data for Success Meta Description: Few sales AI tools capture context from past interactions, but data-first AI solutions help sellers build meaningful customer relationships effectively. Language: en Canonical URL: https://www.people.ai/blog/sales-ai-data-context ## Headings Structure: H1: Most Sales AI Tools Fail Due to Missing Key Data for Success. H2: Key Takeaways H2: What is context and why do most sales AI solutions fail at it? H2: Better data processing = better context H2: The in-between moments are what matter H3: Join us for an interactive AI Innovators Lab so we can show you how to use a high-quality data and AI platform to build more valuable customer relationships. H2: Table of contents H2: Article Topics H2: Related Insights H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: AI & Data: Frontline Sales Leaders Build High-Performing Teams H3: What is Sales Performance Management (SPM)? ## Main Content: H1: Most Sales AI Tools Fail Due to Missing Key Data for Success. H2: Key Takeaways H2: What is context and why do most sales AI solutions fail at it? H2: Better data processing = better context H2: The in-between moments are what matter H3: Join us for an interactive AI Innovators Lab so we can show you how to use a high-quality data and AI platform to build more valuable customer relationships. H2: Table of contents H2: Article Topics H2: Related Insights H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: AI & Data: Frontline Sales Leaders Build High-Performing Teams H3: What is Sales Performance Management (SPM)? Most sales AI tools miss context, but data-first solutions help build meaningful customer relationships. Sellers are losing deals because they don’t have all the information they need to win and they’re too consumed by busywork to spend time selling. They spend hours piecing together data from the CRM, call notes, other sellers, and more to find clues that will help them build better customer relationships. On top of that, your sales processes – like account planning, sales methodologies, and QBRs - are highly manual time-sucks. The common thread is a need for easier access to information. But not just any information. Winning sales teams have instant access to the right information, compiled instantly and in one place, so they have all the context they need to work every deal the right way. Giving every seller the right information, at the right time, for every single account is easier said than done. How many B2B go-to-market tech solutions have you purchased that promised to “harness the power of your data”? Probably more than a few. And nearly all of them - including your CRM -  fail to live up to expectations, leaving your sellers to gather information and contextualize on their own. ‍Every team, in every company, across every industry needs better and faster access to relevant information. But distilling millions of data points to find what is actually valuable is incredibly challenging. Which is why most companies in the sales AI space today are failing at it. Relevant signals that can help move a deal forward are hidden in the records of many different interactions with customers. It’s easy to miss those signals since only a tiny percentage of all of that data is actually useful and all of those data points are unstructured. Unstructured data means anything that doesn’t fit nicely on a spreadsheet. Think: call transcripts, calendar logs, chats, data from other point solutions, and emails. The process of collecting all that data, identifying what is valuable, and then presenting it to sellers in a useful way is an incredibly complex process. But it’s not impossible. While many of today’s sales AI solutions were built to capture unstructured data – most were not built to correctly process that information. They fail at organizing and correctly matching that information to accounts, contacts, and opportunities in a company’s CRM. ‍Data must be correctly organized with the appropriate context captured to answer all of the “What happened?” questions your sellers are spending hours trying to figure out. Questions like: A well-built sales AI platform can help capture all of the nuances of each customer relationship and deal journey and then recall that information  to help sellers with future opportunities. Uncovering and organizing trapped data helps you truly monetize it for the first time and use it as a competitive advantage. This is what People.ai excels at - but only because we’ve been working on creating sophisticated solutions for these incredibly complex problems for nearly a decade. Public and low-quality generative AI tools only have access to a subset of your data since they rely on data entered into your CRM by sellers. No seller enters every detail about every interaction with customers - leaving your CRM with only a partial record of every account and opportunity. Without the ability to capture ALL of your data and high-quality data organizing happening on the back-end, all of those sales tools’ outputs are going to be generic and only offer a partial view of what’s really going on. Try asking ChatGPT to write a biography of your life. It will summarize your career from your LinkedIn profile and maybe pull your birthday from your Facebook but it’s missing all of the key moments in between – the stuff that is stored in your memory bank. Those are the moments that matter and that make you special. Sales relationships are no different. It’s the in-between moments that need to be captured and shared with sellers so they can use that information to build more meaningful relationships. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-and-marketing-innovation-in-life-sciences-4-areas-to-grow Title: People.ai | Life Sciences: Innovate Sales & Marketing for Growth Meta Description: This guide shows how digital transformation in life sciences will be key to unlock growth for sales and marketing teams. Read on to learn more. Language: en Canonical URL: https://www.people.ai/blog/sales-and-marketing-innovation-in-life-sciences-4-areas-to-grow ## Headings Structure: H1: Sales and Marketing Innovation in Life Sciences: 4 Areas to Grow H2: Why Embrace Digital Transformation in Life Sciences? H3: Solving for the Patent Cliff H3: Limited Customer Base H2: The Cloud Improves Data Sharing H2: Artificial Intelligence Optimizes Decision Making H2: Tech Management Supports Data Safety H2: Digital Communication Drives Accessibility H2: 3 Steps to Lead Sales and Marketing Transformation in Life Sciences H3: 1. Strategize Digital Implementation H3: 2. Engage Sales Teams and Sales Leadership H3: 3. Push for Innovation H2: Supporting Digital Transformation with People.ai’s Sales Solutions H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H3: Why You Need These Sales Skills To Succeed H3: 16 Rebuttals For Sales Objections ## Main Content: H1: Sales and Marketing Innovation in Life Sciences: 4 Areas to Grow H2: Why Embrace Digital Transformation in Life Sciences? H3: Solving for the Patent Cliff H3: Limited Customer Base H2: The Cloud Improves Data Sharing H2: Artificial Intelligence Optimizes Decision Making H2: Tech Management Supports Data Safety H2: Digital Communication Drives Accessibility H2: 3 Steps to Lead Sales and Marketing Transformation in Life Sciences H3: 1. Strategize Digital Implementation H3: 2. Engage Sales Teams and Sales Leadership H3: 3. Push for Innovation H2: Supporting Digital Transformation with People.ai’s Sales Solutions H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Forecasting is Broken—Here’s How We’re Fixing It With Facts H3: Why You Need These Sales Skills To Succeed H3: 16 Rebuttals For Sales Objections This guide shows how digital transformation in life sciences will be key to unlock growth for sales and marketing teams. Read on to learn more. This decade has been one of ground-breaking transformation in life sciences. The COVID-19 pandemic and rise of telehealth have shown that pharma, medical device, and biotech enterprises are capable of rapidly adopting cutting-edge digital initiatives to stay ahead of an ever-evolving medical landscape. When it comes to improving healthcare outcomes for customers, life sciences organizations are always innovating. Yet—like the proverbial shoemaker whose own children go barefoot—non-clinical departments often remain mired in manual, time-consuming practices. For many sales and marketing organizations, manual data recording and sharing has changed little over the past five years. To maximize revenue, these teams would benefit from the same commitment to digital innovation seen in their clinical and research peers. Indeed, a holistic embrace of intelligent solutions is the key driver of growth for all life science enterprises. We’ll explain how by covering four key areas that require innovation. For each area, we’ll examine how digital advances in the clinical realm have transformed current practice. We’ll then examine how the same information technology can be applied to modern sales scenarios to dramatically improve revenue outcomes. Human beings are resistant to change by nature—most organizations have the same tendency. As a result, some may be hesitant to embrace digital transformation. After all, it requires investment and overhauling of legacy operating procedures. Here are two major reasons why the undertaking is a business imperative for sales and marketing teams. Many life sciences organizations have a “patent cliff” problem. As their medical patents expire, more generic alternatives become available on the market. When these major sources of revenue disappear, pharma and med tech companies need to find ways to make up the difference—fast. The “patent cliff” problem impacts everyone, from research and development to sales and marketing organizations. In the face of this challenge, digital transformation is a powerful weapon to increase efficiency and spur innovation across the organization. When applied to sales teams, it can also drive the development of new revenue streams. There are only so many pharmacies, doctor’s offices and hospitals. When life sciences organizations can’t rely on signing on new clients, they must find new sources of revenue growth. The only solution is for life sciences sales teams to penetrate their existing accounts as widely as possible. Embracing digital transformation solves both problems. The same technologies used to improve patient outcomes in clinical scenarios can also be applied to increase sales rep productivity and maximize marketing return on investment. Let’s explore a few areas where intelligent solutions benefit patients and drive organizational growth. Electronic medical record (EMR) keeping and sharing is revolutionizing how medical professionals provide care. Standardized EMR sharing encourages efficient collaboration among medical staff. With medical staff on the same page regarding healthcare decisions: Here are a few examples of how the cloud improves hospital functions: Clearly, sharing accurate activity data produces better patient outcomes in a broad range of clinical scenarios. The same is true of sales and marketing scenarios. Cross-team sharing of centralized sales data helps sales leaders: For all life sciences teams, the ability to fully capitalize on centralized and automated data is a gamechanger. If improving patient outcomes is the North Star for life sciences enterprises, then artificial intelligence could be the Holy Grail. Applying AI to clinical and research data is leading to breakthroughs in our understanding of diseases and the best ways to treat them. Today, healthcare professionals are using AI modeling to more accurately predict when patients are likely to require an ICU transfer. Hospitals and caregivers are using AI-derived models to provide intervention treatment before an ICU transfer is needed. And in the realm of personalized and precision medicine, AI modeling and individual genomic sequencing is revolutionizing the way we diagnose and treat cancer and other diseases. While not life saving, predictive sales analytics is transformative for life sciences sales and marketing teams. Instead of guessing, AI-powered data analysis provides  insights into: With these machine learning insights, institutions can make strategic decisions that maximize growth. Of course, AI models need accurate data to be effective. To fully capitalize on the power of AI, life sciences organizations must invest in tech management software that securely captures and manages high-quality data. In clinical life sciences scenarios, safeguarding patient medical data is both a moral and legal obligation. Data leaks or exposure result in disastrous consequences from legal, financial, and patient trust standpoints. But unfortunately, it seems like a new data breach makes headlines on a regular basis. Patients and business associates need to know that the institutions handling their medical data prioritize data security. This can be complicated when data sharing between institutions is involved, as in cases where patients see multiple providers. Available solutions allow for tech innovation without violating patient privacy/confidentiality. The same principle applies to sales and marketing scenarios. For example, consider a CRM solution that sifts through email data to automatically capture sales activity. Without data filtering, encryption, and enterprise security, the solution could potentially expose employees’ private information. Sensitive data filtering is especially crucial to protect employee privacy. Fortunately, available AI-powered SmartMatch technology is capable of filtering sensitive information before it synchs to your CRM—ensuring that only relevant business-related activities are captured, analyzed, and shared. Telehealth grew enormously during the COVID-19 pandemic. From March to April 2020 alone, telemedicine visits increased 683%. And while in-person visits have increased sharply in the wake of the pandemic, it’s clear that telemedicine is here to stay as a popular and cost-saving healthcare option. Life sciences organizations invest in digital infrastructure that supports telemedicine for multiple reasons. This technology removes barriers for patients to access the care they need when they need it. It gives patients more flexibility to find a clinician or provider with whom they feel most comfortable. From the caregiver's perspective, it can help medical staff quickly sync with their peers to provide better care for each patient. Clinicians can also reach more patients in underserved areas, given the speed and efficiency of digital communications. In a similar vein, investing in digital communications infrastructure helps sales and marketing teams synchronize sales activities, improve team flexibility, and increase the speed and efficiency of the sales cycle. With so many exciting developments in life sciences technology, the sky is the limit for organizations that embrace digital innovation. Now is the time for sales and marketing organizations to embrace the same technologies to supercharge revenue development. If you’re evaluating your organization’s sales and marketing IT infrastructure, here are three steps you can take to successfully guide the process. Digital transformation needs a thoughtful and well-planned strategy. To build an effective digital implementation plan, start by: Once you’ve laid the groundwork for success, the next step is developing a top-to-bottom culture that’s open to digital transformation. To build a digitally-minded sales and marketing culture, you need to create implementation frameworks that put people first. People won’t be invested in solutions that don’t solve relevant problems. Sales teams, sales leaders, and supporting employees all need access to tech that addresses their needs. To identify those needs, provide open forums for employees to give feedback (such as online surveys). This feedback should give you enough data to determine: When your people have a voice in the implementation process, they’re more likely to embrace the solutions you provide—even more so when they start seeing positive results. On the sales side, implementing a customer success outreach process can reduce your churn rate and increase cross-sell/upsell opportunities. Installing an effective RO&I platform can help you: When your customers feel they’re getting value out of the relationship, they’re more likely to sign on for multi-year renewals. This will be an ongoing process that builds off of the previous steps you’ve taken. With a strong strategy and a supportive organization, continue searching for new ways and areas to innovate. By leveraging the activity datasets you’ve built, you can: The next step is to find the right solutions to make these changes a reality. We’ve shown how digital innovation is revolutionizing healthcare across a range of scenarios. We’ve covered key ways life sciences enterprises can grow revenues by embracing digital transformation. If you’re interested in accelerating your growth, revenue, and innovation, People.ai’s ability to put your CRM on autopilot and provide AI-powered insights may be right for you. People.ai delivers the industry's leading Revenue Operations and Intelligence (RO&I) platform. Our patented AI technology transforms business activities such as email, meetings, and contacts, into actionable insights for your go-to-market teams. Get in touch today to learn more about how your life science organization can get more out of your data, grow pipeline, improve win rates, and increase revenue per rep every year. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-coaching Title: People.ai | Sales Coaching Guide: Tips to Boost Your Team’s Win Rates Meta Description: Sales coaching is the building, teaching, and refining of skills and techniques of a sales rep or team via a manager, leader, or dedicated sales coach. Language: en Canonical URL: https://www.people.ai/blog/sales-coaching ## Headings Structure: H1: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H2: What is Sales Coaching? H2: Why Coaching Sales Reps is Beneficial H3: 1. Increases Win Rate H3: 2. Strengthens Sales Team Culture H3: 3. Reduces Rep Ramp and Churn Rate H2: Best Practices of World-Class Sales Coaching H2: Preparation H2: Focus on Fundamentals H2: Practice H2: Sales Coaching Tips and Techniques of Winning Teams H3: 1. Rely on Activity Data H3: 2. Use a Sales Playbook H3: 3. Actively Coach On KPIs H3: 4. Coach Everyone H3: 5. Be Proactive, Not Reactive H2: Sales Coaching in Practice H2: Table of contents H2: Article Topics H2: Related Insights H3: 12-Month AI Outlook: Future Insights from Industry Leaders H3: What Are Sales Methodologies? Guides And Examples H3: Inside Sales vs Outside Sales: A Comprehensive Guide ## Main Content: H1: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H2: What is Sales Coaching? H2: Why Coaching Sales Reps is Beneficial H3: 1. Increases Win Rate H3: 2. Strengthens Sales Team Culture H3: 3. Reduces Rep Ramp and Churn Rate H2: Best Practices of World-Class Sales Coaching H2: Preparation H2: Focus on Fundamentals H2: Practice H2: Sales Coaching Tips and Techniques of Winning Teams H3: 1. Rely on Activity Data H3: 2. Use a Sales Playbook H3: 3. Actively Coach On KPIs H3: 4. Coach Everyone H3: 5. Be Proactive, Not Reactive H2: Sales Coaching in Practice H2: Table of contents H2: Article Topics H2: Related Insights H3: 12-Month AI Outlook: Future Insights from Industry Leaders H3: What Are Sales Methodologies? Guides And Examples H3: Inside Sales vs Outside Sales: A Comprehensive Guide Sales coaching is the building, teaching, and refining of skills and techniques of a sales rep or team via a manager, leader, or dedicated sales coach When we think about what a world-class coach looks like, it’s easy to picture an athletic coach with a clipboard shouting instructions to players on the field. While sales coaching can take a lot of inspiration and lessons from the great coaches of sports teams, we must find the techniques that work best for sales teams. In this article, we discuss the importance of coaching in the context of a sales team and feature tips to find the right coaching protocol for your team. Sales coaching is the process of building, teaching, and refining the skills and techniques of a sales rep or team through the active involvement of a manager, leader, or dedicated sales coach. Sales coaching is not the same as the rep onboarding and ramp period when most of the actual sales training will occur. Instead, sales coaching is an ongoing process towards continuous improvement, even after the rep is fully ramped. The modern sales coach, much like a modern athletic coach, is heavily reliant on data to guide their strategies, such as identifying the team’s strengths and weaknesses, understanding when to pivot a sales play, and more. Sales coaching is beneficial for a number of reasons, the most obvious being the boost in performance from the reps being coached. Just like in sports, a sales coach is typically a former expert practitioner or top performer in their field, which gives them the unique perspective to see things through the lens of their experiences and expertise. Working with a coach can also help reps become more accountable to their sales metrics because, in the process of discussing a shift in strategy or new strategy entirely, they are more likely to follow through with it if directly tied to their KPI. If we had to choose only one indicator (besides top-line revenue) of how a sales rep is performing, we believe win rate would be that metric. A coach might not always be able to increase the number of total opportunities, but a good sales coach will certainly be tracking rep win rate as their KPI, which is also the case in sports coaching. Coaches help reps focus on the mechanics of the sales process — the things that can be done repeatedly and consistently to get predictable results — which directly correlates with win rate. The sales coach can explain why a tactic works and give examples of how it’s worked in the past. A sales coach can strengthen and reinforce the company’s culture and adherence to values. Since the rep faces a regular feedback loop about how their actions measure up within the context of the broader sales team, they can continually iterate on their process which propagates throughout the sales force. Reps will mirror what their colleagues or sales coaches do, not what is discussed or written as the SOP. Perhaps your sales team is highly competitive which supports a win-at-all-costs approach, leading to a toxic sales culture that is difficult to change once in place. If your team is collaborative and additive, coaching on culture will be as easy as looking in the mirror. Establishing a sales coaching culture for new hires is essential to getting them onboarded and productive quickly. Some organizations expect absolute autonomy as a rep gets ramped, which might work well for autodidacts (the self-taught), but most people learn more effectively when actively taught. There’s an old Chinese proverb that was later adapted by Ben Franklin and now perfectly supports the power of dynamic sales coaching, “Tell me and I'll forget; show me and I may remember; involve me and I'll understand.” Sales coaching is like an iceberg — 90% of it lives under the surface, behind the scenes … you get it. Although a coach is still vital on game day (throughout the sales process), it’s important to understand that the coach’s job is more about proactively setting the team up to perform under pressure. One of the most important aspects of sales coaching is preparation. As a coach, you must be able to assess each team member’s strengths and weaknesses and understand how to leverage those strengths while improving on weak areas. This could mean dedicating some time each day, week, or month to review sales activity data, communication, results, and more to bring actionable insights to your coaching sessions. Alternatively, you could utilize a tool like People.ai to surface those insights for you, while you focus on implementing and coaching on the sales playbook. Many of the best coaches in the world are known for — besides their win rates — their meticulous focus on fundamentals. John Wooden, the legendary UCLA coach, would even dedicate time to methodically teach players how to properly put socks on. At first, you might question coach Wooden’s sanity or how socks can influence basketball games, but socks that are put on incorrectly can cause blisters, and blisters can cost games. When coaching your sales reps, think about the small things that can have negative impacts on performance, and coach your team towards a solution. Communication cadence and number of meetings, for example, are still vitally important in sales, so be sure you are coaching reps on how often to follow up and when to push for more meetings. Practice makes processes permanent and discipline makes practice permanent. Sales coaching is an ongoing process, not a one-time thing, and must be practiced on a regular basis. Having discipline in the practice of coaching is in itself a lesson to be taught to reps. Tom Coughlin, the former coach for the NY Giants, famously fined his players for being on time to practice, because he believed that being five minutes early is being disciplined while being just on time is disrespectful. As you coach your team, be regimented but also be conscious of your rep’s time and schedule. If you establish a daily, weekly, bi-weekly, or other cadence of sales coaching, keep it consistent and keep it contained to the allotted time. Below are some of the common themes and trends we see coming out of the top sales organizations. These tips are not specific to any industry or organization but should be applicable to your sales team. Similar to sales forecasting, sales coaching was traditionally reliant on the coach’s gut feeling. Using anecdotal evidence from one person’s perspective can get you only so far, which is why the modern sales coach leans on accurate and up-to-date activity data to make plays and recommendations. Katie Sowers, the 49ers offensive assistant coach, talks about how tracking technology is used to monitor activity data which helps coaches make data-driven decisions that impact actual performance. When a strategy needs to be pivoted based on real-time feedback, this activity data can help the sales coach call an audible. For example, you’ve long been advocating for reps to leverage multi-threading to incorporate more personas and departments, increasing buy-in from the customer’s company. Now, you show data on reps who have multi-threaded deals and how it increases their win rate. Having a sales playbook simply means being prepared for any and all scenarios that your sales team could encounter. It’s remarkable how similar the sales process can become even in industries, categories, or roles that require a great deal of situational awareness to close deals. Even if your organization has a handful of reps (or even just one) a sales playbook can help perfect the sales cycle and win more deals. Even having a well-thought-out elevator pitch for your product or service that can be rehearsed, refined, and recited naturally will help project confidence during the initial sales call. Active or Hands-on coaching doesn’t mean you need to physically hold your rep’s hand through the sale, but being available in real-time to brainstorm strategy and make helpful suggestions can be hugely beneficial for driving results. There’s a common process in software development of pairing two programmers together to work through a problem, reinforcing the old saying, “Two heads are better than one.” A sales coach paired with a rep can really focus on moving the needle towards the individual- and company-wide KPIs. For example, if your rep has a goal this quarter to increase their win rate by 5%, actively coaching on the revelation uncovered earlier that multi-threading has been shown to increase win rate and reviewing upcoming calendars to suggest strategies for including more stakeholders can help the rep achieve their goal. We say it pretty regularly but it’s worth bringing up again, the goal of any sales coaching strategy is not to close the gap between top and bottom performers, it’s to move the entire range of performance up. This means you shouldn’t exclusively coach the underperforming reps and leave the top performers to their own devices. Not only will coaching top performers help you more effectively coach the bottom performers, but it’s also possible (and probable) the best of the best can get even better. Coach everyone, especially your top players. Don’t wait until the game is over to coach on how to improve — if you see a problem, offer solutions in real-time. This is the power of leading indicators, those metrics that are causal to a future outcome. Symptoms are lagging indicators, condition and conduct are leading indicators. If it means having weekly or even daily standup meetings with reps to understand the condition of their deals and how they are conducting themselves, so be it. Be a leader, not a laggard. Consider a coach that has a full data analysis of each player at their fingertips during practice. This coach can effectively predict the scoreboard and what the ultimate outcome of the game will be. Sales coaching should be no different. Having predictive AI at your fingertips with People.ai can help you win more deals and achieve more predictable revenue. Not only can People.ai automate and aggregate rep activity data, but can even surface areas of opportunity for coaching. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-coaching-ai Title: People.ai | Leveraging AI To Unlock Sales Coaching Opportunities Meta Description: AI helps sales leaders spot key coaching moments, boosting success. Language: en Canonical URL: https://www.people.ai/blog/sales-coaching-ai ## Headings Structure: H1: Leveraging AI To Unlock Sales Coaching Opportunities H3: 1. Monitoring Customer Responsiveness H3: 2. Where Are Your Sales Reps Spending Their Time? H3: 3. Benchmarking H3: 4. Are Your Reps Talking to The Right People? H2: Table of contents H2: Article Topics H2: Related Insights H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Reimagining the Life of Sales Engineering with Data H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce ## Main Content: H1: Leveraging AI To Unlock Sales Coaching Opportunities H3: 1. Monitoring Customer Responsiveness H3: 2. Where Are Your Sales Reps Spending Their Time? H3: 3. Benchmarking H3: 4. Are Your Reps Talking to The Right People? H2: Table of contents H2: Article Topics H2: Related Insights H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Reimagining the Life of Sales Engineering with Data H3: A ScratchPad Alternative Purpose-Built for AEs & SDRs Using Salesforce AI helps sales leaders spot key coaching moments, boosting success. Sales coaching for organizations can sometimes feel like a thankless task, but it’s a critical step to building a successful sales team. Coaching from a sales leader is an effective method for empowering sales reps. Drawing on the insights from a battle-tested sales leader can provide a sales rep with the insights they need to overcome objections, prioritize prospects, and close more business.That being said, how are sales leaders supposed to identify "coaching moments?" When should a sales leader step in and assists a sales rep and when should they back off, because things are humming along just fine? At People.ai, we've seen winning sales leaders leverage the power of the People.ai solution to unlock these coaching opportunities, and that is one of the key use cases of using our platform. Below are four of the ways some of our clients are unlocking those hidden coaching opportunities. “Time’s lethal effect on closing a business deal is conventional wisdom... In nearly all cases, the longer it takes to close a deal, the more that gets negotiated away.” - David Heitman, Fast Company ‍Shaving downtime in the sales cycle is one of the easiest ways to increase your sales reps conversion rates. Leveraging the “Rep Response Time” metric (The average amount of time it takes a rep to reply to an email from an external party) on the People.ai Activity Trend Graph, sales leaders are able to monitor how long their sales reps are taking to reply to customers. InsightsWe’ve found that there is a direct correlation in customer responsiveness with rep responsiveness. Building and maintaining momentum in the deal cycle is essential to deal progress and increasing overall close rates.Case Study After implementing People.ai, one of our clients discovered that some of their sales reps had relatively long response times, up to 6 to 8 hours. Those same reps had customer response times at roughly the same level. After surfacing this insight, the sales manager at our client had their sales reps decrease their response time to a maximum of 1 hour. After instituting this policy, the client not only saw a corresponding increase in overall customer responsiveness but also saw their clients mirroring their response speed with an average of 1 hour response time. ResultsThis change in behavior shaved down days in the sales process, resulting in better deal visibility, fewer deals “going dark,” and more overall closed deals. Which accounts are sucking up your sales rep’s time? Are they spending all of their time this quarter building new pipeline or closing down older deals? Even worse… Are they sandbagging deals for next quarter? Having insights into how your sales reps are actually spending their time is extremely valuable to sales leaders. It’s difficult to coach to how the rep feels, or how they think they’re spending their time. Having data and metrics simply tell you the answers is always preferred. The People.ai Activity Trend Graph allows sales leaders to see sales rep activities by account, opportunity, emails, phone, meetings, and more. Using this tool, sales leaders are able to identify where reps aren't spending the right amount of time and provide those coaching nudges at the right moment. If you don’t know where you are today, it’s difficult to know if you’ve made progress and as we all know, salespeople are inherently competitive. Setting goals and benchmark activities based against the team’s top performers can help drive and measure desired behaviors from the rest of the team. With the People.ai’s People Insights, tool, sales leaders are able to create goals and metrics directly on the People Insights homepage. Bringing your team’s goals and performance front and center. Having these goals and benchmarks at your fingertips allows sales leaders the opportunity to find the struggling reps and turn around deals which might need their attention. Are the deals your reps working single threaded? Are the right people engaged at each stage of the sales cycle? Forecasting a deal as “likely to close” in the pricing stage might seem like a safe bet, but if your sales rep hasn’t yet engaged any decision makers - that deal probably hasn’t even gotten past fact-finding. With People.ai, managers are able to easily set up reporting to determine if reps are engaging the appropriate stakeholders during each stage of the sales cycle. Doing this helps to both mitigate the risk of a deal slipping through the cracks as well as improve overall sales forecast accuracy.Are you ready to start leveraging the power of artificial intelligence to close more deals? Find out how People.ai can help your sales and marketing teams get their own data-driven conversations started, schedule a demo of the People.ai solution today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-enablement Title: People.ai | What is Sales Enablement? (How to Close 15% More Deals) Meta Description: Sales enablement is the process of provisioning resources for your team’s effective communication of the sales narrative to customers and prospects. Language: en Canonical URL: https://www.people.ai/blog/sales-enablement ## Headings Structure: H1: What is Sales Enablement? (How to Close 15% More Deals) H2: What is the Goal of Sales Enablement? H3: Onboarding and Training H3: Sales Enablement Content H3: Deal Support H3: Sales Productivity H2: The Sales Enablement Feedback Loop H2: How to Become a Sales Enabler H3: 1. Understand Learning Styles and Adapt Towards Inclusivity H3: 2. Build a Single Source of (Searchable) Truth H3: 3. Coach on Aggregated Activity Data H3: 4. Have Sales Plays, Account Plans, and Supporting Material H3: 5. Insist on Collaboration H2: Sales Enablement, Enablement H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: What Are Sales Methodologies? Guides And Examples ## Main Content: H1: What is Sales Enablement? (How to Close 15% More Deals) H2: What is the Goal of Sales Enablement? H3: Onboarding and Training H3: Sales Enablement Content H3: Deal Support H3: Sales Productivity H2: The Sales Enablement Feedback Loop H2: How to Become a Sales Enabler H3: 1. Understand Learning Styles and Adapt Towards Inclusivity H3: 2. Build a Single Source of (Searchable) Truth H3: 3. Coach on Aggregated Activity Data H3: 4. Have Sales Plays, Account Plans, and Supporting Material H3: 5. Insist on Collaboration H2: Sales Enablement, Enablement H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: What Are Sales Methodologies? Guides And Examples Sales enablement is the process of provisioning resources for your team’s effective communication of the sales narrative to customers and prospects. Sales enablement is the process of provisioning content, coaching, and training resources for your team to be aligned and effective in communicating the evolving sales narrative to customers, colleagues, and prospects. Most importantly, it works. Studies show that implementing an effective sales enablement process lifts sales performance by more than 15%. Many, if not most, companies provide their sales and marketing teams with an initial training period and then leave them to their own devices. This is why it’s not uncommon for reps and marketers to develop their own versions of the product positioning and messaging materials, leading to inconsistencies and confusion. The benefits of sales enablement should extend well beyond company walls and into the outside world. Sales enablement content, for example, can be used by prospective customers to educate themselves about the problem, solution, and product or service itself. Developing your sales enablement process is the key to creating a comprehensive and unified strategy for informing all stakeholders on an ongoing basis. The goal of sales enablement is to make sure everyone is equipped with the necessary information to achieve their goal in conjunction with the overarching goal of the company. In service of this goal, there are a few major milestones: When new hires join the team, it’s important to indoctrinate them in the messaging nuances and ramp them up to maximum productivity as quickly as possible. This is especially important for AEs since they are the ones communicating most with prospects during demos, proposals, and negotiations. If the prospects have never been introduced to the company, your new reps are the ones responsible for establishing the first impression and educating based on limited knowledge and information. On the flip side, if the prospect has already done their research (i.e. sales enablement content, more on that below) and the rep is less informed than they are, the prospect might look to your competition to find the level of expertise they perceive is lacking. Sales enablement content presented at the right time can be used by reps and customers alike to get the information needed to close a deal. Having these resources available at every stage of the buyer’s journey is a great way to guide prospective customers through your funnel. Your sales enablement content must be indexed and presented in an organized and searchable format. If your reps are in a pinch and need to answer a question, the answers should be at their fingertips, if not at the tip of their tongues. Another tenet of sales enablement is that anything written has a consistent voice and message, otherwise, you risk sending conflicting, contradicting, and confusing messages in your content. Another goal of your sales enablement program is to provide reps with the resources and information they need to push deals forward. If reps are losing deals to a competitor, your team should align on a compelling counterargument and other competitive intelligence. If the data reveals that demoing a certain feature or educating prospects about a given value proposition results in more closed-won deals, you should coach on this information in other deals. One thing that great sales enablement teams understand is the power of leverage. If your reps are going into meetings with leads that are completely uninformed about the product or problem at hand, a short and engaging visualization or demo shared ahead of time could be enough to elevate the jump-off point to a more effective starting place. If your reps are constantly answering the same questions, providing a clear, easy, and available answer that is accessible by the customers themselves will allow reps to leverage their time more productively. Sales enablement is about creating an environment where your reps can control the flow of information in an orchestrated manner. While some organizations have a sales enablement department or sales enablement manager in charge of these initiatives, the responsibility usually falls under the head of sales, product marketing, or sales ops. But ultimately, enablement is everyone’s responsibility. Sales enablement is not executed once and then relied upon forevermore but is an ever-evolving process that requires a great deal of iteration. The iterative nature of sales enablement is reliant on a continuous feedback loop of internal and external stakeholders. Since it’s ideally used at every stage of the funnel, sales enablement is really the common thread that provides full coverage over the sales funnel. If you’re looking to begin, grow, or improve upon your sales enablement process, the following tips are applicable to every organization at every enablement stage: If you are considering a sales training program or creating sales enablement content, you must be cognizant of the differences between learning styles and methods, varying requirements between stakeholders, and more. For example, some reps will be more likely to engage and retain information from the written word while others will prefer visual aids in learning, like data visualizations and video. It’s also important to provide a level of detail that matches the audience’s intent. If you are introducing a customer to the main concept of your business, you’ll need far less detail than if you’re training your employees on this same concept. You could generate a library’s worth of enablement content but if there isn’t an easy way to surface the most pertinent and timely information, most of your content will collect dust or the digital dust equivalent. You need to implement a metaphoric Dewey Decimal System or another indexing method if you expect your team to reference your content on a day-to-day basis. You must also ensure your various points of reference are citing a single source of truth. As your business grows and evolves, so does the volume and complexity of your sales enablement materials. Sales enablement content should be considered living documentation, not a static version of the original sales process, play, or pitch. Implement a version control system to track changes and communicate the evolution of your processes throughout the company. A major component of sales enablement is guidance and sales coaching. If you want to maintain a consistent message and voice among your many stakeholders, you will need to reinforce it. Leveraging your team’s activity and communication data, you can check for consistency and uncover knowledge gaps and other coaching opportunities. For example, you notice that a rep on your team consistently sends fewer emails and conducts shorter discovery calls than your top performers. Upon closer inspection, you find a major knowledge gap your rep is failing to communicate to prospects, which is impacting their performance. To have a well-rounded sales enablement program, you will need to provide materials for your sales reps (and other team members) to handle the various scenarios they may encounter in the field. One example of this is building a robust sales playbook that provides guidance on the decision-making process and conversations with prospects. You should also have the people on your team with expertise in a given domain provide the enablement content. One example of this is having your PMMs provide reps with a list of objections to your top competitors since they spend a lot of time researching competitors and talking with their customers. To successfully implement a sales enablement strategy, you must get buy-in and cooperation from everyone on the team. In many organizations, the messaging trickles down from upper management and is taken as absolute truth, when those closest to the source see a different reality. Implement a culture of collaboration and consistent feedback to truly reap the benefits of sales enablement. To empower your sales enablement efforts to be successful, you must take an iterative approach and trust the process. Sales enablement is effectively the combination of ongoing internal conversations, frequently asked questions, external feedback, and more, distilled into a recipe for sales readiness. One method of measuring the success of your sales enablement efforts is to review your team’s communication and analyze for accuracy and consistency. If you’ve ever dialed a customer support number, you’ve almost certainly heard “this call may be recorded for quality and training purposes.” This idea can be applied to all sales touchpoints, trainings, and enablement efforts. An effective sales enablement strategy is marked by higher engagement levels of leads and can lean on the engagement scoring feature within People.ai to measure performance. If the information leads are receiving is of higher quality, you can be sure that engagement scores will increase and be validated in your enablement efforts. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-engineering-teams-can-now-run-more-efficiently Title: People.ai | Efficient Sales Engineering with People.ai Meta Description: Learn how People.ai can help Sales Engineers increase productivity and utilization, eliminate manual data entry, prioritize deals, and more. Language: en Canonical URL: https://www.people.ai/blog/sales-engineering-teams-can-now-run-more-efficiently ## Headings Structure: H1: Run Sales Engineering Teams Efficiently with People.ai's Power H2: Eliminate Laborious Manual Data Entry H2: Spending Too Much Time on The Wrong Opportunities H2: Reporting for Canceled Meetings - The Data You Didn’t Know You Needed H2: Are Sales Engineers Swimming Outside Their Pre-Sales Swimlanes? H2: Table of contents H2: Article Topics H2: Related Insights H3: See What Your Pipeline Isn’t Saying H3: Oleg Rogynskyy on an Intentional Approach to Life and AI H3: Prospect with Precision Using AI-Powered Buyer Benchmarks ## Main Content: H1: Run Sales Engineering Teams Efficiently with People.ai's Power H2: Eliminate Laborious Manual Data Entry H2: Spending Too Much Time on The Wrong Opportunities H2: Reporting for Canceled Meetings - The Data You Didn’t Know You Needed H2: Are Sales Engineers Swimming Outside Their Pre-Sales Swimlanes? H2: Table of contents H2: Article Topics H2: Related Insights H3: See What Your Pipeline Isn’t Saying H3: Oleg Rogynskyy on an Intentional Approach to Life and AI H3: Prospect with Precision Using AI-Powered Buyer Benchmarks Learn how People.ai can help Sales Engineers increase productivity and utilization, eliminate manual data entry, prioritize deals, and more. Let’s face it. Sales Engineers are expensive.(I manage a Sales Engineering team, so I can say that)But, as an organization’s products and services become more complicated and technical, so does the necessity of a Sales Engineer’s role in the purchasing process.At a recent Sales Engineer (SE) manager meetup, we went around the group and discussed everyone's biggest challenges. Sales Engineers are an expensive resource, and predictably, the conversation turned to the productivity and utilization of the team.People.ai gives Sales Engineers a platform that specifically addresses several of their most difficult business challenges, including productivity and utilization.Finding the solution to this challenge was one of the reasons I decided to join the People.ai team.In this article, I wanted to explore just a few examples of how organizations can leverage the power of the People.ai platform to help SE teams run more efficiently. If you’ve ever looked at your SE team’s calendar, you’ve most likely seen blocks of time dedicated to updating activities in Salesforce.As someone who has managed several SE teams, I can attest to seeing this “meeting” on most everyone’s calendar.There is a natural conflict between getting your data into Salesforce and being productive. As an SE manager, you need to justify the resources that are being spent on opportunities regularly. I have seen teams that have been flat out busy, ten demos a day, hundreds of emails flying back and forth, dozens of internal meetings and projects. The problem is the data entered in the CRM doesn’t reflect reality. The team is busy, but the data suggests you're overstaffed.Why is this the case?When an SE gets busy, she switches context constantly throughout the day, jumping from back-to-back meetings. Sending one-off customer communications to multiple customers while on break. Logging this data into Salesforce is a time consuming and manual activity, hence the dreaded “calendar block” to catch up.This is where People.ai comes in.With People.ai, every customer communication and activity is automatically matched into Salesforce against the correct opportunity, which can free up hours a week for SEs to focus on the myriad of tasks at hand. And more importantly, the management team has complete visibility into every activity the team is performing and the time spent with each customer. Most SE managers spend their 1:1’s recapping what happened over the last few days. You can open the calendar or run a report in Salesforce to try to get a picture on where activities are being logged. But, activities and calendars only give you part of the picture. The question you really need to ask is, “Where is time being spent?”Time spent has always been impossible to pin down. Unless the SE diligently logs every customer interaction manually in Salesforce, the data is incomplete and can’t be used to make decisions on how to run the business.When you factor in time and opportunity value you may find evidence that your team is spending their precious hours on deals that don’t matter. This completely changes the conversation with sales leaders when you look at where resources are being dedicated. The image above tells the whole story. An SE has spent most of his time last month working on one of the smallest deals in the pipeline, Allied Tech. Is he getting coerced by an AE to spend time in the wrong place? Does he not know how to say “no”? Is the RVP or sales management not prioritizing deal effort? Either way, it raises good conversations about how deals are prioritized. There is one thing I can count on from every SE team I have managed: at one point during a 1:1, an SE on my team will complain about meetings getting canceled. Having a customer cancel a meeting is not a big deal, but when you amplify canceled meetings across the organization it can have a huge impact. A canceled meeting doesn’t just waste the salesperson’s time, it wastes the time of everyone they need to engage in the call: i.e., RVPs, SEs, Product, BDRs. The cost to the organization will mount up.When a customer cancels a meeting this usually indicates that setup steps were not followed prior to the event. Before a good meeting, the AE will confirm attendees, conduct discovery with the relevant stakeholders, get the customer to confirm the agenda and outline the internal resources they will engage for the meeting. If you follow these steps, the customer won’t cancel (unless there is a real emergency). When AEs get lazy and just throw something on the calendar there is a chance the customer won’t show up.Now, back to the SE complaining about canceled meetings.How do you collect meeting cancellation data? Add another picklist in SFDC and train the whole SE team to diligently fill it out? Create a spreadsheet where they mark meetings as canceled? Have them ring a gong every time a customer doesn’t show up?There are no good options to collect data like how many meetings are canceled.That is, before People.ai. Here is a dashboard component that I created with Salesforce data coming from People.ai. By categorizing if a meeting is scheduled, completed, rescheduled, or canceled you can see better behavioral information about AEs and the meetings they schedule. Is it any surprise that David Daters is struggling? His customers show up to meetings at a much lower percentage than Max Hall -- the top sales rep.Armed with this data, the conversation with sales leadership changes. If we are bringing valuable SE resources to a meeting, there should be the right conditions set with the customer to avoid a high percentage of meetings being canceled. Sales Engineers are usually very popular with their customers.They’re a technical resource that solves business problems, not someone who sells you more software. Because of this trusted relationship, guess who a customer calls when they have a question or problem after the contract is signed? You guessed right!Why is this a challenge? After a customer is signed they should be transitioning to the post-sales team and working with success and implementation. If an SE is spending time with a customer post-sales this data slips through the cracks from a reporting perspective. No data means that the business is not making hiring and alignment decisions based on reality. People.ai worked with a customer to solve this exact challenge.With automatic activity data being associated with closed/won opportunities, this customer was able to determine that 25 percent of their SE time was being spent post sales.Armed with this data, they were able to firm up the Rules of Engagement and push more post-sales work to the right teams. They were also able to justify hiring more resources to handle the transition phase from pre-post sales. Without People.ai, this data would not have existed and all of the evidence of this behavior would be anecdotal, meaning the business could not make the right decisions. This ultimately impacts revenue goals as SEs are not spending their time in the right place.These are just a few of the hundreds of challenges People.ai can help solve for your SE team.Ready to start leveraging the power of artificial intelligence to close more deals?Find out how People.ai helps not only your SE team, but rather your entire go-to-market teams gain visibility, increase productivity, and reduce operational expenses across the entire revenue team.Click Here to Schedule a Demo Today Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-follow-up-email Title: People.ai | 10 Follow-Up Sales Email Tips That Really Work Meta Description: Close more deals with follow-up emails! Learn to avoid common mistakes, personalize messages, spark curiosity, and turn leads into loyal customers. Language: en Canonical URL: https://www.people.ai/blog/sales-follow-up-email ## Headings Structure: H1: 10 Follow-Up Sales Email Tips That Really Work H2: Sales Follow-Up Email Template H2: How to Follow-Up After No Response H3: 1. Spark curiosity H3: 2. Get to the point H3: 3. Make your request H3: 4. Stroke the ego H3: 5. Exude confidence H2: Referral Follow Up H2: Follow-up Sales Email Subject Line Tips H3: 1. Add Value H2: Value-Add Subject Line Examples H3: 2. Start with “Re:” H2: Re: Subject Line Examples H3: 3. Give the TL;DR H2: TL;DR Subject Line Examples H3: 4. Include an Action Item H2: Action Item Subject Line Examples H2: Example Follow-up Subject Lines H2: How Long Should You Wait to Follow Up? H2: From Follow-Up to Closed-Won H2: Table of contents H2: Article Topics H2: Related Insights H3: Account-based Selling: What Is It and Why Is It Important? H3: Relationship Management: Definition and Guide H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities ## Main Content: H1: 10 Follow-Up Sales Email Tips That Really Work H2: Sales Follow-Up Email Template H2: How to Follow-Up After No Response H3: 1. Spark curiosity H3: 2. Get to the point H3: 3. Make your request H3: 4. Stroke the ego H3: 5. Exude confidence H2: Referral Follow Up H2: Follow-up Sales Email Subject Line Tips H3: 1. Add Value H2: Value-Add Subject Line Examples H3: 2. Start with “Re:” H2: Re: Subject Line Examples H3: 3. Give the TL;DR H2: TL;DR Subject Line Examples H3: 4. Include an Action Item H2: Action Item Subject Line Examples H2: Example Follow-up Subject Lines H2: How Long Should You Wait to Follow Up? H2: From Follow-Up to Closed-Won H2: Table of contents H2: Article Topics H2: Related Insights H3: Account-based Selling: What Is It and Why Is It Important? H3: Relationship Management: Definition and Guide H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities Close more deals with follow-up emails! Learn to avoid common mistakes, personalize messages, spark curiosity, and turn leads into loyal customers. Selling is like exercising—you can’t go to the gym once and expect to see results. Similarly, you can’t contact an opportunity one time and expect to close the deal. In fact, data shows that the average closed-won deal had 70 outbound emails, compared to closed-lost deals with only 53 outbound emails. If you’ve sent email #1 and are looking for ideas to get to 2 through 70, we’ve compiled tips and templates to guide your process. When thinking about general email best practices, there are a few structural things to consider: With these considerations in mind, we’ve provided a general overview of how your follow-up emails should be structured: Hi (Name), (Interesting tidbit from previous conversation).(Short paragraph, 2 sentences in length, with your main value proposition and next step request).(If applicable, add a secondary request such as asking for a referral).(Personalized salutation),[Your informative email signature] Email signatures provide a valuable opportunity to include details such as your contact information, time zone, enablement content, or even a link to your calendar. This gives the recipient resources they can use to take immediate action on your email. If you don’t get a response to your first email, resending the exact email can be the wrong move for many reasons. Simply forwarding your initial email can have an unintended attachment: sass. The recipient is likely overwhelmed with emails and “resurfacing” your previous message only adds to their frustration. Not to mention your email will be displayed in the dreaded purple text in Gmail, indicating that this is information they’ve already seen. Even if your content is mostly the same, drafting a new message is vital. Here are a few tips for writing great follow-up emails: We mentioned that most email providers feature a snippet from the email body, giving the recipient some insight into what the message is about. In addition to your subject line, which should spark enough curiosity to get the email opened, your first line is another chance to engage the audience. Your email doesn’t need a preface, preamble, or pre-anything. Most people make the mistake of trying to explain in great detail what inspired them to send the email instead of their intended outcome or end goal. Keep it short and simple while still being informative, engaging, and actionable. There are multiple ways to boost the likelihood of your prospect taking the action you desire from a follow-up email. One prerequisite is to make sure your ask is crystal clear. This can be done with a little redundancy—making the same request in two different ways. For example, if your goal is to get a prospect on the phone, you could say, “We should have a short 15-minute call to discuss” and then follow up with the direct question, “Are you free for a call tomorrow at 10am EST?” Unless your prospect moonlights as a monk, they’ll likely be more than willing to accept a head nod to their position of power in the deal, even if gratuitous. This also brings up a counterpoint to be aware of and cautiously avoid: not to diminish anything they’ve done, even if it’s been wholly ineffective. For example, if your product or service replaces an initiative they’ve put lots of time and effort into, it would be best to approach the discussion from a place of respect and acknowledgment of what’s been done instead of tearing down their work to make your product or service seem superior. Recency bias argues that we tend to remember the information we’ve heard most recently. The final words and sentiment of your email can have a lasting impression, even if subconscious. A shaky and uncertain closing can leave the prospect feeling unsure of what to do next. One of the easiest ways to have a successful follow-up email is to ask for a referral to someone else in the prospect’s company or elsewhere that could be a better fit. If they give you a name and perhaps an email address (although there are apps for finding those if not) you can send an email with the mutual connection’s name in the subject line. Leveraging this name recognition is more likely to warrant an email open, if not a response and potential relationship. The subject line is like a billboard on the side of the freeway advertising something at an upcoming exit; you have mere seconds to grab the reader’s attention and compel them to take the metaphoric fork in the road. There are a few techniques you can deploy to make your subject lines more intriguing and engaging. When following up, a great subject line could be a reference to something about the prospect that was revealed or something you were unsure about. If you happened to hear the name of their favorite restaurant or sports team, offer to take them out for a meal or go to a game. If there were any unanswered questions or resources discussed, a follow-up email containing the answers is a highly valuable way to keep the conversation going. Prepending your subject line with “Re:” is a way to make your email immediately stand out as a follow-up and not a cold email. This is because in most cases, email providers will automatically prepend replies with a “Re:” in the subject line. “Re” is also literally defined as “in the matter of” which works well if you follow it up with the next tip. In case you don’t know, “TL;DR” stands for “too long; didn’t read.” Unfortunately, this is exactly what most recipients use the subject line for, so it’s better to actually provide them with intriguing information. If you don’t think the recipient will open your email (perhaps the first email went unopened), use this one opportunity to make your request abundantly clear. Closing the loop on something that was previously discussed or even mentioned in passing is a great way to follow up without being intrusive. When follow-up emails serve no purpose other than to nag someone to respond, they will likely be given even less attention than the first email. When a reference is made to an action item from your first interaction, however, providing more information or context can be a great way to add value and give your email a greater purpose. Everyone loves a free lunch, so much so that I hyperlinked that to our home page…did you click out of curiosity? As you navigate your life in the inbox, stop and observe the next time you open an email from someone you don’t know; What made you open it? Test out a similar strategy in your follow-ups. Here’s some back-of-the-envelope math to support this grey area in sales. Even if the average inbox receives only 10–15 emails per day (I don’t know about yours, but mine gets many more than that), then it’s likely that your email will be buried in their inbox after 3 to 5 days, because most inboxes show the 50 most recent emails. There’s also the forgetting curve, which suggests the prospect has all but forgotten your first point of contact at the 5-day mark. Opportunity management is one of the most crucial components of any sales team, inbound or outbound. Effectively tracking and guiding opportunities through the pipeline to closed-won can be tedious and time-consuming, but with PeopleGlass by People.ai, you have a simplified command center for updating your CRM. PeopleGlass transforms the often complex and cumbersome Salesforce experience into a spreadsheet-like app, allowing for efficient updates like scheduling follow-ups and next steps. Best of all, you can get started for free. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-forecast Title: People.ai | 6 Sales Forecasting Methodologies to Better Predict Revenue Meta Description: Sales forecasting moves from gut instinct to advanced methods, using multivariate regression and machine learning for better accuracy. Language: en Canonical URL: https://www.people.ai/blog/sales-forecast ## Headings Structure: H1: 6 Sales Forecasting Methodologies to Better Predict Revenue H2: What is Sales Forecasting? H2: Sales Forecasting Methods H3: 1. Gut-Feel Forecasting H3: 2. Almanac Forecasting Method H3: 3. Funnel Forecasting H3: 4. Portfolio Forecasting H3: 5. Multivariate Regression Analysis H3: 6. Machine Learning and AI H2: The Value of Good Data for Great Forecasts H3: How to Reduce Forecast Variance H2: How Machine Learning Methods Have Changed Sales Forecasting H3: Focus on Performance, Not Reporting H3: Uncover New Correlations and Recommendations H3: Increased Accuracy and Predictable Revenue H2: Sales Forecasting with ML and AI H2: Table of contents H2: Article Topics H2: Related Insights H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth ## Main Content: H1: 6 Sales Forecasting Methodologies to Better Predict Revenue H2: What is Sales Forecasting? H2: Sales Forecasting Methods H3: 1. Gut-Feel Forecasting H3: 2. Almanac Forecasting Method H3: 3. Funnel Forecasting H3: 4. Portfolio Forecasting H3: 5. Multivariate Regression Analysis H3: 6. Machine Learning and AI H2: The Value of Good Data for Great Forecasts H3: How to Reduce Forecast Variance H2: How Machine Learning Methods Have Changed Sales Forecasting H3: Focus on Performance, Not Reporting H3: Uncover New Correlations and Recommendations H3: Increased Accuracy and Predictable Revenue H2: Sales Forecasting with ML and AI H2: Table of contents H2: Article Topics H2: Related Insights H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth Sales forecasting moves from gut instinct to advanced methods, using multivariate regression and machine learning for better accuracy. Most organizations misunderstand their own sales forecasting methodology — they don’t embrace their forecasts until it’s too late. They assume sales forecasting is a leading indicator, because it’s literally predicting how revenue will change period over period — textbook leading indicator, right? Actually, forecasting is a lagging indicator because most people don’t decouple their forecast from plan and results. You can’t wait until the period end is near to take impulsive actions when you realize you missed your target. That’s like getting on the scale only to do jumping jacks because you don’t like the number. It’s too late. Sales forecasting is the use of expertise, historical data, sales activity data, and predictive analytics technologies to estimate the sales volume and subsequent revenue in a future time period. Nearly every sales team, and certainly every successful sales team, has a method for forecasting sales. A great sales forecast uses real-world data to estimate what outcomes are probable and does not rely on guesstimates. Sales forecasting is important because it can help guide resource planning and hiring, budget projections, risk management, and more. Gainsight, for example, realized they were missing their quarterly forecasts and dug into the data to understand what went wrong. They discovered that 95% of deals that slipped did not have a meeting within two weeks of their forecasted close date. Gainsight’s reps had forecasted won deals but made no plans to actually close them. It’s important then to understand that a sales forecast should be used to guide your sales planning process, not the other way around. But first, let’s discuss some of the methods commonly used to forecast sales. We’ve structured our discussion of sales forecasting methodologies to start with the most basic and work our way up to the most complex. These also happen to correspond with the accuracy rates that can be expected from each forecasting method: A truly bottoms-up approach to forecasting is what we call the gut-feel forecast. Essentially, you ask your reps to gauge how they feel about their deals, how likely they are to close, and when they expect them to close. This is the least accurate forecasting method and like flying an airplane with no instruments in 2021 — there’s no reason to take that risk. Deal slippage and swing deals can make these forecasts wildly inaccurate. For example, as Q1 is coming to a close, the CFO has asked the sales manager to forecast sales next quarter. Based on anecdotal experience with Q2 being a stagnant sales period and recent memory of pipeline coverage, the manager presents a number that reflects his gut-feeling about performance next quarter. The gut-feel forecast is a method that would typically be used by smaller sales organizations or teams with fewer deals, longer sales cycles, larger ACV and in more traditional industries. These companies rely on the experience of their sales reps and managers to predict the future. We don’t recommend this method but wanted to include a brief mention of it for completeness. Using historical data to forecast future performance is what we call the Almanac method. The use of historical data and a projection of growth can be slightly more accurate than simply going with your gut feeling, but there are some downsides. The almanac forecasting method doesn’t account for “climate change.” If there’s a shift in industry dynamics or macroeconomic volatility, the historical data might no longer be relevant. The year 2020 illustrates this problem, since forecasts built on 2019 data were rendered useless. In this example, when the CFO approaches the sales manager to forecast Q2, the manager immediately looks back at performance data of the previous year’s Q2 performance compared to other quarters, as well as Q2 trends over the last decade. The manager also looks at the historical sales activity data for their reps to uncover trends in each member’s ability and cadence to close deals. This method of forecasting is helpful for established companies with lots of historical data to pull from. The bigger the backlog of performance data, the more accurate the forecast is likely to be. Understanding the performance of your funnel, such as your win-rates and average sales cycle duration, can help guide your forecasting methodology. We call this funnel forecasting. For example, if your sales cycle is two months and your win-rate is 40%, on average, you can use this information to forecast based on your pipeline coverage. If you have ten opportunities worth $1 million each, a safe forecast for the quarter would be $4 million. Funnel forecasting is heavily dependent on your pipeline’s coverage, health, and hygiene. The longer your sales cycle, the more vital this becomes because, as they say, pipeline cures all. This method of forecasting is most useful when your deals are homogeneous in nature and therefore consistent and predictable based on their status in the pipeline. Similar to how a portfolio manager would use the financial data available to them to forecast performance and hedge against risk, a sales leader uses their experience and expert opinion paired with the sales data available to them to forecast. This method pulls from the various forecasting strategies already discussed, combining to make for a more accurate forecast. For example, a sales manager has assessed the historic sales data, reviewed the pipeline, discussed with her reps the likelihood of closing, and now she can combine her expertise with real data to forecast. This method of forecasting can also help mitigate risk. For example, the manager, projecting a down quarter, could shift internal resources to focus heavily on upselling existing customers, knowing that this additional revenue would be more profitable and sustainable. Multivariate regression is a statistical method of sales forecasting that takes as input multiple variables that influence the desired output, typically revenue. The change in each variable will have a corresponding effect on the predicted output. The multivariate regression approach relies heavily on data completeness and accuracy, since it uses these values to analyze previous and predict future performance. Multivariate regression is the foundation of machine learning — a topic we will dive into shortly. In this example, the CFO comes to the sales manager who then consults her insights analyst to run a regression analysis. The analyst takes previous sales activity data and the results of the closed opportunity (won or lost) and can then analyze current sales activity data to plot how likely a given deal is to close-won. Companies that use multivariate regression are typically more sophisticated and data-driven in their sales approach. This brings us to the most sophisticated — and powerful — method for sales forecasting. Modern machine learning algorithms are trained on historical data and assigned weights and biases by the algorithm to learn the expected outcome. ML and AI learn from the data in ways even the developers are unaware of or don’t understand why. Once the ML algorithm has been sufficiently trained and tested, data can be analyzed in real-time to make rolling forecasts and highly accurate predictions. Many ML models boast accuracy rates in the 99th percentile, with an understandable and acceptable margin of error. As an example, you train a model on your sales team’s data including a few features (datapoints) like date, number of days from opportunity to close, contract value, and outcome. Training on this data, the model extracts information about seasonality, the impact of contract value on the sales cycle, and more which can be used to feed in similar data (minus the outcome) and forecast accurately. The biggest predictor of a sales forecast’s efficacy is the data used as the basis for the prediction. Even intuition-based forecasting (like gut-feel) methods require accurate information if you are to make accurate predictions. Consider the difference between science and philosophy. Science uses objective data to prove theories and predict phenomena in the physical world while philosophy uses subjective reasoning. Which prediction would you rely on? Data quality is usually measured on a few aspects including completeness, consistency, accuracy, and timeliness. When considering a traditional CRM, we put our faith in humans to manually update the database, which could result in the following hypothetical deviations from data quality: In the past, reps would update their CRM at irregular intervals and with incomplete or inconsistent information. Using this data to forecast produces wildly inaccurate predictions and wide variations in numbers from period to period. One way to reduce forecasting variance is to promote forecasting linearity within your team. Essentially, you break your plan down into smaller, more attainable goals which can be used to measure performance to plan. Let’s say you have a rep forecasting next quarter to close $100k in month one, $100k in month two, and $800k in month three. This rep has a large amount of linearity risk in their forecast. Our team uses the 20-30-50 rule to reduce linearity risk because $200k in month one, $300k in month two, and $500k in month three is likely to have a higher forecast accuracy and is less vulnerable to deal slippage in month three ruining the entire quarter’s forecast. If you haven’t attained 30% of quota by the end of period two, you will have to adjust either your plan or your forecast. When you have swing deals and large, lumpy deals, you can’t trust any of the forecasting methods we’ve discussed up to this point, but this is when ML and AI are game changers. Machine learning in sales forecasting is the process of training a model to take sales activity data, learn how each input contributes to a weighted output, and use the model to predict outcomes based on previously unseen and real-time performance data. You might now be comparing this to our multivariate linear regression discussion and looking for a difference. The difference is that ML algorithms usually have hidden layers, tweaking the weights and biases between neurons resulting in highly accurate predictions, for reasons often unknown even to the model’s creators. ML models are being used to make sales forecasts more accurate and have changed the forecasting game in some of the following ways: Sales is the only profession where we ask people to report on their progress while they are mid-execution. Self-reporting via your CRM is also exposed to subjective differences between the data reports of one rep to another. ML models, like those trained, tested, and optimized by People.ai, have enabled sales performers to focus on what actually moves the needle, rather than on reporting. What machine learning offers forecasting, as opposed to forecasting with linear regression, is the ability for the models to uncover new trends in the data that may have previously gone unnoticed. For example, let’s assume your regression forecast revealed a clear correlation between the length of time spent on the phone and an increase in win-rate. Providing more, seemingly unimportant data, to the ML model revealed that even more important than time spent on the call was making calls at regular intervals, even if the prospect didn’t answer. Our hypothetical example would help your team become more structured in their cadence of sales calls, without feeling the need to drag conversations out for the sake of increasing the metric of time spent on the phone. Machine learning models are not 100% accurate, but with a good ML model ranging between 95-99%+ accuracy on test data, you can have a great deal of confidence in the forecasts they produce. When you train an ML model, you need a large quantity of quality data that is accurately labeled with the corresponding output. Before training, you take a subset of the data, often 10-20% to test the accuracy of the model on data that is already labeled. Once the model has been trained and tested, the model can be applied to data with unknown outcomes and therefore generate a predictable revenue forecast. A methodological mindshift must be made to trust and rely on your AI-generated forecasts to coach your reps towards improved performance. With automated, real-time insights into sales activity data using People.ai, you can reduce forecast variance among your reps, monitor their progress, and push them to improve with the recommendations surfaced from your data. If you are looking to level up your sales forecasting methodology, consider working with your developers or data insights team to begin testing various machine learning models and find one that can make accurate predictions based on your team’s sales data. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-forecasting-is-out-heres-why Title: People.ai | Sales Forecasting Is Out. Here’s Why Meta Description: Sales forecasting is evolving. Discover how automation is transforming it for improved accuracy and efficiency. Language: en Canonical URL: https://www.people.ai/blog/sales-forecasting-is-out-heres-why ## Headings Structure: H1: Sales Forecasting Is Out. Here’s Why H2: How Forecasting Works Now: The Art of the Educated Guess H2: How to Forecast Sales without Forecasting: The Automated Way H2: Table of contents H2: Article Topics H2: Related Insights H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: Reimagining the Life of Sales Engineering with Data H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review ## Main Content: H1: Sales Forecasting Is Out. Here’s Why H2: How Forecasting Works Now: The Art of the Educated Guess H2: How to Forecast Sales without Forecasting: The Automated Way H2: Table of contents H2: Article Topics H2: Related Insights H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: Reimagining the Life of Sales Engineering with Data H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review Sales forecasting is evolving. Discover how automation is transforming it for improved accuracy and efficiency. Hot take: sales forecasting is going the way of the dinosaur. In fact, it might already be there. Now, to be clear, we’re not saying it’s a bad idea to proactively anticipate future revenues, costs, opportunities, and pipeline — far from it! But the way forecasting has traditionally been done no longer makes sense in light of today’s technological advances. Art Harding, People.ai’s Chief Operating Officer, predicts that 2022 will mark the point where sales teams finally put bygone forecasting methods out to pasture: “The idea that we ever intentionally procrastinated to determine our forecasts weekly will seem laughable.” Automation enables teams to gain this visibility accurately, immediately, and perpetually…without doing the actual work of forecasting. Let’s explore how this works, and why it’s a game-changer. Let’s face it: no matter how good you are at it, or how well-educated your guesses are, forecasting is essentially just that—an educated guess. It happens in a typical series of steps: Finally, all of this comes together in the form of a forecasting report that predicts what the numbers are going to look like for the next X period of time, and provides some direction on team priorities. Basically, while forecasting is a legitimate, tried-and-true process that strong sales teams tend to get very, very good at, it’s more of an art than a science. And it’s an art that tends to take an annoyingly long time to do right. That doesn’t have to be the case anymore. AI and automation are built to augment and enhance human sales activities, not replace them. This is a perfect example. The kind of automation that helps with forecasting is relatively simple: it plugs into your existing CRM, organizes your existing data, and populates smart forecasts automatically using your existing process. The automated forecasting process even follows the same steps we outlined above, just faster and with a little more accuracy: Sounds an awful lot like the act of forecasting, right? So why do we say “forecasting is out”? Because you didn’t do any of that. In fact, we only broke the process down into steps to show the parallels. Truthfully, your automation tools didn’t “do” that, at least in present tense. They “did” it when you installed them, and they keep doing it constantly. With automation, you don’t need to run forecasting. You just …have forecasting — all the time, for your sales team to look at whenever it’s needed. Instead of taking the time to constantly re-evaluate the numbers in weekly forecasts, you can look at an up-to-date forecast anytime, and make decisions based on it immediately. As use cases like these illustrate, automation is not here to supplant sales reps or transform your work into something unrecognizable. Instead, processes like these make your job that much easier, so you can spend more time building relationships and putting your skills to good use. Want to know more about how to forecast sales in the era of automation? We’d love to tell you all about it! Reach out any time or, if you want to try it out for yourself right away, schedule a hands-on demo, our treat! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-leader-day-in-the-life-understanding-your-account-coverage Title: People.ai | Understanding Account Coverage for Sales Leaders Meta Description: Understand account coverage with People.ai—real-time insights, automated activity tracking, and clear metrics to boost engagement and buil. Language: en Canonical URL: https://www.people.ai/blog/sales-leader-day-in-the-life-understanding-your-account-coverage ## Headings Structure: H1: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: Key Takeaways: H2: Understanding your account coverage H3: Before People.ai: Flying blind with manual data collection and incomplete insights H3: With People.ai: Real-time, complete account coverage intelligence H2: Account coverage forensics before and after People.ai H2: The Impact: From activity forensics to quality intelligence H3: What makes People.ai different: H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Implement a Customer Success Outreach Process H3: 4 Ways to Ramp Sales Reps Faster H3: What is Incentive Compensation? 10 Strategies From Sales Orgs ## Main Content: H1: Sales Leaders: Understanding Your Account Coverage with Chris Albro H3: Key Takeaways: H2: Understanding your account coverage H3: Before People.ai: Flying blind with manual data collection and incomplete insights H3: With People.ai: Real-time, complete account coverage intelligence H2: Account coverage forensics before and after People.ai H2: The Impact: From activity forensics to quality intelligence H3: What makes People.ai different: H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Implement a Customer Success Outreach Process H3: 4 Ways to Ramp Sales Reps Faster H3: What is Incentive Compensation? 10 Strategies From Sales Orgs Understand account coverage with People.ai—real-time insights, automated activity tracking, and clear metrics to boost engagement and buil. Hi, I'm Chris Albro, SVP of Sales at People.ai. With decades of experience leading enterprise sales teams, I've learned that understanding account coverage is crucial to building enough pipeline to hit your revenue targets. For most of my career, getting a clear picture of account coverage was like trying to piece together a puzzle with half the pieces missing. Since joining People.ai (and using the People.ai Product Suite), understanding account coverage is as simple as opening up your CRM. I have instant visibility into my team's activities, engagement levels, and the quality of those engagements. Previously, understanding account coverage meant cobbling together information from multiple sources. I'd pull up complicated Tableau reports, check Outreach or SalesLoft for activity metrics, and ultimately rely on my AEs telling me what was happening in their accounts. The data was incomplete at best, misleading at worst. Every piece of information in Salesforce was manually entered by AEs – their opinion, their story. Now, I open one dashboard in my CRM and instantly see who my AEs are engaging with, how they're engaging, and if they're focusing on the right personas. I can quickly identify if an AE has high engagement but no planned future activities, spot gaps in territory coverage, and ensure we're meeting with senior-level decision-makers. The data is automatically captured and I get the full story in a simple, easy-to-understand dashboard – that does not rely on manual entry. For me, the difference isn't just about saving time – it's about ensuring we build enough pipeline to hit our numbers. With a complete understanding of our account coverage, I can ensure my team engages with the right accounts and personas. I can quickly spot gaps, coach proactively, and focus our efforts where they'll have the biggest impact. This isn't just about measuring activity, it's about understanding the quality of our engagement and driving real business outcomes. People.ai’s best-in-class technology gives you the full story of what’s happening in your sales organization. People.ai’s robust data ingestion allows you to capture all your sales activity data (email, meetings, phone and video calls, Slacks, LinkedIn messages, and more), then filters out sensitive, personal data, while enriching the data it matches to the correct accounts. Our account, opportunities, and lead matching outperforms the competition because of our superior score-based matching technology which evaluates all potential matches, unlike other common tools that have a rigid set of pre-defined rules. Next ▶️: Automated Activity and Contact Capture with Erik King Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-leaders-improving-opportunity-qualification Title: People.ai | Improving Opportunity Qualification for Sales Leaders Meta Description: Chad O’Connor, SVP of Sales, reveals how AI-powered Opportunity Scorecards increased win rates by 22%, shortened sales cycles, and improved forecasts. Language: en Canonical URL: https://www.people.ai/blog/sales-leaders-improving-opportunity-qualification ## Headings Structure: H1: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: Key Takeaways: H2: Improving ​​Opportunity Qualification H3: Before People.ai: When every deal looked good on paper H3: With People.ai: Data-backed opportunity qualification H2: Opportunity qualification before and after People.ai H2: The impact: Higher close rates, no more end-of-quarter surprises H2: Table of contents H2: Article Topics H2: Related Insights H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: Sales Pipeline Management | The Complete Guide for Sales Leaders H3: 10 Top B2B Sales Strategies for 2022 ## Main Content: H1: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: Key Takeaways: H2: Improving ​​Opportunity Qualification H3: Before People.ai: When every deal looked good on paper H3: With People.ai: Data-backed opportunity qualification H2: Opportunity qualification before and after People.ai H2: The impact: Higher close rates, no more end-of-quarter surprises H2: Table of contents H2: Article Topics H2: Related Insights H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: Sales Pipeline Management | The Complete Guide for Sales Leaders H3: 10 Top B2B Sales Strategies for 2022 Chad O’Connor, SVP of Sales, reveals how AI-powered Opportunity Scorecards increased win rates by 22%, shortened sales cycles, and improved forecasts. Chad O’Connor here! I’m the SVP of Sales at People.ai. After 15+ years of sales leadership, I've seen the good, the bad, and the ugly of opportunity qualification processes. The costs of misqualification are steep – wasted time, inaccurate forecasts, and missed targets. What I'm doing now with People.ai has completely changed how my team qualifies opportunities–for the better! I used to start every week drowning in spreadsheets, trying to figure out which deals were real and which were wishful thinking. My team had been trained on MEDDIC, but I had no way to verify if they were actually following this sales process. We'd spend hours in pipeline reviews, only to have "sure things" disappear at the last minute. Now, I get instant visibility into every opportunity with Automated Opportunity Scorecards. Our AI analyzes every customer interaction, highlighting key persona engagement across every stage of the deal. We also pull key context from calls, emails, and meetings, then score each opportunity against our standardized methodology. My sellers can focus on high-quality deals while the system flags potential issues early. Since implementing this approach, our win rates have increased by 22%. Turns out, when your deals are properly qualified and your team spends time on the right opportunities, win rates increase. But the real value for me is the confidence I get from proper deal qualification. Another bonus—by fueling our opportunity management with data and automation, we’ve been able to shorten our sales cycle. Now, when a rep tells me a deal is qualified, I know it's backed by data, not hope. Next ▶️: Account Coverage with Chris Albro Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-methodology-guide Title: People.ai | What Are Sales Methodologies? Guides And Examples Meta Description: Choosing the right sales methodology is key. Learn how to develop and apply the best framework for your team. Language: en Canonical URL: https://www.people.ai/blog/sales-methodology-guide ## Headings Structure: H1: What Are Sales Methodologies? Guides And Examples H2: What Is A Sales Methodology? H2: Do I Need A Sales Methodology? H2: Importance Of Having A Sales Methodology H2: How To Implement A Sales Methodology H3: 1. Map Your Entire Sales Process H3: 2. Establish Buyer Personas And Needs H3: 3. Develop A Complete Sales Methodology For Every Part Of Selling Processes H3: 4. Create Sales Methodology Training Materials H2: Best Sales Methodologies H3: 1. SPIN Selling H3: 2. Conceptual Selling H3: 3. MEDDIC H3: 4. Solution Selling H3: 5. Target Account Selling H3: 6. Command Of The Sale H3: 7. Gap Selling H3: 8. SNAP Selling H2: Sales Methodology Examples H3: 1. Challenger Sales Methodology H3: 2. Inbound Sales Methodology H3: 3. Sandler Sales Methodology H2: Final Thoughts On Sales Methodologies H2: Sales Methodologies FAQs H3: Do I need a sales methodology? H3: What is the difference between a sales methodology and a sales process? H3: What is the SPIN sales methodology? H2: Table of contents H2: Article Topics H2: Related Insights H3: Fool-Proof Ways To Increase Your Market Share H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: People.ai Announces New Account Planning Capabilities ## Main Content: H1: What Are Sales Methodologies? Guides And Examples H2: What Is A Sales Methodology? H2: Do I Need A Sales Methodology? H2: Importance Of Having A Sales Methodology H2: How To Implement A Sales Methodology H3: 1. Map Your Entire Sales Process H3: 2. Establish Buyer Personas And Needs H3: 3. Develop A Complete Sales Methodology For Every Part Of Selling Processes H3: 4. Create Sales Methodology Training Materials H2: Best Sales Methodologies H3: 1. SPIN Selling H3: 2. Conceptual Selling H3: 3. MEDDIC H4: Metrics H4: Economic Buyer H4: Decision Criteria H4: Decision Process H4: Identify Pain H4: Champion H3: 4. Solution Selling H3: 5. Target Account Selling H3: 6. Command Of The Sale H3: 7. Gap Selling H3: 8. SNAP Selling H2: Sales Methodology Examples H3: 1. Challenger Sales Methodology H3: 2. Inbound Sales Methodology H4: Awareness H4: Consideration H4: Decision H3: 3. Sandler Sales Methodology H2: Final Thoughts On Sales Methodologies H2: Sales Methodologies FAQs H3: Do I need a sales methodology? H3: What is the difference between a sales methodology and a sales process? H3: What is the SPIN sales methodology? H2: Table of contents H2: Article Topics H2: Related Insights H3: Fool-Proof Ways To Increase Your Market Share H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: People.ai Announces New Account Planning Capabilities Choosing the right sales methodology is key. Learn how to develop and apply the best framework for your team. Organization and proper guidelines are two of the most significant elements of business success. While this is true regardless of industry, sales teams, in particular, benefit from having a set of standards to guide their work and unlock maximum productivity. How do you set and implement these standards? That’s where sales methodologies come in. Keep reading to learn more about what a sales methodology is and how to implement it in your organization properly. A sales methodology is a framework that salespeople can use to inform their decision-making process throughout the sales cycle. It helps the individual sales professional by providing the specific steps to take for each stage, ranging from the types of questions to ask a potential buyer to effective sales techniques. In short, it provides a sales model’s how and why while acting as a roadmap for the selling process. Implementing a formalized methodology with sales teams can be a challenging task. The discipline introduced by popular methods must be consistent, which means the language and processes used should be uniform throughout a sales organization. This supports scalability for key decision-makers in an organization. After all, a well-implemented sales methodology can provide the average salesperson with the tools they need to excel at their jobs, so application across all levels is essential. While a framework is not a requirement in a sales organization, it can help your entire sales team fulfill their tasks effectively. Methodologies address one basic issue in organizations: a lack of structure and discipline. What’s more, methodologies aren’t exclusive to sales teams. They can be applied to the entire organization, from your executive sales strategist to your board of directors. A complete sales methodology helps your team get on the same page, which is essential when meeting the organization’s larger goals. In short, you don’t need one, but you’d be missing out on one of the most significant factors for numerous companies’ success. Business marketing and sales strategy practices tend to change at breakneck speed, so your team needs a proven and practical approach to rack up wins. That’s where the importance of popular sales methodologies lies. A complete sales methodology acts as the anchor for your entire sales team. It provides scalable, repeatable, and predictable methods that regular sales training may lack. Here are a few other reasons why the right framework is essential for your organization: A sales methodology aims to improve an active buyer’s experience with a company. As a result, these frameworks need to be designed around the buying decision. But before anything can be applied to the buying process, it needs to be mapped out first. Here’s how to break the process down: Once you’ve gathered the necessary knowledge about the inner workings of your organization, you’ll need to address a significant business challenge. Specifically, building a bridge between your goals of sales and the potential customer. To do this, you can employ quantitative research methods like questionnaires to peer into the minds of your active buyers. Alternatively, your workforce can ask qualitative questions at the end of their sales calls. The end goal of this research is to identify your buyer’s needs. These needs can be separated into two categories: Not included in these two categories are responses to the types of questions about customers’ motivations, which are usually relevant to pricing; sentiment toward your brand; and business marketing. For example, you may discover that some buyers were tentative about making the jump due to your pricing, while others are more inclined to purchase because of a personal affinity. In short, almost all buyer information is essential, but focused data collection will save you time and money. Ensure that you know what you’re looking for before starting this process. While developing domain knowledge about your processes and gathering customer data is an excellent start, you won’t see the fruits of your efforts without a complete sales methodology. Earlier, we recommended building a process map detailing the sales funnel and all the steps your team takes to guide a customer along their journey. This process map enables you to break down your organization’s workflow and apply the proper methodologies to each step. That said, you don’t need to stick to one specific methodology and exclude other schools of thought. Instead, we recommend mixing and matching parts of different frameworks to suit your particular use case. You can even develop your own framework if necessary. The next and final step of implementing a framework is developing materials for sales methodology training. Your goal is to ensure every member of your organization understands the importance of your chosen methodology on top of implementing it during the sales process. For the average sales representative to hone their skills over time, you need to offer hands-on training and regular refresher courses. You may also want to develop metrics for proper sales techniques and check in with your salesforce periodically. The SPIN sales methodology is one of the oldest frameworks currently being used, and its age is an indicator of how effective it is in sales calls. But how does it work? SPIN stands for Situation, Problem, Implication, and Need-Payoff. This framework helps you reach your goals by directing customers with leading questions and giving them ownership over their own needs. Let’s break down the SPIN methodology into parts: Conceptual selling is an unconventional yet effective framework used in many companies. This methodology focuses less on sales reps listing benefits and more on posing intelligent yet simple questions to understand the prospective client better. Sales reps are required to listen intently to customers’ responses. This helps them better understand the client’s concept of a product or service, allowing them to relate it to their problems later. How does conceptual selling work? The methodology breaks down the customer journey into three phases: getting information, giving information, and securing a commitment. As prospective clients move from one step to the next, sales reps will ask a series of questions that may fall into any of the following categories: MEDDIC is a sales methodology geared toward B2B buyers and effectively spending resources. It focuses on qualifying customers based on specific criteria, so your sales force knows whether they should expend effort into converting a client or not. The rationale is that better-qualified buyers are more likely to purchase a service or goods, which means you get more profit for less effort. MEDDIC is an acronym for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. The MEDDIC approach is particularly attractive to sellers who are averse to sales talk. That’s because it hinges on data collection and providing concrete solutions to a problem. Here’s how the MEDDIC methodology interfaces with the sales process. The first thing your sales rep needs to achieve is to identify the potential client’s desired gains and goals. These outcomes must be quantifiable, like increasing sales by 20% or getting new products out on the market 40% faster. These metrics will allow you to better describe how your product can help a client achieve their goals. Once the hard figures are out there, clients are more likely to be interested in your service. The key to closing a sale is finding the person who can actually make financial decisions for their company, like an economic buyer. Even if your initial point of contact isn’t a higher-up in the organization, it’s still worth gathering information about the economic buyer. This way, you’ll be able to establish a connection while learning how to make the sale more attractive to the person in charge. One of the biggest factors to winning over a client is understanding their decision criteria. If you’re dealing with a bigger prospective client, chances are that many companies like yours are offering solutions to their problem. Understanding their thought process makes it more likely that you’ll win the account. Some of the factors that companies favor are simplicity of use, price, and return on investment. While the decision criteria lets you know how your client decides on a solution, the decision process gives you the specifics of buying. In discovering a company’s decision process, you’ll learn who makes the decisions, which departments are involved, and a rough timeline on how long the transaction will take. Understanding these factors will help your salesforce meet the client in the middle and stop the trade from stagnating due to internal factors. Every buyer seeks a solution to their problem, and it’s your job to find out what that problem is so you can solve it with your product. Unearthing vague issues like “we want to cut down on production time” isn’t enough. Instead, aim for concrete explanations of the problem so you know how to frame your pitch. Sometimes, the best sales are made from the inside – that’s where your champion can help. A champion is a well-respected employee who works for your client and is deeply affected by the problem. As a result, they will feel more motivated to push for a solution. This champion doesn’t necessarily have to be an executive or a manager, but they have to be well-liked enough to make a difference. Selling a product is straightforward – all you need to do is find a problem and offer to fix it with your service. That said, selling a solution can be tricky, which is what the solution selling methodology focuses on. Sales reps have to essentially “diagnose” a prospect’s issue and suggest a range of products and services that can help them. sales reps need to have a certain level of knowledge to use the solution selling methodology. Clients usually don’t know what’s causing their issue – only ITS effects and symptoms. Implementation is generally the same as the MEDICC methodology, with the main difference being how reps approach recommending products. Like other methodologies on this list, target account selling is largely based on gathering information beforehand during the lead qualification phase. That said, this specific framework can be highly research-heavy, which usually leads to companies using sales or marketing automation software to lessen the workload on their employees. In short, target account selling focuses on quality over quantity, specifically when pre-qualifying leads before reaching out. A sales representative has to be commanding if they attempt this sales methodology. This approach is staunchly customer-centric and focuses on tailoring a solution to a prospect rather than listing the benefits of a product or service. This framework can be challenging since sales reps will need extensive product knowledge and unmatched situational awareness. Gap selling is all about identifying the gap in a client’s current business structure and where they could be. Like many other methodologies on this list, gap selling focuses more on developing a deep and fundamental understanding of a prospect’s issues before pitching. This happens by making an initial connection with someone in the company. Through this connection, a sales rep can build a profile of the organization’s needs and wants. However, the discovery process doesn’t stop there. Once you’ve uncovered the inner workings of your prospect, you can start to connect the dots and figure out the underlying causes for some of their recurring issues. The SNAP selling methodology establishes personal connections with buyers and levels the playing field. This allows for quicker, more efficient pitches to busy clients, which results in more sales overall. The SNAP acronym stands for: The resulting sales cycle is simple (and therefore easily palatable for most clients); invaluable; and aligned with their pain points, goals, and priorities in the organization. The Challenger sales methodology focuses on taking control of a sale and teaching a prospect how to solve their problem. This is in direct conflict with other schools of thought that focus on creating personal connections with clients. So, how does a Challenger operate within the context of a sale? As the name suggests, they challenge by combining a deep understanding of the customer’s business with an out-of-the-box solution, essentially pushing clients out of their comfort zone. This can result in some tension and debate, but that’s the whole point of taking on the Challenger demeanor. During this debate, a sales rep can essentially teach a prospect about a better solution than what they had in mind, which works because of the increasingly complex needs of organizations. Inbound sales methodologies place personal connections and empathy as the driving forces behind a client’s choice to purchase. This framework splits a customer’s journey into three distinct phases. Here’s how each stage plays out, plus what salespeople should be doing to help them along: During the awareness phase, sales reps start to understand what the client is struggling with. This includes their feelings about it, how it affects them in day-to-day life, and what they’d like to do to solve this issue. An important thing to note is that the buyer persona plays a significant role in this phase, so prior research needs to be done before reaching out. The second phase of the customer journey is when they’re almost ready to purchase but are still considering different options. A prospect may be weighing out the pros and cons of specific solutions while making comparisons. During this phase, sales reps must show clients why their product is better than the competition. At this phase, a customer is ready to make a purchase. If they’ve decided to use your product or service, you’ve succeeded in creating a connection and showing them how valuable your company or solution is. The Sandler Sales Methodology, or Sandler Selling System, is another framework that focuses on qualification rather than closing. That means your team will act less like in-your-face salespeople and more like consultants, encouraging potential customers to be more open to transacting. How does the Sandler Sales Methodology work? Here are the seven steps to success: Methodologies are the backbone of sophisticated sales operations, but proper implementation can be challenging. Your organization will have to break down its current functions and processes as well as apply different facets of various methodologies as needed. The upside is that there are plenty of examples of properly used frameworks, which removes a bit of the guesswork from the equation. Regardless of how the methodologies fit into your business, it’s essential to stay up to date with business trends and best practices. Keep reading our blog to stay informed! No, but you’d greatly benefit from having one. There are no hard and fast rules to business and sales, but having a sales methodology can lead to more revenue and better structure in your organization. Sales processes are specific tasks, while a sales methodology refers to the broader systems in place. SPIN stands for Situation, Problem, Implication, and Need-Payoff, which describes the process of identifying a customer’s needs and offering your product to fulfill them. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-performance-management Title: People.ai | What is Sales Performance Management (SPM)? Meta Description: Optimize your sales revenue and drive growth with sales performance management. Discover AI-driven tools and four tips to manage your team's performance. Language: en Canonical URL: https://www.people.ai/blog/sales-performance-management ## Headings Structure: H1: What is Sales Performance Management (SPM)? H3: What is Sales Performance Management? H2: Benefits of Sales Performance Management H2: How to Manage Sales Performance Continuously H2: Four Tips for Optimizing Your Sales Performance Management H3: 1. Enable and Empower Your Sales Team H3: 2. Rely on Leading Indicators H3: 3. Integrate and Iterate Regularly H3: 4. Motivate MVPs While Moving the Middle H2: The Future of Sales Performance Management Software H2: Table of contents H2: Article Topics H2: Related Insights H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: How To Introduce Yourself In An Email + Examples H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth ## Main Content: H1: What is Sales Performance Management (SPM)? H3: What is Sales Performance Management? H2: Benefits of Sales Performance Management H2: How to Manage Sales Performance Continuously H2: Four Tips for Optimizing Your Sales Performance Management H3: 1. Enable and Empower Your Sales Team H3: 2. Rely on Leading Indicators H3: 3. Integrate and Iterate Regularly H3: 4. Motivate MVPs While Moving the Middle H2: The Future of Sales Performance Management Software H2: Table of contents H2: Article Topics H2: Related Insights H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: How To Introduce Yourself In An Email + Examples H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth Boost sales revenue with performance management. Explore AI-driven tools and four tips to enhance your team's performance and drive growth effectively Whether your organization is just beginning to scale or is undergoing rapid expansion into new markets, your sales team’s performance is the not so secret weapon in ensuring your growth continues. But when your attention is being pulled in a million directions, how can you manage your sales team’s performance effectively and efficiently? Cue the help of sales performance management (SPM) and the tools that make it possible. In this article, we’ll go beyond defining sales performance management and the benefits it brings to sales leadership teams. We’ll dive into four tips for how your organization can utilize AI-driven tools to help your leadership team optimize sales revenue and propel organizational growth. Sales performance management (SPM) is the process of utilizing data to actively monitor and iterate the performance of the sales pipeline to reach and grow the organization’s sales revenue. SPM is a multifaceted process. It requires your organization to continuously assess sales targets and strategies, analyze leading indicators, forecast trends and outcomes, and incentivize your sales team. Today’s markets are becoming increasingly competitive, meaning that how your company brings your product to those markets is just as important as the product itself. Therefore you must invest not just in developing your product, but in developing your product’s sales strategy and performance management process. Without the right tools, implementing a holistic SPM process can be overwhelming. Just as the products and resources for developing products are quickly changing, the products for sales performance management are evolving with the help of machine learning and artificial intelligence. Leveraging operational and analytical technology improves the efficiency and effectiveness of your sales team. As technology continues to evolve, the best sales performance management tools go beyond automating the data collection and reporting processes. Investing in the right SPM tools pays out in dividends for your organization: Accelerates each rep’s sales velocity. Isolating the activities of your top performers allows your sales managers to write the sales playbook, set benchmarks, and coach their teams to help each rep optimize their potential. A robust sales performance management process requires a continuous feedback loop that monitors, analyzes, forecasts, and actively manages pipeline performance. It may seem time intensive (or nearly impossible) to ask your sales managers to continuously monitor and manage a growing sales pipeline, but sales performance management tools can help them maximize their limited time. With AI-powered views of sales performance, a dedicated coaching workflow, and complete visibility into what’s working (and what isn’t), SPM products like Sales Solution from People.ai help your sales managers keep a pulse on reps’ activities and outcomes. Moreover, they help your sales managers avoid getting lost in a sea of metrics and instead focus on taking meaningful action informed by the right data at the right time. At some organizations, it can take weeks or even months for reps to know where their performance stands in relation to their quotas and benchmarks — many times reps don’t know their performance data until the end of the quarter when it’s too late to take corrective action. In other cases, managers may have little to no insight into their reps’ daily activities. This lack of performance transparency and limited visibility can unnecessarily elongate the sales process. By giving your managers and reps real time data, you will enable the entire team to take ownership over their performance and empower individuals to use the data to their advantage. Practicing “tool transparency” — the idea that everyone should have visibility to sales performance data and tools — is a crucial way to enable your team with their own data while also promoting a culture of empowerment. SPM products like a sales intelligence dashboard can help make sales performance metrics accessible and actionable across the entire organization. Complete, objective data within these dashboards give your sales managers a comprehensive view into their team’s capacity and utilization across individuals and territories. They also enable your sales reps to identify opportunities and triage at-risk deals so they can ultimately shorten the sales cycle. You probably already know the importance of tracking sales performance metrics — but many organizations are not focusing on the right indicators. Key performance indicators (KPIs) should measure each individual reps’ efforts and activities in relation to the overall sales objectives. Sales teams relying on lagging indicators like closed quota attainment, deals won or lost, and average deal size, however, are relying on past performance to inform future coaching. This is essentially using your rearview mirror to drive your car forward, when in reality you really need a reliable GPS system to guide you to your destination. Similar to how a GPS system makes drivers aware of upcoming traffic or detours, leading indicators help guide your team towards overarching sales goals and objectives. Based on early activities that later translate into sales generation and maturity, leading indicators give you and your managers a clear roadmap of what lays ahead as well as the ability to foresee what activities drive the most impact and proactively avoid risks. Sales intelligence dashboards help you identify and monitor your leading indicators, evaluating the inputs from your data to predict the output of your team to help make sales — and therefore revenue — more predictable. With limited visibility into reps’ daily activities, sales managers can struggle to integrate themselves quickly into their reps’ day to day. Are email response rates low? Are most deals lost around the same stage of the funnel? Without the right tools to provide these insights, at best reps may provide self generated sales reports to sales managers, but this often paints an inaccurate picture. The best tools provide unbiased data to help your sales managers regularly integrate into their reps’ day to day to answer those questions and also identify coaching opportunities to help reps when they need it most. Identifying who is on track and where reps are stuck before one on one meetings allows your sales managers to coach teams without micromanaging. Further, when your sales managers know how their reps are spending their time, coaching sessions can focus on the effectiveness of an activity rather than the activity itself. Iterating and testing variables to see how they may influence a specific desired outcome is a core guiding principle for the most innovative sales teams. Continuous iteration leads to refining the most efficient and effective process across the sales teams. So how do you iterate and test to influence outcomes? Reviewing the early activities via those leading indicators allows your sales managers to coach their teams on how to adapt and iterate to influence outcomes. If your sales manager realizes one rep is meeting their email quota but has a low response rate, they can focus on testing the overall messaging or the targeting in their emails. If another rep is losing most deals shortly after the first meeting, the sales manager can suggest asking more targeted scoping questions in initial meetings to better understand the organization’s primary challenges and pain points. This in turn helps reps refine their activities to reduce inefficiencies and optimize their outcomes. Your sales managers have probably developed and utilized compensation systems to incentivize, motivate, and retain your top performers. The concept of sales performance management has evolved over time and the term has taken on multiple meanings. SPM was often considered equivalent to incentive compensation management (ICM). It’s important to note, however, ICM is just one component under the much larger SPM umbrella. SPM is not about just incentivizing your top reps; it’s also not just closing the quota attainment gap between the top and bottom performers. Rather, the focus for your sales managers should be on moving the middle — your core, average performers — up to maximize your team’s overall performance. So how do you move the middle performers? Focusing on the behaviors of the highest performers allows your sales managers to isolate the specific activities that separate the top sales reps from the middle of the pack. Gaining that visibility allows your sales managers to write the playbook, set benchmarks, and coach accordingly — thereby increasing each rep’s sales velocity. The rise of artificial intelligence, machine learning, and big data is changing the way companies do just about everything, including sales. While it’s nearly impossible to keep up to speed with every new strategy or tool, it’s crucial to find software to manage your sales performance that does stay on the cutting edge. Gone are the days of simply compiling and filtering through sales data to create quarterly reports with lagging indicators. In today’s fast paced markets, sales performance management software must transform data into strategic insights in real time. But what about tomorrow’s SPM tools? Bridging the gap between account based marketing and account based selling, out of the box best practices offering objective guiding principles, and data-informed sales organizational structures are just a few of the things the future may hold for SPM software. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-pipeline-management Title: People.ai | Sales Pipeline Management: A Guide for Sales Leaders Meta Description: Master your sales pipeline to boost revenue. Explore this complete guide to successful Sales Pipeline Management. Language: en Canonical URL: https://www.people.ai/blog/sales-pipeline-management ## Headings Structure: H1: Sales Pipeline Management | The Complete Guide for Sales Leaders H2: Definition of a Sales Pipeline H2: How Does a Sales Pipeline Differ from a Forecast? H2: The Sales Pipeline’s Stages H3: Stage One: Building Prospects H3: Stage Two: Qualifying Leads H3: Stage Three: Making Considerations H3: Stage Four: Decision Making H3: Stage Five: Closing the Deal H2: The Importance of Sales Pipeline Management H2: Table of contents H2: Article Topics H2: Related Insights H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: How To Use AI For Sales To Boost Your Bottom Line ## Main Content: H1: Sales Pipeline Management | The Complete Guide for Sales Leaders H2: Definition of a Sales Pipeline H2: How Does a Sales Pipeline Differ from a Forecast? H2: The Sales Pipeline’s Stages H3: Stage One: Building Prospects H3: Stage Two: Qualifying Leads H3: Stage Three: Making Considerations H3: Stage Four: Decision Making H3: Stage Five: Closing the Deal H2: The Importance of Sales Pipeline Management H2: Table of contents H2: Article Topics H2: Related Insights H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H3: How To Use AI For Sales To Boost Your Bottom Line Master your sales pipeline to boost revenue. Explore this complete guide to successful Sales Pipeline Management. When sales leaders and representatives have optimal control and visibility within their sales pipeline, it’s possible for them to experience the highest revenue. According to statistics from HubSpot, only 22% of businesses have a conversion rate with which they’re satisfied. Why is this statistic critical, and what does it have to do with sales pipeline management? Of these companies experiencing low conversions, they’re also admitting to devoting $1 toward conversion for every $92 they spend in the acquisition. Companies implementing sales pipeline management, especially during the early stages, must move from beginning to end, so relationships with customers and sales grow simultaneously. When your team is currently working on deals, tracking their progress, and expect to close on them within an appropriate amount of time, a sales pipeline is a way of managing the process. We use the term “pipeline” as a means of describing the peripheral deals travel from stage to stage, which typically has a visual representation in your CRM. The pre-definition of this path is a prerequisite not only for building but also for tracking a sales pipeline. It isn’t uncommon for sales pipelines and forecasts to be confused with each other. Even though a pipeline will include all opportunities salespeople are handline, despite how mature or new it is, sales forecasts provide a time estimate for those opportunities regarding when they will close. Additionally, forecasts and pipelines each have a different purpose. Sales representative utilize a pipeline for tracking the location of prospects within the sales process, as well as all appropriate actions they should be taking. Whereby a sales forecast provides information to sales managers and their teams regarding how they should be preparing for goals as they continue trending closer to them. Before building an maintaining a successful sales pipeline, it’s imperative for the sales process to have a definition. Sales processes that are the most successful match your buyer’s journey from the time they begin researching, then move on to evaluating, and later on to decision making. Even though every company’s sales process is unique, B2B buying and selling fundamentals are similar across multiple product types and industries. Here is an outline featuring a sales process many companies use when beginning. During the first stage of the sales process is identifying people and companies with which you believe you believe it’s worth making sales. You’ll typically identify these contacts by utilizing your ICP (Ideal Customer Profile). Building your ICP is possible by examining the qualities of the companies you’ve sold to successfully previously. After creating this list, it’s your sales team’s responsibility to attempt to attract them into the sales process. The task will either be challenging or simple depending on your target buyer’s awareness of your company, as well as your solutions. If you’re chasing the wrong leads, you’re wasting time and energy. Therefore, avoid doing this at all costs. After your sales team introduces new prospects to your company and they’re in the pipeline, the next step is determining if they’re prospective buyers. During this stage, you’re qualifying the lead. Some of the most common qualifying questions include: When the company answers these questions, your sales team will be able to determine if the company matches how you define an ideal customer. If they don’t, it’s time for your team to move on. Your prospect is aware of your solutions, and your sales team has qualified them when they reach this stage. At this point, they may begin evaluating their options by comparing your products to similar ones and determining if they should do nothing or if it’s a viable option. Your sales team will have engagement with the prospect during this stage through demonstrations of the product, providing technical information and case studies, and building a case for business. They’ll also be responsible for the navigation of internal politics and being the individual who engages with the organization’s ultimate decision maker. Completing this stage doesn’t necessarily mean the deal is final. Sometimes, it means the customer journey is still going to be a battle. The buyer is confident you have the optimal solution for the problem they’re attempting to solve during this stage. It isn’t uncommon for many to believe that the next step is negotiating costs and obtain contract approval. However, before that can occur, the sales team must first identify potential barrios that may block the deal. Those are some of the sample questions your sales team must address during the deal’s final stages. These questions, among others, can be the reason for the deal not closing during late stages. During the last stage of sales pipeline management, your sales team is closing deals with business that has been won. The only time deals enter this stage is when a contract or the deal has a signature. These deals also no longer need contact from the sales team because prospects are now paying customers. After you have a firm grasp regarding what sales pipeline management is, it’s critical that you constantly look for new deals to add. Not only should you attempt to maintain the same number of deals, but you should also be trying to grow your sales pipeline. It’s also essential to follow-up with deals by nurturing them with something relevant and of value. Lastly, put the bulk of your attention on the metrics the are flowing naturally through your pipeline and act accordingly. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-pipeline-management-tool Title: People.ai | Connect with Key Contacts Using Sales Pipeline Tools Meta Description: Learn how sales teams can use a sales pipeline management tool to focus on the right people within the right accounts when they’re most likely to buy. Language: en Canonical URL: https://www.people.ai/blog/sales-pipeline-management-tool ## Headings Structure: H1: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H2: Importance of validating key people engagement using a sales pipeline management tool H2: How to get the most from your sales outreach using a sales pipeline management tool H3: ‍Step 1: Automate Sales Activity Capture‍ H3: ‍Step 2: Automatically Create and Enrich Contacts in your CRM‍ H3: ‍Step 3: Perform a Historical Analysis‍ H3: ‍Step 4: Develop Buyer Benchmarks‍ H3: ‍Step 5: Validate Key People Engagement H2: Additional benefit: Data-driven sales outreach makes for more accurate weekly sales forecasting H2: Table of contents H2: Article Topics H2: Related Insights H3: How To Use AI For Sales To Boost Your Bottom Line H3: Two Ways AI Can Help Realign Your Marketing and Sales Teams H3: The Making of a Champion ## Main Content: H1: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H2: Importance of validating key people engagement using a sales pipeline management tool H2: How to get the most from your sales outreach using a sales pipeline management tool H3: ‍Step 1: Automate Sales Activity Capture‍ H3: ‍Step 2: Automatically Create and Enrich Contacts in your CRM‍ H3: ‍Step 3: Perform a Historical Analysis‍ H3: ‍Step 4: Develop Buyer Benchmarks‍ H3: ‍Step 5: Validate Key People Engagement H2: Additional benefit: Data-driven sales outreach makes for more accurate weekly sales forecasting H2: Table of contents H2: Article Topics H2: Related Insights H3: How To Use AI For Sales To Boost Your Bottom Line H3: Two Ways AI Can Help Realign Your Marketing and Sales Teams H3: The Making of a Champion Learn how sales teams can use a sales pipeline management tool to focus on the right people within the right accounts when they’re most likely to buy. We hire salespeople because they’re strong communicators, gifted influencers who can turn entire organizations in their favor in the space of a few quarters. People like to talk to salespeople. But this likeability springs a trap that even the most motivated and discerning seller has fallen into more times than they’d like to admit: time-wasters. Time-wasters can be pleasant conversationalists disguised as the primary contact at the next big account. They may even carry C-level titles. They usually “like the product” or ask for additional information (maybe even a quote) that they can “pass on to the people in charge.” The problem is that time-wasters lack the two characteristics that are most important to a salesperson: influence and purchasing power. In this blog, we will discuss how organizations can use real-time data via a sales pipeline management tool to help sellers focus on the right people within the right accounts when they’re most likely to buy (and say no to time-wasters). For years, sales organizations have relied on their reps to use cold calling and lead chasing to sift through time-wasting contacts. Many have managed to land accounts on instinct and motivation alone. Without the right data to guide them, even the most driven sellers can default to shotgun-approach prospecting tactics. Today, thanks to improved data collection and AI, there’s a better way. Leading sales organizations are using AI-driven sales pipeline management tools to help sellers narrow their focus to individuals with the most purchasing influence within their target companies. The tools collect years of historical data to help understand buying behaviors at various companies, validate whether or not a certain contact has purchase power, and then suggest alternative people to reach out to who may be able to move the opportunity forward. As sellers hone in on the right people, they avoid wasting time on unproductive leads and leadership can allocate resources more effectively. Here’s something to consider: You are probably wasting your time trying to sell to people without the right purchasing power. ‍ Your goal is to move the opportunities in your pipeline to closed-won as quickly as possible. So, why waste your valuable time playing a guessing game? In the ideal scenario, you can identify and get in front of key decision-makers while expending as little time and energy as possible, so you can target more customers. Here are five steps you can use to uncover key contacts in  each account and get your sellers in front of them: Use an AI sales tool to automatically capture sales activities such as emails and meeting invites, then match that data to the right accounts in your CRM, including those with active pipeline. This data foundation will help you validate whether reps are talking to the right people later on. A sales pipeline management tool can automatically create new contact records for buyers your reps have engaged, but who aren’t listed in your CRM. Contacts are continually enriched as new details come to light, including titles, departments, and locations. An always up-to-date CRM ensures your reps are engaging with all the right people in target accounts, resulting in more sales opportunities. An AI-fueled sales pipeline management tool can analyze years of deal history helping you identify which individuals influenced your closed-won opportunities. A buyer benchmark can help you proactively identify and mitigate a circumstance like this: For three consecutive quarters, you’ve engaged with Sammy Young inside one of your top target accounts. Did you know that Sammy has a negative purchasing influence and has never been part of a purchase decision? It’s time to move on to develop a new, multi-threaded contact approach within that organization instead of putting all your eggs in the Sammy basket. Reps and sales leaders can then use interactive dashboards to visualize whether these people are adequately involved within existing deals, further shortening sales cycles and de-risking opportunities.These CRM-embedded dashboards also enable reps and frontline managers to visualize accounts that have active pipeline but are under-engaged, as well as priority accounts that are dormant. From there, teams can pinpoint next steps, such as setting meetings with a champion or economic buyer. Once we lick our wounds from the fractured Sammy Young relationship (he was just wasting our time anyway), we can use AI-powered tools to help us identify the right people to market to. Leadership can spend less time digging for data and more time derisking deals and strategically planning the next steps based on complete and accurate data. You no longer need to rely on success stories and spreadsheets for weekly forecasting meetings. By basing your sales strategy on validated key people within each account and measuring their engagement using AI-powered dashboards fueled with hard data, you can make strategic decisions and confidently forecast each week. Now you’re working- and forecasting- smarter. Traditional selling strategies, guided by human instinct and guesswork alone, have been replaced by more efficient techniques. Sales organizations should shift toward identifying key people within target companies and dedicate resources where they truly matter. With these targets in mind, teams can streamline their efforts, avoid unproductive leads, and forecast more accurately. In the end, it’s not about talking to everyone- it’s about talking to the right people at the right times. AI-powered tools like People.ai’s Engagement Dashboards and Relationship Maps can help sales teams validate key people engagement as they develop multi-threaded relationships within their target companies. Learn more by clicking on the links. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-pitch-examples Title: People.ai | 6 Sales Pitch Ideas + Examples Meta Description: A strong sales pitch is your key to success. Learn how to craft pitches that open doors and unlock opportunities. Language: en Canonical URL: https://www.people.ai/blog/sales-pitch-examples ## Headings Structure: H1: 6 Sales Pitch Ideas + Examples H2: What is a Sales Pitch? H3: Sales Pitch vs. Product Pitch: What’s The Difference? H2: The Sales Pitch Framework H2: How to Make a Sales Pitch H2: Why a Short Sales Pitch is a Good Pitch H2: What Needs to Be Included in a Sales Pitch? H3: Hook H3: Context H3: Call to Action H2: What Makes a Sales Pitch Bad? H2: How to Deliver a Sales Pitch H2: Here Are Some of the Best Sales Pitch Ideas H3: 1. Tell a Story H3: 2. Include a Value Proposition H3: 3. Personalize the Sales Pitch H3: 4. Create a Dialogue H3: 5. Test Before You Pitch H3: 6. Back It Up With Facts H2: Key Takeaways H2: Sales Pitch FAQs H3: How do you write a catchy sales pitch? H3: How do you start a sales pitch over the phone? H3: How long should a sales pitch be? H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: 6 Top Sales Productivity Tools for AEs Using Salesforce H3: Streamline Sales QBRs for Greater Impact and Better Results ## Main Content: H1: 6 Sales Pitch Ideas + Examples H2: What is a Sales Pitch? H3: Sales Pitch vs. Product Pitch: What’s The Difference? H2: The Sales Pitch Framework H2: How to Make a Sales Pitch H2: Why a Short Sales Pitch is a Good Pitch H2: What Needs to Be Included in a Sales Pitch? H3: Hook H3: Context H3: Call to Action H2: What Makes a Sales Pitch Bad? H2: How to Deliver a Sales Pitch H2: Here Are Some of the Best Sales Pitch Ideas H3: 1. Tell a Story H3: 2. Include a Value Proposition H3: 3. Personalize the Sales Pitch H3: 4. Create a Dialogue H3: 5. Test Before You Pitch H3: 6. Back It Up With Facts H2: Key Takeaways H2: Sales Pitch FAQs H3: How do you write a catchy sales pitch? H3: How do you start a sales pitch over the phone? H3: How long should a sales pitch be? H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: 6 Top Sales Productivity Tools for AEs Using Salesforce H3: Streamline Sales QBRs for Greater Impact and Better Results A strong sales pitch is your key to success. Learn how to craft pitches that open doors and unlock opportunities. A pitch can make or break an entire sale, which means you need to get yours right. But when every sales rep is pitching to the same people as you, how do you make your presentation stand out? The answer is preparation and learning about all the intricacies of pitching. Keep reading to learn everything you need to know about sales pitches and get a few ideas to fuel your creativity. A sales pitch condenses the sales process into a short, 1–2 minute presentation, otherwise known as the “elevator pitch”. As the name suggests, an effective sales pitch needs to be delivered clearly and concisely while also being short enough to theoretically fit in an elevator ride. To some, this may feel like it goes against everything they know about “old-school” sales and convincing a prospective client to make a purchase. However, the modern sales pitch reflects today’s consumers—nobody wants to sit through an hour-long presentation in 2022. While the terms “product pitch” and “sales pitch” often get confused, they refer to two slightly different things. Both are used to convince a potential buyer of something, but product pitches focus primarily on a specific item’s benefits and how it solves a problem. On the other hand, sales pitches can be broader and touch on a large selection of qualities. For example, a remote sales team might use a sales pitch on a cold call to get the customer on board with a wide range of services, while a product pitch would better shine when trying to convince a prospective customer to buy a specific product. As we mentioned before, successful pitches are concise and compelling. But how do you convince potential customers to invest in your product or service? The answer: use a proper sales methodology or framework to create a high quality sales pitch. Here are a few concepts to help you build your pitch and speed up the buying process: So, you’ve evaluated your entire pitch using the framework mentioned above, but how do you turn it into an actual presentation that sales experts approve of? Here are a few tips for making compelling pitches: Sales are hitched on a representative’s skills and sales pitch techniques. Are you more likely to listen to someone with an ulterior motive that goes on for hours or chat with someone who wants to know more about you and doesn’t talk too much? Most people would say they want to chat, which is why short pitches matter so much. But it doesn’t end there. Long pitches risk being unfocused and meandering, which means that critical points may be lost on buyers. With a shorter pitch, reps are forced to distill their product into its best qualities, which leads to more interest from more prospects. On top of all the components of a sales pitch (e.g value, the problem it solves, the solution, and measurable proof), there are a few things you need to mention during your short presentation. Here are the three key concepts that lay the foundation for your pitch. Whether your sales team is running a cold call scenario, email pitch, or presenting to potential buyers in person, you need a hook to grab their attention. This all happens in the opening line of your presentation, so it’s essential to lead with an exciting statement or thought-provoking question. Here are a few ways you can incorporate a hook into your presentation: Once you or your sales rep has hooked the client, you can now begin to contextualize your product. That means describing what your service or solution can do for your potential buyer. This section needs to be short and clear without missing out on the key points. Here are a few guiding principles for your pitch: So, you’ve hooked your potential buyer and contextualized your product to fit in nicely with their goals, but what’s next? The answer: a call to action. Giving your client a call to action means providing them with a path for purchasing and reaching their goals. One way is to ask them about their future availability to discuss things further. We recommend giving specific times, dates, and a duration for your next meeting. So far, we’ve discussed building the perfect pitch. However, it’s just as important to avoid giving subpar presentations. Here are a few of the things you’ll need to watch out for before pitching to a client: Here’s the truth about delivering a sales pitch: it doesn’t matter if you’re a seasoned veteran or a new sales rep just barely out of their first week—pitching is difficult. However, it isn’t impossible to nail your pitches every single time. Everything comes down to preparedness and research, which anyone can do before pitching to a client. Here are a few ways you can ensure your pitches go as smoothly as possible: Straightforward sales pitches can be a fast and efficient way to get the point across, but sometimes weaving a narrative into your presentation can help you close. This can be as simple as relating a client’s positive experience and positioning your product as the solution to their issues. As mentioned earlier, every product is only as desirable as the value it brings to a client or individual. Therefore, to position your solution as the most valuable solution, you’ll need to establish that it can and will help your potential buyer with their specific problem. For example, you can tell a client that subscribing to your service will cut their time spent on menial administrative tasks by 40%, leaving more space for completing more essential tasks. Getting to know your buyer is the first step to building a personalized pitch. After all, would you want to buy something from someone who doesn’t even know your name or what you need the product for? Personalizing a pitch means relating your proposed solution to a person’s specific pain points. This demonstrates an understanding of their circumstances while also providing a goal-oriented path to purchase. As a sales representative, you don’t want to come off like you’re telling people what to do. Instead, open the floor up for conversation and dialogue. This way, you’ll be able to glean more information about your client while also quieting their fears about the purchase. Putting the effort in early will increase your client’s initial trust in you while also keeping buyer’s remorse at bay. While it may be tempting to follow every lead that comes to you, some aren’t worth the effort of a full pitch. That’s where testing and qualifying come in. First, ask yourself: does your buyer suit your ideal client profile? Can they afford this specific product or service? Do they even need it? Finding the answers to these question early will save you lots of time and effort. For example, if you tell a potential client that your service costs $200 a month and they say it’s much too expensive, you’re better off finding another customer willing to spend that much on your product. One of the biggest roadblocks to closing a sale is a client’s perception of the sales rep being self-motivated. Instead of pushing the product or solution to make a sale, back your claims up with hard evidence and social proof. These “social proofs” are third-party testimonies given by former or current clients. With this, you can convince the efficacy of your proposed solution without seeming self-interested. Here are a few things you can use to appeal to your buyer: Sales pitches are essential—a good one is your main weapon when approaching a prospect. Luckily, preparing the perfect pitch is easier than it seems. With a little bit of practice, preparation, and research, your presentations will convince people to buy almost every time. Keep reading our blog for more information on sales, techniques, and insights that can boost your career performance. And make sure to check out the People.ai revenue intelligence platform to take your sales to the next level and grow pipeline, increase deal sizes, shorten sales cycles, and improve win rates. A catchy sales pitch needs to be short, clear, and entertaining. Use a hook or question to draw your client in and supply them with all the relevant information without being too wordy. The first thing you need to do is state your name and where you’re calling from. Afterward, tell the prospect your purpose and ask for a little bit of time. If they’re still listening after your 30-second pitch, ask if they’re open to learning more. A sales pitch should be under two minutes. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-plan Title: People.ai | The Template for Creating a Successful Sales Plan Meta Description: A sales plan outlines strategies to generate revenue. Update it regularly using a template for aligned goals and tactics. Language: en Canonical URL: https://www.people.ai/blog/sales-plan ## Headings Structure: H1: The Template for Creating a Successful Sales Plan H2: What is a Sales Plan? H2: Sales Planning as Standard Operating Procedure H2: What to Consider Before Creating Your Sales Plan? H3: Revenue Targets and Sales Quotas: Set Realistic Goals H3: Sales Capacity Planning: Tie Goals to Team H3: Territory Planning: Assess Market Opportunities H3: Sales Cycle: Understand Your Average Cycle H2: What to Include in a Sales Plan Template H3: 1. Goals and Targets H3: 2. Team Responsibilities H3: 3. Timelines and Deliverables H3: 4. Positioning and Prospecting H3: 5. SWOT Analysis H3: 6. Sales Strategies H3: 7. Budget and Tools H2: Sales Planning Best Practices H3: Set SMART Goals H3: Assure the Team is Aligned H2: The Future of Sales Planning H2: Article Topics H2: Related Insights H3: 7 Digital Transformation Trends for 2022 and Beyond H3: How To Use AI For Sales To Boost Your Bottom Line H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings ## Main Content: H1: The Template for Creating a Successful Sales Plan H2: What is a Sales Plan? H2: Sales Planning as Standard Operating Procedure H2: What to Consider Before Creating Your Sales Plan? H3: Revenue Targets and Sales Quotas: Set Realistic Goals H3: Sales Capacity Planning: Tie Goals to Team H3: Territory Planning: Assess Market Opportunities H3: Sales Cycle: Understand Your Average Cycle H2: What to Include in a Sales Plan Template H3: 1. Goals and Targets H3: 2. Team Responsibilities H3: 3. Timelines and Deliverables H3: 4. Positioning and Prospecting H3: 5. SWOT Analysis H3: 6. Sales Strategies H3: 7. Budget and Tools H2: Sales Planning Best Practices H3: Set SMART Goals H3: Assure the Team is Aligned H2: The Future of Sales Planning H2: Article Topics H2: Related Insights H3: 7 Digital Transformation Trends for 2022 and Beyond H3: How To Use AI For Sales To Boost Your Bottom Line H3: 3 Ways to Measure Sales Pipeline Health With Facts, Not Feelings A sales plan outlines strategies to generate revenue. Update it regularly using a template for aligned goals and tactics. There’s a lot of truth in Dwight D. Eisenhower’s quote, “plans are useless, but planning is indispensable.” The act of sales planning helps us think deeply about the roadblocks and detractors that could render our plans “useless.” In this article, we provide ideas to break through barriers and still achieve our goals. Continue reading for an overview of a sales plan, what to include, and actionable tips to construct a solid sales plan. A sales plan is a document that outlines the high-level strategy for increasing revenue over a specified period of time. It helps establish goals, align on objectives, and identify what resources are needed. The sales plan is how executives communicate their priorities, expectations for growth, and methods for attaining business goals with the entire team. The plan should be accessible, actionable, and attainable because while the blueprints are drafted by sales leadership and management, the actual execution is done by individual sales reps. The reality is, if your plan doesn’t have buy-in or confidence from the individual contributors, things will likely not go according to plan. While a sales plan is not a living document, you definitely should not bury it after reading. You will want to review it regularly to measure performance and calibrate your strategies based on real-time data. Use tools (ahem, People.ai) to monitor your leading indicators and make sure milestones towards your objectives are being met along the way. You don’t want to wait until you’re putting together your sales report to find out that your plan hasn’t been working and it’s too late for course correction. A sales plan should include specifics about your sales force capacities, throughput, territories, and quotas. The stages of planning your sales organization’s goals and actions to achieve those goals will include the following. If you’ve ever heard a first-time entrepreneur pitch investors on their projections for first-year revenues, you will have shortly thereafter heard chuckles from the investors about their naiveté. Revenue targets for your sales team shouldn’t be pie in the sky. They should be grounded in reality; whether they’re based on historic revenue growth, market penetration approximations, or another method for estimating growth. Sales leaders will certainly make assumptions but they shouldn’t be too far outside the realm of possibility. When planning your team’s quotas, you have to set goals that are audacious enough to motivate your team, but realistic enough to not discourage them or compromise their on-target earnings (OTE). Quotas will be influenced by the team or rep’s experience, capacity, state of the market, and sales cycle. You’ve determined your company-wide revenue targets and might be tempted to simply divide that by the number of reps and call that their quota, but unfortunately, it’s not that simple. Sales capacity planning is the process of bridging the gap between the workload individual reps can handle and the overarching goals of the company. If your company has a high rate of rep attrition and a steady pipeline of new hires, the onboarding and ramping process must be considered. Understand that the dynamics of each team can shift as new members join, experienced reps train the new hires, and fully ramped reps leave the company. You must assess whether these dynamics will prevent quota attainment or, on the flipside, cause complacency on the team if quotas are easily attainable and commissions capped. You must also make sure your new and existing products are stable and in working order to enable your sales team to deliver on their promises to prospects. For example, if quotas are elevated in anticipation of a new product launch, but the timelines are delayed due to product deficiencies, sales reps will likely miss their targets. Similar to sales capacity planning, territory planning is the process of determining your team’s ability to manage existing territories and penetrate new markets. Assess if a given market will be receptive, but also if it will be attainable given the constraints of the team and product. Previously, territory planning involved analysis of physical maps to determine the next logical region for expansion. Today, territory plans typically include more than just physical expansion. They also include details about expanding into new industries, verticals, or target personas. Similar to capacity planning, the team’s bandwidth and product accessibility must be considered before expanding your purview to new horizons. Another consideration when making a sales plan is how long it takes for a buyer to cycle through the sales process and what can influence a change of pace. Ultimately, your sales plan should include strategies for tightening the gap between opportunity and close. Your average sales cycle will also need to be considered when drafting your sales plan because if the cycle is longer than your planning period, your plan will be reliant on your previous pipeline efforts. The length of the average sales cycle usually depends on the industry, target customer, average contract value, and more. Every business has a different sales cycle but, like a manufacturing operation with bottlenecks in production, inefficiencies throughout the average sales process can be isolated, resolved, and optimized for a shortened sales cycle. Your goals and targets are like the mission statement of your sales plan — they should be the main objectives and the key results. We recommend setting one revenue target and one or two additional goals for the sales team. These can include ambitions of entering a new market, industry, or reaching a new audience. In the example above, we include a high-level revenue target based on our growth expectations of 36 percent, which is based on our previous hypothetical outcome of $1.1 million. A goal is nothing without the work that goes into achieving it, so one of the most important steps of the sales planning process is assigning responsibility for that work. Depending on the scale of the goal, this could be a single rep, team, or entire sales organization. For big goals, we advise they be broken down and assigned to each individual contributor. So if the sales goal is to increase revenue by 36 percent, what does that equate for each rep’s quota? Another popular strategy is to break down the goals into shorter duration milestones, helping keep track of progress towards the larger goal, like 30-60-90 day plans for quarterly goals. Time-bound goals are essential for tracking progress and holding the team accountable. Having a deadline also helps frame the goal in terms of progression towards the finish line and any acceleration or strategic pivots that need to be made.When we set goals that are time-constrained, we are motivated to push harder towards achieving them. For example, looking at the distribution of marathon finish times, there are clear trends among the even 30-minute increments, indicating that people are motivated to stick with their plan towards a specific time-bound goal. Your sales plan should also detail how you expect to connect your goals to your target audience. If you are selling into a mature territory, do you focus on growing existing accounts or upselling a new product early in its lifecycle? Identify if there are any verticals that are ideal for your team to target more heavily next period. If you are positioning your product or service as a solution for a specific industry, for example, communicating this to the team will help guide them towards the ideal strategy for targeting the right people. Another important thought experiment when making a sales plan is to take a high-level look at your business’ strengths and shortcomings in the context of the general landscape within your industry. S.W.O.T stands for Strengths, Weaknesses, Opportunities, and Threats. An honest and in-depth analysis of each component can prevent blindspots and biases. It’s not possible to know with any degree of certainty which weaknesses or threats will most compromise sales performance but try to identify contingency plans that lean into the team’s strengths to make up for weaknesses and opportunities that can be exploited. Essentially, have self-awareness and a backup plan for problematic scenarios should they arise and impact your ability to achieve your goals. Your sales strategies are the “how” to successfully reach a revenue target. What specific actions should your team take to have the best chances of attaining their quotas? Obviously, some strategies don’t work out as expected and will need to be further developed, tested, and refined. This is why your plan should have redundancy in the form of multiple strategies. If you put all of your energies into one strategy that doesn’t perform as expected, you will almost certainly fail to reach your goals. We recommend referring to the other aspects of your sales plan to clarify the strategy and add context. In the above example, you’ll notice we’ve included the who, what, when, where and how into a comprehensive sales plan. The only missing component is the why, which you’ve hopefully conveyed to the team in the form of a company mission statement and values. Sorry to remind you that you do indeed have a budget to stick to. Many people argue about what your direct selling expense-to-sales ratio should be. Some people believe your sales expense ratio should not cost you more than 10% of your revenue, others believe it can be much higher. In addition to salaries and other expenses, you’ll need to account for the tools that will be required to get the job done effectively. If your tools have variable pricing based on headcount, it can be a good idea to pair this process with your capacity planning to make sure your plans for hiring and growth will align with your budget. NASA’s 2020 mission to land a rover on mars was painstakingly planned over the course of many years but ultimately executed in a matter of hours when it successfully landed on February 18th, 2021. The planning-to-execution ratio for your business will be significantly lower, but it’s worth noting that a well-thought out plan met with flawless execution can be the difference between a catastrophic failure and a total success. Below are some best practices for creating sales plans with total success in mind. We’re not saying your goals should be able to get a 1600 on the SATs. S.M.A.R.T is an acronym in the goal-setting world standing for Specific, Measurable, Attainable, Relevant, and Time-specific. These are the characteristics that combine to ensure goals don’t become loosely held hopes and dreams. Adding specificity with numerical values for an actual metric helps the goal become rooted in reality and measurable. It shouldn’t be wildly unrealistic or completely irrelevant to the business. And finally, the goal must be given a time-frame, which also helps with measuring. Some of the most famously successful organizations in the world have relied on OKRs when setting their SMART goals. Coined by the legendary Intel CEO Andy Grove, OKRs are Objectives and Key Results. Essentially, you describe the hairy, audacious goal as the objective, and then detail some of the key results that would prove the objective had been achieved. Your sales plan should not be a top secret document only available to those in the organization with a security clearance. If you want everyone on the team to contribute to the sales goals in their individual ways, you must be transparent with the recipe. Transparency helps avoid confusion and set the record straight about what the goal of the sales team is and their north star metric: revenue. First attributed to Moltke the Elder, the quote “no plan survives first contact with the enemy,” has been used, re-used, and modified by many strategic thinkers including Mike Tyson who said, “Everyone has a plan until they get punched in the mouth.” While you shouldn’t view your prospective customers as the enemy — nor should you punch anyone in the mouth — you should understand that plans don’t always go accordingly. You must be able to test various strategies and recalibrate your plans based on what works and what doesn’t.The future of sales planning will be dynamic. Your plans will be subject to a continuous feedback loop of what is working now and how your team can make adjustments to their strategy in order to reach the business goals. People.ai is delivering on this future using patented AI to analyze your sales activity in real-time and extract lessons to increase your ROI, Revenue Operations and Intelligence. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-productivity-metrics Title: People.ai | Key Sales Metrics High-Performing Teams Monitor for Success Meta Description: In this comprehensive guide, we discuss how sales managers can improve their teams’ overall sales productivity by tracking 11 key sales metrics. Language: en Canonical URL: https://www.people.ai/blog/sales-productivity-metrics ## Headings Structure: H1: The Most Important Sales Metrics That Highly Productive Teams Monitor H2: What are Sales Metrics? H3: Sales Metrics H2: What Are Sales Productivity Metrics? H2: How Can Sales Metrics Increase Sales Performance? H3: Metrics To Measure Sales Performance H2: What Are Sales Activity Metrics? H2: What Are Sales Pipeline Metrics? H2: What Are Lead Generation Sales Metrics? H3: Leading vs Lagging Indicators H3: Sales Tracking Tools H3: Create a Winning Team H2: Frequently Asked Questions About Sales Metrics H3: What are sales productivity metrics? H3: How can sales metrics increase sales performance? H3: What are the most valuable sales metrics? H3: How to track sales metrics? H2: Table of contents H2: Article Topics H2: Related Insights H3: Leveraging AI To Unlock Sales Coaching Opportunities H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue ## Main Content: H1: The Most Important Sales Metrics That Highly Productive Teams Monitor H2: What are Sales Metrics? H3: Sales Metrics H4: 1. Total Revenue H4: 2. Average Revenue Per Account/Product/Customer H4: 3. Market Penetration H4: 4. Percentage of Revenue from New vs. Existing Customers H4: 5. Win Rate H4: 6. Year-Over-Year Growth H4: 7. Lifetime Value (LTV) of a Customer H4: 8. Net Promoter Score (NPS) H4: 9. Quota Attainment H4: 10. Pipeline Coverage H4: 11. Sales Expense Ratio H2: What Are Sales Productivity Metrics? H2: How Can Sales Metrics Increase Sales Performance? H3: Metrics To Measure Sales Performance H2: What Are Sales Activity Metrics? H2: What Are Sales Pipeline Metrics? H2: What Are Lead Generation Sales Metrics? H3: Leading vs Lagging Indicators H3: Sales Tracking Tools H3: Create a Winning Team H2: Frequently Asked Questions About Sales Metrics H3: What are sales productivity metrics? H3: How can sales metrics increase sales performance? H3: What are the most valuable sales metrics? H3: How to track sales metrics? H2: Table of contents H2: Article Topics H2: Related Insights H3: Leveraging AI To Unlock Sales Coaching Opportunities H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue In this comprehensive guide, we discuss how sales managers can improve their teams’ overall sales productivity by tracking 11 key sales metrics. When asked about the standard sales metric used to measure sales rep productivity, Oleg Rogynskyy, CEO of People.ai, said, “I don’t think there’s a single ‘standard’ measure of productivity that works. How you measure productivity changes from company to company.” The sales productivity of your team isn’t a one-size-fits-all process, but it still is a process. Consistent sales and revenue growth come from a scalable, replicable sales process that yields results each time. Once you have that, your business can grow with new team members that can be trained on the winning formula. Unfortunately, this can’t occur until you’re fully aware of what works for your business and, perhaps more importantly, what doesn’t. While you may know who’s a consistent performer time and time again, that knowledge can’t be passed on to the rest of the team until you understand why they perform well. Improving sales productivity comes from understanding how and why to monitor your sales metrics. What you can gain from this information helps you make proactive decisions to elevate your business. A sales metric is a data point that represents the performance of individual sales reps, sales teams, or even the entire company. Sales teams use metrics, also known as key performance indicators (KPIs), to measure how much progress they’re making towards their goals, whether they should award bonuses or offer incentives, and to pinpoint weak points. Key performance indicators can also help companies brace for the effects of market changes or make plans for growth in the future. Ideally, the productivity distribution between your high-, medium- and low-performing sales representatives should be balanced, and the team as a whole should see consistent success. A sales target, also known as a quota, is the number of sales a representative or sales leader aims to make in a specified period of time. This is usually measured in revenue or volume. These are some of the most common sales metrics used to measure company-wide performance: Arguably the most important metric of any business is revenue. Total revenue can be measured on any time scale, typically monthly, quarterly, or annually. Annual Recurring Revenue, or ARR, is a common metric of sustained RevOps performance. Similarly, Monthly Recurring Revenue, or MRR, is an equivalent metric on a shorter time frame. ARR is a great metric for predictable revenue when reps are closing multi-year contracts and retention rates are high. The average revenue brought in by a single product, service, account, or customer helps leaders and managers to understand where they should focus their attention and resources. It’s also important to know when your business is heavily weighted and dependent on a few key accounts, which will be evident by a higher ARPA. Understanding your market share is important because it measures where your business is compared to the expected growth outlined in your business or sales plan. Usually, you will find businesses measuring this against their total addressable market (TAM), which is an estimation of how big a given market is for a product or service. It’s worth noting that markets are dynamic, meaning that they can expand or contract for a number of reasons. For example, when Salesforce was preparing to go public in 2003, they stated, “We believe that the CRM applications market was approximately $7.1 billion in 2002.” In the last 12 months, Salesforce revenues were more than $21 billion, which demonstrates that the market for CRM software has grown significantly. Understanding what percentage of revenue is from new and existing customers is helpful for a few reasons. For example, if existing customers account for a growing percentage of total revenue, this can be an indicator your RevOps team is doing a great job of upselling and growing accounts, but the team tasked with acquiring new logos is lagging behind. If new customers are the lion’s share of your revenue, then this could either be an indicator of a high churn rate or hypergrowth. To understand at what end of the spectrum your team is trending, it’s important to track LTV, NPS, and more, which we will discuss later in the guide. Win rate, or the opportunity-to-win ratio, is the measurement of successful deals or deals that close, in comparison to the total deals made – including those that are open, lost, slipped, or in another pipeline phase. Basically, win rate measures sales effectiveness or the ability of a sales team to conclude negotiations. There are a number of factors that contribute to a sales team’s win rate, many of which are covered later in this article. We have also identified the key factors that can enable you to double your win rate. Although growth can be measured over any timeframe – such as month-over-month, quarter-over-quarter, or year-over-year – annual growth showcases high-level execution of strategy and whether long-term growth goals have been achieved. The formula for calculating year-over-year (YOY) growth is as follows, assuming that revenue last year was $50 million and the current year’s revenue has grown to $75 million: [($75MM – $50MM) / $50MM] * 100 = 50% YOY Growth Lifetime value is the revenue that can be expected throughout the duration of the average relationship with a customer. Once a relationship and rapport have been established with an account, your team would ideally nurture this existing relationship to keep them satisfied and grow the lifetime value of the account. LTV is an important sales metric because if your average contract value (ACV) is greater than or equal to your average LTV, it can signal deficiencies in your products or services. Plus, your ongoing sales expenses will likely erase any profit margins. Retention rate and churn rate are important factors in LTV and should be considered when determining the sustainability of your sales team. There are two ways to increase LTV: increase ACV or increase retention rate. If your ACV is $500K, for example, and the average customer renews their two-year contract once for a total retention period of four years, the LTV is $500K * 4 or $2 million. If you want to truly understand the lifetime profitability of your customers, append your profit margin to the equation for lifetime profit (LTP) – not a widely used metric, but vital in our opinion. What is the likelihood that your customers will recommend your product or service to their network? This question is what sales professionals have in mind when they measure net promoter score, where they ask each customer the likelihood of them promoting their business through word of mouth from 1 (not very likely) to 10 (very likely). NPS can be a proxy for customer satisfaction, as we can assume one would only share a product, service, or business they trust and respect. Your champions are those that reported 8-10 on your NPS survey, and detractors are those who reported 7 or lower. Quota attainment tells you whether a sales rep has reached their sales quota within a given time period and what percentage of their quota they have reached. This is an important metric to measure because low quota attainment rates can be a symptom of more complex issues within the sales team, including inadequate coaching, rep ramping, and capacity planning. It’s worth noting that we believe progress towards quota attainment should be tracked in your BI dashboard to intuitively understand how sales activity metrics (more on these later) directly contribute and correlate to quota attainment. A natural next question for any sales leader or sales manager is what percentage of sales representatives are reaching 100% of their sales target? Salespeople at all levels must understand the health of their pipeline compared to their quota. This sales metric will be a leading indicator towards quota attainment – if you don’t have an adequate pipeline to cover your quota, it’s going to be extremely difficult to achieve your goal. Deal slippage can interfere with the results of this metric because if your reps mark an opportunity that slipped from the last period as committed this period, it can offer a false sense of coverage. People.ai scores opportunities based on the actual activity in the pipeline, offering a more accurate analysis of pipeline coverage. It’s important to understand how your sales costs, direct customer acquisition costs, and indirect operating expenses compare to your revenue. The higher your sales expense ratio, the less profitable your sales organization will be. Startups typically see their expense ratios go up as their reps ramp and they move up the product adoption curve. But as the market reaches a state of equilibrium – in other terms, matures – you can expect your sales expense ratio to go down. Already have the right sales performance metrics? Check out how to improve sales effectiveness. Sales productivity is a measurement of how efficiently your sales representatives reach their sales targets. The more time you take to meet your sales goals, the lower your sales productivity. Whether you were able to reduce costs in the process is also tied to your productivity. Just as productivity is measured in the field of economics, sales productivity is measured in a similar fashion, where output or revenue is measured against every unit of input. The goal of observing sales productivity metrics is to pinpoint which inputs result in the highest output. In a data-driven world, a sales professional can no longer rely on their gut or instincts. Today, data drives decisions – without the proper metrics to measure their teams' productivity and performance, a sales manager will be severely handicapped. If you want to gain an edge in today's competitive marketplace, you need to be able to identify what your most effective sales strategy is, how fast your sales and marketing team can accomplish their targets, and whether your sales goals are truly attainable. Ultimately, sales metrics provide sales leaders with key insights into the performance of individual sales reps and the overall performance of the organization, and whether this aligns with the goals they've set at the beginning of the year, quarter, or month. Sales productivity metrics include the following, mostly measured in percentages: Alternatively, a declining quota attainment may indicate a lengthening sales cycle, which could These metrics tell you what your sales representatives spend their time on every day. For sales leaders and managers, sales activity metrics are an invaluable tool for assessing the productivity and efficiency of their sales team. Sales activity metrics can show you where your team or individual representatives’ strengths and weaknesses lie, what tools work best for them, and which areas they can improve on. These are the sales activity metrics that are worth tracking: Tracking a rep’s activity can be mistaken for micromanagement. Instead, frame how a rep’s sales activity measures up to the macro-landscape of the broader team’s activities to clarify their impact and improve execution. As a sales leader, the health of your pipeline is about as important to understand as a doctor taking a patient’s “vitals”. Many of the sales metrics discussed above can indicate the health of one’s pipeline, but they can also influence that health. Net Promoter Score, for example, might seem like a customer satisfaction metric exclusively, but it can impact your sales pipeline. If your existing customers are recommending your product or service to their network, you are more likely to experience organic pipeline growth and unexpected revenue. Quota attainment and rep quota attainment can be measured and monitored to understand if and when quota adjustments should be made. Overwhelming quota attainment, for example, might mean there is more opportunity to grow than initially expected, and targets should be adjusted to motivate performance. Alternatively, declining quota attainment may indicate a lengthening sales cycle, which could necessitate a decreased quota and increased focus on closing later-stage deals. Sales pipeline metrics include: Prospecting is the pump-priming of your sales pipeline. Any sales organization worth its salt will need to measure lead gen performance and continue to monitor leads as they flow through the sales process. Having a firm grasp on lead generation can indicate how well your sales and marketing organizations are functioning — or dysfunctioning. Lead generation sales metrics include: Your performance indicators are broken down into leading and lagging indicators. Leading indicators are more difficult to measure, but they can be more easily influenced with enough planning. These help you predict the results of your performance. A good example of a leading indicator is sales activity metrics. Lagging indicators, on the other hand, are a reflection of your results. Some examples of lagging indicators are low quota attainment or top-of-the-funnel weakness. With so much information to keep track of, utilizing revenue intelligence systems like People.ai can keep everything organized and ensure you can make informed decisions within a sales process moving forward. A customer relationship management tool (CRM) allows sales professionals to track and monitor all their customers’ and prospects’ data in one main hub. With this data, sales teams can make more accurate sales predictions, reports, and strategic business decisions. Tools like People.ai automatically track contact and activity and populate your CRM with accurate, real-time data to the right opportunity accounts. With all the key information organized in a CRM, marketing automation keeps track of all the leads that come through the sales pipeline. This data can then be used to get a more comprehensive look at how prospects think and act – data that will be integral to your sales reports. A buyer activity tracker monitors and logs the sales interactions from the buyer’s side, such as the content shared within the buying team, so your sales representatives can take action in real time. Once you know how buyers respond to your content and interactions, that information can be used to coach sales representatives in effective sales. People.ai shows the calls, emails, meetings; identifies people in the buying group; and benchmarks sales rep performance for targeted coaching. A customer relationship management (CRM) tool is the main hub of information on your customers and People.ai can take over the time-consuming administrative work, allowing sales representatives to spend more time selling and closing deals. AI in sales can tackle activity logging, identify high-priority leads, create new contacts, predict a forecast for the quarter, and more. This all saves time and helps you become more proactive as a sales leader in managing your sales team. Sales metrics help organizations create a replicable process that, in turn, can lead to faster, and more predictable growth. And with AI sales tracking tools, collecting and monitoring these sales metrics becomes a piece of cake. Plus, with a central hub that retains all your key data points, you can easily review all the necessary performance indicators when you want, where you want, and account for performance weaknesses in your team, sales pipeline, and overall strategy. In Stephen Covey’s The Seven Habits of Highly Effective People, he said, “When people are crystal-clear about the most important priorities of the organization and the team they work with and prioritize their work around those top priorities, not only are they many times more productive, they also discover they have the time they need to have a whole life.” These measure how productive your sales reps are and whether they're on track to achieve their goals for the month, quarter, or year. Sales metrics serve as a reminder to reps on whether or not they're hitting their sales KPIs and sales goals within the appropriate time frame. This gives them a chance to recalibrate their approach and cast aside strategies that may be costing them time and money. Some of the most valuable sales metrics include: Sales metrics can be tracked using a number of sales tracking tools. One of the most important tools to have in your arsenal is a customer relationship management or CRM tool, which serves to consolidate all the important data and insights you need on all your customers and prospects. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-productivity-tools-boost-your-productivity-with-these-5-chrome-extensions Title: People.ai | 5 Chrome Extensions to Boost Sales Productivity Meta Description: Boost sales productivity with 5 Chrome extensions: PeopleGlass, Grammarly, Pocket, Momentum, and Zight. Save time and engage customers better. Language: en Canonical URL: https://www.people.ai/blog/sales-productivity-tools-boost-your-productivity-with-these-5-chrome-extensions ## Headings Structure: H1: Boost Sales Productivity with These 5 Must-Have Chrome Extensions H2: Unleash Productivity with the Ultimate Sales Productivity Tool: PeopleGlass H2: Use Grammarly for Efficient Communication H2: Supercharge Your Browser Organization with Pocket‍ H2: Boost Motivation with Momentum H2: Zight: Enhance Customer Engagement with Screen Recording and GIF Creation H2: Less Time on Tedious Tasks, More Time Selling with Sales Productivity Tools: H2: Table of contents H2: Article Topics H2: Related Insights H3: AI’s Impact on the Future of Sales H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience H3: 4 Ways CRM Tools Can Transform Your Sales Process ## Main Content: H1: Boost Sales Productivity with These 5 Must-Have Chrome Extensions H2: Unleash Productivity with the Ultimate Sales Productivity Tool: PeopleGlass H2: Use Grammarly for Efficient Communication H2: Supercharge Your Browser Organization with Pocket‍ H2: Boost Motivation with Momentum H2: Zight: Enhance Customer Engagement with Screen Recording and GIF Creation H2: Less Time on Tedious Tasks, More Time Selling with Sales Productivity Tools: H4: Learn more about how People.ai can help boost your team's sales productivity. H2: Table of contents H2: Article Topics H2: Related Insights H3: AI’s Impact on the Future of Sales H3: People.ai Acquires Hero Research for Enhanced Salesforce Experience H3: 4 Ways CRM Tools Can Transform Your Sales Process Boost sales productivity with 5 Chrome extensions: PeopleGlass, Grammarly, Pocket, Momentum, and Zight. Save time and engage customers better. No one understands the adage, “time is money” more than salespeople. The more time a salesperson spends on non-revenue generating activities, the less time they have to focus on bringing in new business. Luckily, there are plenty of user-friendly Chrome extensions to help save time and streamline your sales process, giving you more time to focus on the most important tasks. Check out the 5 free Chrome extensions all sales teams should be using to save hours a week.‍ ‍With PeopleGlass, there is no need to click into each individual Salesforce record every time you want to update an opportunity. View all your Salesforce records in one simple view – just click and type, and your changes are synced immediately!  This powerful productivity tool simplifies navigation, updates, and collaboration, giving you more time to focus on selling. With PeopleGlass you experience seamless integration, in-line editing, and complete visibility into your pipeline. It also allows you to create rules which cue a notification when an update occurs, giving Sales leaders instant visibility into deals in motion. Say goodbye to cumbersome processes and tedious task lists with PeopleGlass. If you haven’t already adopted Grammarly, it’s time! Poorly written emails, proposals, and other sales collateral can make a negative impression on prospects and customers, leading to lost opportunities. With Grammarly, you can easily eliminate spelling and grammatical errors and ensure that your written communication is top-notch. Write effective emails that resonate with your audience and save precious minutes on editing, freeing up valuable time for more critical tasks. Try Grammarly. Pocket is the easiest way to save websites, articles, videos, and anything else that catches your eye on the web. With one click, it allows you to save relevant articles, blogs, and posts you want to share with prospects and customers, adding more value to your interactions. Pocket also serves as an efficient tool for organizing research as you’re prospecting or preparing for sales meetings. Instead of wrestling with a multitude of open tabs, save and organize crucial information about prospects and their companies in one folder, right in your browser. This not only ensures no information is lost due to an accidental browser closure but also promotes a more organized and efficient workflow. ‍Need a motivation lift to keep your energy up? Momentum is a Chrome extension that provides a daily dose of inspiration and encouragement and keeps your priorities top of mind. Every time you open a new browser tab, you’re greeted with a beautiful image and an inspiring quote or a goal you set for the day, and your to-do list. It’s a great way to maintain focus on the priorities you set and stay motivated. Zight allows you to communicate more effectively with customers through its screen recording and GIF creation features. Leverage Zight for engaging product demonstrations and customized examples. Instead of relying on wordy emails or time-consuming calls, use Zight to record your screen or create GIFs showcasing product usage, explaining complex features, or visually walking a customer through a solution. This not only saves time but also provides a more persuasive and interactive customer experience. Using the right tools can have a big impact on a rep's success. By using Chrome extensions like PeopleGlass, Grammarly, Pocket, Momentum, and Zight, you can save hours completing mundane tasks that take your focus away from closing deals. Try these extensions and take your time back to focus on the activities that make an impact. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-prospecting-ai Title: People.ai | Prospect with Precision Using AI-Powered Buyer Benchmarks Meta Description: Instantly find the right people to connect with on every opportunity using data-backed AI insights. Language: en Canonical URL: https://www.people.ai/blog/sales-prospecting-ai ## Headings Structure: H1: Prospect with Precision Using AI-Powered Buyer Benchmarks H2: Key Takeaways H2: Successful AI-powered prospecting starts with great data H2: Getting the complete story with buyer benchmarks H2: Data security and privacy: Getting insights without personal information H2: Not all AI for sales is created equal H3: Learn how to select the right AI vendor for your business using our comprehensive guide and free RFP template download. H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Rep Performance Benchmarking: What & Why It Matters H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: How to Create a Sales Report that Impresses Leadership ## Main Content: H1: Prospect with Precision Using AI-Powered Buyer Benchmarks H2: Key Takeaways H2: Successful AI-powered prospecting starts with great data H2: Getting the complete story with buyer benchmarks H2: Data security and privacy: Getting insights without personal information H2: Not all AI for sales is created equal H3: Learn how to select the right AI vendor for your business using our comprehensive guide and free RFP template download. H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Rep Performance Benchmarking: What & Why It Matters H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: How to Create a Sales Report that Impresses Leadership Instantly find the right people to connect with on every opportunity using data-backed AI insights. Finding contacts and developing relationships are increasingly essential parts of the sales process since buying groups are expanding. Gartner researchers found that the average size of a B2B buying group is now six to 10 stakeholders. Researching and identifying potential buyers, building buying groups, initiating cold contact with strangers, asking for referrals… These are just a few of the many steps sellers take during the prospecting phase of a deal. Unfortunately, your ability as a seller to find new contacts is often limited to who you know and who your immediate network knows. It can take hours of research to find and connect with a new contact. And once you’ve found that new contact, it can be difficult to know if they’re the right person to help move a deal forward. Fortunately, AI for sales teams is ushering in a new era of precision prospecting. If the old way of prospecting is casting an increasingly wider net and inspecting every single contact that you come across, data-driven precision prospecting uses a laser. AI can help sellers identify exactly the right person to help close a deal at the right moment - even people outside your direct network. And real-time, data-driven insights give sellers deep context on the deal, contact, company, and more - everything you need to develop meaningful and valuable relationships. AI is most useful when it is used to speed up manual and time-consuming tasks. It has the ability to process data and make connections in seconds that would take a person hours or days to do. Prospecting is an ideal use case for AI-powered automation since 40% of salespeople say that finding the right buyers is one of the most challenging parts of the sales process. But applying AI to improve a sales process is easier said than done (and if a vendor is telling you differently, run). The biggest and most important differentiator in any AI platform is access to comprehensive and accurate data relevant to your business and use-cases. It’s the (other) golden rule: the better the data, the better the AI outputs. The first successful AI workflows were built for consumer businesses with data from hundreds of thousands, if not millions of customers. For example, the AI that powers your custom Facebook feed was trained on all interactions of all Facebook users, ever. AI tools for B2B enterprises rely on a much smaller data pool since enterprises prefer to keep their data segregated from each other. As a result, B2B AI applications only recently hit mainstream because their training dataset was always too small. This is where the ability to combine datasets across customers (who opt-in, very similar to what an individual does when they sign up for a Facebook account) becomes useful. Suddenly, B2B AI apps can be trained on much larger B2B datasets. When a GTM AI platform has access to data about millions of contacts, and their history of purchase behavior across thousands of prospect accounts, it can use all that aggregated data to develop lookalike prospects, aka “buyer benchmarks”. Those buyer benchmarks can help answer questions like: This is when AI for sales prospecting gets really valuable, really quickly. Any seasoned seller knows that persona-level data like a person’s name, company, and email address doesn’t tell the whole story. It’s important to combine those three things with additional activity-related context about them as a buyer. What size deals were people like this person involved in? How involved were they and how much influence did they have on getting the deal closed? A high-quality AI platform will help organizations collect all of their sales activity data over years and years of deals and then use AI to analyze all that data to develop buyer benchmarks. When you combine persona and activity data with the network effect of that person’s interactions across organizations, then you can infer if someone actually has the influence to get a deal closed. Here are two examples of insights we share with our customers that are far more valuable than surface level information like name and email address. We also provide insights into the insights so sellers know how to use the information. For instance, someone can have a high inferred win rate but a low buying power and that’s not an ideal combination. This is how you move from casting that wide net to honing in on the right prospects and cultivating the right relationships to close deals. As powerful as AI can be with access to the right data, it’s equally important to make sure you’re protecting your company data and your customer’s data. A good AI company will be transparent about how they’re protecting all that data to make sure it’s A. not shared with another company and B. not used to train any public AI models. Here’s how we’re able to help customers prospect with precision using buyer benchmarks without compromising data security. Our always-growing network of cross-customer data currently contains over 170 million contacts and 2.5 billion unique sales activities. And absolutely none of that data is shared with other customers. Instead, we’ve designed a “lookalike” system so a user can benefit from other company’s data without learning any personal information. Similar to Netflix, who captures data on your viewing preferences and recommends shows similar to those you've liked, we capture and combine millions of points of data from millions of contacts in our database to create lookalike personas that “look” like a person or people in a specific role, company, and industry. We call these Buyer Benchmarks. We are able to do this in an aggregated and anonymized way to ensure we meet the Privacy standards of enterprises. That is why ranges are used vs specific numbers. If your buyer is VP level at a telecommunications company, we’ll look at hundreds of other VPs at similar type companies to see what kinds of deals these people are typically involved in and how they behave. To generate inferred buying power insights, for instance, we take win rates of all the people who were active in opportunities like yours and meaningfully aggregate them and distribute them as high, medium, low. We combine that with what we know about that specific person. That way, we can say with confidence that VP Mrs. Smith at Telecommunications Company X should have high-level buying power for this specific deal. There are many different AI for sales vendors out there who will say they can provide these kinds of insights. Most of them simply can’t because they haven’t spent years and years building a data foundation. It’s this huge, cross-customer database combined with secure, anonymizing AI tactics that allow for the types of reality-based insights that sellers need to work more effectively and close more deals. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-rebuttals-for-objections Title: People.ai | 16 Rebuttals For Sales Objections Meta Description: Handle objections like a pro. Read our guide to common sales objections, rebuttals, and why they work. Language: en Canonical URL: https://www.people.ai/blog/sales-rebuttals-for-objections ## Headings Structure: H1: 16 Rebuttals For Sales Objections H2: What Is Objection Handling? H2: Why Is Objection Handling Important? H3: Objection Handling vs Negotiation H2: Common Reasons For Objections And Example Responses H3: 1. “Not interested.” H3: 2. “Where’d you get my information?” H3: 3. “Why are you calling me?” H3: 4. “I don’t have time.” H3: 5. “Can’t you just send me something?” H3: 6. “I’m not the one making purchasing decisions.” H3: 7. “I don’t understand the product.” H3: 8. “I already have a provider.” H3: 9. “I’m not comfortable giving more information.” H3: 10. “I’m not ready to buy.” H3: 11. “I don’t have the money right now.” H3: 12. “I don’t see a need right now.” H3: 13. “I found another product I like more.” H3: 14. “I found a cheaper product.” H3: 16. “Your product is too expensive.” H2: Additional Objection Handling Techniques H3: 1. Use Empathy To Validate The Buyer’s Concerns H3: 2. Remember To Listen Actively H3: 3. Give Evidence To Put Them At Ease H3: 4. Follow Up Using Open-Ended Queries H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: Why You Need These Sales Skills To Succeed ## Main Content: H1: 16 Rebuttals For Sales Objections H2: What Is Objection Handling? H2: Why Is Objection Handling Important? H3: Objection Handling vs Negotiation H2: Common Reasons For Objections And Example Responses H3: 1. “Not interested.” H3: 2. “Where’d you get my information?” H3: 3. “Why are you calling me?” H3: 4. “I don’t have time.” H3: 5. “Can’t you just send me something?” H3: 6. “I’m not the one making purchasing decisions.” H3: 7. “I don’t understand the product.” H3: 8. “I already have a provider.” H3: 9. “I’m not comfortable giving more information.” H3: 10. “I’m not ready to buy.” H3: 11. “I don’t have the money right now.” H3: 12. “I don’t see a need right now.” H3: 13. “I found another product I like more.” H3: 14. “I found a cheaper product.” H3: 16. “Your product is too expensive.” H2: Additional Objection Handling Techniques H3: 1. Use Empathy To Validate The Buyer’s Concerns H3: 2. Remember To Listen Actively H3: 3. Give Evidence To Put Them At Ease H3: 4. Follow Up Using Open-Ended Queries H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon H3: Why You Need These Sales Skills To Succeed Handle objections like a pro. Read our guide to common sales objections, rebuttals, and why they work. Handling objections is a complex turning point in the sales process. At this stage, it’s your job to show a buyer the value that your product delivers. If you don’t highlight benefits enough, a lead will lose interest. If you’re too aggressive, you might turn off someone who would’ve otherwise loved your product. So, how do you make the perfect rebuttal that isn’t too passive or too pushy? If you want to work on dealing with apprehensive leads, this guide is for you. Read on to learn about objection handling, common sales objections, and how to frame rebuttals for a successful sale. Objection handling is when a lead brings up a concern about products or services and the sales representative addresses this concern so the sale successfully progresses. Common types of objections revolve around pricing, how the product fits the buyer’s needs, and differentiation from competing products. In other cases, objections are simply meant to brush your sales team off. There’s no magic rebuttal that answers all common sales objections. The focus of objection handling is to persuade the lead and reassure them instead of pressuring them. A sales team should get a feel for what their lead’s interests and needs are. By understanding their circumstances, you will master successful objection handling! Strong-arming or arguing with a lead may only strengthen their objections. It also undermines the trust and rapport that you’ve built up. By asking thoughtful, open-ended questions and empathizing with buyers, you effectively answer their objections and build greater rapport. Remember: objections are a part of the sales cycle. Some may be brush-offs meant to dismiss you, but others are legitimate reasons to rebuff your pitch. Learning objection handling will lead to more successful closes and make you a more efficient salesperson. On the surface, objection handling and negotiation seem very similar. However, they have different goals and need different approaches. In objection handling, you’re still in the selling stage of the sales process. You’re addressing concerns to gently break barriers and work your way towards a successful sale. In negotiation, there’s already been a successful sale. You’re simply working out the terms so both you and your lead are satisfied. Negotiations should be entered only when there’s a confirmed sale. Going into negotiation mode when you’re still in the selling stage can make you look pushy and overeager. This may make your lead lose interest and change their mind, so be careful! Wondering how to handle objections while making your pitch? Read this guide to get a list of common objections, the motivations that leads have for making them, and how you can respond. This is a common objection you’ll hear during cold calls. If a lead is irritated and senses that this is a sales call, they’ll often say this before you can even get started on your elevator pitch. An effective strategy for reversing this is to say you understand that it can be annoying to get a call on a busy day. Afterward, ask them to give you a minute to explain the reason for your call. If their objection comes after the pitch, ask what they find uninteresting. Target that disinterest and turn it around. When a potential customer says this, they’re often just expressing frustration because they don’t know who you are or who asked you to contact them. Salespeople who meet this objection should be honest, then hint at why they should choose your product or service. This could pique the interest of an aggressive or difficult customer. There are also times when a lead has simply forgotten that they were the one who voluntarily provided the info through an online form. Form rapport with sales prospects by reminding them about what they filled up. Afterward, ask if they had a positive experience with the lead magnet. This is a common rebuttal from an aggressive prospect if they don’t want to talk to sales representatives. They may feel annoyed because they feel like their name was plucked out of a random list for sales. Diffuse their annoyance by saying you’re interested in talking to them because they are part of your target audience in some way. The more specific you can be about how they fit this ideal customer profile, the better. For example, bringing up pain points that previous leads have in common with them will build rapport. Even if a potential customer has real reasons to be interested in your pitch, you may have caught them at a bad time. They could be busy or listening to your cold calling may simply be lower on their list of priorities for the day. The rebuttal strategy for this is to say you understand they don’t have time to talk right now, then ask them for a different time when they may be available for your sales pitch. If it appears prioritizing is the issue, hint at your product or service’s benefits to subtly persuade them into making time for you. This is one of the common sales objections said when a lead doesn’t have time to hear your elevator pitch. Maybe they’re busy, irritated, or even simply pretending to be busy. Whatever the reason, give them an opportunity to learn more and email them your resources. Ask what they want to learn about your current product, then agree to email information about it to them. Don’t forget to ask a follow-up question to schedule a better time to call back and hear their thoughts about the info. There are sales situations where you call someone who isn’t a decision-maker. They’ll tell you that they can’t personally decide and will have to ask someone else. This is often coupled with a hesitation to bring up your product to a higher-up because they’re afraid of wasting that person’s time. In this case, your rebuttal strategy should focus on getting to talk to a decision-maker. The rule of thumb here is to ask who can make these decisions, then ask if you can be connected to them. If the person you’re talking to is hesitant, emphasize how this will benefit them and the decision-maker. In this situation, you need to bridge the gap in your prospect’s knowledge and give more explanations. Ask them what they want to know about your type of product. Do they want to know about the overall product, or do they just need more details about a certain feature? Spend extra time explaining how it works in clear, concise language. Use situations and cases if necessary to make your explanations clearer. During your sales conversations, prospects may express that they already have something similar from a different provider. However, the provider may actually be addressing a different need from your own product or service. In this case, a sales professional needs to get more information about that other product first. Avoid immediately countering this real objection. When you have enough information about the other product, give your lead your unique selling points. Give compelling reasons that differentiate your product and make it superior. If there’s confusion about how your product addresses a different need, spending time to explain the difference will help. Let’s be real: your prospects don’t know you, and they may feel uncomfortable telling you more about themselves. Build rapport with sales prospects by acknowledging their discomfort, then gain their trust by telling them why you are getting this information. Follow up by bringing up the benefits of your product. If they see that you’re getting their information for a purpose that’s useful to them, they may be more agreeable. This objection often happens because the lead doesn’t think your product is something they should prioritize. Figure out what your lead is prioritizing and create a sense of urgency about the buying process. This will compel them to move it up their purchase list. Examples of ways you can do this include framing it as a missed opportunity or as a small cost now that will bring great benefits later. Think of this as a variation of the type of sales objection above. In many cases, your lead already has the money for a purchase – they’re just allocating it to higher-priority products. Be straightforward and emphasize the benefits of buying sooner rather than later. However, if the price is really their objection, focus on providing them a more affordable payment plan or cheaper product alternative. This will address their biggest pain point while leading to a successful sale. This objection is a sign that the prospect isn’t ready to buy a product yet because they haven’t even considered it yet. They may have the money to make the purchase but lack knowledge about your product’s benefits. In this situation, focus on their pain points and how your product solves them. Draw attention to the added costs of not getting a solution right away, similar to ignoring a cavity or leaky roof. You can also help them visualize the benefits they won’t get if they don’t purchase immediately. Chances are, this objection is being raised because your lead has been pitched by other competitors. At this stage, they’re already convinced to go with another product. Don’t lose hope, as this is a clear signal they are ready to make a purchase. Find out what they like about the competing product and highlight how your product addresses this in a better way. Don’t belittle the competing product – remember, they’re already sold on it, so disparaging it will feel like you’re insulting their decision-making. Focus on highlighting the benefits to their specific needs. To overcome pricing objections like this one, you’ll need to draw on your product’s unique selling points. Explain why your product gives better value for their money. Drive your product’s superiority home by giving them negative reasons why your competitor may be able to provide their product at a cheaper price. Examples include a lack of useful features, flimsier material, or lack of customer support. This is an objection that is often presented after the prospect finds out your product’s final cost. In this case, they may need to be reminded about how valuable your product’s benefits are. They may also want more proof of quality or results to smooth over their price concerns. Highlight the benefits that make your product worth the price. This can be made more convincing by relating the story of another customer with the same objection, but who over time was pleased by their purchase. Now that you know how to handle different objections, here are other techniques you can use to help you close the deal. These techniques can be applied to all objections and can make your pitch more convincing. Let your potential customer know that you understand where their concerns are coming from. This simple statement can reassure them and make them more open to hearing your proposal. Build trust by making your lead feel that you’re paying attention to them. Avoid interjections even if they talk at length, ask relevant questions, and restate key points. Make it a habit to note a lead’s interests, needs, fears, and motivations. Once you’ve pitched enough times, you may notice that leads often give the same objections. Draw on these experiences when talking to the next lead. Tell them how you’ve talked to another lead with the same pain points and how they ended up being happy with your product. Have positive client reviews and case studies ready to convince them further. Ask open-ended questions to keep the conversation flowing and gather more information about your lead. In the course of an answer that goes beyond a simple “yes” or “no,” they’ll often give away what their pain points are. Think of this as an opportunity to learn more about their concerns and prevent the pitch from hitting a dead end. Some objections are simply made to dismiss you, while others are rooted in real concerns about your product. Whether these are genuine objections or mere brush-offs, both can still lead to a successful sale with the right rebuttal. If you’re having problems handling a lead’s concerns, try this guide’s tips to break down their barriers during your next pitch. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-rep-performance-benchmarking Title: People.ai | Sales Rep Performance Benchmarking: What & Why It Matters Meta Description: What is Sales Rep Performance Benchmarking? Learn why this data is so valuable, and how you can use it to increase your sales team's performance! Language: en Canonical URL: https://www.people.ai/blog/sales-rep-performance-benchmarking ## Headings Structure: H1: Sales Rep Performance Benchmarking: What & Why It Matters H3: Why benchmark your reps? H3: Benchmark in a way that makes sense for your org H3: Isolate behaviors of high performers for coaching and goal-setting H3: Improve hiring and rep onboarding H3: Benchmarking is a powerful way to move the needle H2: Table of contents H2: Article Topics H2: Related Insights H3: Boost Sales Performance: The Science of Moving the Middle H3: 8 Sales Strategies To Reach & Convert More Customers H3: How To Develop KPIs In 7 Steps ## Main Content: H1: Sales Rep Performance Benchmarking: What & Why It Matters H3: Why benchmark your reps? H3: Benchmark in a way that makes sense for your org H3: Isolate behaviors of high performers for coaching and goal-setting H3: Improve hiring and rep onboarding H3: Benchmarking is a powerful way to move the needle H2: Table of contents H2: Article Topics H2: Related Insights H3: Boost Sales Performance: The Science of Moving the Middle H3: 8 Sales Strategies To Reach & Convert More Customers H3: How To Develop KPIs In 7 Steps What is Sales Rep Performance Benchmarking? Learn why this data is so valuable, and how you can use it to increase your sales team's performance! Do you know which activities differentiate your top sales reps from your low performers, aside from revenue generation? Or what differentiates top performers in how they spend their days, what their average deal size is, and what top performers consider a waste of time? As organizations face an increasingly competitive market with ever-shrinking margins, it’s imperative to be able to drill down into detailed data that gives you key insights to better hire, ramp, and coach sales professionals. It’s not enough to benchmark against industry standards. You need quality data that enables you to benchmark your reps in your org based on their behavior. When you benchmark, you give yourself a baseline of data specific to what’s actually going on in your org that allows you to measure initial performance and make smart decisions as to what to change. You can begin to separate high performers from low, and hone in on specific behavior patterns that help you improve reps’ performance, bookings, and efficiency. Benchmarking uncovers actionable information, such as the type of activities, the average duration, and cadence throughout the year that separates high and low performers. It answers questions such as: With People.ai Sales Rep Performance Benchmarking, you establish your criteria for “quality” with an internally used and normalized metric for rep performance, typically a form of attainment. Then, we use AI to determine which activities (by number, average duration, and cadence) truly differentiate performance in your sales org. This data can be sliced by anything that is valuable to your org, especially when it comes to potentially different sales motions, including, but not limited to: From these analyses, People.ai provides specific, actionable playbooks by phase, product, segment, industry, and region, enabling your sales enablement team to set dynamic goals to ensure all sales activities are high-value. It’s not enough to count activity levels. The number of activities itself doesn’t drive performance, but rather it’s the TYPE of activities your reps do, and when they do them, that leads to success (or failure). People.ai has multiple ways to conduct benchmarking, with the simplest requiring access to email and calendar data. Here’s an example of benchmarking results based on email and calendar data for a company in the commercial segment (but which was selling as if to enterprise customers): Key insights you might glean from these results: Based on data like this, you can coach reps to ensure they are doing the right activities, at the right time, with the right cadence, as well as discourage reps from spending too much time on less valuable activities. You can use benchmarking data to hire better. Based on the above data, you might ask candidates how they prefer to engage with customers. Do they prefer to meet in person or by email? It should be noted that enterprises often do need in-person meetings, so this data can be used to make sure new hires are placed in the right roles and that their strengths are leveraged. Benchmarking data enables you to customize your onboarding and ongoing enablement programs for maximum success. With clear numbers for 30, 60, and 90-day activity levels of top performers that ramp, you can coach new hires accordingly. More data points and better data quality leads to better questions, insights, and decisions. People.ai benchmarking can deliver actionable insights across your entire go-to-market team using activity-based goal setting for success, ensuring you have an organization of Top Performers. Learn more about what performance data like benchmarking can do for your team by scheduling a demo of People.ai. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-report Title: People.ai | How to Create a Sales Report that Impresses Leadership Meta Description: Impress leaders with sales reports by providing context, using data, interpreting results, and guiding future strategies. Language: en Canonical URL: https://www.people.ai/blog/sales-report ## Headings Structure: H1: How to Create a Sales Report that Impresses Leadership H2: What is a Sales Report? H2: Why Sales Reporting is Important H2: Types of Sales Reports H2: Sales Data to Report On H2: What to Include in a Sales Report? H3: Include an Executive Summary H3: Measure Against Goals H3: Report on the Right Data H3: Know Your Audience H3: Keep it Consistent H3: Include Annotations and Interpretations H3: Make Plans for Acceleration or Course Correction H2: Before (and During) Action Reports H2: Automate Your Sales Reporting H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: People.ai Named a Leader in 5 Enterprise G2 Spring Grid Reports ## Main Content: H1: How to Create a Sales Report that Impresses Leadership H2: What is a Sales Report? H2: Why Sales Reporting is Important H2: Types of Sales Reports H2: Sales Data to Report On H2: What to Include in a Sales Report? H3: Include an Executive Summary H3: Measure Against Goals H3: Report on the Right Data H3: Know Your Audience H3: Keep it Consistent H3: Include Annotations and Interpretations H3: Make Plans for Acceleration or Course Correction H2: Before (and During) Action Reports H2: Automate Your Sales Reporting H2: Article Topics H2: Related Insights H3: People.ai Wins G2’s Best Software 2022 Award H3: RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline? H3: People.ai Named a Leader in 5 Enterprise G2 Spring Grid Reports Impress leaders with sales reports by providing context, using data, interpreting results, and guiding future strategies. After Action Reports (AARs) have been used to analyze the past and improve future performance by military generals dating back to Julius Caesar; and more recently adopted by businesses for the same purposes—et tu, Brute? AARs are the analysis of a sequence of goal-oriented actions, conducted retrospectively or prospectively. Similarly, sales reports should be goal-centric and actionable for improving the collective performance of the team. In this article, we detail what makes for a good sales report, the importance of reporting, and what the future of sales reporting looks like. A sales report details activity, results, and rationale for a product, rep, team, or organization's performance over a given period of time. The report relies on interpretations of data to measure progress against the plan, communicate wins and loses, and update projections based on actual performance. A sales report is more than just a recap of the numbers; it’s an opportunity to reflect and review what actions influenced those numbers. A process of reporting at regular intervals can be used as a method to coach your team towards success, just like athletic coaches review game film to offer their team an analysis of which plays worked well, what mistakes impacted the scoreboard, and strategies to prevent future mistakes. Paired with a sales plan, the sales report is what enables leadership to measure the team’s performance and understand why and how the team missed, met, or exceeded expectations. For example, has the sales capacity plan played out as expected with a growing head count or has attrition spiked, rep ramp slowed, and performance slipped? Sales reports can differ based on the time-frame being reported, the data being reported on, and the report’s author or audience. The company could be on a short-, mid-, or long-duration reporting cadence (or a combination of each), usually daily, monthly, or annually, respectively. More importantly, however, the type of sales report will be based on who is reporting and the data being reported, such as: It can feel like a waste of time reporting on the past when you could be spending that time actively selling and generating future performance. This is why we must reimagine the weekly sales report by utilizing real-time and automated reports to keep tabs on the leading indicators that directly influence performance. Not only does a revops dashboard provide you with machine learning insights based on your team’s sales activity, but the data is automatically integrated without any manual data entry. When building your sales report, you should rely almost exclusively on the data to do the reporting because sales reports are not op-eds. The data can be measured against your previous performance and the goals established in your sales plan to provide context for where you are today, compared to where you were and where you thought you’d be. Your assessment of the data is where you can explain what you believe contributed to these results. Ultimately, the data should help guide you towards improving performance, even if performance is at an all-time high. If, on the other hand, the results are disappointing and sales goals have been missed, you must use the data to formulate a plan to get back on track. The data you include in your report should be limited in complexity, focusing on the main KPIs that have contributed to performance. Some examples of data to include in a sales report include: Jim Collins, author of Good to Great and other best-selling management philosophy books, has a great line about prioritizing too many KPIs: “If you have more than 3 priorities then you don’t have any.” Limit your report to include only data that provide actionable insights and takeaways for the team to implement moving forward. You might be wondering how you can write a sales report that will impress your boss or leadership. Ultimately, the data will dictate much of how leadership judges your performance but there are some important formatting and talking points that will help elevate your report in the eyes of the beholden boss. The odds are good that the person reading your report will be a manager of managers and therefore reviewing multiple sales reports. This is why the executive summary is a vital component of the report as it can signal to leadership if they need to spend more time digging into the details of your report (if anything notable or uncharacteristic stands out in the summary). The executive summary should be short, to the point, and comprehensive of everything that will be covered in the report. Think of the executive summary as a table of contents with additional context for each item. A good sales report is framed in the context of the goals established before the period, such as opps generated and quota attainment. This is important for posing a number of performance related questions: Goal-based performance analysis is important for measuring the metrics that leadership has deemed matter most. Tying data back to the original projections holds everyone accountable and can help make future plans more realistic. Vanity metrics are the data points that make you look good but don’t actually move the needle. These are not what you should include in your sales report. If you’re putting together a report on rep ramp, for example, your report likely wouldn’t focus on how fully ramped reps have been able to shorten the sales cycle by a certain percentage. While an important metric for the team’s overall performance, this data overshadows the main goal of the report. We mentioned that your report will not only be read by your direct supervisor, but by your supervisor’s supervisor, the board of directors, investors, and possibly others. This means that being concise and to the point will certainly be appreciated by executive leadership, but extra attention must be paid towards readability, accessibility, and usability. User experience is typically thought of exclusively in regards to product development, but in reality, we must assume, even if untrue, those reading our reports (like those using our products) are not in the trenches each day. In your sales report, use language that is straight forward, define acronyms and key words, annotate charts and graphs, and otherwise make your report as digestible as possible for any audience. Your sales reports should mostly maintain the same structure and formatting to standardize the process, making it easy for readers to scan for the important information as well as easy for you to regularly compile reports. Reporting should also occur at a regular cadence and look back over a consistent time-frame. This not only helps further incite reflection and establish accountability, but also over time, can reveal macro trends that aren’t recognizable amongst the minutiae of shorter and more recent time scales. Data visualizations are important for quickly conveying trends and insights from the period being reported on, but data visualizations alone are not enough. You must formulate interpretations of the data and highlight them within the visualizations themselves. This will help guide your readers to connect the same dots you did when analyzing the data. Outline what you’ve learned from this period’s performance and how you plan to close the feedback loop next period. Now that you’ve assessed you or your team’s performance this period, it’s time to make forecasting adjustments depending on the outcomes covered in your report. If things went exceedingly well this period, what is your plan to accelerate (or simply sustain) this growth? If things didn’t go as planned, how should we adjust our goals or strategies to make sure we have more accurate quotas and regular attainment. This could mean investing more in the strategies, tools, and markets that have delivered the most value and results while reducing or eliminating those that lagged or failed to add value. We started this article with a discussion of After Action Reports (AAR) but we believe this method of reporting needs to be inverted to account for the adaptive learning nature of data-driven reporting, becoming Before Action Reports (BAR) — or even, During Action Reports. Not only because it’s a better acronym, but because we believe sales reports should be more prescriptive and actionable. Reports must include tangible ideas for improvement guided by the data. C-suite executives are responsible for the performance of the entire organization but heavily rely on those closest to the situation to report their data insights for avoiding past mistakes and navigating uncharted territory. Sales reporting is no longer a snapshot of the previous period but an ongoing process of iteration, refinement, training and implementation. Modern teams are driven by transparency such as pipeline visibility and must continue this progress towards live action reporting and guidance. Sales performance is no longer measured only in the past, but also in the present and even the future. BI dashboards equipped with machine learning algorithms use the sales activity data your team generates to visualize the current status report and predict future performance. The future of sales reporting should incorporate this 360-degree awareness. Whenever possible, use your reports as an opportunity to ask yourself, as Peter Thiel famously does, “How can you achieve your 10 year plan in the next 6 months?” This mindset forces us to think differently about the big picture mission and how we could potentially accelerate our progress towards fulfilling that mission. One thing that might actually get in the way of this progression is spending inordinate amounts of time reporting. This is why we at People.ai are proponents of sales automation and in this situation, reporting automation. People.ai empowers reps to find the needle-moving strategies in the haystack of their activity data without the distractions of manual entry and reporting. Sales managers can use People.ai to get a status report on their team’s ramp, results, revenue, and rationale for performance. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-rituals Title: People.ai | Improving the four essential sales rituals with data and AI Meta Description: How to improve the sales rituals your team does everyday by leveraging unused data and AI. Language: en Canonical URL: https://www.people.ai/blog/sales-rituals ## Headings Structure: H1: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H2: Improving the Fundamentals H2: The four essential sales rituals H3: 1. Forensics H3: 2. Account Execution H3: 3. Opportunity Management H3: 4. Forecasting H2: Leveraging previously unused data for maximum impact H3: Watch The Sales Shift to learn more about how to transform essential sales rituals into pipeline engines. H2: Table of contents H2: Article Topics H2: Related Insights H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI H3: How to Create a Sell Sheet That Converts ## Main Content: H1: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. H2: Improving the Fundamentals H2: The four essential sales rituals H3: 1. Forensics H3: 2. Account Execution H3: 3. Opportunity Management H3: 4. Forecasting H2: Leveraging previously unused data for maximum impact H3: Watch The Sales Shift to learn more about how to transform essential sales rituals into pipeline engines. H2: Table of contents H2: Article Topics H2: Related Insights H3: Using the Right GTM Data to Navigate Economic Uncertainties H3: Future-Proof Your Business: Unleash Your GTM Potential with SalesAI H3: How to Create a Sell Sheet That Converts How to improve the sales rituals your team does everyday by leveraging unused data and AI. Are you sick of performing the same sales rituals (think: account plans, opportunity qualification, forecasting) over and over and not getting results? For most sales teams, it’s not the processes themselves that are broken. Instead, a lack of easily accessible data and automated workflows are to blame. If you’re still running your sales team without leveraging all of your go-to-market engagement data combined with publicly available company information, you’re leaving money on the table. But there’s good news. The essential sales rituals you’ve been doing for years still have the potential to help you develop consistent processes, drive predictable revenue, and close more deals, faster. But for these rituals to work, they must be modernized using automation and data and available in your existing workflows. This is the sales shift. During The Sales Shift webinar, People.ai SVPs of Sales Chris Albro and Chad O’Connor shared how sales organizations can update their practices for today’s challenging business landscape. Smaller budgets, larger buying teams, siloed data, too many sales tools, and inefficiencies in traditional approaches have all made selling harder. The SaaS heyday of the early aughts are long behind us. The sales shift isn’t about returning to laminated sales methodology scorecards or your old-school sales playbooks collecting dust. Instead, this "return to fundamental rituals" demands modernization, powered by the strategic use of data and AI. Today’s teams have the potential to be more effective and productive with the help of an end-to-end revenue platform that can help scale processes, improve seller effectiveness, and increase revenue. There are four essential sales rituals. Each one of them is critical to an efficient and effective sales process. Together, they help organizations build, manage, and progress their pipeline. Forensics is about understanding the who, what, where, and why of your accounts and opportunities. Here’s the reality many organizations face today: they’re drowning in data but are unsure how to use it. Forensic sales tactics involve gathering insights like: Modern tools powered by AI allow sales leaders to surface this critical info almost instantly, offering a "single pane of glass" view. Is Sally engaging enough of her territory? Is she talking to the right people with buying power? Is the deal multithreaded? Relying on intuition and word-of-mouth to answer these questions is no longer sufficient. Ai data platforms  exist to provide those answers with clarity and accuracy using data that is automatically captured. And for situations where outcomes are not as expected - engagement levels are low or the right people are not engaged, for example - an AI data platform can also offer suggestions on best next steps to take or a specific person to connect with. An account plan is only as good as the strategy behind it and the execution that follows it. Chris referred to account execution as often being a "blind spot" for sales teams. Historically, creating an account strategy was fragmented and time intensive. Sellers relied on incomplete CRM data, spreadsheets, or PowerPoint presentations that were easily lost or misaligned. And they wasted hours combing through websites, listening to podcasts, reading press releases, combing LinkedIn, etc to fill in the gaps about every single account. Now, automation helps sellers complete account plans with accurate and complete data in minutes. And modern revenue platforms provide data-rich insights that draw on historical sales activity data. This approach bridges the gap between existing knowledge and new opportunities. You’re no longer limited to public-facing content like market filings but can uncover useful patterns in customer interactions. With AI, you can do more than build out strategies—you can also measure how effectively your team is delivering on them, all within the same dashboard. Opportunity management is the pipeline progression engine of sales. From the moment an opportunity is created to the time it’s marked closed (won or lost), a team’s execution and alignment here defines their success. However, as Chad explained, managing deals with incomplete or unreliable data ultimately wastes time. Deals stagnate in the pipeline, or worse, fail altogether because: This is where real-time, data-driven opportunity management can provide value. By qualifying deals early, proactively identifying risks, and advising sellers the exact actions they need to take with specific personas, sales leaders know that every deal in their pipeline is qualified, healthy, and progressing. At People.ai, opportunity management is also totally customizable to an organization’s sales methodology or qualification framework. The tool is embedded right in the CRM and a feature called “Answer Assist” uses real-time data to complete qualification. Sales leaders also love it because it’s possible to keep track of which sellers have completed qualification and the health of every deal in the pipeline. Forecasting is often described as the sacred ritual of sales—and for good reason. It's the ultimate measure of how well your pipeline activities align with your sales goals. But in today's market, forecasting accuracy has never been more challenging or more crucial to success. Too often, data silos and a lack of visibility result in seller optimism outpacing reality. Deals forecasted for the quarter won't close, and leaders find themselves scrambling to explain discrepancies to the C-suite. With AI-driven insights, forecasting can finally become what it was meant to be: actionable, precise, and grounded in reality. Real-time visibility across accounts, opportunities, and pipeline metrics allows for confidence in the numbers you report. Finding repeatable success with sales rituals starts and ends with leveraging the right data at the right time. Think about all the valuable information sitting idle in your team's call transcripts, calendar entries, emails, LinkedIn messages, and in various sales tools. It needs to be captured automatically and unified into a single place. But capturing previously unused and idle data is relatively easy. Every sales tools says they can do that. The real magic that drives positive results comes from the way data is processed on the backend. The best AI data revenue platforms (like People.ai) filter out anything personal or confidential from captured data, organize it by accurately matching the activity to the right account/opportunity (no matter the complexity), and enrich it with crucial details about your contacts' roles and buying power. All that data is then combined with data in other sales tools and publicly available company information from across the Internet. This means that instead of relying on gut feelings, you can: Data is the missing piece of the sales rituals puzzle. When you collect and unify unused and idle data, it can feed AI-powered revenue tools that power bigger deals, faster sales cycles, and more predictable revenue growth are possible. Ultimately, AI doesn’t replace sales fundamentals. It enhances them. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-skills Title: People.ai | Why You Need These Sales Skills To Succeed Meta Description: There's no doubt that a great sales rep is a valuable asset to any company. But what sales skills actually make someone a great sales rep? Language: en Canonical URL: https://www.people.ai/blog/sales-skills ## Headings Structure: H1: Why You Need These Sales Skills To Succeed H2: 20 Most Important Sales Skills Every Rep Needs H2: What Are Sales Skills? H2: Hard Skills Vs. Soft Skills H2: 20 Essential Sales Skills H3: 1. Relationship Building H3: 2. Knowing When To Keep Quiet H3: 3. Time Management H3: 4. Storytelling H3: 5. Research H3: 6. Critical Thinking And Problem Solving H3: 7. Collaboration H3: 8. Product Knowledge H3: 9. Technical Acumen H3: 10. Business Communication H3: 11. Client Engagement H3: 12. Active Listening H3: 13. Conflict Resolution H3: 14. Public Speaking H3: 15. Social Selling H3: 16. Lead Qualification H3: 17. Contract Negotiation H3: 18. Policy Knowledge H3: 19. Referral Selling H3: 20. Closing Skills H2: Why Learning These Skills Is Important H2: How to Improve Your Sales Skills H3: Find A Mentor H3: Take Sales Training Courses H3: Take Every Opportunity To Learn H3: Be Receptive To Feedback H3: Monitor Your Progress H2: What Actually Makes a Great Sales Rep? H2: Table of contents H2: Article Topics H2: Related Insights H3: Fool-Proof Ways To Increase Your Market Share H3: Account Planning: Defining a Sales Account Plan Strategy H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap ## Main Content: H1: Why You Need These Sales Skills To Succeed H2: 20 Most Important Sales Skills Every Rep Needs H2: What Are Sales Skills? H2: Hard Skills Vs. Soft Skills H2: 20 Essential Sales Skills H3: 1. Relationship Building H3: 2. Knowing When To Keep Quiet H3: 3. Time Management H3: 4. Storytelling H3: 5. Research H3: 6. Critical Thinking And Problem Solving H3: 7. Collaboration H3: 8. Product Knowledge H3: 9. Technical Acumen H3: 10. Business Communication H3: 11. Client Engagement H3: 12. Active Listening H3: 13. Conflict Resolution H3: 14. Public Speaking H3: 15. Social Selling H3: 16. Lead Qualification H3: 17. Contract Negotiation H3: 18. Policy Knowledge H3: 19. Referral Selling H3: 20. Closing Skills H2: Why Learning These Skills Is Important H2: How to Improve Your Sales Skills H3: Find A Mentor H3: Take Sales Training Courses H3: Take Every Opportunity To Learn H3: Be Receptive To Feedback H3: Monitor Your Progress H2: What Actually Makes a Great Sales Rep? H2: Table of contents H2: Article Topics H2: Related Insights H3: Fool-Proof Ways To Increase Your Market Share H3: Account Planning: Defining a Sales Account Plan Strategy H3: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap There's no doubt that a great sales rep is a valuable asset to any company. But what sales skills actually make someone a great sales rep? Sales is one of those fields where having a formal education isn’t really necessary for success. In fact, almost half of all sales reps today had no plans of entering a career in sales initially. Still, all sales professionals must possess a certain set of skills – skills that make them more attuned to the needs of their customers. Here, we break down 20 of the most important sales skills every rep should have. Whether you’re a rookie sales representative or a seasoned pro, this list has something for you. Sales skills are the traits and characteristics that would help a sales professional pursue potential customers and guide them through every step of the sales process. Being a successful salesperson is about more than just selling efficiently though. It’s also about creating a positive and fulfilling buying experience. Doing so encourages brand loyalty with customers, increasing their likelihood of making a repeat purchase and referring the brand to new ones. Hard skills can be described as the technical, teachable sales skills that you learn through formal training. Examples of hard sales skills include proficiency in sales software, product knowledge, business communication, and prospecting. Soft sales skills, on the other hand, are interpersonal attributes that people learn as they interact and collaborate with others. Soft skills include time management, empathy, communication, conflict resolution, and critical thinking. A successful salesperson must have both hard and soft skills. It isn’t enough to know all the right sales strategies and sales methodologies in the world – if you don’t know how to collaborate with your teammates, empathize with customers, and resolve conflicts, then you won’t be able to form the meaningful connections you need to achieve success. Relationship-building skills are formed with a combination of different soft skills, including empathy, verbal and non-verbal communication, listening, emotional intelligence, and networking skills. Emotional intelligence is a big part of relationship building and a major key to becoming an effective salesperson. This means being self-aware of one’s own thoughts, emotions, and behaviors, having the social awareness and empathy to pick up on emotional cues and dynamics in a group and having the capacity to maintain relationships through effective communication and teamwork. This is essentially another way to describe good listening skills. Sales conversations shouldn’t always be a one-way street. The best salesmen know when to shut up and listen to their potential clients to gain a better understanding of their wants, needs, and pain points. One critical sales skill that every sales professional must possess is time management. As the saying goes, time is money. And that applies both to you as a salesperson and to your customer. So an effective salesperson is someone who can pitch their product as efficiently as possible. But time management isn’t just essential when facing clients. It’s also important for handling all the administrative work that goes on in the background. Sales representatives spend two-thirds of their working hours on administrative tasks like manual data entry. This leaves very little time for selling. A good salesperson will manage their time properly to strike a better balance between these two necessary parts of the job. After a presentation, only 5% of attendees remember statistics. Yet an overwhelming majority remember stories. Storytelling is one of the most powerful skills salespeople should have in their arsenal. Humans connect with stories more than plain facts and figures. So when making a sales pitch, remember to use a story-centered approach versus one that puts numbers and statistics in the center. Knowledge is power, as they say. To keep up in a competitive landscape, sales reps need to be up to date on the latest market trends and buyer attitudes. What use are mountains of data when you don’t have the critical thinking skills to scope out what’s relevant and what’s not? Sales professionals must be quick on their toes too, able to problem solve themselves out of tough situations. Gone are the days of the individualistic, every-man-for-himself attitude that once plagued sales. Today, most companies organize sales professionals into teams where they must learn how to listen, give way to others’ ideas, build on those ideas, and collaborate to keep the gears turning. An effective sales rep is someone who is intimately familiar with the product or service they’re selling. After all, the sales rep’s job is to convince potential customers of the product or service’s ability to add value to their lives. Without extensive knowledge of the product/service’s functions, benefits, and advantages over the competition, a sales rep would have a harder time convincing customers to get on board with what they’re selling. These days, sales professionals rely on CRMs, sales enablement technology, and revenue intelligence software to reduce some of the more tedious and time-consuming aspects of the job. As such, sales professionals need to at least have a willingness to learn how to use these tools. As mentioned, strong communication skills are the building blocks of what makes a good salesperson. But business communication, also known as business acumen or business intelligence, is a specialized form of communication that allows for the constant flow of information among all the moving parts of a business. At the end of the day, good business communication builds goodwill in a business and encourages growth. Client or customer engagement is the act of communicating with your customers to create stronger connections with them and, in turn, to convince them to patronize your business. You need to be able to hold your customers’ attention all throughout the sales pipeline, so customer engagement is as much about confidence and persuasion as it is about patience and consistency. Active listening skills are an integral part of client engagement. Active listening involves not only hearing what a customer has to say but taking a keen interest in what they’re sharing. By providing affirmations, showing concern, and asking specific and open-ended questions, you can build trust and rapport with your customers. In sales, conflict is inevitable, whether it comes from clients who have issues with your product or service or colleagues who may disagree with your sales strategy. Conflict management and resolution are thus important skills to have if you want to maintain long-term relationships with clients and your co-workers. It can be tempting to allow situations to escalate, but doing so also puts you at risk of burning bridges and destroying important relationships. Anyone who wants to become successful in sales must work on their public speaking and presentation skills. Giving sales presentations and pitches may come naturally to some people, particularly those who are more inclined to extroversion. But that doesn’t mean that more introverted people can’t excel at public speaking. Research, preparation, and practice can all help dampen the nerves and improve one’s ability to give a presentation. Social selling can be described as the act of “leveraging your social network to find the right prospects, build trusted relationships, and achieve your sales goals.” According to LinkedIn, there are four pillars of social selling: Lead qualification is about evaluating potential customers to determine which ones are most likely to make a purchase. Lead qualification is important because it allows for a more efficient allocation of sales and marketing funds. Contract negotiation is the process of discussing the terms of a contract that defines a particular working relationship. The goal of contract negotiation is to ensure that all parties involved are satisfied with their assigned rights and obligations, as well as knowledgeable of the risks involved with entering the relationship. A good negotiator is someone who can find a solution that is mutually beneficial for all parties involved, and that the contract does not result in any conflicts in the future. All sales organizations abide by a certain set of policies that serve to uphold the company’s vision. When you work for a sales organization you make a promise to uphold the company’s policies and set an example to other members as well. Sales referrals happen when sales professionals gain the contact information of prospective clients through an existing customer. According to Chron, sales referrals are “among the most valuable prospecting methods used by salespeople at small businesses to generate new leads”, as it eliminates the need for cold-calling and warming up clients. However, asking for a referral can be tricky and requires finding the right timing and providing the right incentives to existing customers. Closing is arguably the most important part of the sales process. It’s that moment of victory when you get a prospect to sign a contract or agree to make a purchase. But closing takes a fair amount of persistence, patience, and resilience. In fact, a whopping 80% of sales are made only by 8% of sales representatives. And the average closing rate is only 19% across all industries. In a competitive field like sales, it’s survival of the fittest to meet one’s quotas. Even within companies or sales teams, sales professionals compete for better opportunities and higher pay. If you don’t step up, you can cost your company thousands of dollars and get left behind in the dust by more skilled players. And while technology can help make parts of the sales process easier and less time-consuming, at this point, technology cannot replace real talent. As such, it’s highly important that you keep trying to improve your sales skills, both soft and hard. So how exactly can you improve your sales skills and separate yourself from the pack? According to the Center for Sales Strategy, sales representatives with 30 minutes or less of sales coaching a week have up to 43% win rates. Those that get at least two hours of coaching a week experience a win rate of 56%. But what should you look for in a mentor? First, it’s important to consider what you need a mentor for. What areas of your work are you struggling with and what kind of expert do you need for guidance? Next, look at some of the top performers within your company. Look for someone whose performance and behaviors you want to emulate. Finally, find someone you can get along with. Different people have different teaching styles. While some mentors may be able to provide a hands-on approach, some may just allow mentees to shadow them and learn by observation. There are numerous courses and certifications out there. You can ask your company to organize some sales training programs or you can seek certification courses outside of your company as well. The sales industry is constantly evolving, thanks in part to all the new technology that keeps cropping up. Like a shark in the ocean, if you don’t keep swimming, you’ll die. What separates a great salesperson from a mediocre one is their ability to keep moving and adapting to new trends, see opportunities in challenges, and learn from adversity. Do not be quick to take offense to criticism and feedback. You need to be receptive to others’ opinions of you, as they can give you a different perspective on how you’ve been performing as a sales professional. Asking for feedback from colleagues and managers also shows that you value the input of others. In the same way that we have KPIs and benchmarks for our teams, it’s also important to set goals when trying to learn new skills. Do you think you have what it takes to be a great sales rep? While some people may seem to be born for the sales world, there are a few key skills that anyone can learn and develop. Ultimately, what makes a great sales rep is a willingness to learn and grow and a receptiveness to feedback, criticism, and help from peers and mentors. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-stats Title: People.ai | 20 Sales Stats to Help You Sell Smarter in 2022 Meta Description: Sell smarter in 2020 with these sales stats. Discover future trends and improve your strategies. Language: en Canonical URL: https://www.people.ai/blog/sales-stats ## Headings Structure: H1: 20 Eye-Opening Sales Statistics That’ll Help You Sell Smarter in 2022 H2: Why We Chose These Sales Statistics H2: Supercharge Data Collection In Your Organization By Leveraging Artificial Intelligence H2: Sales Prospecting Statistics H3: 1. One study found that optimistic sales professionals outperformed their pessimistic colleagues by 57%. H3: 2. Sales reps can take up to 18 calls to connect with a buyer. H3: 3. 19% of buyers have a desire to connect with a sales rep during the awareness stage of the buying process. H3: 4. A whopping nine out of 10 companies use two or more lead enrichment tools to get to know their prospects more. H3: 5. At least half of your prospects won’t be a good fit for what you’re selling. H2: Sales Follow-Up Statistics H3: 6. Nearly half of all salespeople do not attempt to contact prospects after making one follow-up. H3: 7. 75% of online buyers prefer receiving between two to four phone calls before making buying decisions. H3: 8. 72% of all sales calls go unanswered. H3: 9. 57% of people say they’d be more likely to buy from sales managers who don’t use pressure on them when following up. H3: 10. Up to 50% of sales go to the first vendor to respond to potential buyers. H2: Sales Email Statistics H3: 11. Despite the popularity of social media, email is believed to be almost 40 times more effective than Facebook or Twitter at acquiring new and non-referred customers. H3: 12. For every dollar spent on email marketing, sales organizations make a whopping $44 in return. H3: 13. Over a third of all email recipients open their emails based on the subject lines alone. H2: Sales Call Statistics H3: 14. 41.2% of salespeople still believe that their phone is the most effective sales tool they have. H3: 15. Successful salespeople spend 54% of their time on a sales call talking. Unsuccessful salespeople speak for only 42% of the time or less. H3: 16. Sales experts avoid the phrase “Did I catch you at a bad time?” as it can lead to a 40% drop in bookings. H2: Social Selling Statistics H3: 18. 65% of sales reps who integrate social media into their sales strategy fill their pipelines. H3: 19. In 14 industries, half of all revenue is influenced by social selling, including industries like computer software, healthcare, marketing, and advertising. H3: 20. The use of social selling tools can lead to an increase in win rate by five percent and a jump in deal size by up to 35%. H2: Want Even More Sales Statistics? H2: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: Reimagining the Life of Sales Engineering with Data H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: Generative AI is About to Change the Way Your Team Sells - Here’s How ## Main Content: H1: 20 Eye-Opening Sales Statistics That’ll Help You Sell Smarter in 2022 H2: Why We Chose These Sales Statistics H2: Supercharge Data Collection In Your Organization By Leveraging Artificial Intelligence H2: Sales Prospecting Statistics H3: 1. One study found that optimistic sales professionals outperformed their pessimistic colleagues by 57%. H3: 2. Sales reps can take up to 18 calls to connect with a buyer. H3: 3. 19% of buyers have a desire to connect with a sales rep during the awareness stage of the buying process. H3: 4. A whopping nine out of 10 companies use two or more lead enrichment tools to get to know their prospects more. H3: 5. At least half of your prospects won’t be a good fit for what you’re selling. H2: Sales Follow-Up Statistics H3: 6. Nearly half of all salespeople do not attempt to contact prospects after making one follow-up. H3: 7. 75% of online buyers prefer receiving between two to four phone calls before making buying decisions. H3: 8. 72% of all sales calls go unanswered. H3: 9. 57% of people say they’d be more likely to buy from sales managers who don’t use pressure on them when following up. H3: 10. Up to 50% of sales go to the first vendor to respond to potential buyers. H2: Sales Email Statistics H3: 11. Despite the popularity of social media, email is believed to be almost 40 times more effective than Facebook or Twitter at acquiring new and non-referred customers. H3: 12. For every dollar spent on email marketing, sales organizations make a whopping $44 in return. H3: 13. Over a third of all email recipients open their emails based on the subject lines alone. H2: Sales Call Statistics H3: 14. 41.2% of salespeople still believe that their phone is the most effective sales tool they have. H3: 15. Successful salespeople spend 54% of their time on a sales call talking. Unsuccessful salespeople speak for only 42% of the time or less. H3: 16. Sales experts avoid the phrase “Did I catch you at a bad time?” as it can lead to a 40% drop in bookings. H2: Social Selling Statistics H3: 18. 65% of sales reps who integrate social media into their sales strategy fill their pipelines. H3: 19. In 14 industries, half of all revenue is influenced by social selling, including industries like computer software, healthcare, marketing, and advertising. H3: 20. The use of social selling tools can lead to an increase in win rate by five percent and a jump in deal size by up to 35%. H2: Want Even More Sales Statistics? H2: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: Reimagining the Life of Sales Engineering with Data H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: Generative AI is About to Change the Way Your Team Sells - Here’s How Sell smarter in 2020 with these sales stats. Discover future trends and improve your strategies. Sales managers and sales representatives have a lot of work to do to sell smarter in 2022. If you want to be part of your organization’s high-performing sales teams, you need to keep your ear to the ground and have an awareness of the latest trends in the sales industry. Luckily, there are plenty of sales statistics out there to help sales professionals succeed. Here are 20 eye-opening sales stats that will help you close more deals and up your sales strategy this year. Happy selling! In 2022, your company’s goals may be the same as ever: increase your market share and boost your revenue. But to do those things effectively, you’ve got to understand that things have and will continue to change following the pandemic. Since remote work became ubiquitous, digital sales have reached brand new heights. Ecommerce sales are expected to make up nearly a quarter of all global retail sales. According to Gartner analytics, by 2025, up to 80 percent of all B2B sales interactions will happen online. This dramatic shift to digital sales is not going anywhere, and so it’s become all the more important for sales organizations to embrace a more data-driven approach to selling. Thus, we present a list of sales statistics that can help successful sales teams become even more successful this year. Here, we cover a wide range of topics, from sales prospecting to social selling. As useful as CRMs are at consolidating customer data, they still require many hours of manual data entry. In fact, studies estimate that sales reps spend two-thirds of their working hours on administrative tasks like manually inputting information into their CRMs. With People.ai’s Revenue Intelligence System (RIS), you equip your team with one of the best dedicated sales analytics tools and revenue intelligence platforms in the industry. The RIS automatically captures real-time insights into things like customer activity, seller activity, and opportunity data, minimizes manual data capture, and filters out your data before it makes its way into your CRM. You get the full picture of your sales strategies for a fraction of the cost and effort it takes without AI-driven tools. Learn more about People.ai’s Revenue Intelligence System. Sales prospecting is defined as the process of finding potential clients or buyers, otherwise known as prospects. Over 40% of sales reps say they struggle with sales prospecting the most out of all the stages of the sales cycle. Whether your sales team feels the same way or not, these sales prospecting statistics should help you transform your sales reps into more effective and confident prospectors. Yes, even when pessimists have more experience and better skill sets. It turns out that attitude and mindset are just as important as sales training. Persistence pays off. This ties into the overwhelming success of optimists versus pessimists. The awareness stage is the first phase of the customer journey, when prospective clients are first learning about the product. At this point, most prospects are discovering that they have a specific problem that needs solving, and perhaps your product or service can provide the solution. You must provide the information they’re looking for, whether through blog posts and articles, videos, or social media posts. Lead enrichment tools are tools that help companies gain more in-depth knowledge about their prospects, including their social media accounts, company names, locations, etc. Closing rates across industries are, in fact, not as high as you think. The business and industrial industry, which has the highest closing ratio of all industries, has a close ratio of just 27%. So yes, a big chunk of your prospects will be bad fits, but don’t be disheartened by this statistic. Take it as a reminder that not all prospects are worth wasting your time on. The trick is determining early on in the sales process whether you have a good or bad fit on your hands. [Source: Sales Insights Lab] A sales follow-up is any action you take after pitching to potential customers to further convince them to make a move. A study by the Brevet Group found that four-fifths of sales need about five follow-ups to close. Again, persistence pays off. If you want to be part of the 20% of salespeople who make up 80% of all sales, you need to follow up at least five times before throwing in the towel. And up to 12% would like sales leaders to try and reach out to them as many times as possible. On average, you need to make at least 8 follow-up calls before you get an answer. [Source: Baylor University] Instead of annoying or pressuring prospects into making a purchase, a more effective way to convert an average person into buying into your sales pitch is by reminding them of their problem or need and propping up your product or service as the best solution for it. This statistic highlights the importance of responding quickly when a potential buyer expresses interest. Vendors who can promptly answer questions and provide additional information are more likely to earn the sale. Love it or hate it, email marketing is one of the most effective ways a modern sales team can successfully penetrate their target market. By creating compelling and targeted email campaigns, sales teams can build relationships with potential and current customers, generate leads, and close more sales. Up your email marketing game with the following statistics: Additionally, eight out of 10 prospects said that they prefer talking to sales reps via email over any other medium. [Source: The Brevet Group] The average ROI for email marketing is about 4,300%. Email marketing is thus a lucrative investment for sales organizations. On the other hand, 69% of email recipients mark their emails as spam based primarily on the subject lines. But good subject lines are only part of the equation. If you want to get more email responses, you have to learn the art of the follow-up. Two to three follow-up emails are considered optimal for getting a response. More and more people are expressing their dislike for picking up their mobile devices and having a phone conversation — let alone one with a complete stranger. With that in mind, is the phone call still part of the repertoire of popular sales tools you should employ as a sales rep? Or should you ditch it for other channels? Meanwhile, 63% say that making cold calls is their least favorite part of the job. [Source: Sales Insights Lab] More successful sales pros used collaborative words like “we” instead of individualistic words like “I”. Try using a warmer, more personal phrase like “How are you?” This phrase is said to increase one’s likelihood of scheduling a meeting by 3.4x. Social selling is the process of using a brand’s social media channels to research, make connections with, and interact with prospects. Today, social prospecting has trumped traditional prospecting such as cold calls and door-to-door selling. But while social selling seems like a no-brainer for your average sales rep, you actually need more than your basic sales skills to become successful at it. These stats can help you better gain the attention of customers through platforms like Facebook, Twitter, Instagram, LinkedIn, and more. In fact, four out of 10 sales reps have closed two to five deals, thanks to social media. The primary forms of engaging prospective customers through social media are liking, commenting, sharing content, connecting, and sending a personalized invite to someone to join your network. According to the Sales Benchmark Index, sales reps who integrate social selling into their sales strategy hit their quotas 66% more often than sales reps who do not. While these statistics give you a sense of the broader industry, and what works for high-performing sales organizations, nothing beats personalized, actionable insights derived straight from your very own team’s performance. A revenue intelligence tool will not only help you capture more data that will lead to increased efficiency, revenue growth, and a better sales strategy, but it will also help in improving the accuracy of your sales forecasting, reducing data silos, decreasing friction among teams during handoffs, and uncovering blind spots in your sales pipeline. Boost your bottom line — try People.ai’s Revenue Intelligence System today. The sales statistics that we’ve chosen to share in this blog post will help you sell smarter in 2022. They provide insights into the latest trends in prospecting, follow-ups, social selling, and more. By understanding these trends and leveraging AI to get better, more nuanced insights into your sales activities, you can improve your sales efforts, boost company productivity, and stay ahead of the competition. Are there any sales statistics that surprised you? What changes will you make to your selling strategy based on what you’ve learned? Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-strategy-example Title: People.ai | 8 Sales Strategies To Reach & Convert More Customers Meta Description: Boost team performance and gain market insights with these 8 powerful sales strategies to help your company stand out from the competition. Language: en Canonical URL: https://www.people.ai/blog/sales-strategy-example ## Headings Structure: H1: 8 Sales Strategies To Reach & Convert More Customers H2: How To Choose The Best Revenue Intelligence 8 Sales Strategy Examples Every Business Should Be Using In 2022 H3: 8 Ways To Boost Your Sales Process H3: What Is A Sales Strategy? H3: Why Do You Need A Sales Strategy? H3: Building An Effective Sales Strategy H3: The 8 Best Sales Strategy Examples H3: How Do You Ensure Your Reps Are Using These Sales Strategies? H3: Take Your Sales Strategy Beyond “Best Practices” H2: Table of contents H2: Article Topics H2: Related Insights H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: [Data] 5 Characteristics of Closed-Won Deals H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth ## Main Content: H1: 8 Sales Strategies To Reach & Convert More Customers H2: How To Choose The Best Revenue Intelligence 8 Sales Strategy Examples Every Business Should Be Using In 2022 H3: 8 Ways To Boost Your Sales Process H3: What Is A Sales Strategy? H3: Why Do You Need A Sales Strategy? H3: Building An Effective Sales Strategy H4: Set Organizational Goals H4: Recruit, Train, And Properly Compensate Your Sales Team H4: Measure And Evaluate Performance H4: Track Sales Activities H3: The 8 Best Sales Strategy Examples H4: 1. Define Your Ideal Buyer Profile H4: 2. Separate Yourself With A Nexus H4: 3. Sell The Micro-Problem H4: 4. Decrease Your Time-To-Value H4: 5. Build A Tailored Marketing Automation Program Around Your MQLs H4: 6. Capture The Problem Better Than Your Competitors Do H4: 7. Find A Weakness Within Your Competitors’ Strength H4: 8. Train Your Team To Be Just 1% Better H3: How Do You Ensure Your Reps Are Using These Sales Strategies? H3: Take Your Sales Strategy Beyond “Best Practices” H2: Table of contents H2: Article Topics H2: Related Insights H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: [Data] 5 Characteristics of Closed-Won Deals H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth Boost team performance and gain market insights with these 8 powerful sales strategies to help your company stand out from the competition. Successful sales professionals know that every little advantage matters if you want to dominate the market. If you can come up with an effective sales strategy plan to distinguish yourself from the competition, you should seize it. But how do you build the right sales strategy template that will empower your sales representative and help them create amazing pitches? Here, we'll define what sales strategies are, eight types of sales strategies you can try, and how each one can help you reach your organizational goals. Simply put, sales strategies are sales tactics, goals, or actions that form a guide for how your sales reps will position your organization and products to market segments. It also serves as sales training for all the best practices which your employees must remember and use. It has distinct objectives for product positioning, competition analysis, and your sales processes. An effective sales strategy hones your sales teams' strengths, trains them to craft a more appealing sales pitch, and improves conversion rate. Gradually, it will lead to a loyal customer base and a strong sales team. Because it gives you an in-depth look at sales activity, it's one of the best sales tools for reaching revenue goals and getting insights to improve team performance. If you don't know which strategy to use or have problems with your current one, you can use People.ai to get powerful insights into your sales and marketing team. You'll find the following practices useful if you're putting together a sales strategy plan: You need to develop goals so you can accurately measure if your marketing teams' activities are delivering the best possible results. Keep your goals as measurable and specific as possible. For example, you can task your team to increase lead generation by 40% in Q1. This will clarify performance evaluation when the time comes. Create a list of attributes and baseline criteria that your sales managers should use to screen prospective employees. This is crucial to finding and retaining talented representatives. After that, you should have a comprehensive onboarding plan that will guide them through the sales process and prepare them to handle customers. Don't forget to reward hard work with proper compensation and benefits to build employee morale and loyalty. Create metrics that will help you track organizational performance throughout the sales cycle, be it on company, team, or individual levels. Examples of metrics you can use to measure performance are monthly reviews and KPIs. Track all aspects of the sales process from the pitch to closing. This is crucial to refining your sales process and developing best practices for your organization's growth. Even if your organization is just starting out, this will help you set benchmarks and document your team's progress towards these goals. It's not enough to have a superior or unique product offering. You need to distinguish your organization and product during the sales process. Here are eight sales strategies that can help you stand out from the pack. Create detailed customer profiles (a.k.a. buyer personas) that describe your targeted market segments. This should include notes on their buying process, market size, and psychographics. It should connect to your product offering and how it can address pain points. A nexus is defined as a connection between two or more things. In successful sales strategies, a nexus is an insight that will change the way your customer sees a problem and thinks about it. This insight is usually polarizing, but this is fine as long as the majority of your target market agrees with it and the solution you offer. The best nexus for your organization is polarizing, challenges your customer's confidence, and makes them question the way they think. Persuade them that the status quo needs to change. "Sell the problem, then sell the solution" is a popular sales strategy to reach more customers. However, we often fail to think of how a product offering offers a distinct solution. There are a number of ways to solve a problem, but typically your product can only do a few of them. Go back and think about the problem that your unique selling point solves. This will help your sales reps distinguish your product and emphasize its value. We often say "time is money", and there's nothing that a prospective customer hates more than feeling like you're wasting their time. When making sales calls, your solution selling should get to the point fast. Emphasize the value immediately. This is especially true for cold calls. You are more likely to build new customer relationships if you open the call by immediately saying why you're calling. Make it a point to shorten cold emailing and calls with all prospective and existing buyers. Marketing qualified leads (MQLs) are those that your marketing team has measured to be more likely potential customers. However, generating them takes a lot of time and hard work. To optimize team performance, you should use a marketing automation program to get better leads. Different programs have different ways of doing this. Try a few and see which best works with your company's sales process. Some score leads to see if they fit your ideal customer profile before your sales reps reach out. Others track customers' browsing behavior to get feedback on what content matters most to them. The key to customer acquisition is to show them that you understand their problem better than the competition. Stop harping on product functionality and the superior features, and start training your sales organization to learn about your potential customers' problems. Put them in the buyer's shoes and encourage them to think about what makes them tick. By knowing their pain points, you can effectively show how your organization and product can successfully solve these. Let's face it, no organization or product can do everything. Take an honest look at your competitors and what they're best at. Then think about what that strength fails to solve for your ideal customers. For example, Apple may not have Microsoft's broad customizability. However, it’s instead positioned itself as an easy-to-learn, one-size-fits-all tech and device provider. This allowed it to capture a large customer base that wasn't into tinkering with systems and programs. It's okay to acknowledge your opponent's strengths, and some customers may actually appreciate this as a sign of honesty. This even builds trust in your organization. The key is to figure out how your own organization can do something better than your competition. Weak links can hurt the entire organization, but there's also no way that everyone can be good at everything. Instead of forcing each sales employee to optimize their performance for every role, examine their strong points and jobs in your organization. Make every sales employee well-rounded for all tasks. This will help cover all bases with core competency. Then, train them to excel at a specific role, be it presenting strategies or closing on qualified leads. Your team leaders shouldn't be doing their subordinates' tasks. This wastes time, stifles employee potential, and negatively impacts organization growth. Coach employees on how they can best do their roles, and use data to help you understand what they need to improve their performance. Simple: get performance insights. Most of the time, we blindly process sales conversations without making connections between results and employee practices. By taking a closer look at the impact of each employee and their actions on the customer journey, you can better understand team performance. This will help you give more effective recommendations for improvement, and let you evaluate if your marketing plan will attain your sales goals. These sales strategies are just a few examples of how you can outperform the competition and increase your market share. In the coming years, expect to see more companies use new technology and solutions to widen their customer base and improve their sales performance. This is where a solution like People.ai can come in handy. Find out more about how it can help you get a closer look at your target customers, reduce operational expenses, and improve team performance. Schedule a demo today! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-tracking Title: People.ai | 9 Sales Tracking Tips to Track Activity and Performance Meta Description: Sales tracking organizes and monitors sales activities and outcomes. Discover key metrics and tips to improve visibility, accountability, and results. Language: en Canonical URL: https://www.people.ai/blog/sales-tracking ## Headings Structure: H1: 9 Sales Tracking Tips to Track Activity and Performance H2: What is Sales Tracking? H2: Why is Sales Tracking Important? H3: 1. Rank Order Funnel Priorities and Next Steps H3: 2. Monitor Team Performance and Coaching Opportunities H3: 3. Measure Progress Towards Goals H3: 4. Leverage Data in Account Planning H2: 5 Types of Sales Metrics to Track H3: 1. Lead Sources H3: 2. Activity Metrics H3: 3. Pipeline Coverage H3: 4. Win Rate H3: 5. Churn Detection H2: Sales Tracking Software Powered by AI H2: Table of contents H2: Article Topics H2: Related Insights H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth ## Main Content: H1: 9 Sales Tracking Tips to Track Activity and Performance H2: What is Sales Tracking? H2: Why is Sales Tracking Important? H3: 1. Rank Order Funnel Priorities and Next Steps H3: 2. Monitor Team Performance and Coaching Opportunities H3: 3. Measure Progress Towards Goals H3: 4. Leverage Data in Account Planning H2: 5 Types of Sales Metrics to Track H3: 1. Lead Sources H3: 2. Activity Metrics H3: 3. Pipeline Coverage H3: 4. Win Rate H3: 5. Churn Detection H2: Sales Tracking Software Powered by AI H2: Table of contents H2: Article Topics H2: Related Insights H3: Revenue Operations: The Key to Driving Results in Today’s Market H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth Sales tracking organizes and monitors sales activities and outcomes. Discover key metrics and tips to improve visibility, accountability, and results. Tracking your opportunities, deals, and sales inefficiently can add the work of a part-time project manager on top of your already full-time sales role. Ideally, your sales tracking workflow would fit seamlessly into your sales process to keep you informed and prepared for the next move to win more deals. If you’ve struggled with tracking your sales or the activity of your sales team, this article is for you, because we cover sales tracking best practices, tips to evolve your processes, and more. But first, let’s make sure you’re tracking what we mean by “tracking sales.” Sales tracking is the process of increasing the organization, visibility, and accountability of the sales funnel, cycle, activities, and outcomes. Although tracking sales is an operating procedure, most sales teams leverage some form of sales tracker to help automate. Even so, many of the products available require manual effort on behalf of the user. Tracking sales consistently and uniformly is how everyone on your sales team can quickly get up-to-speed on a deal, ensure no opportunities are falling through the cracks, and measure performance to goal. Sales tracking is most often done within a CRM, but even the most sophisticated CRMs have their bottlenecks and inefficiencies, whether it be a confusing user interface or otherwise relying on reps to manually update. This is not meant to discourage you, however, because shortly we will provide tips for leveling up your current sales tracking system. Sales tracking is beneficial from both the micro and macro perspectives. Reps must have a firm grasp on the deals that are most relevant and top of mind, as well as those that are still open but moving a bit more slowly. Managers and leaders must also be able to understand the team’s macro performance and how it can guide their sales planning, coaching, and reporting. Having a single source of truth for how to move forward with each and every deal is the key to unlocking the value from tracking sales. The ability to move multiple deals through the funnel while managing each at their own pace is made more efficient through the sales tracking process, where otherwise it could feel like herding cats. A formal tracking process, such as in a spreadsheet (like the example below from PeopleGlass), can highlight which deals should be prioritized and clear next steps to move the deal closer to won. From a sales management perspective, sales tracking offers insight into pipeline risk, at-risk deals, and other performance issues that highlight coaching opportunities. This is particularly helpful when the sales tracking inputs are being automatically aggregated because it paints a more accurate picture of reality. If your sales tracker relies on mostly manual inputs, your overview of pipeline and deals are more susceptible to sandbagging or worse, inflation to appear more competent and successful than they really are. Revenue is the KPI of every successful business. If you aren’t measuring the indicators that drive revenue then it’s impossible to know what actions must be taken to reach your goals. Having a centralized location to track performance and progress towards your revenue goals will make it easier to quantitatively measure and achieve more predictably. Don’t let your sales tracking process end when the deal is won. Instead, continue implementing the same processes to grow accounts. If reps put a pin in deals when they close, never to return, we miss those opportunities to grow incremental revenue. Once deals are won, they should remain in the purview of reps and managers to understand where opportunities are for revenue growth. Not only can this semi-regular attention from reps increase customer satisfaction and retention, but also help keep relationships warm for upselling opportunities. Sales managers should be tracking sales from start to finish (and beyond) to surface account engagement metrics and reassign accounts if necessary. If you don’t have a formal sales tracking process in place, you won’t know opportunities are slipping through the cracks until it’s too late. Sales metrics are like the medical vital signs of the sales tracking world. We rely on them to understand whether or not our organization is healthy. Below are some sales metrics your team should be tracking: Understanding where leads are most effectively generated is where the sales tracking process originates. Through tracking sales enablement analytics, various lead capture sources, scoring, routing, and more. Unsophisticated teams will capture leads from a download, sign-up, or social media engagement, but have no method or process for tracking, prioritizing, or nurturing these valuable leads. Your lead gen engine should be as fine-tuned as any other high-performance engine. The modern car engine is made easier to understand, diagnose, and optimize through the integration of tracking sensors and through sales tracking technology, your lead gen efforts can be fast, efficient, and performant. Tracking rep activities, such as emails, calls, meetings, proposals, demos, or other elements of your team’s sales process, can help surface signals that drive deal outcomes. Positive signals are those that indicate an increase in the cause (i.e. more meetings), will have a positive impact on the effect (i.e. more sales). If your company discovers that reps who make a follow-up call one day after a first meeting close more deals, this is a positive signal for following up the day after the first meeting. Activity metrics can also surface negative signals or those practices that don’t have a perceivable impact on closed-won deals and might even contribute more to lost deals. Considering revenue is the KPI for most sales teams, having enough potential revenue in the pipeline is a crucial metric to track. Pipeline coverage simply means your team has enough opportunities in the pipeline to cover revenue goals if enough of the deals close. Accuracy of information might be the most important component of pipeline coverage because any misleading data could result in overconfident revenue projections or underperforming outcomes. The beauty of all this sales tracking is the macro perspective you get from looking at performance across all deals. Win rate is one such metric because when using it as your objective and key result (OKR), you can better understand how coaching initiatives and performance-enhancing integrations are driving actual results. It’s no secret that customer retention is one of the most important factors in customer lifetime value and that a good account planning strategy can help boost this number significantly. Tracking sales performance beyond closed-won sounds counterintuitive at first, and many argue this should be passed on to the support team, but it’s a vital metric for top-line growth and performance. After the deal is won, your reps should be looking for opportunities to further grow the account and prevent churn through increased attention and support. Churn detection and overall account engagement can help underscore where there are opportunities for expansion and further nurturing. The process of tracking sales has gone from handwritten notes in one’s Rolodex to the modern digital CRM. Even now, sales tracking is undergoing another evolution as automation and predictive AI make the process even more seamless and supportive.People.ai removes the manual work component that consumes millions of rep man-hours as well as the inconsistencies and ambiguities inherent in self-reporting. PeopleGlass from People.ai simplifies the sales tracking process even further by extracting the pertinent information from Salesforce into an easy-to-track and update spreadsheet view. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-tracking-software Title: People.ai | The Impact Of Sales Tracking Software On Your Business Meta Description: Maximize your sales and marketing potential. Learn how sales tracking software can enhance your processes. Language: en Canonical URL: https://www.people.ai/blog/sales-tracking-software ## Headings Structure: H1: The Impact Of Sales Tracking Software On Your Business H2: What Is Sales Tracking Software? H2: What Does A Good Sales Tracking Software Platform Include? H3: 1. New Lead Tracking H3: 2. Activity Reports H3: 3. Loss Reports H3: 4. Funnel Reports H3: 5. Conversion Rate H3: 6. Won Opportunities H3: 7. Average Sale Price H2: Understand And Track Every Aspect Of Your Sales Cycle H3: Annual Recurring Revenue H3: Win Rate H3: Conversion Rate H3: Sales Cycle Length H3: Lead Scoring H2: Improving Processes And Streamlining Workflows H3: Access To The Same Data H3: Automation H3: Better Coaching And Mentorship H2: Prioritize Better With Custom Lead Scoring H3: Improved Marketing Campaigns H3: Increased Revenue H2: Understand The Health Of Your Sales Pipeline H2: Automate Your Sales Workflow H2: Why Should You Use People.ai Sales Tracking Software? H3: Opportunity Management Capabilities H3: Account Management H3: Multi-Industry Solutions H2: Sales Tracking Software: Stop Losing Winnable Deals H2: Table of contents H2: Article Topics H2: Related Insights H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth ## Main Content: H1: The Impact Of Sales Tracking Software On Your Business H2: What Is Sales Tracking Software? H2: What Does A Good Sales Tracking Software Platform Include? H3: 1. New Lead Tracking H3: 2. Activity Reports H3: 3. Loss Reports H3: 4. Funnel Reports H3: 5. Conversion Rate H3: 6. Won Opportunities H3: 7. Average Sale Price H2: Understand And Track Every Aspect Of Your Sales Cycle H3: Annual Recurring Revenue H3: Win Rate H3: Conversion Rate H3: Sales Cycle Length H3: Lead Scoring H2: Improving Processes And Streamlining Workflows H3: Access To The Same Data H3: Automation H3: Better Coaching And Mentorship H2: Prioritize Better With Custom Lead Scoring H3: Improved Marketing Campaigns H3: Increased Revenue H2: Understand The Health Of Your Sales Pipeline H2: Automate Your Sales Workflow H2: Why Should You Use People.ai Sales Tracking Software? H3: Opportunity Management Capabilities H3: Account Management H3: Multi-Industry Solutions H2: Sales Tracking Software: Stop Losing Winnable Deals H2: Table of contents H2: Article Topics H2: Related Insights H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H3: AI Revolution: Sales Organizations’ AI Maturity Levels Explained H3: GTM Insider: Verizon's Thoughtful Approach to AI Sales Growth Maximize your sales and marketing potential. Learn how sales tracking software can enhance your processes. Sales strategies are challenging to perfect. Between reviewing past data and taking note of current trends, using this information to improve future business operations can take time. Fortunately, that’s where sales tracking software can come in handy. As your company grows, you’ll need a more capable CRM system to keep track of prospects, existing customers, and tasks. If you don’t yet have sales tracking software to streamline your sales process, this article will tell you everything you need to know about how they work and what benefits they provide. As its name suggests, sales tracking software allows your sales team to keep track of sales-related activities. This might include customer interactions like emails, phone calls, messages, and other communication methods. Sales tracking software will also note sales rep performance, such as how long employees spend on a specific task and how they nurture leads. Ultimately, sales tracking software can identify parts of your strategy that work and don’t work. Through a combination of artificial intelligence (AI) and machine learning (ML), it can turn all your data points into actionable insights. No two sales tracking software is the same, but the best ones have a few features in common. These features include the following. Acquiring new leads is essential to a healthy pipeline for any sales manager. As such, you’ll want to pick sales automation software that can provide valuable information like who your leads are and how they discovered your company. Gathering information like what your customers do for a living and what problems they need to solve can tell you where to invest your time and how best to capture their attention. Knowing where your potential customers are along the pipeline can also help redirect your focus towards consumers who are ready to convert. Cataloging your sales activities can tell you a lot about what works and what doesn’t. Activity reports can tell you everything from when you last contacted a lead to how many calls it took to get them to close a deal. With this information, you can learn how to move deals through your sales funnel faster. Sales managers can also use this feature to train reps better. They can track what agents are doing to encourage leads to close and what strategies could use some fine-tuning. Unfortunately, not every lead will pull through. Still, keeping track of why you might be losing out on deals can help you refine your strategy and ensure you don’t make the same mistakes. This information can also help you craft more accurate forecasts. Sometimes, getting a lead into your sales funnel is easier than moving that funnel forward. If your leads aren’t converting, tracking where along the funnel most of them drop off can put your strategy into perspective. In most cases, turning qualified leads you already have into potential buyers is much easier and more cost-effective than acquiring new ones. Good sales tracking software should reflect your conversion rates in real-time, which can help you reassess tactics that may not be working as well as you’d hoped. Won opportunities refer to how many sales you close in a year. Software that gives you a quick overview of this information can help you visualize the impact of your sales activities. This statistic can help you prioritize winning tactics and work on improving them. The average sale price of your strategy tells you how much you make every time you close a deal. Naturally, the higher this number is, the better. Tracking software can be handy, especially when you offer subscription services at varying price points or provide product upgrades. It’ll let you know how effectively your sales team is upselling customers and whether you need to re-evaluate your prices. In sales, accurate business metrics can make and break your success. With quality sales tracking software, you can keep a close eye on sales metrics that matter, such as the following: As its name suggests, your annual recurring revenue pertains to how much money you bring in every year. This number can help you achieve accurate sales forecasting and determine whether you’re making your sales targets. A win rate refers to how many deals you close and win within a specific period. Analyzing this number can help you gauge your overall sales performance and how much pipeline coverage you need to hit sales targets. Like a win rate, your conversion rate measures how many qualified leads result in closed-won deals. Monitoring these rates ensures that you’re selling to the right audience and helps you improve the overall quality of your sales leads. Your sales cycle length is the average time it takes to close a sale. With this metric, sales leaders can pinpoint potential delays within the cycle and what may be causing them. Lead scoring involves ranking a potential lead based on how likely they are to convert. These scores pertain to buyer behaviors, demographics, company information, and more. Naturally, a higher score means a better lead. By paying close attention to these scores, you can determine which leads are worth more of your time. If your team performance is falling below your expectations, sales tracking software can streamline your workflows and improve your entire sales process in the following ways: Instead of keeping your team members siloed, you can provide access to the same call lists, reports, and other information to ensure everyone is on the same page. Sales tracking tools can help eliminate the human error that occurs within data entry and consolidation. Not to mention, it allows your teams to stay focused on more important tasks. If your sales staff lacks coaching, having a transparent view of your workflows can improve their customer relationships and overall productivity. You can identify performance issues within your team and figure out the best ways to improve them. As we mentioned above, lead scoring is a key metric that can help you improve your current sales process. However, lead scoring may look different with various sales tracking apps. Here are a few ways lead scoring can help you attain your sales goals: For marketing teams, lead scoring can help identify high-performing campaigns and strategies. You can create new buyer personas to score more qualified leads if necessary. With accurate lead scoring, your reps can prioritize qualified leads who are more likely to impact your bottom line and increase your revenue. A healthy sales pipeline makes for healthy profits. When you track pipeline coverage, you get a better sense of the sales opportunities for an individual sales rep compared to their quota. With sales tracking software tools, you can calculate this ratio based on your product, sales cycle length, and business segment. You can also use predictive analytics tools to determine your late-stage pipeline coverage and whether your entire process is still helping you meet sales goals. Quality sales tracking software is a godsend when automating your workflow. With a SaaS-based CRM solution, you can do things like: On the surface, People.ai might look like any other sales tracking software, but it isn’t. Trusted by companies like Zoom, Okta, and Hexagon, People.ai has helped to close $131 billion worth of deals and has enricheded over 140 million contacts. Other reasons you might love People.ai include: Knowing what it takes to close a deal involves understanding what tactics drive consistent execution. With People.ai, you can create benchmarks based on performance data that impact the outcome of future campaigns. People.ai provides customizable dashboards to identify leading indicator activities and pinpoint performance gaps. With it, you can quickly train new reps by uploading methodology playbooks and outlining your sales process. Managing multiple accounts can feel impossible without the right software tools. Fortunately, People.ai can map out your key players and the fastest paths towards high revenue. You can also build account plans according to project scorecards and business units most likely to engage with your products. Through a historical breakdown of sales activities and engagement scores, People.ai gives you a detailed look at your account health and what actions you can take to improve it. People.ai provides unique solutions for business owners in technology, telecommunications, manufacturing, and life sciences. Experts can also curate winning strategies for sales, marketing, and customer service purposes. With the right sales tracking software tools, you’ll never have to let any sales opportunity go. Sales automation software doesn’t just keep track of key sales metrics — it also helps you hone healthier and longer-lasting customer relationships. If you’re in the market for sales force automation software, get a demo of People.ai today! This sales tracking software is perfect for growing enterprises with ambitious goals. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sales-training-ideas Title: People.ai | Sales Training Ideas To Inspire And Empower Your Team Meta Description: Empower your team with effective sales training. Use these 10 ideas to build a program that boosts confidence, skills, and success. Language: en Canonical URL: https://www.people.ai/blog/sales-training-ideas ## Headings Structure: H1: Sales Training Ideas To Inspire And Empower Your Team H2: 10 Sales Training Ideas For Your Next Team Meeting H2: What Is Sales Training? H2: Why Is Sales Training Important? H2: Sales Training Ideas To Inspire And Empower Your Team H3: 1. Teach Selling Through Curiosity H3: 2. Hold Mock Product Demos And Presentations H3: 3. Go Over Call Recordings H3: 4. Get A Change Of Scenery H3: 5. Perform Objection Handling Exercises H3: 6. Share Stories Of Success…And Failure H3: 7. Introduce Sales Productivity And Enablement Tools H3: 8. Encourage Teams To Subscribe To Podcasts, Publications, And Other Sources Of Sales News And Trends H3: 9. Provide Opportunities For Shadowing H3: 10. Have Reps Conduct A Competitive Analysis H2: Best Practices For Creating Sales Training Programs H3: Set An Objective And KPIs H3: Always Give Constructive Feedback H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: What is Sales Enablement? (How to Close 15% More Deals) ## Main Content: H1: Sales Training Ideas To Inspire And Empower Your Team H2: 10 Sales Training Ideas For Your Next Team Meeting H2: What Is Sales Training? H2: Why Is Sales Training Important? H2: Sales Training Ideas To Inspire And Empower Your Team H3: 1. Teach Selling Through Curiosity H3: 2. Hold Mock Product Demos And Presentations H3: 3. Go Over Call Recordings H3: 4. Get A Change Of Scenery H3: 5. Perform Objection Handling Exercises H3: 6. Share Stories Of Success…And Failure H3: 7. Introduce Sales Productivity And Enablement Tools H3: 8. Encourage Teams To Subscribe To Podcasts, Publications, And Other Sources Of Sales News And Trends H3: 9. Provide Opportunities For Shadowing H3: 10. Have Reps Conduct A Competitive Analysis H2: Best Practices For Creating Sales Training Programs H3: Set An Objective And KPIs H3: Always Give Constructive Feedback H2: Key Takeaways H2: Table of contents H2: Article Topics H2: Related Insights H3: Future-Proof Sales: Senior Leaders’ Playbook for AI & Automation H3: 3 Simple Rules to Automate Your Lead Status Field Updates H3: What is Sales Enablement? (How to Close 15% More Deals) Empower your team with effective sales training. Use these 10 ideas to build a program that boosts confidence, skills, and success. Sales training can sometimes feel like a drag. Sales reps have to sit through hours of presentations, only to be expected to put all that information into practice the next day. If you feel like your sales training isn’t working anymore and turnout is low, don’t lose hope. Sales training can be engaging and motivating – you just need the right approach. Here, we offer 10 excellent sales training ideas that can hopefully reignite that spark in your team and empower them to become better salespeople. The primary goal of sales training is to arm sales reps with the right sales skills, sales techniques, and resources to be successful at their job. In a highly competitive and fast-moving industry such as sales, it’s important for sales managers and coaches to teach their sales teams how to manage their time and resources as efficiently as possible. This means adapting to emerging sales productivity tools and sales enablement technology. There are numerous approaches to sales training, from traditional on-site seminars to online microlearning modules. The numbers don’t lie: Effective sales training boosts sales reps’ performance by an average of 20%. And that has a ripple effect on the whole company. According to one study, companies that invest in sales training are 57% more effective at sales than their competitors. On top of this, sales training brings a 353% ROI for your average company. That’s $4.53 in return for every $1 spent on training. Aside from all this, sales training can also bring in the following benefits: If you’re looking for ways to spice up your approach to sales training, you’ve come to the right place. Here are 10 sales training techniques and ideas that inspire and empower your team: The concept of selling-through-curiosity, or STC, has been around for ages but has made a recent resurgence in the startup scene. STC was popularized by award-winning sales training and consulting firm Barry Rhein. But the concept is actually based on an age-old practice called the Socratic method, which originated in the 5th century BC. The Socratic method was a teaching method that focused on giving questions to students rather than teaching the answers. With STC training, sales reps are taught how to create an engaging, cooperative dialogue with prospects where the former asks questions instead of trying to convince them with the conventional sales talk. By drawing out their prospects’ wants, needs, fears, goals, and ambitions, sales reps can better understand what drives their prospects’ behaviors and propose their product or service as something that can help. So much of what makes a salesperson effective is their ability to tell a good story. But not everyone who gets into sales is naturally good at public speaking or holding people’s attention. Presentation labs where new sales hires are tasked to create winning sales decks, build an interesting story behind their product, and nail the delivery can help sales reps find their strengths and work on their weaknesses when it comes to making presentations. Ninety-two percent of all customer interactions happen over the phone. Thus, mastering the art of the sales call – particularly cold calls – is integral for anyone who wants to become a successful salesperson. Sales calls are tricky and require constant follow-ups. In fact, even experienced salespeople can take up to five follow-up calls to close a deal. When overseeing a sales call listening session, encourage your entire sales team to note down what was said, what went well, and what could have been said better. Then, have everyone compare what they gathered from a call to see what your reps pay attention to and how much they can actually gather from merely observing. This is especially helpful for inside sales reps who do most of their work in the office, selling over the phone or online. One thing you can do is to encourage reps to make a mock sales pitch to a stranger outside. Not only does it “humanize” the sales process, but it also helps reps overcome any fear of rejection that may be holding them back. Speaking of rejection, sales reps experience objections every single day. The key to handling these objections is to come prepared with all the right rebuttals. A good training exercise would be for sales teams to think of all the reasons why a prospect would reject their product or service. They should list down all the possible objections that could be thrown at them, then come up with the most convincing rebuttals to those objections. At the end of the exercise, reps should feel like they have enough tools in their arsenal to convert skeptical prospects. Only eight percent of sales representatives make 80% of all sales. That means that success in sales can be hard to come by. To keep your team from being discouraged, it’s always a good idea to bring in professionals who have found success in their field. But don’t stop at stories of success. Stories of failure can also be excellent learning tools. Invite speakers who are willing to share some of the toughest or most significant failures in their career and how they overcame them. This can teach new reps that while failure might be unavoidable, it doesn’t always have to mean it’s the end of the road. SaaS tools have now become an essential part of sales teams’ toolkits and for good reason. According to G2, the presence of sales enablement tools correlates with a 31% improvement in supporting changes in sales messaging, as well as a 15% increase in improving low-performing sales reps. For 76% of organizations that utilized such tools, they experienced an increase in sales between 6% to 20%. There are many different types of sales productivity and enablement tools out there, from time tracking tools to communication tools to project management tools and CRMs. Revenue intelligence software, like People.ai, is becoming increasingly popular as well. These tools use AI to get a 360-degree view of one’s sales process, allowing teams to access real-time data and actionable insights from different customer-facing teams. Industry trends come and go, best practices get updated every few years. Sometimes, it can be hard to keep up with the speed at which the industry shifts and grows. As such, it’s important for sales representatives to stay up to date on the latest industry news and trends. These are some of the best sales websites and blogs to follow: Shadowing programs involve pairing new hires with more established sales reps. Not only is this form of training cost-effective, but it also allows for a more personalized approach. With new reps shadowing more seasoned reps as they go about their days, they get a front-row seat to what effective cold calling, prospecting, account management, and closing look like. Competitive analysis involves identifying a company’s competitors and their marketing strategies. All businesses routinely perform a competitive analysis of their rivals. Some may even have a dedicated competitive analysis team. So why make reps do one themselves? Making a competitive analysis is a great exercise in spotting a business’ strengths and weaknesses, understanding one’s market, identifying industry trends, and setting benchmarks for growth. All these are important skills to have in a sales representative. When building a sales training program, keep the following tips in mind: What do you want to get out of your training program? Where in the sales pipeline do you experience bottlenecks and potholes? What kinds of training exercises can help you achieve results? When setting objectives and KPIs, make sure to set realistic goals that address both current and future gaps in performance. Sales teams that foster a positive, growth-oriented feedback culture experience more success than companies that don’t provide enough feedback and guidance. Providing consistent, positive feedback allows sales reps to recognize what works and what doesn’t more efficiently, and thus allows them to apply the correct approach to their work more easily. Aside from this, constructive feedback builds trust. Finally, consistently providing positive feedback creates an environment in which sales reps are more eager and prepared to receive more critical feedback. With these best practices in mind, you should be able to create a successful training program. And if all else fails, you can always try hiring any of our tried and tested external sales training programs. In order for sales teams to be successful, they need regular training that is both inspiring and empowering. By using the ideas we’ve shared in this blog post, you can create a sales training program that will help your team members achieve their goals and exceed customer expectations. If you want to learn more about things like sales training, sales organization structures, developing KPIs, and the like, stay tuned to our blog for more insights. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/see-what-your-pipeline-isnt-saying Title: People.ai | See What Your Pipeline Isn’t Saying Meta Description: AI exposes hidden risks, ensures consistent forecasts, and gives leaders the visibility to act early—transforming guesswork into predictable revenue. Language: en Canonical URL: https://www.people.ai/blog/see-what-your-pipeline-isnt-saying ## Headings Structure: H1: See What Your Pipeline Isn’t Saying H2: The Real Risks Are Quiet H2: When Visibility Fails, the Forecast Suffers H2: Consistency Reduces Forecast Risk H2: Clean Data Unlocks AI Insights H2: Article Topics H2: Related Insights H3: People.ai Earns 3 Security Certifications, Boosting Your Trust H3: Forrester: Revenue Ops & Intelligence - Explore the People.ai POV H3: How to Inspect & Reduce Customer Acquisition Costs ## Main Content: H1: See What Your Pipeline Isn’t Saying H2: The Real Risks Are Quiet H2: When Visibility Fails, the Forecast Suffers H2: Consistency Reduces Forecast Risk H2: Clean Data Unlocks AI Insights H2: Article Topics H2: Related Insights H3: People.ai Earns 3 Security Certifications, Boosting Your Trust H3: Forrester: Revenue Ops & Intelligence - Explore the People.ai POV H3: How to Inspect & Reduce Customer Acquisition Costs AI exposes hidden risks, ensures consistent forecasts, and gives leaders the visibility to act early—transforming guesswork into predictable revenue. As we try to grow revenue and scale our businesses, we often ask our teams to move faster, do more, and bring opportunities forward each quarter. That pressure can backfire, pushing sellers to stretch themselves thin chasing every shiny opportunity. Balancing speed with focus is a constant tug-of-war, and without clear visibility, it’s easy for deals to slip through the cracks. That’s where AI makes a difference, giving you the clarity to manage both risk and opportunity effectively. Pipeline risk is sneaky, lurking where dashboards can’t see. It hides in small behaviors: a key stakeholder suddenly stops responding, approvals get delayed, or a promised demo never happens. These patterns don’t make headlines, but they quietly shape outcomes. I’ve seen it in countless forecast calls: leaders ask, “Where’s the risk? What’s blocking this deal?” and week after week, you get the same vague answers. By the time trouble surfaces, the deal is already slipping through your fingers. I still remember the first time AI surfaced a deal my team felt great about, purely because someone on the prospect side said, “We’ll need to RFP this.” One line in a transcript. It wasn’t a new risk. It had been there for weeks. We just weren’t listening for it. It’s no wonder such signals get overlooked. Every sales organization has its playbook – a grid of sales stages with entrance and exit criteria, tasks to complete, stakeholders to meet, case studies to share, and assessments to deliver. The list of required activities is enormous, and the details can be overwhelming. Then come one-on-ones. A manager might be staring at 56 criteria on the grid while trying to work through 13 opportunities with a rep in one meeting. No human brain can juggle that many details in real time. Be honest: are you really surprised when opportunities and risks get missed? Now imagine a dashboard where AI summarizes all your quarter’s opportunities. You can: How many times have you needed an extra $100K or $200K late in the quarter, only to discover a deal sitting quietly in stage zero or one that could have counted? Having that visibility from day one completely changes the game because it paves the way for consistency. I talk a lot about consistency. It’s not because I love process for process’ sake. But without consistency, you’re just presenting a dressed-up wish list as a forecast. That’s why forecasting is a gamble until you nail consistency. Consistency creates reliable data. When every deal actually meets stage criteria, the forecast becomes something you can act on, not just hope for. The problem is, most CRMs rely on sellers to maintain stage hygiene, and the system can’t enforce it on its own. That’s where AI helps. It checks stage criteria, surfaces missing signals, and keeps deals aligned without turning leaders into micromanagers. When AI is reading meeting notes, emails, and engagement patterns, the things that used to slip past human review suddenly show up in plain sight. That gives you a chance to course-correct before revenue disappears. Plus, with People.ai’s Headlines, you get alerted to early warning signs like stalled engagement, delayed approvals, or slipping close dates. This feature also quantifies the impact in real revenue terms. With a clear view of what’s off track, you can step in early, coach with purpose, and keep deals moving. Bringing AI into opportunity reviews strips out bias, exposing the real story behind each deal. When everyone has a clearer picture of what’s actually happening, everyone works far more efficiently and effectively. ‍Here’s one thing I’ve learned the hard way: garbage in, chaos out.  Messy data doesn’t just confuse AI. It sends it – and, in turn, you – in the wrong direction. That’s why it’s critical to use a tool that automatically captures activity data from multiple sources, then enriches and validates it to create a complete, accurate picture. If you’re on the fence about bringing AI into your deal process, here’s my take: do it, but do it right. Automation is king, but pick the wrong tool and you’ll get faster, messier chaos instead of game-changing intelligence. With an AI-native platform, you get a combination of accurate data and AI insights that allow you to see deals, act on risks, and trust forecasts. Once you’ve experienced that level of clarity, going back to guesswork feels impossible. Want to turn hidden risks into opportunities before they hit your forecast? See better forecasting in action. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/sell-sheet Title: People.ai | How to Create a Sell Sheet That Converts Meta Description: A sell sheet is a one-page summary presenting your product's value proposition using key data to inform and engage potential buyers. Language: en Canonical URL: https://www.people.ai/blog/sell-sheet ## Headings Structure: H1: How to Create a Sell Sheet That Converts H2: What is a Sell Sheet? H2: How to Build an Effective Sell Sheet H3: 1. Include Branding Elements and Value Proposition H3: 2. Describe the Product or Service H3: 3. Use Data as Supporting Evidence H3: 4. Visualize the Product, Specs, or Journey H3: 5. Call-To-Action H2: How the Modern Sell Sheet Should Be Used H2: Sell Sheet Example H3: Digital Product Sell Sheet H3: Physical Product Sell Sheet H2: Use the Sell Sheet in Your Lead Gen Strategy H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: The Impact Of Sales Tracking Software On Your Business ## Main Content: H1: How to Create a Sell Sheet That Converts H2: What is a Sell Sheet? H2: How to Build an Effective Sell Sheet H3: 1. Include Branding Elements and Value Proposition H3: 2. Describe the Product or Service H3: 3. Use Data as Supporting Evidence H3: 4. Visualize the Product, Specs, or Journey H3: 5. Call-To-Action H2: How the Modern Sell Sheet Should Be Used H2: Sell Sheet Example H3: Digital Product Sell Sheet H3: Physical Product Sell Sheet H2: Use the Sell Sheet in Your Lead Gen Strategy H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: The Impact Of Sales Tracking Software On Your Business A sell sheet is a one-page summary presenting your product's value proposition using key data to inform and engage potential buyers. A sell sheet is like the resume of your product or service. If you’re reviewing applicants for a job, you don’t want to receive a multi-page memoir of a candidate’s experience, you instead want a one-page brief of the highlights. When potential customers are moving from the awareness phase into the evaluation phase of your sales funnel, they also want to see the highlight reel of your product or service — enter the sell sheet. A sell sheet is a one-page overview of your product or service that effectively introduces the concept, uses data to present the value proposition, and informs the buyer. Notice here we used the term buyer and not end-user because while the sell sheet can be helpful for users, its purpose is to quickly educate a decision-maker. The sell sheet often contains visualizations to increase understanding and can include specifications of the product or of service to provide as much detail as possible, as quickly as possible. Sometimes referred to as a datasheet or brochure, a sell sheet is often less technical and more concise than a datasheet or brochure, respectively. The sell sheet will differ depending on the product, service, industry, company, and more, but the process of simplifying things down to the most important details is beneficial. If you’re in a highly technical space, for example, your datasheets might go in-depth across multiple chapters, not a single page. It can be a good practice to have your sales team prune a technical datasheet and identify the key value propositions, features, benefits, and more that should be included on the sell sheet. This process helps the sales team identify the foundations of their sales pitch while still understanding the product’s nuances. Now you might be asking, “How do I make a great sell sheet?” Below are the elements that we’ve found to be included in the best sell sheets: Your company name, logo, and a memorable slogan or tagline are the essential starting points for a sell sheet. The first connection you want customers to make is between your brand and the benefits of the product or service. Including a value proposition is also a great way to quickly communicate why the prospect should be compelled to read more about your product or service. Your slogan, tag line, or value proposition should be a surface-level introduction to the concept or solution, but a wisely used paragraph or two elaborating on the product or service itself, including the problems it solves, features of the product, use-cases, and more, can further captivate the prospect. This is especially important if your company services multiple markets or industries. Your description should be inclusive enough for non-technical people to understand; but also give technical folks an ‘aha’ moment for why your product or service will be beneficial to them. For example, in addition to the People.ai logo, our sell sheet could also include our value proposition, “AI-powered sales productivity technology built to increase revenue per rep every year.” This gives the reader a baseline understanding of who this product is for — sales and revops teams. To further validate your sell sheet in the eyes of a prospect, showcase data that contributes to the overall story and customer journey with your product or service. This could include testimonials from individual customers, logos of current high-profile customers, or proprietary platform data that distills the product’s value. If your company or product has been featured by high-tier news outlets, received accolades or industry ratings, certifications, or otherwise, including those can also add credibility to your sell sheet. To continue our example of a People.ai sell sheet, we could feature some of the customers who have had success with our product, including Zoom, Okta, and Gainsight, or provide a testimonial from a point of contact with the customer’s company. One of the most important aspects of any sales pitch is getting the customer to visualize themselves using your product. Show your product in action and combine with detailed specs of dimensions, features, and more. If you are selling a service, provide prospects with a visual tour of the customer journey. The visual component of the sell sheet typically takes up a large portion of the sheet itself. This is because many people use the imagery to supplement reading and if the image is annotated, it can be enough to convince the reader to learn more and take action towards making a purchase. For example, our sell sheet could feature actual dashboard interfaces that showcase how our product helps surface insights for coaching reps, inspecting deals, and staying ahead of account risks. Consider including a QR code or UPC barcode to offer a clear next step for interested prospects who come across the sell sheet, either physically or digitally. You should also include a clear CTA with contact information and typical next steps in the sales process. If your sales process includes a product demo or consultative call before a deal closes, you’ll want to signal this action directly in the sell sheet. For example, “Schedule your demo now to see how People.ai helps teams drive consistent and predictable growth quarter-after-quarter: Greater Insights. Stronger Execution. Enjoy Certainty in Uncertain Times..” Today, the sell sheet is often used as a way to introduce your product or service at a high level and as a leave behind for prospects to consider your product on their own time. More importantly, however, you can suggest that the prospect circulate the sell sheet internally as a way to get buy-in from their superiors and your ultimate buyers. It’s worth noting that the modern sell sheet can and should be used both physically and digitally. This multi-channel approach to the sell sheet should be approached with accessibility in mind because it’s possible your sell sheet will be viewed on a mobile device, from afar in a slide deck, or in another way you don’t anticipate. Copy length, color, contrast, font size, and more should all be deeply considered and scrutinized for accessibility. Now that you know the components of a successful sell sheet, it might be helpful to get slightly more granular and cover an example. There are some differences when it comes to physical products (hardware) and digital products (software), which we discuss below. In the example below, 6Sense uses a visual diagram to display supporting evidence about their value proposition of delivering predictable revenue growth. 6Sense also includes the logos of recognizable customers to further validate their product and service as well as build legitimacy and trust with prospects. They also do a great job of answering the ultimate question in the mind of their prospective customer: why choose 6Sense? The sell sheet of a physical product is usually better able to showcase the actual product. If the product is complex with many moving parts, it can be helpful to highlight the key features in action. A physical product sell sheet should look to describe the product in just enough detail to be informative but not overwhelming, focusing heavily on the value proposition of using the product. As prospects are in the awareness and information-gathering phase, the sell sheet can function as a lead gen engine — introducing your product or service at a high level, circulating among stakeholders in a potential deal, and providing the necessary information for customers to take action.If you host the sell sheet on your website, you can also use it in your ABM strategy, tracking and actively qualifying these leads as they enter the event horizon of your sales funnel. If you use a QR code or UTM-tracking URL, you can understand how the sell sheet is truly converting. Similarly, the use of AI-powered automation can be used to uncover when actions — like interactions with your sell sheet — are driving deals forward. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/shared-data-ai-and-automation-the-keys-to-unleashing-gtm-transformation-in-life-sciences Title: People.ai | AI, Data & Automation: Transforming GTM in Life Sciences Meta Description: Learn how medical, pharma, and biotech GTM leaders use AI to boost sales productivity and drive predictable revenue growth. Language: en Canonical URL: https://www.people.ai/blog/shared-data-ai-and-automation-the-keys-to-unleashing-gtm-transformation-in-life-sciences ## Headings Structure: H1: Data, AI & Automation: Keys to GTM Transformation in Life Sciences H2: Table of contents H2: Article Topics H2: Related Insights H3: Relationship Management: Definition and Guide H3: 6 Sales Pitch Ideas + Examples H3: Go-To-Market Strategy Tips to Develop Your Framework ## Main Content: H1: Data, AI & Automation: Keys to GTM Transformation in Life Sciences H2: Table of contents H2: Article Topics H2: Related Insights H3: Relationship Management: Definition and Guide H3: 6 Sales Pitch Ideas + Examples H3: Go-To-Market Strategy Tips to Develop Your Framework Learn how medical, pharma, and biotech GTM leaders use AI to boost sales productivity and drive predictable revenue growth. As a medical device, pharmaceutical, or biotech sales leader, are you leveraging AI to continuously improve your sales processes and drive predictable revenue growth? If not, your company is at risk. Simply put, healthcare has gone digital. Data is the lifeblood of the life sciences industry, and AI enables organizations to leverage that data for the benefit of patients, practitioners, and employees alike. That’s why 98% of healthcare leaders have or plan to implement an AI strategy and 99% expect that strategy to result in cost savings. To remain competitive, life sciences enterprises must embrace data and AI automation in all aspects of their business — including in the sales organization. Life sciences selling has changed Digital transformation is the key to enabling your go-to-market (GTM) teams with the processes and data they need to meet the demands of today’s empowered — and increasingly larger — buying groups. Consider the environment in which your GTM teams are operating: You need the data locked in sales reps’ brains For B2B companies selling to complex buying groups over a lengthy sales cycle, personalization is key to ensuring the right stories, messages, and suggested next steps are conveyed at the right time to the right people. Getting this correct requires a well-orchestrated GTM organization fueled by the collective knowledge that resides in sales reps’ heads. However, to date, GTM teams have struggled to access that knowledge because most reps focus on selling instead of keeping CRM up to date. Put simply, the data in most CRMs is unreliable and inaccurate because sales must populate these systems manually. This is hampering the efforts of your broader GTM teams and costing your company big. MIT’s Sloan Management Review says bad data costs most companies an astonishing 15 to 25% of revenue as employees spend time correcting errors, seeking confirmation in other sources, and dealing with the inevitable mistakes that follow. AI and automation are the answer Your company calls upon the most advanced technologies, processes, and methodologies to power its products and production line. Why not empower your sales, marketing, and operations teams in the same way? With People.ai, you can solve the GTM growth challenge caused by unreliable, inaccurate data in your CRM system. In other words, you can achieve predictable pipeline and revenue performance — without forcing your GTM teams to learn a new tool. Our revenue intelligence platform makes it possible to activate a unified, data-first approach and support your GTM teams with AI-powered insights in today’s digital-first selling environment. In turn, they are positioned to: Download our eBook for further insight into how to: Or, see People.ai in action by scheduling a free demo today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/skip-dreaded-sales-tasks-and-have-your-best-quarter-yet-with-next-level-generative-ai Title: People.ai | Boost Sales & Skip Tasks with Next-Level Generative AI Succe Meta Description: Explore the latest in account planning and deal qualification from People.ai. Language: en Canonical URL: https://www.people.ai/blog/skip-dreaded-sales-tasks-and-have-your-best-quarter-yet-with-next-level-generative-ai ## Headings Structure: H1: Boost Sales & Skip Tasks with Next-Level Generative AI Success H2: First, introducing modern day account planning H2: Second, meet friction-free deal qualification H2: ‍Third, your personal AI Assistant H2: Want to see each of these in action? H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Develop a Generative AI Roadmap Your Organization Can Trust H3: What is Incentive Compensation? 10 Strategies From Sales Orgs H3: People.ai Teams with Google & Mandiant to Enhance AI Security ## Main Content: H1: Boost Sales & Skip Tasks with Next-Level Generative AI Success H2: First, introducing modern day account planning H2: Second, meet friction-free deal qualification H2: ‍Third, your personal AI Assistant H2: Want to see each of these in action? H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Develop a Generative AI Roadmap Your Organization Can Trust H3: What is Incentive Compensation? 10 Strategies From Sales Orgs H3: People.ai Teams with Google & Mandiant to Enhance AI Security Explore the latest in account planning and deal qualification from People.ai. As a seller or sales leader, you’ve likely experienced the feeling of being bogged down by tedious tasks, data entry, internal meetings, account planning, training and development, and more. It should come as no surprise that the job sellers are hired to do, evaluated on, and compensated for makes up only 28% of their time, according to the Salesforce 2022 State of Sales report. Oddly, despite rapid advancements in technology, this statistic remains… static. What if we (finally) rewrote the rules? Instead of asking our sellers to spend the majority of their time doing administrative work, what if we automated that work for them? AI-powered automation can free them up to do what they were hired to do – build trusted relationships with customers. Heck, these relationships are what the company thrives on! Let me show you three new ways People.ai can help sellers ditch the busy work in their day-to-day. Automated Account Planning, Automated Deal Scorecards, and a configurable SalesAI Assistant free them up to spend more time on revenue generating activities. Today, account planning has moved from an annual task to a continuous (manual) task. We ask sellers to conduct company research, identify goals and objectives, chart stakeholders, create a strategy, and much more. They’re asked to do this for all their target accounts. (Talk about a time suck!) But with People.ai, it doesn’t have to be! Automated and effortless account planning is here! Utilizing generative AI and large language models Automated Account Plans auto-fills account plans using: Plus, People.ai acts as a secure bridge between your organization and public generative AI tools so you never risk sharing private data with open-source GPT tools. And it’s available within your existing CRM, keeping you in the flow of work. Productivity hack unlocked! In fact, according to the Generative AI 2024 Planning survey by Gartner, nearly 1,000 business leaders who were early adopters of generative AI reported a 22% productivity improvement and 15% increase in revenue, on average. Before you can close a deal, you must qualify it, typically against your organization's sales methodology. This is another manual exercise where sellers must revisit handwritten notes or call recordings to identify budget, timeline, decision makers, and competitors, leading to significant time wasted. There’s a better way! Automated Opportunity Scorecards auto-complete methodology-specific questions based on your unique approach to deal qualification and your complete deal history. But how? To begin, customers like you have told us that while different companies may use the same sales methodology, how they deploy it and define each category varies significantly from company to company. Because of this, we train People.ai on sales methodology fundamentals. And each company’s deployment of the People.ai platform is trained again on their own methodology-specific enablement materials. Once trained at the deal level, People.ai can evaluate the completeness of the seller's scorecard answers from 0-100% and assess the quality of the answers from low to high. To best qualify the deal, sellers can select “Answer Assist.” People.ai will analyze dozens (potentially hundreds) of calls, emails, chats, meetings, transcripts, CRM notes, and more. The platform then displays its findings and offers coaching recommendations to improve the seller's original response. All of this is available in a single dashboard—creating a scalable way to qualify deals for both sellers and leaders. You’re about to achieve new levels of accuracy and efficiency! You’ve qualified the deal against your sales methodology - now what? We all know, even qualified deals can slip or push. Often, this is because of blind spots you weren’t aware of. This is where SalesAI comes in! SalesAI is a generative AI platform that analyzes every call, email, meeting, chat, transcript and more to power highly contextual summaries on every Account and Opportunity. These summaries include key topics discussed, next steps, and potential risks - creating a single source of truth across your entire GTM. By surfacing blindspots inside your inbox, CRM, or People.ai web application, you can mitigate risks before it’s too late. But that’s not all. Imagine getting your very own, on-demand AI Assistant. One that understands your organization's unique sales motion. One that’s been riding shotgun on every call, email, meeting, chat, and beyond. One that’s available - day or night -to help you proactively identify next best steps and avoid last minute surprises. The good news? You don’t have to imagine - Meet your SalesAI Assistant, an intelligent assistant with data-backed answers to all of your account and opportunity questions. Out-of-the-box your SalesAI Assistant can catch you up on a deal, identify deal risk, let you know if a deal is on track, or coach your rep - all in seconds. Because we know your sales motion is unique and revenue questions run deep, newly available is the ability to: This isn’t your average assist, delivering average results. Unlike other AI Assistants, SalesAI: People.ai’s new generative AI solutions are transforming the way sellers work. By eliminating time-consuming tasks, providing real-time coaching on active deals, and offering a personal AI Assistant that deeply understands your customer history and recommends next steps, People.ai is enabling sales teams to stay one step ahead. Embrace the future of sales with People.ai and create a team of consistent closer. We’ve got you covered. Join our LinkedIn Live series: Summer Demo Days. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/slack-is-your-crm-missing-key-conversations Title: People.ai | Missing Key CRM Conversations? People.ai's Slack Bot Bridges Meta Description: Every day, more and more conversations are happening in Slack—and likely, a startling percentage of those conversations aren't making it to your CRM. Language: en Canonical URL: https://www.people.ai/blog/slack-is-your-crm-missing-key-conversations ## Headings Structure: H1: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H3: What value will the People.ai bot for Slack bring? H3: What are the technical requirements of the People.ai bot for Slack? H3: How do I turn it on? H2: Table of contents H2: Article Topics H2: Related Insights H3: The Template for Creating a Successful Sales Plan H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. ## Main Content: H1: Missing Key CRM Conversations? People.ai's Slack Bot Bridges the Gap H3: What value will the People.ai bot for Slack bring? H3: What are the technical requirements of the People.ai bot for Slack? H3: How do I turn it on? H2: Table of contents H2: Article Topics H2: Related Insights H3: The Template for Creating a Successful Sales Plan H3: Pipeline Is Key: Why Sales Forecasting Tools Fall Short on Growth H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. Every day, more and more conversations are happening in Slack—and likely, a startling percentage of those conversations aren't making it to your CRM. Every day, more and more conversations between buyers and sellers are happening in Slack, and most likely, a startling percentage of those conversations aren't making it to your CRM. Data is the lifeblood of your GTM function, and without capturing those key interactions, you could be missing a big piece of the story. We’re well past the days of relying on reps to spend their time manually updating the CRM. It’s now up to Sales and Revenue Operations leaders to leverage automation tools to make sure all their GTM activity data is automatically captured. At People.ai, we aim to help you do just that, while meeting you in the tools where you already live and breathe. We work where you work, allowing you to give your sales team the complete picture of every contact, account, and opportunity by capturing every GTM activity across every channel—including Slack. The People.ai bot for Slack is even better when paired with People.ai’s newest product, SalesAI. SalesAI is a fully integrated generative AI sales solution that completely changes the way company leaders approach revenue, team structure, coaching, and go-to-market execution. SalesAI automates manual workflows and day-to-day tasks, prepares your sellers for customer meetings, uncovers hidden truths about deals, and enables prescriptive coaching recommendations. Now, all of your customer interactions are securely captured, automatically matched to the corresponding record in the CRM, and analyzed to provide AI-powered insights and account, deal, and meeting summaries directly inside the app where your teams spend most of their time. People.ai’s Data Foundation package is required for: People.ai’s SalesAI is required for: For all new functionalities, customers can install the latest version of the Slack marketplace application here.‍ Learn more about the People.ai bot for Slack here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/smarter-faster-forecasting-with-mid-market-teams Title: People.ai | Tips for Smarter, Faster Forecasting with Mid-Market Teams Meta Description: Discover how AI-powered forecasting helps mid-market sales teams move faster, focus smarter, and win more deals Language: en Canonical URL: https://www.people.ai/blog/smarter-faster-forecasting-with-mid-market-teams ## Headings Structure: H1: Tips for Smarter, Faster Forecasting with Mid-Market Teams H2: Why Mid-Market Teams Need AI for Forecasting H2: Forecasting Without AI: Endless Check-Ins, Uncertain Forecasts H2: From Check-Ins to Strategic Checkpoints With AI-Powered Forecasting H2: The Real Role of AI: An Extra Team Member H2: Table of contents H2: Article Topics H2: Related Insights H3: How To Use AI For Sales To Boost Your Bottom Line H3: AI & Data: Frontline Sales Leaders Build High-Performing Teams H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen ## Main Content: H1: Tips for Smarter, Faster Forecasting with Mid-Market Teams H2: Why Mid-Market Teams Need AI for Forecasting H2: Forecasting Without AI: Endless Check-Ins, Uncertain Forecasts H2: From Check-Ins to Strategic Checkpoints With AI-Powered Forecasting H2: The Real Role of AI: An Extra Team Member H2: Table of contents H2: Article Topics H2: Related Insights H3: How To Use AI For Sales To Boost Your Bottom Line H3: AI & Data: Frontline Sales Leaders Build High-Performing Teams H3: Stay Focused, Stay Flexible: Advice from Aon’s Ibrahim Gokcen Discover how AI-powered forecasting helps mid-market sales teams move faster, focus smarter, and win more deals Being a sales leader you have to solve problems that have been identified and more importantly solve the problems that have yet to be identified. Two years ago, without AI, I was setting time or calling reps just to understand what happened yesterday.  With AI, I start my day already knowing what’s real and where to focus. That contrast perfectly captures the shift we are experiencing in mid-market sales (sub 5000 employees). In a world where cycles are competitive, teams are lean, and the pressure to predict revenue is real, how a sales leader starts their day matters. Do you spend it chasing down information or acting on it? Forecasting in the mid-market isn’t just about the number: it’s about speed, clarity, and scale. AI delivers early signals, clear actions, better outcomes. And for fast-moving, lean teams, AI-powered forecasting is a competitive edge. Let’s walk through both worlds: the before and after of forecasting in a high volume sales org, with and without AI. Let’s take a look at the typical day of a VP of Sales at a mid-market SaaS company with six reps who happen to be covering hundreds of accounts. You start your day by checking CRM opportunity reports only to find stale notes, inconsistent data, and missing updates. No surprise there. Didn't we have a call yesterday to discuss technical validation? Was there a budget call last week? So, you call your reps. “Hey, Julia, what happened in that call yesterday? How can I help?”“Do we have a next step with Acme? How can I support you?”“Are we actually in this evaluation, or just hoping?” No one likes talking in circles. But skipping these check-ins isn’t a luxury you can afford. So, forecasting becomes a ritual of gut checks and spreadsheets. Deal reviews eat up hours. You hope the data’s clean, but deep down, you know it isn’t. Leaders spend more time diagnosing than deciding. Debilitating pain points without AI: And because mid-market sales move quickly, the margin for error is razor-thin. A deal that stalls for three weeks? It’s dead. A prospect that disappears after one call? Probably gone. In this world, fast action is as important as accurate forecasting. Now imagine a different start to your day. You open People.ai and immediately see: The back and forth you were so used to in the past is completely gone. Now you have real-time, unbiased data all in one place. It’s all been captured automatically and turned into insights you can act on without you lifting a finger. Most importantly, we as leaders are active participants in helping our team and customers. What changes with AI: People.ai surfaces the information you need so your team has a scorecard they can actually use. Increasing visibility of crucial gaps, signals, and actions helps your sellers stay sharp without burning out. In high volume teams, moving fast can often lead to missing things. People.ai helps close the loop, so you don’t lose deals you should’ve won or the ones you want to win. Your sellers are overloaded. Working 7-10 deals at a time across dozens of accounts, they don’t have hours to dig into each company’s business model, strategies, and pain points. Mid-market teams may not have the budget for more headcount. But with People.ai they don’t need it. AI gives you the equivalent of: You can’t be a consultant to every company when you’re juggling 50 accounts without help. People.ai helps you scale what you can control- your time, your focus, and your ability to act. This is how modern sales teams stay competitive. Ready to turn forecasting into a growth engine instead of a guessing game? See better forecasting in action. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/spring-release-forecast-accuracy Title: People.ai | Spring Release | From Rituals to Revenue Meta Description: Unleash AI forecasting, custom Agents, and real-time insights with People.ai’s Spring Release—built to boost revenue precision and sales efficiency. Language: en Canonical URL: https://www.people.ai/blog/spring-release-forecast-accuracy ## Headings Structure: H1: Spring Release: From Rituals to Revenue—Now with Forecast Accuracy H2: Executive summary H2: Sharp focus, serious momentum H3: Finally, forecast with facts H3: Agents, Signals, and more—oh my! H3: ‍Effortless account research H3: Parent 360: Unify your account view. Multiply your growth. H3: From strategy to slide deck—in a snap H3: 360 Views in PeopleGlass H3: Ready to see it in action? H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: People.ai Wins G2’s Best Software 2022 Award H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? ## Main Content: H1: Spring Release: From Rituals to Revenue—Now with Forecast Accuracy H2: Executive summary H2: Sharp focus, serious momentum H3: Finally, forecast with facts H3: Agents, Signals, and more—oh my! H3: ‍Effortless account research H3: Parent 360: Unify your account view. Multiply your growth. H3: From strategy to slide deck—in a snap H3: 360 Views in PeopleGlass H3: Ready to see it in action? H2: Table of contents H2: Article Topics H2: Related Insights H3: GTM Insider: My Framework for Building a Winning Sales Culture H3: People.ai Wins G2’s Best Software 2022 Award H3: Unlock GenAI’s Power: What Does "Good Data" Really Mean? Unleash AI forecasting, custom Agents, and real-time insights with People.ai’s Spring Release—built to boost revenue precision and sales efficiency. For years, revenue teams have trusted People.ai’s data to power nearly every key sales ritual. But we kept seeing the same thing—teams exporting our data into external forecasting tools to patch holes those systems couldn’t fill. It became clear: forecasting could be done better. Read how we’re helping teams deliver predictable outcomes in this quarter’s release: It’s here. We’re equipping teams with a dynamic, data-backed forecasting solution that delivers real-time insights, complete deal visibility, and the confidence to call the number without second-guessing. People.ai Forecasting doesn’t just predict outcomes—it empowers you to stake your reputation on them. We’ve got all the core forecasting features you'd expect. But here’s what makes us different: Everyone’s talking about AI Agents. We’re focused on what powers them: a rock-solid foundation of data. People.ai’s customizable Agents analyze emails, calls, meeting transcripts, and more to surface precise, real-time Signals—so you can uncover opportunities, spot risks, and act fast. Trained on your unique GTM fundamentals—like stage definitions, competitors, and your sales methodology—your Agent delivers context and coaching that’s specific to your business. Now fully embedded into your daily workflows, your Agent helps you: The result? Clearer next steps, fewer surprises, and a whole lot more revenue confidence. It’s time to free sellers from manual research and data entry. With a single click, your Agent surfaces public company data—strategy shifts, financials, leadership changes, layoffs, M&A activity, and more—directly within Automated Account Plans and Automated Opportunity Scorecards. Updated within a day of publication and visible right in your CRM, sellers can stay in the flow of work and act on insights in real time. With timely, complete data at their fingertips, they can adjust strategies, de-risk deals, and ultimately sell smarter. Gone are the days of jumping from account to account and piecing together what’s really going on. Parent 360 is your single view into account hierarchies. Learn where your team is spending time, what’s being discussed, and with whom. By automatically capturing and matching every meeting, email, call, and contact to the right account, Parent 360 breaks down silos and offers a complete, real-time picture of engagement. That means: With Parent 360, you can finally manage your most strategic accounts with confidence—and precision. Say goodbye to copy-paste chaos. Our new export capabilities allow you to turn Account Plans, Opportunity Scorecards, and Relationship Maps into executive-ready PowerPoint and Word files—fully editable and branded to your company’s guidelines. Whether you're prepping for an Executive Briefing, QBR, or deal review, simply select what you want to include, preview, and export in seconds. Each file pulls from real-time insights—no manual updates or data stitching required. Get a fast, polished way to show up prepared, aligned, and ready to lead the conversation.‍ With new 360 Views in PeopleGlass, sales managers and leaders get a complete picture of account and deal health—without ever leaving their workflow. Embedded directly into Account and Opportunity sheets, these views combine real-time engagement data with AI-generated summaries of key topics, next steps, and risks. Whether you're reviewing pipeline, coaching a rep, or validating deal status, 360 Views help you take action quickly and confidently—all in one place. At People.ai, we believe revenue isn’t just about data—it’s about discipline. That’s why we’re helping GTM teams operationalize their core motions, stay laser-focused on execution, and now, deliver forecasts they can count on. Let us show you what’s possible. 👉 Get a demo. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/storytime-is-over-the-3-parts-of-a-streamlined-deal-review Title: People.ai | Storytime Is Over: the 3 Parts of a Streamlined Deal Review Meta Description: Your deal reviews are a time for strategic alignment, not meandering stories. Take back your time with this three-part structure. Language: en Canonical URL: https://www.people.ai/blog/storytime-is-over-the-3-parts-of-a-streamlined-deal-review ## Headings Structure: H1: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H2: Beating the “Storytime” Problem H2: Structuring your Deal Reviews H2: 1. Qualification H2: 2. Relationships H2: 3. Plan H2: Article Topics H2: Related Insights H3: Stop Sandbagging In Your Organization With AI-Powered Tools H3: Want to Start Closing More Deals? Leverage Data in Your Deal Reviews H3: The Importance of Multi-Threading Your Relationships ## Main Content: H1: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H2: Beating the “Storytime” Problem H2: Structuring your Deal Reviews H2: 1. Qualification H2: 2. Relationships H2: 3. Plan H2: Article Topics H2: Related Insights H3: Stop Sandbagging In Your Organization With AI-Powered Tools H3: Want to Start Closing More Deals? Leverage Data in Your Deal Reviews H3: The Importance of Multi-Threading Your Relationships Your deal reviews are a time for strategic alignment, not meandering stories. Take back your time with this three-part structure. Your sales team’s deal reviews should do a lot of things. They should provide managers an opportunity to direct and coach their representatives toward mastering their sales process and driving revenue more efficiently. They should provide reps an opportunity to speak to their successes and failures, look for advice, and even suggest ways to improve the existing process. Most importantly, your deal reviews should unite your entire team beneath a clearly defined and agreed-upon process strategy that will dictate each individual member’s tasks in the weeks to come. However, if your team’s deal reviews are like many others, they probably don’t do those things very often. Sales teams struggle with the gulf between what their deal reviews should be and what they are all the time. So what’s creating this gulf? We call it “storytime.” “Storytime” is what happens when your deal review meetings aren’t structured. Without a clear understanding of what should be presented and why, sales reps instead get lost in the weeds of a particular account, falling back on anecdotes or tangents about their latest interaction with the buyer, or irrelevant details about the history of the account, or… You know what happens next. Both reps and managers lose focus. The meeting meanders. By the time you’re all going back to work, nobody could tell you what the big “takeaways” from your deal review were, much less how they can use them to inform the work they’re about to go do. The way to ensure “storytime” never happens again and make sure your deal reviews start doing everything they should again is simple: structure, structure, structure. Deal reviews are a tool your sales team uses to achieve a result. Therefore, the most effective way to use your reviews is to first identify the goal you want them to achieve and then define a standardized format for how you can go about achieving it. Identifying your goal is the easy part. During your deal reviews you want to answer the following three questions: Answering these three questions will give you everything from the high-level state of the union to the nitty-gritty of immediate next-step marching orders. Now, in order to answer these three questions successfully, you’ll also have to structure how you’re talking about each of the particular deals you’re reviewing. The specifics of your structure will depend on your unique process and pipeline, but however you approach it, we recommend covering the following three main topics: Is the account in question qualified according to your sales methodology? Are they struggling with the type of issues you can provide a solution for? Are they familiar with and/or interested in your services? Is the timing right? If the account is in its early stages, does the rep think it is a bona fide opportunity? Why or why not? If the account is in late stages, what are the final objections your rep will have to overcome before close? People.ai can use your Salesforce data to automatically generate customized account health scorecards. These scorecards give you an instant bird’s-eye view into the state of each account and prepare you to discuss next steps, streamlining and standardizing the qualification portion of the deal review. Who has the sales rep talked to at the account? Do they know all the qualified decision makers? When and what was their last interaction, what did it lead to, and what are the next steps? Does the rep know how each of the points of contact they have reached out to connect with one another? People.ai’s relationship maps can streamline this portion of the deal review, too. People.ai uses your Salesforce data to automatically capture every engaged contact within an account and visualize their relationship to one another in an organizational chart. This maximizes visibility into the decision makers within an account and validates who you need to talk to next and why. Based on where the deal is in the pipeline right now, what is the next step the rep should take to move forward according to your methodology, and why? Does the representative have any questions or concerns or require any additional resources to take this next step? How can the rest of the team support them in taking this step? By the time you’re done discussing the plan for a given account, you should know the next step being taken, who is taking that step and why, and what the intended effect or success criteria of the step will be according to your sales methodology. People.ai can even help dictate next steps, by identifying what’s been most successful for you at each stage of your pipeline in the past and making recommendations as to what you could do next. Streamline Deal Reviews with People.ai For more help standardizing and streamlining your deal reviews to overcome the “storytime” problem once and for all, sign up for a People.ai demo or give us a buzz any time. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/territory-management Title: People.ai | Sales Territory Management: The Definitive Guide Meta Description: Territory management segments sales opportunities to boost efficiency. Language: en Canonical URL: https://www.people.ai/blog/territory-management ## Headings Structure: H1: Sales Territory Management: The Definitive Guide H2: What is Territory Management? H2: Common Pitfalls in Territory Management H3: Inequitable Territories H3: Account Retention and Territory Expansion H3: Pipeline Manipulation to Influence Territories H2: The Ins and Outs of Territory Management H2: Prerequisites of Effective Territory Management H3: Structured and Complete Data H3: Data Dedup and Cleaning H3: Lead and Opportunity Volume H3: Team Capacity and Rep Engagement H2: How to Turn Territory Management into Territory Leadership H3: Use Engagement Data to Redraw Territories H3: Provide Reps With a Territory Treasure Map for Coverage H3: Strategize Territory Expansion vs. Contraction H3: Use Territory Data to Make Hiring Decisions H2: Master Your Territory Management H2: Table of contents H2: Article Topics H2: Related Insights H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: How to Implement a Customer Success Outreach Process H3: The Template for Creating a Successful Sales Plan ## Main Content: H1: Sales Territory Management: The Definitive Guide H2: What is Territory Management? H2: Common Pitfalls in Territory Management H3: Inequitable Territories H3: Account Retention and Territory Expansion H3: Pipeline Manipulation to Influence Territories H2: The Ins and Outs of Territory Management H2: Prerequisites of Effective Territory Management H3: Structured and Complete Data H3: Data Dedup and Cleaning H3: Lead and Opportunity Volume H3: Team Capacity and Rep Engagement H2: How to Turn Territory Management into Territory Leadership H3: Use Engagement Data to Redraw Territories H3: Provide Reps With a Territory Treasure Map for Coverage H3: Strategize Territory Expansion vs. Contraction H3: Use Territory Data to Make Hiring Decisions H2: Master Your Territory Management H2: Table of contents H2: Article Topics H2: Related Insights H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: How to Implement a Customer Success Outreach Process H3: The Template for Creating a Successful Sales Plan Territory management segments sales opportunities to boost efficiency. As the sales world has continued to evolve and change, the definition of territory management has followed suit. Previously, territory management was almost entirely focused on trying to solve the notorious traveling salesperson problem — identifying the most efficient routes for their outside sales reps. So, how does one manage territories today? Modern territory management can include much more than purely the geographical management of sales teams — although that component does still exist. Territory managers now must take other elements into consideration, including average contract sizes, competitive and market intelligence, and more. Territory Management is the process of segmenting a sales team’s opportunities and accounts based on location, size, industry, vertical, or another optimization factor for building an efficient, effective, and equitable sales organization. The goal of territory management is to give your SDRs, AEs, and managers a feasible and digestible — albeit attractive — piece of the pie. While we can’t cover them all and many pitfalls will be (unfortunately) subjective to your organization, below are some of the more common issues that arise during a territory manager’s tenure: The most obvious and deleterious pitfall of territory planning is inequitable territories, whether unbalanced by something quantitative such as lead volume and deal size or something qualitative such as a desirable or concentrated location. As a seemingly clear example of inequitable territories, let’s assume our team is tasked with selling recreational boats. One rep is given the Hawaiian Islands as their territory, another is given Minnesota. At first glance, you might think it’s entirely unfair for the Minnesota rep, but a closer look at the numbers indicates that the state of Minnesota has the second-highest recreational boat sales of any state, Hawaii on the other hand, has one of the lowest. Now, if the Hawaiian rep’s territory was to be expanded to include California, these territories would be more equitable in market size but other considerations must also be factored in. One clear inequity from this example is the desirability of the Hawaii/California territory over Minnesota. Ultimately, all of these factors should be weighed and communicated through incentive comp plans. One of the common problems (and complaints) you’ll see come up in territory management is the seemingly unfair retention of keystone accounts when it is no longer technically bucketed in a rep’s territory. You must be explicit with your team about how various situational changes will impact account retention. For example, if a larger account acquires a smaller account from another territory, who keeps the account? If a territory is expanding, whether physically or conceptually (a changing parameter — i.e. industry, ACV ranges, etc.) do reps who’ve previously closed accounts in these new territories get to retain them moving forward? All these questions should be thoroughly thought through as your territory management processes evolve. Something to look out for and guard against is reps attempting to game the system (and by system, we mean comp) by inflating, deflating, or otherwise manipulating their pipeline to get their desired outcome. For example, if a rep sensed massive opportunities just beyond their territory, they could deflate their pipeline and push management to expand their territory, capturing those opportunities and accounts. Alternatively, AEs might look to inflate the appearance of their pipeline if they were to realize some of the juice from their outlier territories wasn’t worth the squeeze. Not to say every team or rep will encounter this problem, but it has almost certainly been responsible for inequitable territories across many organizations. You don’t need to be a sanitation worker to understand that, “garbage in, garbage out,” in the context of your data is bad for business analytics, revenue predictions, and yes, territory management. The quality of your territory strategy relies heavily on the quality of your inputs. You can model growth and take decisive action based on your current data, but if the data has any margin of error, it’s not likely to be the best course of action. Below are but a few of the considerations that are inherent in the territory management department of your sales organization. Not to push this reasoning to the point of exhaustion but the foundation of territory management really is your data. If your database doesn’t follow consistent formatting or is only sporadically updated for completeness, it’s not a source of truth that can be trusted 100%. Duplication within your data can happen for a number of reasons, but most often it’s the result of miscommunication from multiple reps or other sources forgetting (or not realizing) that the data already exists. Cleaning your data is important for the management of missing data points and duplicate contacts, accounts, or otherwise. Another consideration when establishing or reviewing your territories is lead volume and opportunity management. If your team’s lead flow is strong and showing signs of growth, this is a good leading indicator that your pipeline coverage is healthy and could require more resources in certain territories. If your team is being inundated with opportunities and having to cherry-pick which to pursue, there’s definitely money being left on the table. Another crucial element of territory management to consider is your team’s current capacity as well as the hiring pipeline, rep ramp period, and other resource management considerations. For example, if you notice reps are struggling to keep up with their account management, and instead focusing on new leads, it could be a sign that their pipeline is becoming unmanageable and could be diverted to a new rep expanding their territory. If reps are not engaging accounts in their territory or simply unable to service the entire Now that we are aligned on the prerequisites to effectively leverage your data for territory management, let’s turn to some of the various things you can use this data to be a better sales leader and territory overseer. Territory segmentation is a problem that can be solved using a k-nearest neighbors algorithm, understanding that accounts in proximity to each other (physical distance or otherwise) belong in the same territory. Unfortunately, there are often outlier accounts that don’t get as much attention as they require or deserve. Tracking activity and engagement data gives you the power to feed this information into your territory plan and redraw the lines, redistributing available reps to accounts that haven’t been touched recently. This redistribution of reps increases your team’s overall quota and revenues. Ultimately, your role as a sales and territory leader is to guide your team to cover the target market. Sales coaching puts you in the cartographer’s seat, drawing a metaphoric treasure map where “X marks the sale.” Whether providing reps with resources to optimize their routes and routines or coaching on sales plays and cadences, it’s up to you to have a firm grasp on the moving parts. People.ai is the GPS in this metaphor giving you real-time insight into how your territories are being managed, where gaps in the market exist, and actionable suggestions for improvement. Territory planning is the crux of the ongoing territory management process. It’s where performance in current territories is assessed, growth projections are factored in, and expansion logistics are arranged. We’ve mentioned how leading indicators like sustained growth in lead flow can contribute to the need for planning and action, but the converse is also true. If reps aren’t meeting their quotas or the current market saturates, even temporarily, it’s important that territory lines are treated more like lines in the sand and not immovable barriers. When and where this expansion or contraction takes place is up to the leadership team to decide. For example, if a sales leader notices that account engagement metrics are high but quotas are being missed, it could be a sign that reps have oversaturated the market and their territory should be expanded. When deciding when to grow your team in a given territory, it’s important to follow the leading indicators to make sure you hire ahead of demand and give new reps adequate time to ramp. When it comes to hiring decisions, it’s all about the delta, or net change in your team’s activity data. For example, an increase in opportunities engaged, the number of prospects engaged, and new logos per rep can all be leading indicators of a need to start hiring and ramping. Territory management is the art and science of creating a balanced and equitable sales organization. One way to be certain of your territory and pipeline coverage is to leverage modern automation to gain real-time insights from your team’s activity data. We’ve mentioned the importance of being data-driven in territory management — as well as the nitty gritty need for clean, manageable, and automated data — allows you to extract valuable insights and strategic decisions. The key to unlocking these abilities lies in the growing suite of sales solutions from People.ai. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/territory-planning Title: People.ai | Activity Data: The Key to Smarter Territory Planning Meta Description: Unlock effective territory planning with People.ai's activity data. Gain clear insights into account engagement and maximize your revenue opportunities. Language: en Canonical URL: https://www.people.ai/blog/territory-planning ## Headings Structure: H1: Activity Data: The Missing Link for Effective Territory Planning H2: Activity data - the missing link for effective territory planning H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Implement a Customer Success Outreach Process H3: Run Sales Engineering Teams Efficiently with People.ai's Power H3: How CMOs Can Redefine the Path to Revenue with Intent and Engagement ## Main Content: H1: Activity Data: The Missing Link for Effective Territory Planning H2: Activity data - the missing link for effective territory planning H2: Table of contents H2: Article Topics H2: Related Insights H3: How to Implement a Customer Success Outreach Process H3: Run Sales Engineering Teams Efficiently with People.ai's Power H3: How CMOs Can Redefine the Path to Revenue with Intent and Engagement Unlock effective territory planning with People.ai activity data. Gain clear insights into account engagement and maximize your revenue opportunities. During territory planning, Sales and Sales Ops leaders use several different factors to weigh their decision, including: Even with these inputs, territory planning can still be a daunting task when leaders face looming blindspots around account-based performance and team engagement. The problem typically starts with the CRM, as leaders rely on the data entered there to analyze account engagement. This approach's success hinges on having the right quality and quantity of sales activity logged, something that almost every organization struggles against. That's because manually entered data often lacks the details leaders need while anecdotes from reps ("trust me…") are too subjective a measure to assess account engagement or identify untapped opportunities. That's where People.ai steps in. By tapping into rep's inboxes and calendars, key details around account engagement, contacts involved, and activity types are automatically captured and verified before being synced back to the CRM. With this level of visibility, leaders can quickly assess the health of their territories while also addressing questions like: Highly engaged accounts over past fiscal year Accounts with minimal engagement over past fiscal year Visibility into account engagement also opens the door for a conversation around capacity. When leaders have a better understanding of the types of activities reps are engaging in and how long those activities take, decisions around coverage or headcount can reflect real demand and position organizations to capture even more revenue from existing accounts than previously planned. Reassign accounts that haven't been touched Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-4-step-playbook-to-transform-your-team-into-ai-masters Title: People.ai | The 4-Step Playbook to Transform Your Team Into AI Masters Meta Description: Move your sales team from knowing AI to using it. Identify your maturity stage and learn how to embed AI into workflows that drive measurable impact. Language: en Canonical URL: https://www.people.ai/blog/the-4-step-playbook-to-transform-your-team-into-ai-masters ## Headings Structure: H1: The 4-Step Playbook to Transform Your Team Into AI Masters H2: Step One: Identify Your AI Maturity Level H2: Step Two: Capture the Right Signals and Make Them Actionable H2: Step Three: Embed AI Into Workflows That Actually Matter H2: Step Four: Guide Your Team Through the Change Curve H2: The Bottom Line H2: Article Topics H2: Related Insights H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Activity Matching Will Make or Break Your Sales AI Tool H3: 6 Ways We’re Challenging Everything You Know About Forecasting ## Main Content: H1: The 4-Step Playbook to Transform Your Team Into AI Masters H2: Step One: Identify Your AI Maturity Level H2: Step Two: Capture the Right Signals and Make Them Actionable H2: Step Three: Embed AI Into Workflows That Actually Matter H2: Step Four: Guide Your Team Through the Change Curve H2: The Bottom Line H2: Article Topics H2: Related Insights H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Activity Matching Will Make or Break Your Sales AI Tool H3: 6 Ways We’re Challenging Everything You Know About Forecasting Move your sales team from knowing AI to using it. Identify your maturity stage and learn how to embed AI into workflows that drive measurable impact. Sales has always demanded speed and results, but the pressure keeps intensifying. Higher quotas. Tighter budgets. Expectations that never stop climbing. For modern sales teams, AI isn't optional anymore, it's how you keep pace without burning your team out. But being AI-ready isn’t just about the tools you buy. It’s about weaving it into your culture, data, and workflows. Most organizations today are testing AI in pockets, unsure of how to scale, and sales teams risk being left behind. At People.ai, we help organizations move along the AI maturity curve from awareness to transformation, turning signals into actionable insights and embedding AI into your daily rituals. The first step? Understanding exactly where you are today. In working with hundreds of revenue teams, I've seen five distinct stages emerge. Most organizations fall into one of the following: The majority of the organizations I work with today are in the Experimentation stages. However, Companies like Red Hat have successfully moved through these stages, consolidating fragmented planning processes and embedding their qualification frameworks directly into daily workflows. The impact can’t be overlooked. Red Hat has established a foundation for forecasting confidence that extends across their entire $6B+ revenue operation. Once you understand your maturity stage, the next challenge is cutting through the noise. What do leaders really want? Answers and action. Signals are everywhere, but without context, they are basically worthless. The goal isn't to track everything, it's to identify the signals that predict real outcomes. That only happens when your data foundation is solid. High-quality data isn't just a technical requirement. It's your competitive advantage. Even the most change-ready team can't succeed if the underlying data is broken. AI models trained on richer, cleaner data deliver deeper insights and more accurate predictions. At People.ai, we've spent nearly a decade training our AI on billions of B2B deals. This is the kind of data that identifies patterns and fills in the gaps with ease and accuracy. Red Hat is a prime example. With only around 30,000 contacts in their CRM for over 5,000 sellers, visibility into buyer engagement was minimal. New reps inherited accounts without context, leading to delayed ramp times and poor customer experiences. By automating activity capture and embedding qualification frameworks into CRM, they didn't just improve data quality. They made it effortless to maintain. Personalizing AI for your teams is what separates organizations that experiment with AI from organizations that transform with it. This isn't about rolling out new dashboards or requiring people to log into another tool, it's about making AI seamless, automatic, and indispensable. Audit your signals. Gather your leadership team and identify the metrics that best predict the outcomes you care about. For each metric, ask: "So what should we do when this signal fires?" Create an AI manifesto. Define clear guidelines for how your organization will use AI- which decisions AI can inform, which it can automate, and which stay firmly in human hands. This isn't about limiting AI. It's about building trust by setting clear boundaries. Host an AI Hackathon. ​​Give teams a day to experiment with AI tools on real problems they're facing. No presentations, no proposals—just hands-on problem-solving. The goal is to surface creative use cases you wouldn't have thought of and identify champions who'll drive adoption afterward. Encourage cross-functional collaboration. Choose a single initiative that's cross-functional, measurable, and solves a real pain point. Maybe it's automating risk identification. Maybe it's generating account plans. Start with one. The goal isn't perfection. It's proving that AI works in your environment, with your data, for your teams. Pick one or two initiatives, execute them well, measure the impact, and then expand. The organizations that scale AI successfully don't try to transform everything at once. They build confidence through small wins. Adopting AI isn't just a technical challenge. It's a cultural one. You're asking people to change how they work, what they trust, and where they spend their time. Teams need to trust AI outputs before they'll act on them, and trust takes time to build. But there are ways to accelerate that trust. To encourage adoption: As one Red Hat leader put it: "Until now, only managers submitted forecasts. This marks a massive shift in how we run our business, driving greater accountability, ownership, and commitment at the individual seller level." That kind of transformation doesn't happen through mandates. It happens through trust, iteration, and shared wins. Being AI-ready isn't about buying the latest tool. It's about creating a culture where AI augments human intelligence, where signals become actions, and where insights are embedded into the workflows that drive measurable outcomes. The question isn't whether to adopt AI. It's how quickly you can move from experimentation to transformation. Start small. Focus on what matters. Scale with intention. Your team, your customers, and your business will benefit. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-magic-question-that-will-actually-improve-your-sales-forecast Title: People.ai | The Magic Question That Will Actually Improve Your Sales For Meta Description: Sales expert Richard Harris shares valuable tips to improve sales forecasting Language: en Canonical URL: https://www.people.ai/blog/the-magic-question-that-will-actually-improve-your-sales-forecast ## Headings Structure: H1: The Magic Question That Will Actually Improve Your Sales Forecast H2: What is Sales Forecasting? H2: Why Sales Forecasting Matters H2: Richard’s 4 Tips to Improve Sales Forecasting H2: The Magic Question H2: Table of contents H2: Article Topics H2: Related Insights H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool H3: 7 Digital Transformation Trends for 2022 and Beyond ## Main Content: H1: The Magic Question That Will Actually Improve Your Sales Forecast H2: What is Sales Forecasting? H2: Why Sales Forecasting Matters H2: Richard’s 4 Tips to Improve Sales Forecasting H2: The Magic Question H2: Table of contents H2: Article Topics H2: Related Insights H3: Tips for Smarter, Faster Forecasting with Mid-Market Teams H3: 3 Must-Ask Questions When Purchasing a Sales Forecasting Tool H3: 7 Digital Transformation Trends for 2022 and Beyond Sales expert Richard Harris shares valuable tips to improve sales forecasting Sales forecasting has come a long way in the last decade. Heck, it’s come a long way in the past 24 months. Leaders now have access to AI and revenue intelligence tools that bring so many additional insights to the table. It’s actually quite amazing. But let's be honest, even with the latest advancements, most sales teams still hate forecasting. The main challenge I see today is ensuring that the tools and services you’re using to improve forecasting accuracy are interpreting all the inputs correctly. To do that, capturing essential data is pertinent. There’s an art to forecasting that often gets overlooked. Yes, using the right tools is part of the equation, but what’s more important is how you’re using them. Your team needs to be properly equipped, and you need to know how to ask the right questions. Because at the end of the day, what you really want is answers. Answers to how you can support your organization, answers to how the business is doing, and answers to how to better coach your team. Forecasting can help you get those answers if you do it right. As you read on, I’ll be helping you explore ways to improve your forecasting process. At the end, I’ll even give you the one magic question you can use to improve your forecasting every day, week, month, quarter, and year. Let’s get started by reframing how we think about forecasting. Sales forecasting is an attempt to understand the viability of each deal in a sales funnel and its probability of closing within a certain time frame. It’s been a vital part of every sales routine for eons, and I might venture to say that it’s been a pain in the you know what for just as long. That’s mainly because we’re thinking about forecasting the wrong way. Here’s what I mean, there are a few things to keep in mind when it comes to forecasting Sales forecasting is simply an attempt to determine revenue reality. How real are the deals in our pipeline? How much can we plan for the future of our organization? Companies set goals to foster growth, and we all need a measuring stick to see how we’re progressing along. Forecasting is that measurement. It’s always nice to feel like we’re hitting a specific goal, but too often we get caught up in the numbers and inflate our pipelines. This breaks the reality we were aiming for. That’s why accuracy is so important. To truly support our organizations, we owe them our best efforts at calling the right number. With that said, I want to emphasize that sales forecasting isn't perfect. We’re better off assuming that it won’t be. There are tools out there that get us close, but that’s not the ultimate goal. What you want to aim for is improving your forecasting over time. Your forecasts should become more accurate and more reliable every month, quarter, and year-end review. As humans, we like the comfort of accurate predictability. And this goes beyond sales and business. Most people want to know what's coming, when it’s coming, and how it will affect them. Whether that’s the weather, how long it will take to drive from Point A to Point B, or how long the wait will be at the DMV. We like simple, we like predictable, and when the forecast is accurate, it helps calm the nerves. In sales, forecasting matters because it’s an indication of the health of the business. Frankly put, will the business survive? It’s designed to focus on the present while helping us plan for the future. The more we understand about our current revenue stream, the more we can proactively use forecasting to help achieve business goals. From projects and product roadmaps to headcount and the services we need to support them, our forecast number gives us a stronger grasp on that revenue reality we talked about earlier. This is by no means an exhaustive list of best practices to improve sales forecasting. I simply want to help you stay on the right track: 1. Garbage In, Garbage Out - This is still as true today as it was when I was selling in the 1900s (Late 1900s). Data matters here. It matters a lot. When you enter incomplete or outdated data into your sales stack, you’re doing yourself a disservice. There’s just no way that you can pull an accurate forecast from bad data. And yet, I see it all too often. Before you can improve your forecast, you have to nail down a process that improves your data input. I’ll talk more about this in the next bullet. 2. CRM Engagement - This is the twin of Garbage In, Garbage Out. There are two parts to CRM Engagement in sales forecasting. One part is at the ground level with reps, the other part is at the leadership level.  In my experience, I’ve found that 99% of the blame for poor CRM engagement falls on sales leaders, not the reps. Activity data like emails, phone calls, Zoom meetings, and text messages have to be input into the CRM somehow. If you’re still relying on your sales team to do any of this manually, then you are never going to get a strong sales forecast. There are just too many key details missing for you to get an accurate view of your pipeline this way. Nowadays, there are tools that can automatically capture this information for you and integrate it into your CRM. Some are better than others, but the fact remains the same: manual data entry is killing your forecast accuracy. My advice, stop blaming your sales reps for inaccurate data when you aren’t fully supporting them with the tools they need to succeed. On the flip side, bad CRM Engagement can also happen when leaders ask for information that has already been entered into the CRM. Yes, I am looking at you, sales leaders and executives. You want all this information in the system, but it’s rarely easy to upkeep, and when data is up-to-date, you’re not taking the time to look for it yourself. It’s the sales leader’s job to make sure the forecasting mechanism works, not the reps. They have better things to do with their time than data entry and answering questions you can find yourself.   3. Missing Info- There is a crucial piece of information missing in every sales forecasting approach I see. And in reality, even with all the tools and data you can get into your CRM, you’re only getting about half the story. The external half. In most cases, you are only capturing the data that’s happening between your sales arm and the prospect. That’s not enough.What are you doing with all the data and conversations that are happening internally about each deal? Are you actively recording and adding the conversations from internal pipeline reviews? Are you making sure the emails between executives, product marketing teams, or even the engineering team are being captured and added to be utilized in the forecast? What about tracking special pricing or discounting so you can see how much it actually affects the forecast and closed revenue?If not, why?This is a critical part of understanding the forecast. It really isn’t that hard to do, especially with AI and automation. It’s time to start adding this motion to your calculation. This is an example of what “Better” looks like in the Better, Faster, and Cheaper approach. 4. The Right Tools- Okay, this one is gonna sting a little, and that is on purpose. This is clearly a very important part of improving your sales forecast. Everyone wants things better, faster, and cheaper. Sadly, many people convince themselves that cheaper and faster is better. But it’s not. I am willing to bet that as you’re reading this, you can think of at least 3-5 times in your life that you’ve made this mistake. Slow is steady, steady is smooth, and smooth is fast. So, here’s another best practice for getting your sales stack right when choosing a sales forecasting tool. You need to answer these very honestly: 1. At the end of implementing ____ tool, we expect to be better at ___, ___, and ___. If you use buzzwords, you need to go back and define each buzzword in relation to your specific use cases. 2. We will define success as an increase (or decrease) in ___, ___, and ___.  Remember, sometimes a decrease in something is actually an improvement. 3. True/False - We have baseline numbers supporting the metrics we want to increase / decrease. If it is false, then you must answer the following… “We will allow ___ months to help establish a baseline from which we can build upon.”If you think a short time frame is going to give you the information you need to start making decisions, then you just failed at Better, Faster, and Cheaper. You are 100% a Faster and Cheaper type of leader. Once you answer these questions, you can use them in meetings with potential vendors to showcase their value. Hold them accountable and have them explain how they will solve your problems better than any of their competition. Earlier, I promised you that I’d share the one question that brings humanity and reality back into your sales forecasting approach. Yes, you can have all the tools and all the data you want, but it still comes down to this one little thing. For every deal and opportunity that you are working on, ask this simple question: What’s the one thing preventing this deal from moving forward to the next step? Generally speaking, the true answer is never just one thing. The reason this question works is because it helps the human brain zoom in and focus quickly, while also making way for the bigger picture. Compare these questions with an alternative, “So, where are we on this deal?” The answer to this question is so large and robust that it causes confusion. For many people, a question like this sends about 30 things through their minds in about 5 seconds. We are humans, and we often pick the answer that gets us in the least amount of trouble. But that’s rarely the right solution for us to fully back. When you get an answer with that one thing, simply go deeper: “Okay, what else?” or “Okay, what’s the process to get that done?” Your sales reps can ask very similar questions to their prospects. Here are a few examples: I’ve talked a lot about equipping your team with the right tools and leveraging AI, but humanity will always play a crucial role in the forecasting process. That’s the art of forecasting that I was talking about earlier. These discoveries are only made with a well-thought-out human-to-human connection. Yes, these tools are very helpful to have in our everyday practice, but they can never replace the best part of selling: relationship building. In fact, they should be used to enhance your output and strip away the manual processes that keep you from doing this in the first place. Whether you take it slow or go all-in, these actionable steps will help you achieve forecasting accuracy. The key is using AI along with timeless sales tactics to guide your next call. Richard Harris is a multi-award-winning GTM strategist, sales leader expert, and sales trainer who has fundamentally reshaped how modern companies approach sales conversations and customer engagement using his N.E.A.T. Selling™ sales strategy. His approach to sales leadership emphasizes both high performance and human-centric values, making him one of the most respected voices in modern sales transformation. As the founder of The Harris Consulting Group, he has earned recognition as a 5-time Salesforce Sales Leader and 5-time AAiSP Top Sales Leader for his innovative "Earn The Right” methodology, which transforms how sales teams navigate customer relationships and drive revenue. Harris's client portfolio spans Fortune 500 and Saas enterprises like General Electric, Visa, Zoom, Salesforce, and Gainsight to early stage and high-growth start-ups such as Dusty Robotics, Lattice,  and Second Nature, demonstrating the versatility and effectiveness of his approach across different business scales. Beyond his consulting work, Harris is the co-founder of Surf and Sales Summit. His thought leadership and expertise have made him a sought-after guest speaker on numerous business and sales podcasts. A passionate advocate for mental health awareness in sales, Harris balances his professional achievements with his role as a husband and father of two sons. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-making-of-a-champion Title: People.ai | The Making of a Champion Meta Description: Spot champions in sales—decision-makers who endorse your solutions. Focus on building strong relationships to drive deals forward effectively. Language: en Canonical URL: https://www.people.ai/blog/the-making-of-a-champion ## Headings Structure: H1: The Making of a Champion H2: Coaches vs. Champions-Know the Difference H2: If You Don’t Have a Champion, Keep Shopping H2: Champions Don’t Come Cheap H2: A Textbook Partnership H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: 10 Top B2B Sales Strategies for 2022 ## Main Content: H1: The Making of a Champion H2: Coaches vs. Champions-Know the Difference H2: If You Don’t Have a Champion, Keep Shopping H2: Champions Don’t Come Cheap H2: A Textbook Partnership H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: People.ai: Meeting Transcripts, Deal Insights & Pre-Call Intel H3: 10 Top B2B Sales Strategies for 2022 Spot champions in sales—decision-makers who endorse your solutions. Focus on building strong relationships to drive deals forward effectively. Spend enough time in sales and you’ll learn that a sales career rides on an account executive’s ability to spot and win over champions. Looking back over the past two decades that I’ve spent running Sales and Marketing organizations, I can count on one hand the number of complex B2B deals that closed without the help of an influential insider. Here’s what the best reps have taught me about recruiting the kind of champion that moves the needle. Talk to ten reps and you’ll get ten definitions of a champion. But the smart reps boil it down to two things--influence and action. Champions may not be the most senior or tenured employees in a company, but, without fail, they’ve got the ability to shape key decisions. This may come from their domain expertise, their relationships, or their direct responsibilities. But influence alone does not make a champion. The people that reps need on their side are willing to put their influence to work--actively making introductions, endorsing products and services, and personally committing to make projects successful. Individuals who lack influence or the willingness to act can be like quicksand--sucking reps’ time without helping deals move forward. They may provide insight into the internal players, process, and politics of an organization, but if that’s the extent of their involvement, they’re coaches, not champions. Inevitably, reps find themselves stymied by coaches and other players who don’t have the juice to get the deal done. In these situations, they often struggle to move on, fearing that if they burn a relationship, they’ll burn the deal. Skilled reps employ a few strategies to push through this predicament. First, they put other players from their own company to work--their boss, folks from marketing, Sales Engineering, or customer success--to get to know additional players in the account.  If the reps ever get questions about their colleagues’ actions, they simply respond, “apologies, but I can’t control their behavior.” Good reps also cultivate several relationships simultaneously. That way, when one fizzles, they’ve got several other lines in the water. And if reps are ever criticized for going behind someone’s back, they can legitimately claim they’ve been engaged with a range of people for some time. If the previous two approaches don’t pan out, addressing the issue directly may be the best move.  “I need to reach out to other people in your company because my competitors are.” This may ruffle some feathers but good reps know that if there’s no friction, there’s usually no deal. Champions with the juice to advance a deal are typically savvy and focused. They won’t agree to become a de facto member of the sales team simply because a rep asks. They need an incentive. This may come from receiving greater influence, recognition, or responsibility due to their affiliation with the project. The best reps know how to link champions’ motivations to the deal in play. In addition to incentives, champions need a reason to believe that reps have what it takes to deliver. In that respect, information is a rep’s most valuable currency. Reps gain credibility by bringing champions new insights into what’s happening in the industry, company-specific intelligence they’ve gleaned from other coaches, and best practices from other companies. In the words of one top-performing rep, “if I don’t walk into a meeting with a relevant piece of information that my champion doesn’t have, I don’t have any business being there.” I recently caught up with an Account Executive who was celebrating a major win in an account she’d recently inherited. “Everyone told me the account was dead. They were doing small deals with us but we suspected they’d cut ties soon.” She went on to explain that their strongest advocate had neither the influence nor the desire to push for an expanded relationship. “Since the account was in a precarious position, I couldn’t jeopardize my relationship with our sponsor, so I asked a few colleagues to build bridges that eventually got us to the CRO.” From there, the AE identified a critical gap in one of the CRO’s key initiatives and proposed a solution. That was enough to turn the CRO into a champion and the AE landed a deal that was 3X larger than the initial contract. While not every sales story has this kind of happy ending, the odds are heavily in favor of reps that know how to engage real champions in the sales process. We’ve analyzed the sales data from hundreds of enterprises and found that multi-threading your sales conversations can increase your win rate by up to 44%. Reps and sales organizations looking to accelerate sales productivity will likely drive immediate impact by making better use of champions. People.ai is ready to lend a hand. Our relationship maps allow sales teams to map both the formal reporting structures as well as the influence structures on their target buyers. For more information, click here. This article was written by Justin Shriber with insights from Susan Zuzic. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-real-reason-your-sdrs-didnt-follow-up-on-those-leads Title: People.ai | The Real Reason Your SDRs Didn't Follow-up on Those Leads Meta Description: Your SDRs are never going to follow-up on all the leads the marketing team sends over. But the reason why might not be what you think. Language: en Canonical URL: https://www.people.ai/blog/the-real-reason-your-sdrs-didnt-follow-up-on-those-leads ## Headings Structure: H1: The Real Reason Your SDRs Didn't Follow-up on Those Leads H3: How to Determine SDR Capacity H3: Don’t Throw Away Marketing Budget on More Leads Than Your Sales Team Can Handle H2: Table of contents H2: Article Topics H2: Related Insights H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Executive Deal Reviews for RevOps with Jamie Carney H3: 12-Month AI Outlook: Future Insights from Industry Leaders ## Main Content: H1: The Real Reason Your SDRs Didn't Follow-up on Those Leads H3: How to Determine SDR Capacity H3: Don’t Throw Away Marketing Budget on More Leads Than Your Sales Team Can Handle H2: Table of contents H2: Article Topics H2: Related Insights H3: The RevOps Mindset Shift to Data-Driven Territory Design H3: Executive Deal Reviews for RevOps with Jamie Carney H3: 12-Month AI Outlook: Future Insights from Industry Leaders Your SDRs are never going to follow-up on all the leads the marketing team sends over. But the reason why might not be what you think. How frequently do your SDRs not follow up on all the leads the marketing team passes to them? Rarely? Weekly? Every day?I’ve seen SDRs be guilty of this in pretty much every organization. However, something very few marketing and sales leaders understand is why that happens. It’s not always because they think your marketing leads aren’t high quality (although this is sometimes the rationale). Rather, most of the time your salespeople don’t follow up on leads because there is just too much on their plates.Very few companies, if any, plan sales capacity from the bottom up instead of top down. They don’t take the time to calculate how much time a salesperson needs to spend per lead, and then use that data to give them the right amount of leads to go through. But without this due diligence, you’re setting your salespeople up for failure, and potentially wasting valuable leads.Solving this problem requires a two-pronged approach. First, you need to know much time/effort/sales calories/touches the average good lead requires to maximize its chances of being converted into a solid opportunity. Second, you need to figure out each salesperson's capacity per day/week/month for how many leads they can process with maximum quality. In order to calculate how much time needs to be spent per lead, you’ll need to look into your company’s historical sales data and see how much activity was spent on every lead that led to a closed/won deal in the past.While some may try to do this manually, at People.ai we do this using our own product out-of-the-box (shocking, I know).Thanks to our rich sales activity data, at People.ai we know that every MQL requires a minimum of 18 minutes of sales activity on the part of our SDR to give it a real shot. From here the math is simple :The average SDR will work eight hours per day. That’s 480 minutes per day minus 60 minutes for lunch and another 60 minutes for coffees, distractions, watercooler conversations, etc.That leaves us with 360 minutes of concentrated work per day.360 minutes per day divided by 18 minutes = 20 minutes.This means a solid SDR can only process a maximum of 20 qualified leads per day. That’s 100 leads per week, or 400 leads per month.Seems pretty simple, right? Surprisingly, most companies we speak with give their SDRs thousands of leads from marketing, partners, etc EVERY DAY or WEEK—not even just per month! Every selling motion is different—from the product or service you’re selling to the buyer you’re selling to—but thousands of leads per week, for a single person, is nearly an impossible feat. Your SDRs may be drowning in often poorly qualified leads, scrambling to produce meetings and opportunities. And with an overly full plate, this is often when we start seeing untargeted emails riddled with mistakes.While the rise in prospecting software has allowed sales to reach more customers in a systematic, it’s also led to less tailored, personalized outreach—and leads that are going to waste.Luckily, it’s entirely within your power to dig your sales and marketing teams out of this rut by implementing individualized capacity planning—and you likely have the data you need to get started. This process is vitally important for making sure the organization spends resources wisely while maximizing results.Instead of drowning your SDRs in leads, quantify the ideal amount of time needed to successfully work a lead, and adjust the number of marketing programs and MQLs accordingly. While it can be tempting to focus more on quantity, your SDRs don’t need 1,000 leads a day—they need the 20 right ones. And your sales and marketing teams will both thank you for it. To get a demo of how People.ai can optimize your sales capacity, learn more here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-revops-mindset-shift-to-data-driven-territory-design Title: People.ai | The RevOps Mindset Shift to Data-Driven Territory Design Meta Description: Boost productivity and optimize territories with AI-driven account rebalancing, increasing capacity and accelerating sales success. Language: en Canonical URL: https://www.people.ai/blog/the-revops-mindset-shift-to-data-driven-territory-design ## Headings Structure: H1: The RevOps Mindset Shift to Data-Driven Territory Design H2: Shortcomings of Traditional Territory Design H3: Loyalty to legacy reps may be holding your team back H3: ‍New reps miss out on the best accounts and have longer ramp times H2: The RevOps mindset shift: from owning to renting H3: Activity Accountability H3: Eliminate the guessing game with AI-powered activity tracking H3: Rethinking Geographic Territories H3: Boost Rep Productivity with Data-Driven Account Rebalancing H2: Unleash your sales potential with intelligent territory planning H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: Managing Deal Pipelines In Salesforce: A Guide for AEs/SDRs ## Main Content: H1: The RevOps Mindset Shift to Data-Driven Territory Design H2: Shortcomings of Traditional Territory Design H3: Loyalty to legacy reps may be holding your team back H3: ‍New reps miss out on the best accounts and have longer ramp times H2: The RevOps mindset shift: from owning to renting H3: Activity Accountability H3: Eliminate the guessing game with AI-powered activity tracking H3: Rethinking Geographic Territories H3: Boost Rep Productivity with Data-Driven Account Rebalancing H2: Unleash your sales potential with intelligent territory planning H2: Table of contents H2: Article Topics H2: Related Insights H3: Call Mapping: What Is It And How Do I Do It? H3: Psst…Your Sellers Are Burned Out. Here’s What You Can Do About It. H3: Managing Deal Pipelines In Salesforce: A Guide for AEs/SDRs Boost productivity and optimize territories with AI-driven account rebalancing, increasing capacity and accelerating sales success. Redesigning and optimizing your organization’s sales territories is not an easy task. But in an increasingly challenging business landscape, it’s proven to produce significant results. Sales organizations that thoughtfully design and optimize sales territories are proven to realize 10-20% increases in sales productivity. If you’re using traditional territory design strategies, you may be missing out on revenue opportunities. And your new sales reps could be paying the price. So, how can RevOps leaders increase rep productivity sales capacity, and accelerate new rep ramp time? In short, by shifting your mindset and taking a data-driven approach to territory design. ‍As a RevOps leader, it’s easy to get caught up in showing loyalty to legacy reps, especially when they’re hitting goals quarter after quarter. But is this loyalty holding your team back from realizing their true revenue potential? Legacy reps often hit their numbers due to cross-sells and up-sells from existing accounts rather than tracking down new ones. They may be sitting on high-potential accounts better served by newer reps with a more aggressive mentality. You should regularly re-examine whether legacy reps are subsisting on cross-sells and upsells from existing accounts and leaving top-tier accounts untouched, and re-distribute those accounts to other reps. People.ai’s VP of Revenue Operations Jamie Carney, shared some compelling stats: With legacy reps sitting on the best accounts, new reps are forced to spend their time working on low-potential accounts. Your new reps face longer ramp times, limited success rates, and unnecessary frustration. As a RevOps leader, there are the questions you need to consider: These questions are setting you up for the RevOps mindset shift. Who owns the accounts? The old way of thinking: each rep owns their accounts. The RevOps mindset shift: the company owns the accounts and their reps “rent” them. Many organizations are now embracing the RevOps mindset shift, where the company takes ownership of accounts and rent them out to their reps based on agreed-upon parameters or “rent.”When organizations and sales reps establish this kind of partnership, sales reps approach their accounts from a position of responsibility rather than privilege. Accountability between sales organizations and reps fosters a shared understanding of consequences when accounts don't have the expected level of activity. If you are a rep who is not paying rent (working an account), you’re not going to be able to keep the account. Sales reps can expect to work accounts actively or see them re-distributed to other team members. It might be a bit frustrating at first, but everyone will come to expect and understand this redistribution of accounts. This also serves as a fantastic way to reward reps who are grinding. Be a RevOps hero by giving your reps the gift of time. Implementing an AI-powered activity tracking tool frees them up to spend more time on those untouched accounts and gives you real insights into the activities in each account. Leaders can easily track how much headway reps are making within each account by viewing emails sent and upcoming meetings. Reps can see which executives they’re interacting with and suggestions for other people to connect with, where they are making progress, whitespace in accounts, and gaps in their sales methodology. Using real data – not guesswork and rep stories – you, as a RevOps leader, can make smarter, faster decisions on how to organize accounts. Acknowledging and tracking rep activities will also benefit your hardest-working reps and help you offer support and guidance to lower-performers. Now, you’re making data-based decisions to proactively shuffle top-tier accounts. Geo should not be the primary reason you’re assigning accounts. Spread the best accounts across the board and make sure they are not sitting cold. Make the best possible bets with your best reps. Organizations that employ a data-driven approach (with AI-powered activity capture) to rebalancing accounts will: Take People.ai, for instance. It has been proven to dramatically reduce new rep ramp times from an industry average of 93 days down to just 2.5 weeks. With a potential 10-20% revenue boost, a well-thought-out territory redesign is a game-changer. Successful territory planning starts with a RevOps mindset shift in the relationship between companies and sales reps. With this mindset shift companies are more likely to hold reps accountable for working their accounts. Ready to be a RevOps leader who makes data-driven decisions to optimize territory design? Accelerate new rep ramp time and increase rep productivity and sales capacity by embracing this RevOps mindset shift and taking advantage of AI-native tools like People.ai. > For more ways to enhance the GTM motions that matter most, check out our Sales Rituals series and a 15-minute video on Rev Ops: Territory Design w/ Engagement Data. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-rise-of-revops-is-centralized-revenue-operations-right-for-your-company Title: People.ai | The Rise of RevOps: Is Centralized Revenue Ops Right for You Meta Description: Explore the pros and cons of centralized, distributed, and hybrid operations models. Learn which approach aligns best with your business needs and goals. Language: en Canonical URL: https://www.people.ai/blog/the-rise-of-revops-is-centralized-revenue-operations-right-for-your-company ## Headings Structure: H1: The Rise of RevOps: Is Centralized Revenue Ops Right for You? H2: The Three Ops Models H2: Centralized vs Distributed vs Hybrid H2: Which Model Is Right For Your Business? H2: The Rise of RevOps H2: The Future of Operations & AI H2: Table of contents H2: Article Topics H2: Related Insights H3: Two Ways AI Can Help Realign Your Marketing and Sales Teams H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth ## Main Content: H1: The Rise of RevOps: Is Centralized Revenue Ops Right for You? H2: The Three Ops Models H2: Centralized vs Distributed vs Hybrid H2: Which Model Is Right For Your Business? H2: The Rise of RevOps H2: The Future of Operations & AI H2: Table of contents H2: Article Topics H2: Related Insights H3: Two Ways AI Can Help Realign Your Marketing and Sales Teams H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth Discover the pros and cons of centralized, distributed, and hybrid models. Find the best operations approach for your business. Sales, marketing, customer success, and operations have a long history of trying to find alignment. First, it was between sales and marketing. Then sales, marketing, and customer success. Now, it's all four trying to see where and how they overlap to create revenue-generating efficiency and collaboration for the business's benefit. While operation teams were the first department tasked to achieve this alignment, ops teams quickly became siloed efforts in themselves, leading to many applications and tools designed to link ops with sales, marketing, and customer success. Most companies try to find a magic bullet to solve this dilemma—a single software tool that can bring it all together or even an inspired executive who's worked magic at other companies. While there's nothing wrong with these approaches, let's remember why operations models exist in the first place: to dismantle silos and create a company-wide mindset around building revenue flow throughout the entire organization. With that in mind, we sat down with Art Harding, Chief Operating Officer at People.ai, to better understand the three operations models, the pros and cons between them, and what that means for the future of RevOps. Over the last five years, three primary operations models have emerged: distributed, centralized, and hybrid. Centralized Model consists of integrated teams reporting into an operational leader where the lines of business being served is the customer. Distributed Model has teams reporting into specific departments (i.e., marketing ops reports into marketing, sales ops reports into sales) and serving within those lines of business. Hybrid Model is a combination of both: ops teams still report into their respective departments much like in a distributed model, but in this case, there's a dotted line to a centralized RevOps team. A centralized model offers a wide range of benefits, including improved governance and better control, and more efficiency over priorities and spend. Additionally, this model is great for establishing sustained and scalable velocity and momentum. "This model also tends to attract more senior operational leaders as they'll have much larger projects to manage," says Harding. Centralizing strategic and operational functions forces companies to institute governance for rationalizing priorities, timelines, and investments. It also improves the operators' and analysts' abilities to do an intellectually authentic analysis of what they see in the data or numbers. A distributed model offers a bit more flexibility and creativity with a faster turnaround time to turn initiatives into action. However, this model tends to be less efficient, cost-effective, and less controlled than a centralized model. While the distributed model accelerates execution on proven operating structures, it may also open the floodgates for lines of business users to covet their operation and data teams to forward a specific narrative. "This could trigger a sort of 'battle of the ops' scenario where each department's operating team is then challenging the conclusion of the other," cautions Harding. A hybrid model will include a mix of operational models combined between both centralized and distributed. A hybrid model's benefit is the ability to manage at scale; however, that does come at the cost of it being a more complex option than the other models. Suppose your business already has a proven or known operating structure. In that case, you can choose to distribute your operations more with a proven governance and allow teams to make quicker decisions at the edge. This distributed model also tends to be a better fit for global organizations. If your business is still maturing, creating new business processes & capabilities, and preparing for scale, the centralized model may be a better fit. “This can extend to domestic companies that are looking to retire operational debt or prioritize new investments,” says Harding. Large, more mature enterprises may choose to look at both models (i.e., the hybrid model) from a high altitude and mix and match depending on the arm of the business they’re looking to serve. Whenever we see technology applied to the way we work or live, we tend to see several things happen: old ways of working are displaced, new types created, and a reduction in the number of reactive actions. Within the world of sales and marketing, the addition of technology, data, and AI will answer all three of these points and help teams spend less time on low-value tasks. The good news is that businesses have already made a lot of progress in those areas via their digital transformation efforts. Offloading low-value tasks has freed up space for department leaders to have a chance to look across the aisle finally and better understand the leading indicators in each function, i.e., the early signs of future success. It’s here that real alignment can take shape as leaders begin to see that “business processes within sales are no more a sales process than lead routing is a marketing business process,” says Harding. “If today’s buyer and customer journeys demand integration, shouldn’t the same be asked of our own business?” Today, leaders from sales ops, marketing ops, and finance connect the dots between these siloed digital capabilities in their business processes and the larger, more integrated buyer and customer journey. It’s here that built the foundation of RevOps. “What’s more is that these processes can be integrated and enhanced with AI and data so that predictable patterns in each of these functions can automatically trigger signals, awareness, or real-time action,” says Harding. "If you believe that the buyer and customer journey is an integrated experience and that everything from sales method to leads to who your team is meeting with can help you operate more efficiently in the future, you're going to get there a lot faster with a centralized ops model," says Harding. Here at People.ai, we recognize it's a race to the AI-powered, data-driven, cross-functionally aware operating model. The AI-ready RevOps team of the future will have tackled the toil of manual data entry, moved from only focusing on lagging indicators to a mix of lagging and leading, and will have applied automation to core infrastructure to shift the strategic operating energy to leveraging signals provided by AI. More importantly, as more tech and AI penetrates the business, leaders can re-allocate their time to focusing on the human element of work and unlocking every employee's potential. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-science-of-sales-how-to-improve-performance-by-moving-the-middle Title: People.ai | Boost Sales Performance: The Science of Moving the Middle Meta Description: Find out how sales leaders can maximize overall organizational performance and drive the greatest impact to both their top and bottom line. Language: en Canonical URL: https://www.people.ai/blog/the-science-of-sales-how-to-improve-performance-by-moving-the-middle ## Headings Structure: H1: Boost Sales Performance: The Science of Moving the Middle H2: Table of contents H2: Article Topics H2: Related Insights H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: 4 Ways to Ramp Sales Reps Faster H3: Build Sales Process Consistency with SVP Chris Albro’s Insights ## Main Content: H1: Boost Sales Performance: The Science of Moving the Middle H2: Table of contents H2: Article Topics H2: Related Insights H3: B2B Sales Velocity: 3 Strategies to Speed Up Cycles in 2024 H3: 4 Ways to Ramp Sales Reps Faster H3: Build Sales Process Consistency with SVP Chris Albro’s Insights Find out how sales leaders can maximize overall organizational performance and drive the greatest impact to both their top and bottom line. Moving the middle 60-70% of your sales team — your core, average performers — is the best way to maximize overall organizational performance. Typically, bottom performers are there due to motivational or job-fit issues, and it’s incredibly difficult to squeeze any more revenue from your top-most performers. The middle, or “Core”, is where you can drive the greatest impact on your top and bottom line. But how do you figure out what to move and how? In the past, Sales Operations leaders could really only use rep quota attainment and bookings to see how well they were performing. However, this would not actually tell you how certain reps were driving more bookings versus less.  With People.ai data, however, Sales Managers and leaders gain visibility, at a granular level, as to how hard people are working and what behaviors are truly driving higher performance in order to optimize coaching and enablement programs. The key to doing this is to focus on activity-level data. Behaviors of high performers can be isolated into activities. Then you focus on what type of activities (e.g., emails, phone calls, conference calls, and meetings) they do and the timing within the sales year or quarter. This data answers: Without granular and well-correlated data behind these questions, reps will be guessing (and often missing the mark) on how they should be focusing their time and effort. So, how do you move the middle? First, it’s important to understand who you should be modeling behavior off of from a performance perspective. Attainment offers the truest measure of performance, as it takes into account things like ramp, target accounts and segmentation. Benchmarking on attainment is usually based on the top 20% of quota attainment — these are your “high performers”. This benchmarking shows you how efficiently reps are attaining their quota, or not, as well as what differentiates them from low performers. For example, high and low performers might spend the same amount of time on in-person meetings, but high performers focus this time at the beginning and end of the year to open and close deals, whereas low performers’ use of in-person meetings is more random throughout the fiscal year. High performers bridge the gap between these in-person meetings with conference calls to stay engaged with customers throughout the year, whereas low performers might use emails instead, leading to less engagement with and from the customer. So, while emails are high-value activities and necessary to book in-person meetings and conference calls, the delta between the number of these activities and when they occur throughout the year are key drivers of performance. Activity-based profiles for high performers differ by segment, product, industry, region and many other key variables within and across companies. Therefore, a high performing rep activity profile for the commercial segment of a company may be the same as a low performing activity profile in the enterprise segment. These optimal performance activity profiles should be created for each meaningful sales motion a company has, and should be used for coaching and goal-setting focused on the middle 60-70% of reps based on performance. These activity-based coaching and enablement programs then turn into repeatable strategies for each unique role and motion within the sales organization. People.ai gives you the data you need. People.ai gives leaders in Sales Ops, Sales Enablement and Sales Management the data they need to analyze the activities of high performers by segment, industry, product, deal size, region, role, etc. The more specific the segmentation of the sales motion, the more actionable and impactful the results will be. For example, when a People.ai customer analyzed one segment and product motion by region, they found in-person meetings are the single largest determinant of success in EMEA, while their US-based business sees their high performers booking significantly more conference calls. Ultimately, when a Sales Organization focuses on ‘moving the middle’ through activity-based playbooks and goals, they will see a market improvement across the entire org, instead of focusing on just the top or bottom. At People.ai, we’ve found that it takes 45-90 days to turn activities into behaviors, but once they do, customers start to see their win rates improve in as little as one deal cycle as a result of mass coordination around the right activities at the right time. Organizations are also using this data to make better decisions around who to promote or move-out, and how best to hire based on fit for individuals in certain roles, based on the activities that will make them successful. This creates top to bottom sales process optimization at the activity-level, and incentivizes the sales reps for the right behaviors. People.ai automatically layers on and analyzes buyer path data as well, in order to provide insight into whom to target by each sales motion, as well as which activities will resonate most with them. This all becomes easily coachable using the People.ai platform, and we also lean on the sales ops and strategy backgrounds within our Customer Success organization to create crisp playbooks for our customers to optimize their reps’ time by driving the right activity, at the right time, targeting the right persona. What does this look like? Using People.ai data, one customer recently found that if they bring a Sales Engineer to one of their first three meetings, it leads to more technical buyers from their target being brought in early, and increases their win rate and average deal size immensely. By looking at deals holistically, People.ai enables customers to understand why some deals stall, while others succeed, and distill these activities into plays and coaching, leading to increased stage conversion, and overall, win rates. People.ai analyzes the data for you and works with you to create a playbook unique to your organization. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/the-secret-to-printing-pipeline-intent-signals-paired-with-sales-engagement-for-no-account-left-behind Title: People.ai | Pipeline Growth: Intent Signals Paired with Sales Engagement Meta Description: Accelerate your pipeline with intent and engagement data. Identify high-intent accounts and create a buyer-centric experience for quick wins. Language: en Canonical URL: https://www.people.ai/blog/the-secret-to-printing-pipeline-intent-signals-paired-with-sales-engagement-for-no-account-left-behind ## Headings Structure: H1: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H2: Engage with All High-Intent Accounts – Not Just a Few H2: Create a Customer-Centric Buying Experience H2: Identify Gaps in Key Members of Buying Groups H2: Table of contents H2: Article Topics H2: Related Insights H3: The Rise of RevOps: Is Centralized Revenue Ops Right for You? H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon ## Main Content: H1: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H2: Engage with All High-Intent Accounts – Not Just a Few H2: Create a Customer-Centric Buying Experience H2: Identify Gaps in Key Members of Buying Groups H2: Table of contents H2: Article Topics H2: Related Insights H3: The Rise of RevOps: Is Centralized Revenue Ops Right for You? H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: Small Bets, Big Results: Michael Cingari's AI Vision at Verizon Accelerate your pipeline with intent and engagement data. Identify high-intent accounts and create a buyer-centric experience for quick wins. We’re four weeks into the year, and your CEO wants to know: where’s the pipeline? Why are we behind? Maybe you didn’t realize that as a marketing leader, you’d be signing up for a target. After all, isn’t that what sales quotas are for? But the pressure is on and the stakes are high for CMOs to deliver high-quality pipeline – yesterday. The good news? If you have an intent vendor like 6Sense or Demandbase, you’ve already unlocked the dark funnel. You have insight into the estimated 60% of buyer activity that takes place online (and that’s before they’ve even engaged with a sales rep). You are privy to web visits, form fills, and third-party research for qualified buyers who are looking for a solution to a problem that our product solves. That’s exactly what intent data is – a collection of signals left behind by buyers while they’re browsing the internet. The bad news? There are a few extra steps you need to take to accelerate the next steps for sales. Knowing what prospects are looking for and when they’re looking for it helps you zero in on a critical part of the buying journey. But pairing that with sales engagement – a way of measuring if sales outreach is occurring – will truly accelerate pipeline for your business. Sales engagement ensures that all of the right accounts with high intent signals are getting outreach, in the right cadence, the right number of times. Fortunately, forward-thinking marketing leaders are now powering the revenue engine with a healthy mix of intent and engagement to find predictable paths to pipeline. How? It all starts with the data, of course! There are buyers out there who have high intent signals. They’ve done their research, they’ve read your blogs and seen your ads, but they haven’t had contact from your company’s sales team yet. These prospects have high intent and low engagement, and you can easily spot them in Salesforce. We call this the goldmine. These prospects are primed and ready for outreach. Thanks to intent data, you know what they’re searching for and can quickly pair their business pain with your value proposition. The real magic happens when you add sales engagement to the mix. Paired with intent, sales engagement unlocks a clear pathway for identifying quick wins: Your intent vendor may show 20 marketing qualified accounts, but a sales rep may only be engaging with half of them. Those other 10 accounts are pipeline dollars left on the table. Engagement tools help you clearly identify who is getting left behind from a sales perspective – whether it’s intentional or not. Create tighter alignment with your sales counterparts by reviewing how accounts are moving through the funnel based on intent and engagement. People like to do business with people that they trust. How do you create trust with prospects? Being more buyer-centric. Intent and engagement data gives you the power to create an experience that shows prospects you are putting their needs first: you’re reaching out at the right time with the right content (intent signals) and you’re able to zero in on the right people at the account (engagement intelligence) to progress the deal. Major purchase decisions do not happen in a vacuum; marketers today need to build awareness across multiple lines of business before large investments can be made. Intelligence tools can show you where you might be missing out on engagement from specific personas. For example, if you know that IT buyer engagement is imperative to moving a deal forward, and you have low or non-existent engagement with that buyer, you can launch targeted ABM campaigns to that group. Now you can optimize your marketing spend where it will make the biggest impact on deals in the pipeline. Once you’ve lit up your dark funnel with intent, you need a sales engagement tool to help point sellers in the right direction so you don’t leave any accounts on the table. Get the right buyers the right information from sales at the right time – and you’ll come out on the other end as a hero to the team as you watch the high intent accounts move from low engagement to new pipeline. Want to go into your sales and marketing alignment meetings with confidence this year? Let’s partner together on your pipeline creation machine. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/three-sales-organization-structures Title: People.ai | What Are The Most Effective Sales Team Structures? Meta Description: No matter what type of sales organization you have, it’s important to make sure that your team is well-organized and structured for success. Language: en Canonical URL: https://www.people.ai/blog/three-sales-organization-structures ## Headings Structure: H1: What Are The Most Effective Sales Team Structures? H2: 3 Sales Team Structures And Their Pros And Cons H2: What Does A Sales Department Do? H3: Sales Director H3: Sales Manager H3: Hiring Manager H3: Sales Trainer H3: Sales Representative H3: Account Manager H3: Sales Development Reps (SDR) H3: Customer Service H2: What Are The Different Types Of Sales Organizations? H3: 1. Geographical Sales Structure H3: 2. Product And Service Line H3: 3. Industry And Vertical Structure H3: 4. Account-Based Selling H2: What Is A Sales Organization Structure? H2: Why A Well-Organized Sales Force Structure Is Essential To Your Team’s Success H2: 3 Effective Sales Team Structure Models H3: The Island Model H3: The Assembly Line Model H3: The Pod Model H2: Final Thoughts H2: Article Topics H2: Related Insights H3: Go-To-Market Strategy Tips to Develop Your Framework H3: 7 Keys to Accurate Sales Forecasts (Hint: Focus on Pipeline) H3: 6 Sales Pitch Ideas + Examples ## Main Content: H1: What Are The Most Effective Sales Team Structures? H2: 3 Sales Team Structures And Their Pros And Cons H2: What Does A Sales Department Do? H3: Sales Director H3: Sales Manager H3: Hiring Manager H3: Sales Trainer H3: Sales Representative H3: Account Manager H3: Sales Development Reps (SDR) H3: Customer Service H2: What Are The Different Types Of Sales Organizations? H3: 1. Geographical Sales Structure H3: 2. Product And Service Line H3: 3. Industry And Vertical Structure H3: 4. Account-Based Selling H2: What Is A Sales Organization Structure? H2: Why A Well-Organized Sales Force Structure Is Essential To Your Team’s Success H2: 3 Effective Sales Team Structure Models H3: The Island Model H4: Pros H4: Cons H4: The Bottom Line H3: The Assembly Line Model H4: Pros H4: Cons H4: The Bottom Line H3: The Pod Model H4: Pros H4: Cons H4: The Bottom Line H2: Final Thoughts H2: Article Topics H2: Related Insights H3: Go-To-Market Strategy Tips to Develop Your Framework H3: 7 Keys to Accurate Sales Forecasts (Hint: Focus on Pipeline) H3: 6 Sales Pitch Ideas + Examples No matter what type of sales organization you have, it’s important to make sure that your team is well-organized and structured for success. Sales teams come in all shapes and sizes. But no matter the size or structure of your team, there are pros and cons to each configuration. In this post, we’ll take a look at three common sales team structures and discuss the advantages and disadvantages of each. By understanding the different structures available to you, you can make the best choice for your business. An organization’s sales department is responsible for generating revenue for the business. They do this by scoping out and convincing potential customers to purchase the business’ product or service. Sales success is dependent not only on the team’s sales strategy but on how the team is organized. Sales teams often consist of the following roles: The sales director is in charge of overseeing the strategic leadership of the company’s sales department. They set the sales targets, measure KPIs, and maintain the overall sales performance of the team. Sales managers usually report directly to the sales director. They’re in charge of managing sales teams by recruiting, training, and mentoring sales reps, creating timelines and goals for the teams, and putting together sales reports. In some companies, hiring managers take charge of talent acquisition, onboarding, and employee retention. In bigger organizations, this task is delegated to the Human Resources department, where a whole team is responsible for recruiting and keeping new employees happy. The job of a sales trainer is to improve a sales team’s performance by providing trainees with the proper tools, resources, and skills to do their job. Sales trainers are responsible for orienting new recruits about the sales process, structuring training plans, and evaluating trainees’ performance. In a nutshell, sales representatives are the face of a business. The sales rep is responsible for conveying the benefits of the company’s products or services and is tasked with identifying prospective customers, generating leads, providing resources and assistance to existing clients, and closing deals. Account managers are often the mediator between the sales team and the customer. Oftentimes, sales representatives will pass a customer on to a lead when they’re certain that the lead will become a sale. The account manager will then assist the lead through the sales pipeline all the way to onboarding. Account managers are also tasked to maintain relationships with existing clients so that they may return to make a purchase once more. In bigger organizations, sales development representatives take on the role of prospecting and lead qualification. Working mostly in inside sales, SDRs move leads through the sales pipeline. They don’t often, however, close deals. Rather, they try to bring in as many leads as possible and find out if they can make for good customers. Once the account is established, customer service reps take charge of handling all customer queries and concerns. If a customer receives a defective product, if they have issues with a service, or if they want to discuss their billing status, they would have to go through a customer service rep first. The rep will then determine which person on the sales team is the best fit to handle the issue. There are two ways of looking at sales organizational structure: external and internal operations. There are different types of external sales organizations, including: This structure divides sales teams by territory. This means that sales reps are assigned to a particular service area and can only operate in said area. This organizes sales teams according to the product or service line they’re selling. For example, a home entertainment company might sell smart TVs, music systems, and smart hubs, and different sales reps or teams will be assigned to each product line rather than trying to sell all three types of products. Sometimes called a market-based structure, this organizational structure groups sales teams by the industry they serve, giving reps a better opportunity to specialize in their assigned industry. This is a model that aims to deliver a custom onboarding experience. Sales and marketing teams work together to serve individual accounts with a tailor-fit solution to address their unique needs. Once you’ve figured out your front-facing structure, it’s time to look at the best internal organizational structure for your business. This refers to the way you arrange the workflow and assign tasks to each sales rep. Note that not all structures work for all types of businesses, so you may have to go through some trial-and-error to find the right fit. Sales organizational structures can be divided into two types: centralized and decentralized systems. Centralized structures rely on a single point person to make major decisions for the team. According to Chron.com, a more centralized structure “keeps all levels of an organization focused on one vision or purpose”. As such, this model works best when a business’ owner is heavily involved in the company. It also allows for faster communication and execution of decisions. Decentralized structures, on the other hand, allow more people to share the responsibility of making decisions. This allows sales reps to splinter off into groups headed by sales experts. This allows an organization to increase its reach on the ground and gives sales representatives more freedom to get creative in how they strategize. The majority of high-performing sales teams rate their sales department as having an excellent or above-average organizational structure. But why? With well-defined roles, you reduce the chances of redundancies – increasing your operational efficiency. Having well-defined roles also reduces friction and conflict among reps while still allowing for friendly competition. Finally, by organizing your sales teams, you also get the opportunity to get a closer look into your sales process. This exercise will help you find bottlenecks and issues in your sales pipeline – problems that can easily be solved with the right structure, strategy, and sales productivity tools. These are the top three most effective sales team models: They say no man is an island, but in the island structure, each sales rep is on their own. As such, every seller will have to become a “jack-of-all-trades,”, mastering every step of the sales process from lead generation to qualifying to close. Sales managers may provide reps with basic back-end services and sales training, but at the end of the day, reps have near-total autonomy to make a sale. This also makes this structure a highly competitive one, putting pressure on individual sales reps to outperform their co-workers. The island is a traditional approach to sales that is simple but aggressive. It encourages competition, which can push sales reps to be more creative, but also discourages collaboration and sharing of effective strategies. Also known as the hunter-farmer model, the assembly line structure gives sales reps an individual job title. Like a typical product assembly line, a sales force is arranged in an assembly line, with prospective customers acting as the “raw materials.”. Each customer passes through a phase of that assembly line as they go down the sales pipeline. An assembly line sales team often consists of the following roles: lead generation, sales development, account management, and customer success. The assembly line model comes with a lot of benefits. But from a customer perspective, it can feel a little disconnected. It also doesn’t work well for small businesses with limited manpower. The pod structure combines the best parts of the island and the assembly line structure. Like the assembly line model, sales professionals are given different roles to fulfill. However, instead of being sent of into a team that performs only one specific task, members are assigned to a focused group or a “pod” that consists of team members playing different roles. By putting one or two of each specialized role into a pod, you create a group of people that can complete the sales process within their own little pod. As such, instead of competing against each other – as one would in the island model – sales professionals compete as groups. Pods are great for large businesses that are looking for a simple way to split up their sales teams. However, sales managers need to keep an eye out for poor performers who take advantage of the pod structure to ride on their teammates’ coattails. So, what type of sales organization structure is best for your team? Well, that depends on the products or services you offer, the size of your company, and how many people you have in your sales force. But no matter what, it’s important to have a well-organized sales force structure. Having one ensures that everyone knows their role and responsibilities within the department and can work together cohesively to achieve common goals. Reviewing your sales organization structure also allows you to find issues in your own sales process and determine what kinds of sales productivity tools are necessary for enhancing efficiency. If you’re interested in the power of revenue intelligence tools to boost efficiency and, in turn, your bottom line, consider People.ai’s Revenue Intelligence software. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/three-ways-sales-leaders-can-create-a-culture-of-data-driven-coaching-in-their-sales-org Title: People.ai | 3 Ways to Build a Data-Driven Coaching Culture in Sales Meta Description: Learn how sales leaders can align on goals and improve performance across the entire team using better data and automation through AI. Language: en Canonical URL: https://www.people.ai/blog/three-ways-sales-leaders-can-create-a-culture-of-data-driven-coaching-in-their-sales-org ## Headings Structure: H1: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H2: GenerativeAI – The Sales Leader’s Coaching Life Ring H3: 1.  Ensure the entire sales org is running on the same metrics, the same rhythm, and the same cadence. H3: 2.  Create a supportive culture of individualized coaching. H3: 3.  Coach constantly, not just informal reviews. H2: Ride the Wave to Better Coaching H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Blind Spots Buried in Every Forecast H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates ## Main Content: H1: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H2: GenerativeAI – The Sales Leader’s Coaching Life Ring H3: 1.  Ensure the entire sales org is running on the same metrics, the same rhythm, and the same cadence. H3: 2.  Create a supportive culture of individualized coaching. H3: 3.  Coach constantly, not just informal reviews. H2: Ride the Wave to Better Coaching H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Blind Spots Buried in Every Forecast H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: Sales Coaching Guide: Tips to Boost Your Team’s Win Rates Learn how sales leaders can align on goals and improve performance across the entire team using better data and automation through AI. Leading a sales team through the ever-changing landscape of B2B sales can feel like you’re riding an unrelenting wave—one minute you’re up, and the next you’re down. With the constant addition of new technologies, new competitors, and an unstable macro-environment, B2B sellers face a host of rising challenges. Today, everything a buyer needs to know is readily available online, so many prefer a frictionless, low-touch (and often rep-free) buying experience. In fact, a Gartner study found that B2B buyers spend only 17% of the total purchase journey with sales reps.[1]‍ Additionally, buyer groups are increasing in size and complexity. The average buyer group now includes 11 stakeholders, and can even span all the way up to 20 different decision-makers.[2] Large buyer groups then directly impact the length of sales cycles. According to Forrester, the average sales cycle now typically lasts 4+ months.[3] Luckily, a technology generating a lot of buzz across the industry can also be a sales leader’s life ring in an overwhelming sea of data. Using Generative AI, sales leaders are able to effectively create a culture of coaching across the entire sales org, driving high performance and high outputs. Regardless of these new challenges, one thing hasn’t changed for sales leaders—they need to produce results, quarter after quarter. In order to do so, sales leaders need to create a culture of coaching across their entire sales org. Leaders and managers need access to accurate data that allows them to give data-backed, individualized, and actionable feedback to their reps. As sales cycles and buyer groups grow larger than ever, People.ai’s AI-powered insights ensure reps, managers, and leaders can approach each deal with agility and flexibility. During a recent launch of People.ai’s Account GPT (and soon-to-be-launched Engagement GPT) we asked three superstar sales leaders to talk about how they drive coaching within their sales orgs. Jill Brown, North American VP of Sales at People.ai, Jonathan Buckle, VP of Americas Sales at Black Box, and Joel Semmelhack, VP of Midwest Enterprise Sales at Okta, shared the ways that they’ve created a culture of sales coaching within their teams using People.ai. Check out the full event here! Here’s a brief summary of the key ways these sales leaders are coaching their teams through the wild waves of today’s B2B sales landscape. Sales leaders should drive alignment across the organization by ensuring that each manager has access to the same data and playbook to lead their teams. Each team needs to be aligned to a consistent set of metrics that are used to measure performance and coach reps. That way, reps know what is expected of them and how their performance is being measured, and managers know which levers they can coach to in order to increase outputs. People.ai helps capture all GTM engagements in CRM and populates a simple, user-friendly interface to visualize across accounts, opportunities, and teams. This gives every person in the GTM org, from CRO to AE, access to equal data that can be used to quickly review and easily improve the performance of the entire org. People.ai analyzes up to two years of the team’s historical data to help identify the appropriate benchmarks for every stage of the sales process. From there, leaders and managers can understand the exact activities required to get a deal done and coach sellers accordingly. A sales culture in which reps feel they can be open and honest is crucial to continued success. Sales leaders should focus on creating a supportive culture where reps know they can ask for help and will be given support and guidance. As Jonathan Buckle, VP of Americas Sales at Black Box, mentioned in the product launch event, nobody should ever get thrown under the bus. Instead, focus on how reps can improve, and an increase in bookings will follow. People.ai gives leaders and managers detailed, individualized insights so they’re able to deliver data-driven feedback specific to each rep by account, opportunity, or stage. People.ai’s engagement dashboards allow you to create custom metrics that matter to your GTM motion and use AI to surface the relevant information a manager needs to get to understand individual performance and overall pipeline health. Once AI insights are surfaced, it’s recommended the manager address any issues in a 1:1—because people work for people. One way that leaders can create a supportive environment is by making sure that reps receive helpful coaching consistently, and not just in mid-year performance reviews or QBRs. With Engagement GPT, People.ai’s AI sales assistant, leaders receive insights around accounts, opportunities, team, and individual performance - in seconds! Engagement GPT serves up key takeaways, identifies deals or accounts that are at risk, and lets users know when leading indicators are trending in the wrong direction. Managers can now easily coach on an ongoing basis—not just in formal settings. That way, reps and managers can work together to ensure each opportunity has a clear, actionable path to closed-won. Ready to learn how Account GPT and Engagement GPT can help you, your managers, and your reps conquer the waves that make up today’s digital selling world? Schedule a demo to see how you can leverage AI to create a culture of actionable, data-driven coaching in your sales org. [1]The Future of Sales: Digital-First Sales Transformation Strategies [2]Sales GTM guide updated PDF [3]Forrester’s Buyer Insights Essential Research, 2023 Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/tips-for-better-sales-calls Title: People.ai | 11 Expert Tips For Better Sales Calls Meta Description: Sales calls are tough. Maximize your impact with these tips for making more effective and successful calls. Language: en Canonical URL: https://www.people.ai/blog/tips-for-better-sales-calls ## Headings Structure: H1: 11 Expert Tips For Better Sales Calls H2: What is a Sales Call? H2: What Are the Types of Sales Calls? H3: Cold Calls H3: Scheduled Calls H2: What Are the Elements of a Successful Sales Call? H3: Show a Positive Attitude and Tone H3: Make Strong Introductions H3: Build Trust and Personal Connection H3: Ask Questions and Address Concerns H3: End With a Memorable Closing H2: How Do You Prepare for a Sales Call? H3: Do Your Research H3: Categorize Your Contacts H3: Keep Practicing H3: Prepare Your Pitch and Marketing Material H2: 11 Tips For Making a Successful Sales Call H3: 1. Start All Sales Calls With a Bang H3: 2. Don’t Bad-Mouth Competitors During Sales Calls H3: 3. Set the Agenda and Stay in Control H3: 4. Use Emphasis Wisely H3: 5. Simplify Options H3: 6. Adopt Smart Product Positioning H3: 7. Get Emotional H3: 8. Clarify the Product’s Value H3: 9. Empower Customers H3: 10. Serve Hot, Not Cold H3: 11. Observe, Record, and Predict H2: Key Takeaways H2: Sales Calls FAQs H3: Does cold calling still work? H3: What are the most effective sales techniques? H3: What’s the best time to make sales calls? H2: Table of contents H2: Article Topics H2: Related Insights H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: 7 Game-Changing Ways to Improve Sales Effectiveness ## Main Content: H1: 11 Expert Tips For Better Sales Calls H2: What is a Sales Call? H2: What Are the Types of Sales Calls? H3: Cold Calls H3: Scheduled Calls H2: What Are the Elements of a Successful Sales Call? H3: Show a Positive Attitude and Tone H3: Make Strong Introductions H3: Build Trust and Personal Connection H3: Ask Questions and Address Concerns H3: End With a Memorable Closing H2: How Do You Prepare for a Sales Call? H3: Do Your Research H3: Categorize Your Contacts H3: Keep Practicing H3: Prepare Your Pitch and Marketing Material H2: 11 Tips For Making a Successful Sales Call H3: 1. Start All Sales Calls With a Bang H3: 2. Don’t Bad-Mouth Competitors During Sales Calls H3: 3. Set the Agenda and Stay in Control H3: 4. Use Emphasis Wisely H3: 5. Simplify Options H3: 6. Adopt Smart Product Positioning H3: 7. Get Emotional H3: 8. Clarify the Product’s Value H3: 9. Empower Customers H3: 10. Serve Hot, Not Cold H3: 11. Observe, Record, and Predict H2: Key Takeaways H2: Sales Calls FAQs H3: Does cold calling still work? H3: What are the most effective sales techniques? H3: What’s the best time to make sales calls? H2: Table of contents H2: Article Topics H2: Related Insights H3: Prospect with Precision Using AI-Powered Buyer Benchmarks H3: Build Sales Process Consistency with SVP Chris Albro’s Insights H3: 7 Game-Changing Ways to Improve Sales Effectiveness Sales calls are tough. Maximize your impact with these tips for making more effective and successful calls. Sales calls involve more than just convincing your prospective customer to buy your product or service. It’s about building trust as well as educating the customer, so that they’ll buy from you instead of a competitor. Market research and qualifying prospects are essential in preparing for a call, but what else can you do to make the best sales calls? Read on for 11 tips from experts on how to make every sales call your best one yet. Sales calls are a conversation between the salesperson (likely you or your sales team) and a potential customer about the prospects of purchasing a product or service. A sales call informs the prospect about the goods or services you’re offering. Even if the prospect doesn’t buy from you now, there’s a possibility of them buying from you in the future because they already know and trust your product or service. Sales calls can be B2C (business-to-customer) where you sell to individuals or B2B (business-to-business) where you talk to decision makers in a certain organization in the hopes of initiating a purchase or collaboration. Generally, sales calls are divided into two types, which have their own challenges and advantages: Cold calling is when you make a sales call to a potential customer with whom you do not have an existing relationship. Generally, these calls are more challenging because your salespeople need to have a good opening pitch to hook the prospect early in the call. If they aren’t convinced in the first few minutes, most disinterested prospects will simply end the call right then and there. This classic sales calling tactic is understandably challenging since most people don’t like being called by strangers out of nowhere. If you’re planning to concentrate your efforts on cold calling, be sure to have a great sales pitch that you can deliver within minutes and a large contact list. A scheduled call is when you contact a person or a company that you’ve interacted with before. This type of sales call usually works like a regular meeting—all parties agree on a scheduled time to meet up or do a remote call. Your sales team will then present their pitch in the hopes of selling the prospect on your product or service. Scheduled calls are less likely to face early rejection because you’ve already built rapport beforehand. Since both parties have already agreed to meet, your prospective buyer may come prepared with a list of questions. This means your salesperson needs to know everything about what they’re selling and make a convincing sales pitch to close the deal. What makes a good sales call? There are many moving parts to a memorable and convincing sales call, but these five elements are key to any good pitch: While most sales calls are made over the phone or online, that doesn’t mean the customer can’t “see” your enthusiasm. Go through the sales call process with a positive attitude and an upbeat tone. If the prospect is greeted by a ”smiling voice,” they’re much more likely to hear what you have to say. A good opening statement is key in ensuring the prospect stays on the line for the entire sales call process. Make sure they know what you’re calling for and hook their interest early on. Pique their curiosity so they show interest. A good tip is to phrase the purpose of your call as a question, like “If I have a way to automate your bookkeeping process, would you like to know more?” Now that you have the prospect hooked, it’s time to start reeling them in. Give them a bird’s eye view of your product or service. There’s no need to go into details—just address their pain points in a short and sweet explanation. Be sure to demonstrate your product’s strong points so they know how what you’re selling can help them. Ask questions about your prospect’s business needs and make sure they fit your target market. If possible, you can also inquire about their budget to estimate the opportunity size as well as their interest in buying what you’re selling. You may also need to put your customer service skills to use in answering the prospect’s concerns. Addressing questions and potential issues will help convince them you’re selling a viable solution. Once you’ve thoroughly convinced the prospect, it’s time to make the sale. If the prospect shows a positive response, tell them what they should do next and verify their contact information so you can follow up on the call later on. Before ending the call, don’t forget to thank them for their time. Always leave the same way you came in, with excellent manners and a good impression. You don’t want to go into a sales call without any preparation—coming into a call unprepared is unprofessional and could cause you to lose out on surefire deals. Here are four measures you can take to prepare for a sales call: Always know who you’re calling. If you’re calling an individual, you need to know their basic information such as name, age, gender, etc. If you’re calling a company, know what their business does, what they need, and essential contact persons. Not all prospects are good prospects. Prospects that have previous relationships with your company are “great prospects” because they’re more likely to buy your offerings. Generally, targets of cold calls are categorized as “ordinary prospects” because they’re less likely to have a positive response. Practice makes perfect. Use the contacts from your “ordinary prospects” list as a training ground to make sure you have your sales call script and pitch mastered. Most of these prospects are less likely to buy anyway, so there’s little risk even if you fumble your lines. Finally, your sales rep should be prepared for anything the prospect asks. Always have product portfolios, quote documents, and proposals handy. If your prospect asks about any of those documents, send them immediately after the call ends—not days later while you put them together. Making great sales calls is a skill that can be practiced to perfection like many other skills. Here are 11 top tips to create winning sales calls: Good first impressions are key to a great sales call. Always start your phone calls positively and build a personal connection. You can talk about the weather, plans for the weekend, or even a recent sports win—anything that helps you find common ground with the prospect. Bad-mouthing the competition isn’t a good look—your salespeople could come across as unprofessional. If a prospect asks about the competition, be sure to stick to the facts and don’t stray into speculation that might make it seem like you’re reaching to sound superior. Always outline what you set out to achieve at the beginning of the call, so that both you and the prospect know what to expect out of the pitch. For instance, you can state that you’re calling to inform the prospect about product XYZ and answer any questions they may have. Just like in text, you can put emphasis on especially important words in your call. Using this wisely will help you sound more passionate and improve your chances of convincing the prospect. Mentioning an entire laundry list of options and product features could confuse buyers and make it harder to decide. Only present the purchase options that fit the prospect. Don’t sell products, sell solutions. Position yourself as a problem solver that can get rid of a customer’s pain points to make the purchase decision easier. Humans are, by nature, emotional creatures. Leverage nostalgia, sentimental attachments, and other emotional triggers that may convince a person to buy your product or service. If you’re in a field with many competitors, you also need to clarify how your product stands out from the competition. Explain how your product provides extra value that makes it worth the purchase over the alternative. People hate being railroaded into a purchase decision. Aim to nudge a prospect into purchasing your product or service by giving them enough information and freedom to make the final decision themselves. Research your prospects before calling them. Even if you’re cold-calling, come armed with the most basic information about your prospect so you’re not flying blind into the call. Listening is as important as talking when it comes to sales calls. Listen closely about what the prospect needs, note them down, and use this info to make an educated guess about what they need. This way, you can offer a personalized solution that directly addresses their pain points. Sales calls are all about establishing trust with the prospective client, imparting product knowledge, and convincing them to buy your product or service. Even if you can’t close the deal on the call itself, you can still leave the door open for future sales. One of the most important things to do before making a sales call is to know who you’re calling. People.ai helps you take a closer look at your buyer personas so you meet with the right people, provides up-to-date revenue intelligence, and so much more. Schedule a free demo today for more information. Most businesses and decision makers like it when businesses make the first move, which is why cold calls still work as a sales strategy. In fact, many businesses prefer sales pitches to be delivered by phone compared to email and online marketing. However, you need to have a robust strategy when conducting cold calls so your prospective clients don’t end the call before you deliver your sales pitch. Cold calling isn’t about closing the deal right there—it’s about buying enough time so they’re more likely to book another meeting with you. Some of the best practices when making sales calls include: The optimal days for sales calls are Wednesdays and Thursdays. These days are the middle of the workweek and most people are deep in work mode, especially compared to Mondays when people are still getting back into the groove after the weekend and Fridays, when people are easing into weekend mode. Time your calls according to your prospect’s schedule, as well. Some of the best times are early in the morning between 8 and 9 am (after breakfast) and between 2 and 3 pm (after lunch). At these times, people are more likely to have the time and attention span to take in what you have to say. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/top-salesai-prompts-for-sales-leaders Title: People.ai | Top SalesAI Prompts for Sales Leaders and Sellers Meta Description: Discover the top SalesAI prompts designed for sales leaders and sellers to unlock valuable insights across opportunities, contacts, and accounts. Language: en Canonical URL: https://www.people.ai/blog/top-salesai-prompts-for-sales-leaders ## Headings Structure: H1: Top SalesAI Prompts for Sales Leaders and Sellers H2: The top 6 prompts for sales leaders H2: Top prompts for Account Executives H3: Opportunity Qualification and Management Prompts H3: Persona Engagement and Multithreading Prompts H3: Communication and Content Creation Prompts H3: Current Customers and Upselling Prompts H2: Useful AE Prompts for Public Gen AI Models H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: The Impact Of Sales Tracking Software On Your Business H3: Leveraging AI To Unlock Sales Coaching Opportunities ## Main Content: H1: Top SalesAI Prompts for Sales Leaders and Sellers H2: The top 6 prompts for sales leaders H2: Top prompts for Account Executives H3: Opportunity Qualification and Management Prompts H3: Persona Engagement and Multithreading Prompts H3: Communication and Content Creation Prompts H3: Current Customers and Upselling Prompts H4: Ready to see SalesAI in action? Check it out. H2: Useful AE Prompts for Public Gen AI Models H2: Table of contents H2: Article Topics H2: Related Insights H3: 3 Tips for Sales Leaders in Enterprise Selling H3: The Impact Of Sales Tracking Software On Your Business H3: Leveraging AI To Unlock Sales Coaching Opportunities Discover the top SalesAI prompts designed for sales leaders and sellers to unlock valuable insights across opportunities, contacts, and accounts. Revenue leader often talk about having different levers to pull to grow revenue, make their teams more effective, and ensure we are providing real value to our customers. But how do they know what the knobs available to them? Enter SalesAI. Any revenue leader can simply go to SalesAI (embedded inside their CRM), open the assistant, and get answers to their pressing questions about accounts, opportunities, and contacts.At first glance, this sounds amazing. But we often see leaders and AEs get stuck once they have an empty search bar in front of them. Analysis paralysis. Too many options. So we’ve created this handy prompt guide for sales leaders and sellers to prompt better and understand the full spectrum of insights they can access across their business with generative AI for Sales, specifically, SalesAI. If your sales organization hasn't invested in a data and AI platform yet, you can still use public gen AI models like chatGPT, Bard, Claude, etc., to improve your sales process. Although they won't have all the powerful go-to-market (GTM) data that People.ai has (we've been collecting GTM data for nearly a decade now). These prompts are designed to empower Account Executives with the insights needed to navigate complex sales processes effectively and efficiently, ensuring you have the complete picture of your deals, contacts, and accounts. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/two-ways-ai-can-help-realign-your-marketing-and-sales-teams Title: People.ai | Two Ways AI Can Help Realign Your Marketing and Sales Teams Meta Description: Learn how marketing and sales leaders can align on goals and improve performance across the entire team using better data and automation through AI. Language: en Canonical URL: https://www.people.ai/blog/two-ways-ai-can-help-realign-your-marketing-and-sales-teams ## Headings Structure: H1: Two Ways AI Can Help Realign Your Marketing and Sales Teams H2: #1: Missing, inaccurate, or siloed data H2: #2: The leads funnel is broken H2: Cruising to Alignment - And More Closed-Won Deals H2: Table of contents H2: Article Topics H2: Related Insights H3: [Data] 5 Characteristics of Closed-Won Deals H3: Why You Need These Sales Skills To Succeed H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. ## Main Content: H1: Two Ways AI Can Help Realign Your Marketing and Sales Teams H2: #1: Missing, inaccurate, or siloed data H2: #2: The leads funnel is broken H2: Cruising to Alignment - And More Closed-Won Deals H2: Table of contents H2: Article Topics H2: Related Insights H3: [Data] 5 Characteristics of Closed-Won Deals H3: Why You Need These Sales Skills To Succeed H3: Don’t Ditch Your Sales Rituals. Improve Them Using Data and AI. Learn how marketing and sales leaders can align on goals and improve performance across the entire team using better data and automation through AI. Great marketing and sales teams deliver the right message at the right time to the right people. But doing so requires alignment between the two teams. Sales and marketing teams that stay aligned and communicate effectively have a synergistic effect on one another. They create leads and close deals, maneuver challenges throughout the sales cycle, and re-market to satisfied customers. Of course, this level of alignment isn’t the reality for most organizations. In fact, 90% of sales and marketing professionals report misalignment between these two teams. [1]One of the most common reasons these teams become misaligned is that marketing lacks visibility into sales activity. They operate in silos, using two separate datasets. When the two departments most directly responsible for revenue growth lose touch with one another’s reality, it’s easy to see how confusion and conflict can develop. 75% of companies say inadequate outreach driven by poor data has been responsible for lost customers.[2] In fact, bad data costs U.S. businesses over $611 billion annually.[3] These losses result from misalignment due to missing or bad (old, incorrect) data. It’s no secret that sales reps dislike plugging data into customer relationship management tools (CRM) because it takes them away from what brings home the bacon! Contacts and sales activity are lost in spreadsheets, calendar reminders, and a sea of sticky notes. But missing data creates challenges beyond lapsed leads and sales managers chasing reps to log their calls. Marketing teams rely heavily on contacts and account data in the CRM. When data is missing or inaccurate, customers get mixed and overlapping messages from the sales and marketing teams, and relationships between the two teams become strained - not to mention the impact on customer experience. All of this can result in a massive impact on the bottom line. One way to realign your sales and marketing teams is to hand off time-intensive data entry to AI. Integrating AI into your existing sales platform relieves your GTM team of their administrative burden. It gives them more time to focus on the satisfying, revenue-generating activities that you hired them for in the first place. AI-driven workflows automatically (and accurately!) capture your sales team’s phone calls, zoom meetings, calendar information, and emails, and then add that engagement data to the correct CRM accounts. Contacts are continuously enriched with up-to-date personal information, address changes, and other crucial data like persona and seniority in a company. That way, your marketing team is able to keep your brand in front of the customers who are most likely to buy. Ensuring both teams have visibility into the same data-rich insights has numerous benefits. Some of the top benefits are: When sales and marketing teams rely on the same accurate data, they break their solos and act as one efficient, revenue-driving machine. Email marketing ROI is a highly impressive $36 for every $1 spent, which is why so many marketing departments are allocating more resources to it. While it’s crucial to establish consent before marketing to any potential lead, many departments are missing out on existing customers who do not give Consent (GDPR) and Express Consent (CASL). A narrow interpretation of consent laws limits marketing teams to a small pool of marketable contacts who have signed up for events, downloaded content, or asked to be contacted. At the same time, sales may communicate with the largest and most qualified pool of prospects without marketing ever having access to these contacts. As a result of this narrow pool of marketing contacts, marketing departments will buy lists to generate more leads. Marketing would have been better off dedicating time to nurturing warm leads or existing clients already being worked by the sales team. This misalignment drives a cycle of missed opportunities for both the marketing and sales teams. According to Gartner, the typical buying group for a complex B2B solution involves 6-10 decision-makers, but sometimes up to 20. No sales rep (that we’re aware of, at least) can keep in contact with this many stakeholders on every one of their deals without some serious backup. AI-driven automation is the answer.‍ An AI-backed sales tool surfaces trends and insights on the most influential personas to past closed/won opportunities. Any contacts and activity automatically synced to the CRM using AI (see previous section to understand how) are available for the marketing department to use for outbound marketing and ABM programs, tactics, and messages to the optimal audience. Instead of siloed activity, sales, and marketing can work together while AI automatically handles the grunt work. Sales reps do what they love to do–communicate with customers, and close deals–while AI-driven automation handles the data. The marketing team can support the sales team using accurate, reliable data for their campaigns. As a value-adding parter, marketing can help move the sale cycle along by dropping relevant content at each stage of the deal to further educate, remove objections, edge out competitors, and ensure that customers understand the value of the solution from the get-go. No more tiny pools of leads to work from. No more expensive (and ineffective)  list buying. No more misalignments. While it’s common for marketing and sales teams to get misaligned, it costs money and harms customer relationship management. Misalignment often happens due to marketing relying on incorrect or missing CRM data. Automated AI-powered data capture takes the administrative burden off of the sales reps in the first place, while providing visibility to marketing. With updated sales activities and enriched contact records, marketing departments can feel confident using accurate data to run persona-specific campaigns and focus on warm leads. By harnessing the power of AI, your sales and marketing departments can stay aligned and drive more revenue than ever before. ‍To learn how the marketing and sales teams at ThoughtSpot leveraged People.ai to increase campaign ROI for all ABM activities, click here. [1]https://hbr.org/2021/12/are-your-marketing-and-sales-teams-on-the-same-page [2] https://www.eweek.com/enterprise-apps/crm-data-health/ [3] https://www.demandgen.com/dirty-data-what-is-it-costing-you/ Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/ukrainian-women-software-engineers Title: People.ai | Blog: Ukrainian Women Coders at People.ai Meta Description: Meet the Ukrainian women software engineers at People.ai: their career journeys, personal stories, and advice for other women who want to code. Language: en Canonical URL: https://www.people.ai/blog/ukrainian-women-software-engineers ## Headings Structure: H1: Ukrainian Women Who Code at People.ai H2: What should your “real” job title be? H2: Have you had any turning points in your career? H2: How did you become interested in coding and software engineering? H2: Do you have advice for other women who want to code? H2: What has it been like living and working during the Russo-Ukraine war? H2: How has People.ai changed since you started working here? H2: What are your favorite items on your desk? H3: To learn more about career opportunities at People.ai, please visit our careers page. H2: Table of contents H2: Article Topics H2: Related Insights H3: Ukrainian Women Who Code at People.ai H3: People.ai Sweeps Comparably “Best Place to Work” Awards ## Main Content: H1: Ukrainian Women Who Code at People.ai H2: What should your “real” job title be? H2: Have you had any turning points in your career? H2: How did you become interested in coding and software engineering? H2: Do you have advice for other women who want to code? H2: What has it been like living and working during the Russo-Ukraine war? H2: How has People.ai changed since you started working here? H2: What are your favorite items on your desk? H3: To learn more about career opportunities at People.ai, please visit our careers page. H2: Table of contents H2: Article Topics H2: Related Insights H3: Ukrainian Women Who Code at People.ai H3: People.ai Sweeps Comparably “Best Place to Work” Awards Meet the Ukrainian women software engineers at People.ai: their career journeys, personal stories, and advice for other women who want to code. People.ai has always attracted and retained women software engineers - especially women from Ukraine. Ukrainian Oleg Rogynskyy founded the company in 2016 with a goal of finding the best talent, opening doors, and creating an environment that fosters and develops talent and diversity. The talented Ukrainian women at People.ai are leading and contributing to mission-critical projects including product integration and innovation with large partners like Microsoft, responding to urgent customer requests, and many other highly complex initiatives. “My team is responsible for our CRM integrations,”  says Oleksandra Romanenko, Senior Engineering Manager at People.ai. “We are pulling the business context data from CRMs and pushing the new and enriched data back into CRMs. It sounds simple, but in reality there is very complicated machinery behind the scenes to make this happen. It is very exciting to build." I sat down with four of People.ai’s Ukrainian women engineers: Olga Kuratkina, Senior Software Engineer; Olha Onysko, Junior Software Engineer; Oleksandra Romanenko; and Olena Shmyrko, Software Engineer. We covered everything from how they got into engineering to favorite hobbies (Olga crochets amazing stuffed animals) to their experiences living and working through the Russo-Ukraine War. Olga Kuratkina: I'm “a turtle that remembers everything”. I have worked with People.ai for more than six years. So when newer teammates have a question about some legacy component, I'm like this wise turtle that remembers every decision that was made five years ago. Olha Onysko: Some folks think being a programmer means you are a tech wizard who can fix anything from computers to microwaves. And so let's have some fun with it. How about calling my job title “Tech Tinkerer”? Oleksandra Romanenko: Several times, my managers have believed in me when I didn't. They saw in me something that I didn't see in myself. Even on my first job, I joined as a software engineer and I was excited just to be there. After a year, my manager began to push me toward leadership. He started giving me junior engineers to teach. This has happened at People.ai too. I joined as an engineer and didn't believe in myself. But again, my manager told me that he saw a great leader in me. Then I received really great feedback from the engineering director at the time. He said that if in several years he saw that I had become a CTO, he would not be surprised. So that was really surprising for me, right? The amount of belief they had in me was empowering. Olena Shmyrko: I have a financial education and graduated from an economic university in Kyiv. After graduating I realized finance wasn’t right for me. By chance, I received a job offer where I was asked to learn SQL, a language of queries to a database. I liked it so I started learning other real programming languages and changing my career bit by bit to Python developer. Olha Onysko: I have always been fascinated by anything to do with computers. It all started with a game called scratch, which is essentially a programming language for kids. It had these blocks and the excitement came from solving puzzles or creating them with these blocks. And my dad–who is a professor at the university in Ukraine–knows a few programming languages, which probably influenced me. My brother, who also works in programming, encouraged me and I decided to study at Kyiv Polytechnical Institute. At first, I wasn't sure if I'd become a programmer but as my studies progressed, I needed to start earning money and attending some additional courses. Afterward I found my first job, and here we are! ‍Olga Kuratkina: More than 10 years ago, I started with HTML and it was very exciting. You type symbols which result in a colorful page in your browser. You create a new entity from just symbols. I still feel this magic at the end of a project when I realize that I was typing and here we have a new entity that does something. Oleksandra Romanenko: I originally wanted to be a teacher but as the time to  go to university approached, I wasn’t quite sure what I wanted. I tried to make a conscious choice of where to go, because in Ukraine, university education is free. I wanted to choose a broad area that could lead to a good job. I ended up going for a bachelor's degree in computer sciences. In the first year of university we had our first software development courses. I think it was C++ or Java. As soon as the course started, I knew I wanted to be a software engineer. I loved it so much. Olena Shmyrko: You just have to start! You will quickly understand if it's for you. Then keep going. Olga Kuratkina: The number of tries is what counts. You can never lose, because if you try enough and keep trying, you will get it in the end, one way or another. Go toward your values and toward your dream. A little bit of courage can bring you nice things. Olha Onysko: Go for it and don't let gender stereotypes hold you back. You can be anything you want to be. We are living in the 21st century and women can be an engineer or a soccer player or a model, or anything she wants. Mistakes happen but they're just part of the learning process. Keep pushing forward, learn from bumps in the road, and never give up on your dreams. We all have the potential to achieve greatness, regardless of gender. Oleksandra Romanenko: I would advise them to believe in themselves more. Every time I have a woman engineer in an interview, I'm always the biggest fan and want her to pass. To me it seems that women engineers are less confident in themselves and hold themselves to a much higher standard than male engineers. Male engineers brag. They might have seen the name of a technology one time in the title of an article which they never read, and they put it on their resume as if they know it. A woman would never do that. A woman must know it, and have worked with it for 5 years, and then she will still have doubts whether or not she's worth it. So the main advice would be to believe in themselves and to listen to people who praise them and believe in them. Those people are correct. You don't have to hold yourself to much higher standards than everybody else. Oleksandra Romanenko: I'm from Kharkiv, a city in the Eastern part of Ukraine, really close to the Russian border. On January 24, 2022, I woke up at 5am to the sound of explosions, and my husband and I jumped into a car and drove west. We picked up our friends and found a place to stay in the Carpathian Mountains in the western part of Ukraine. During the first week there, we didn't do anything except gather into one room together and watch the news. We all knew people who had stayed back so we’d listen to the reports and read about what buildings had been bombed. We’d be looking at the photos trying to figure out, “Is that your house? Is that your friend's house?” That was awful. Nobody worked in those early days. What got me out of it was a new hire on my team who started several days after the full scale invasion broke out. He started writing to me and asking me what I wanted him to do. I had to onboard this person into my team and that kind of snapped me out of it. I don't know how much time it would have taken me without him. Two years have passed and it's impossible to live with that kind of nervous tension as you have in the first few weeks or months. I'm a very calm person, so I think I got myself together faster compared to other people. The war still affects work a lot. There is a natural performance drift overall in people - and that’s ok. Sometimes people are in the mood to be really productive, then they have their slower times. But now there is an additional fluctuation for Ukrainians depending on the news and depending on their personal situation. This is something you just have to account for and remind your colleagues of from time to time. I know that Ukraine might fall out from the news in other countries. So that's why I’ll remind fellow company leaders that there was a new tragedy and you might notice that your Ukrainian colleagues are not very productive this week. It's impossible to predict. You just have to show understanding. And Ukrainians have to remind people that this is still happening. This is something that we are living through. It's not alright all the time. Olena Shmyrko: It was very difficult when the war started and when the Russian army was near my city, Kyiv. Recently it's more peaceful. Most people are continuing to live their life. Even though it's not always easy due to energy shortages and missile strikes. A lot of Ukrainian men are in the military front and it's even more difficult for them. And it's important to support and donate for the army. Olha Onysko: I was fortunate to be in Western Ukraine, which didn't suffer as much then.. But there was still a lot of stress during the initial months of the war. It was very challenging to work. Everyone in Ukraine has their own story. I prefer not to dwell on my own experience I believe that no matter how difficult things may seem, we must continue to believe, and support our defenders, and because no one else will come to defend us. And even if you're not currently in Ukraine, think about those who are there and remember that every donation can save lives. Olga Kuratkina: With the magnitude of suffering and pain that were brought onto Ukrainian people, it seems like I don't feel the right to complain, because I find myself safe. But I'm overwhelmed with all this tragedy that Russia brought to us. And my parents are still in Ukraine My work has a new purpose now. I support my parents, who don't want to leave Ukraine and their home for any reason, and I can support the army. Editor note: Shortly before Russia invaded Ukraine in February 2022, Rogynskyy began to incentivize employees to leave the country. The company paid for employees and their families to leave the conflict zone, covering costs relating to passports, transport, mobile phones, and housing. Rogynskyy, who hails from the central-eastern Ukrainian city of Dnipro, had a gut feeling that war was going to start after living through the Russian annexation of Crimea when conflict also broke out in Ukraine. Olga Kuratkina: Drastically. When I started six years ago we only had an engineering team in Kyiv. There were up to 10 people in a small office. And it felt like a big family-type of team and everything was not that formal. We didn't have many processes. To be honest, people worked exhaustively at that time. It may be a startup company cliche, but it was like that. And I remember, engineers had two stand-ups per day with the American team, at 10am and another at 8 pm. So basically, your day was cut in a few pieces by these stand-ups. But I saw the company growing and establishing processes, policies, and values. It's completely different now. There have been many changes for the best. Olha Onysko: Two items. First one is a Rubik's Cube. And the second one is this Chinese kitty waving her arms that my friends gave me. Like a good luck kitty. Oleksandra Romanenko: The empty space where I put my snacks. The future success of People.ai will be driven in no small part by these and the other women engineers on our staff. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/using-the-right-gtm-data-to-navigate-economic-uncertainties Title: People.ai | Using the Right GTM Data to Navigate Economic Uncertainties Meta Description: Many of the companies experiencing layoffs could have prevented or mitigated the number of hirings and firings. Language: en Canonical URL: https://www.people.ai/blog/using-the-right-gtm-data-to-navigate-economic-uncertainties ## Headings Structure: H1: Using the Right GTM Data to Navigate Economic Uncertainties H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: How to Write a Trade Show Follow Up Email + Examples ## Main Content: H1: Using the Right GTM Data to Navigate Economic Uncertainties H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: How to Write a Trade Show Follow Up Email + Examples Many of the companies experiencing layoffs could have prevented or mitigated the number of hirings and firings. Note: This blog post was contributed by Jacob Karp, Strategic Account Executive, People.ai It’s no secret – many technology companies are vulnerable to the current economic downturn. While tech startups are particularly feeling the pressure, even stalwarts such as Netflix, Meta, and Telsa are making cuts. To be fair, some factors are largely outside of any single corporation’s control. Inflation, rising labor costs, and geopolitical conflicts – among other factors – are creating plenty of uncertainty. Still, many of these companies scaled their go-to-market (GTM) organizations over the last 18 months. Now, more than half of these same companies are downsizing or in a hiring freeze. That begs the question – did the GTM data actually back up these hiring motions? Did these organizations really have a large enough total addressable market (TAM) to support this many sellers and other GTM employees? Or were they working off spreadsheets with incomplete datasets and inaccurate projections that impaired their planning and hiring efforts? In many cases, the latter scenario is quite possible. Leverage GTM data to put current and prospective employee interests first Many of the companies experiencing layoffs could have prevented or mitigated the number of hirings and firings. They simply needed to use their own GTM data to back their hiring decisions. Asking, investigating, and answering some of the following questions would have led to a more informed growth strategy: The list of potential questions can go on – but that’s a solid sampling of considerations. Again, questions like these can and should be answered using GTM data – so long as it has been captured and meaningfully analyzed. But more often than not, that complete data set is not in a system of record. Not in Salesforce.com or another CRM, not in a business intelligence tool, not anywhere. So, decisions get made out of spreadsheets with data sets that are incomplete and outdated. The unfortunate consequence is that too many people are getting hired – and then fired. Read more about using GTM data to improve hiring strategies and sales performance As we continue to grapple with the current economic downturn, it’s imperative that businesses change the ways in which they hire, allocate territory, and enable their GTM teams. Complete, accurate, and actionable GTM data can help companies monitor and validate outcomes to ensure their hiring strategy is working, or pivot or slow down if it isn’t. Having the right systems to capture and present these insights is vital to the health and performance of your organization – from hiring to ramp plans to ongoing sales coaching. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/visualize-complex-buying-groups-and-close-larger-deals-faster-with-people-ai-zoominfo Title: People.ai | Close Deals Faster with People.ai + ZoomInfo Meta Description: People.ai + ZoomInfo helps sales teams find stakeholders, engage contacts, and boost pipeline with real-time B2B data integration. Language: en Canonical URL: https://www.people.ai/blog/visualize-complex-buying-groups-and-close-larger-deals-faster-with-people-ai-zoominfo ## Headings Structure: H1: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H2: How does the integration work? H2: What value does the integration bring to sales teams? H2: Learn more about the joint solution and get a demo! H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: 6 Sales Pitch Ideas + Examples H3: Account-based Selling: What Is It and Why Is It Important? ## Main Content: H1: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H2: How does the integration work? H2: What value does the integration bring to sales teams? H2: Learn more about the joint solution and get a demo! H2: Table of contents H2: Article Topics H2: Related Insights H3: Use Sales Pipeline Tools to Connect with Key Contacts on Opportunities H3: 6 Sales Pitch Ideas + Examples H3: Account-based Selling: What Is It and Why Is It Important? People.ai + ZoomInfo helps sales teams find stakeholders, engage contacts, and boost pipeline with real-time B2B data integration. One of the most difficult parts of navigating a complex deal is understanding the who’s who within an organization. Are you engaging the right people? Is a key department or individual missing? How engaged are your current stakeholders? Are you getting introductions to those with buying power? We’re thrilled to introduce a new integration with ZoomInfo that will allow our joint customers to answer all the above questions. With People.ai and ZoomInfo, sales teams can visualize complex buying groups, identify missing stakeholders, and easily identify and engage new stakeholders—all within your existing workflow. “People.ai’s solution becomes even more powerful when it’s plugged into ZoomInfo’s best-in-class data,” said James Roth, ZoomInfo's Senior VP of Revenue and Growth. “Together, our joint customers will be able to discover and unlock new contacts to round out their buyer groups in the tools they already use today. We’re excited about the possibilities that ZoomInfo’s real-time data, insights, and technology will provide for companies, helping them find, acquire, and grow their customers.” Relationship Maps are robust org charts that allow your entire GTM team to see who's been engaged, their role in the organization, their level of engagement, and much more. The addition of ZoomInfo data lets you identify stakeholders that don’t yet exist in your CRM. With ZoomInfo’s best-in-class B2B data, you can search ZoomInfo by name, title, or company to find the right players that will help drive deals to closed-won. Then, add those net-new contacts directly to the Relationship Map. No more hunting around for contact information or trying to fill in gaps manually. Using People.ai Relationship Maps in tandem with ZoomInfo data makes it simple to identify the missing pieces and create strategic next steps when executing across accounts and opportunities. Plus, because these Relationship Maps live directly in the CRM, they can be updated, viewed, and used across the org in a variety of ways—in deal reviews to identify areas of potential risk, in 1:1s to strategically plan next steps, or in account strategy sessions to unify teams and prepare for upcoming meetings. Relationship Maps ensure your team is aligned from top to bottom and that each rep, manager, or leader has access to the most up-to-date information. “Pairing People.ai and ZoomInfo is like connecting the dots in the grand mosaic of relationship intelligence,” said Thomas Wyatt, People.ai’s Chief Product and Strategy Officer. “It's the missing link that unlocks the full picture of buyer groups and key stakeholders in any deal. With this People.ai and ZoomInfo integration, sales teams can boost pipeline by ensuring they are spending time with the right people in the right accounts.” Are you ready to give it a spin yourself? Invest time in the right stakeholders, boost pipeline, and win more revenue with People.ai + ZoomInfo. Current customers, please reach out to your Customer Success Manager to learn how to leverage ZoomInfo within your People.ai Relationship Map. If you are not a current customer, but want to explore all the ways you can win more revenue with People.ai, book a demo here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/want-to-start-closing-more-deals-leverage-data-in-your-deal-reviews Title: People.ai | Close More Deals: Use Data to Supercharge Your Deal Reviews Meta Description: Use AI and real-time data to make deal reviews efficient and collaborative, giving your sales team a strong competitive advantage. Language: en Canonical URL: https://www.people.ai/blog/want-to-start-closing-more-deals-leverage-data-in-your-deal-reviews ## Headings Structure: H1: Want to Start Closing More Deals? Leverage Data in Your Deal Reviews H2: What does a good deal review look like? H2: Running a good deal review starts with setting expectations H3: Before the review H3: During the review H3: After the review H2: Three steps to leading data-driven deal reviews H2: 1. Identify at-risk sales opportunities that need extra focus H2: 2. Pinpoint key relationships with an AI-powered org chart H2: 3. Dig deep using a sales methodology H2: Ready to lead your next airtight deal review? H2: Table of contents H2: Article Topics H2: Related Insights H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: GTM Insider: Creative Ways to Get In-person Meetings ## Main Content: H1: Want to Start Closing More Deals? Leverage Data in Your Deal Reviews H2: What does a good deal review look like? H2: Running a good deal review starts with setting expectations H3: Before the review H3: During the review H3: After the review H2: Three steps to leading data-driven deal reviews H2: 1. Identify at-risk sales opportunities that need extra focus H2: 2. Pinpoint key relationships with an AI-powered org chart H2: 3. Dig deep using a sales methodology H2: Ready to lead your next airtight deal review? H2: Table of contents H2: Article Topics H2: Related Insights H3: Generative AI is About to Change the Way Your Team Sells - Here’s How H3: Visualize Buying Groups & Close Deals Faster with People.ai + ZoomInfo H3: GTM Insider: Creative Ways to Get In-person Meetings Use AI and real-time data to make deal reviews efficient and collaborative, giving your sales team a strong competitive advantage. Deal reviews help sales leaders strategize the path forward to get more deals done. These meetings are an opportunity to identify and mitigate potential risk and hold the sales team accountable for implementing a strategy to move their highest priority deals forward. Unfortunately, many teams rely on deal reviews fueled with anecdotal data shared by sales reps. This gives sales leaders, reps, and the rest of the team an incomplete view of what’s happening with an account or opportunity. And sales reps often feel that deal reviews are time-consuming, pressure-packed exercises without a direct benefit. Using AI tools for sales teams, it’s possible to turn deal reviews into efficient, team-oriented, problem-solving sessions that give your reps a selling advantage. Instead of leading inefficient deal reviews filled with best-guess suggestions, you can chart a path forward for your reps with data-formed confidence. Sales leaders should set out to achieve three goals during their deal reviews. 1. Involve the entire opportunity team Reps must communicate with all relevant stakeholders throughout the process of a deal. It only makes sense that their leader takes the same approach with the team. Conducting reviews with only one sales rep leaves the door open for miscommunication and dysfunction within the team. By holding reviews with the entire opportunity team, you can rely on a 360-degree perspective and collaborate more effectively. 2. Uncover gaps and risks in the opportunity Opportunity team members who come to deal reviews expected to provide a “general update” may not offer the complete and accurate insights the team needs to move forward. You can move on from the all too common “it’s going ok” and “not much to report here” responses by using data-driven sales tools to help team members and sales leaders identify gaps and risks in each opportunity. 3. Strategize the next steps Always conclude the review by discussing each team member's next best steps to get the deal done. Delegate appropriately and ensure each team member has practical and timely goals to work toward. Airtight deal reviews start before the meeting and continue throughout the sales process. As a sales leader, you are responsible for ensuring that the opportunity team is clear on these expectations. Reps should document all critical information (e.g., MEDDICC, Smart Map, etc.) and share it with the team at least 24 hours before the meeting, giving all attendees the time and information they need to align on the deal during the meeting. Reps should provide a quick background on the deal and describe any challenges or gaps they face so that the opportunity team can discuss how to resolve them. Reps should own the action plan and keep the team updated as the deal progresses. Setting goals for before, during, and after deal reviews makes the meetings flow more smoothly. It also makes the deal reviews a natural part of the sales cycle rather than a disruption. When the opportunity team consistently meets (and exceeds) timeline-based expectations set during the reviews and closing deals, you’ll know you’re getting it right. With goals and expectations in place, it’s time to discuss three ways to run data-driven airtight deal reviews and how to use a sales AI tool  to facilitate the process. First, we must determine which accounts need the team’s immediate attention. Here, you can leverage AI to deliver the insights you need for more effective meetings. A sales dashboard provides a unified, high level view of the status of all opportunities in the pipeline. It is especially helpful for 2nd and 3rd line sales leaders who are looking across several teams and territories where they may not have individual deal-level knowledge. All information needed for a deal review is immediately available for discussion, including scorecard completion and proactive identification of deals that are at-risk. Sales leaders can get answers to questions like: With these insights, you and your team can use complete, accurate, and real-time data to create a de-risking strategy for at-risk deals. And invest more energy into the opportunities most likely to close. Cultivating successful deals hinges on building and maintaining solid relationships with key stakeholders. While it’s not realistic (or wise) for sellers to be in touch with all stakeholders at all times, there is a way to ensure they’re pulling the right levers with the right people at the right times during the selling cycle. An AI-powered org chart can help reps easily develop interactive relationship maps that pull in data from many different places to provide a complete view of the relationship. They help the team quickly understand who is involved in a deal, their role in the organization, and a score which indicates their level of engagement on the opportunity. When reps bring a completed org chart to a deal review,  the team can proactively work to develop a strategy to build and maintain relationships with any new stakeholders as they continue to develop their existing relationships. With an AI-powered org chart, you won’t need to ask questions like these: AI-powered org charts give your team access to all the data they need to develop the right relationships. This tool forgoes the need to dig through emails for contact information or sit through long pauses while team members perform research during meetings. With immediate access to accurate data, your team can focus on developing an outreach strategy to help shorten the sales cycle. A sales methodology is a sales team’s guiding compass in navigating deals. An effective sales methodology increases win rates and helps leaders coach their teams. Applying an organization’s sales methodology during deal reviews encourages sellers to take a more analytical approach to their deals, helping them dig in for more details. This approach also allows sellers to see their deals from a leader’s point of view. Adhering to a sales methodology is difficult to enforce and measure without the help of an AI-powered tool to help automate the process. A properly completed MEDDICC scorecard provides your opportunity team with immediate answers to these crucial questions: With answers to these questions, your team members can strategize on creating compelling events with key stakeholders. We discussed three goals behind leading an airtight deal review: involving the entire opportunity team, uncovering gaps and risks within deals, and strategizing the next steps. Leading airtight deal reviews means identifying deals needing extra attention, pinpointing key relationships, and digging deep using your sales methodology. Leveraging tools like People.ai to provide your team with accurate data is instrumental in making these reviews effective, efficient, and insightful. You can transform your deal review meetings into efficient, collaborative problem-solving sessions by leaving behind time-consuming, pressure-packed one-on-ones. You’ll empower your team to mitigate risk, seize new opportunities, and build relationships. They’ll thank you for it! For more ways to enhance the GTM motions that matter most, check out our Sales Rituals series and an 8-minute video on How to Lead Airtight Deal Reviews. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/what-is-good-data-for-genai Title: People.ai | Unlock GenAI’s Power: What Does "Good Data" Really Mean? Meta Description: Underwhelmed by GenAI? The issue might be your data, not AI. Discover how high-quality data fuels better insights and avoids pitfalls in Generative AI. Language: en Canonical URL: https://www.people.ai/blog/what-is-good-data-for-genai ## Headings Structure: H1: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H2: High-Quality Data: The Backbone of Valuable Insights‍ H2: he Pitfall of Inadequate Data Quality H2: Avoiding Costly Mistakes in Generative AI Insights H2: Is it the GenAI Solution’s Fault or Your Data’s Fault? H2: Key Considerations for Your Automated Activity Capture Solution H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Activity Matching Will Make or Break Your Sales AI Tool ## Main Content: H1: Unlock GenAI’s Power: What Does "Good Data" Really Mean? H4: Key Takeaway H2: High-Quality Data: The Backbone of Valuable Insights‍ H2: he Pitfall of Inadequate Data Quality H2: Avoiding Costly Mistakes in Generative AI Insights H2: Is it the GenAI Solution’s Fault or Your Data’s Fault? H2: Key Considerations for Your Automated Activity Capture Solution H5: Learn how to develop a generative AI roadmap your organization can trust. H2: Table of contents H2: Article Topics H2: Related Insights H3: Intent Signals + Sales Engagement: The Secret to Pipeline Growth H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Activity Matching Will Make or Break Your Sales AI Tool Underwhelmed by GenAI? The issue might be your data, not AI. Discover how high-quality data fuels better insights and avoids pitfalls in Generative AI People.ai’s Data Foundation (DF) and Relationship Maps (RM) transform the seller experience and modernize your sales organization with real data to drive real results. By John Ream, Enterprise Sales Engineer at People.ai In today's rapidly evolving world of Go-To-Market (GTM) sales technology, Generative AI is at the forefront of innovation. We're witnessing the dawn of a future where auto-generated dashboards will effortlessly highlight strengths and weaknesses, while chatbots stand ready to dive deeper into users' inquiries. The potential is undeniable, but here's the catch: the success of any Generative AI solution hinges on one crucial factor—high-quality data. It might sound like stating the obvious, but it’s a point worth emphasizing: high-quality data is the lifeblood of high-quality insights. The truth is, many current Generative AI solutions are built upon a foundation of low-quality data. Consider this example: What you see here is Captain Obvious in action, presenting information that offers no real value. It’s a stark reminder that, without high-quality data, Generative AI insights can be painfully obvious and utterly unhelpful. However, the problem goes beyond merely “Captain Obvious”. It extends to the risk of being flat-out wrong. In today’s market, numerous automated activity capture solutions promise seamless data automation for your organization. Yet, there’s a significant gap between these solutions and the quality of data they deliver. Is more automation always better? The answer isn’t straightforward. Yes, automation is beneficial when it’s accurate and precise. But, it becomes a liability when it either misses key relevant data or worse, populates data in the wrong places. When this happens, it can lead to rather comical situations: ‍So, what are some prime examples of automated activity capture solutions gone awry, potentially harming your Generative AI insights? If your automated activity isn’t matching at a high and accurate rate, essential activities could be missed or incorrectly categorized. Let’s delve into an illustrative example: When such data is missing or mismatched, your Generative AI insights may steer you in the wrong direction. Here’s the million-dollar questions: when your Generative AI solution falters, is it the GenAI’s fault, or is it the data’s fault? No one wants to be stuck in this predicament… To ensure success with  your Generative AI solution, certain essential elements must be in place within your automated activity capture solution: By prioritizing these factors in your automated activity capture solution, you’ll be well on your way to ensuring the quality of the data that fuels your Generative AI Solution, ultimately paving the path to insightful, actionable results. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/where-deals-are-lost Title: People.ai | [Data] 5 Characteristics of Closed-Won Deals Meta Description: Improve sales performance by optimizing deal growth and lifespan. Learn how email communication and meeting strategies impact deal timelines and outcomes. Language: en Canonical URL: https://www.people.ai/blog/where-deals-are-lost ## Headings Structure: H1: [Data] 5 Characteristics of Closed-Won Deals H2: Lost Deals Take Longer to Realize H3: Timeline Tips for Winning More Deals H2: Won Deals Saw More Email Communication Than Lost Deals H3: Tips for Better Email Communication H2: How Many Meetings Win a Deal? H2: Deals are Lost By Lack of Stakeholder Involvement H2: How to Win More Deals H2: Table of contents H2: Article Topics H2: Related Insights H3: What is Sales Enablement? (How to Close 15% More Deals) H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: The Importance of Multi-Threading Your Relationships ## Main Content: H1: [Data] 5 Characteristics of Closed-Won Deals H2: Lost Deals Take Longer to Realize H3: Timeline Tips for Winning More Deals H2: Won Deals Saw More Email Communication Than Lost Deals H3: Tips for Better Email Communication H2: How Many Meetings Win a Deal? H2: Deals are Lost By Lack of Stakeholder Involvement H2: How to Win More Deals H2: Table of contents H2: Article Topics H2: Related Insights H3: What is Sales Enablement? (How to Close 15% More Deals) H3: Sales Leaders: Enhance Opportunity Qualification with Chad O’Connor H3: The Importance of Multi-Threading Your Relationships Optimize sales performance by improving deal timelines. Learn how emails and meetings influence outcomes and discover tips for winning more deals. Many sales leaders, managers, and reps are guilty of looking at the performance of their deals on a one-off basis, overlooking the forest for the trees. At People.ai, we study the forest to optimize the growth and lifespan of each tree, figuratively speaking. We analyzed data from 512,740 deals ranging in size from $1,000 to more than $1 million to determine when in the process deals break down and how you can more effectively gauge whether a deal is likely to close or not. Deals that are eventually lost drag on 38% longer than those that are won. It’s obvious that bigger deals have longer sales cycles, but what is less-obvious is that lost deals consistently take about 57 days longer to realize. It’s almost as if there is an expiration date on deals and, depending on your deal size, those between 50 and 220 days should be re-evaluated. It takes 151 days to win a deal, compared to 208 days to officially lose a deal, on average. This 57-day window should be where you increase your communication with the prospect, either through email or in-person meetings, more on this to come. We all know most deals are not won or lost in a single day, but instead the culmination of a lot of work along the way. Even so, there are clearly some pivotal milestones along the lifecycle of any deal. If your deal sizes are greater than $1,000,000, for example, it’s clear you should start coaching reps to re-engage or re-evaluate opportunities around 170-190 days into the deal. Since these deals typically close around day 220, this should give your reps some time to focus on closing these prospects. One strategy for utilizing deal expiration dates is to set calendar reminders for yourself to re-evaluate deals one month before the expiration dates outlined in the table below: Deal SizeCheck-In Reminder (Days)Avg Won Sales Cycle (Days)<$1K1949$1-25K86116$25-100K116146$100-500K146176$500K-1M169199$1M+187217 As deal size increases, the amount of email communication intuitively increases, similar to the sales cycle duration, but how much more communication takes place in winning deals, compared to losing deals? Across the board, deals that were won saw 29% more email communication compared to lost deals. In deals worth $25,000 or more, winning teams sent 45% more emails than losing teams, on average. The average winning deal saw a total exchange of 141 emails between the account and sales teams. Of all the sales metrics we measure, communication KPIs are some of the most important. Your team’s sales activity data is telling the story, and if you’re tuned into the right channels to listen, you can learn what leads to more wins. It's worth noting that while it’s important to stay connected with your accounts and prospects, it's more important not to abuse those relationships and to treat them with the respect they deserve. You're supposed to be a partner to your prospects and customers, not a nuisance. But, if you do notice a significant decline in emails your reps are sending, this can be a leading indicator of a future decline in sales — which is why you will want to coach them on a few tactics for better email communication: 1. Send meeting agendas Sending an agenda before a meeting can help showcase your team’s organization and set expectations for the meeting. Be transparent with the agenda — if a pricing discussion is top-of-mind for your team, add it to the agenda. Leaving something as crucial as pricing off the agenda only to spring it on your prospects can come off as a premeditated pressure tactic. 2. Send follow-up emails Answer any questions your prospects may have had on the call or in the meeting. Some say it takes about 7 interactions with a prospect before they will become a genuine lead, and we can tell you based on our data, reps that won deals at any size sent an average of 52 emails when communicating with prospects. Compare this to the lost deals, where reps sent an average of only 37 emails. Follow up emails can be a great way to stay top-of-mind with prospects after a meeting, demo, or other point of contact. 3. Always include a call-to-action for next steps ABC — Always. Be. Calling-To-Action. We all know the importance of keeping a prospect warm, but it’s important reps provide themselves the opportunity for a next point of contact. Having a call-to-action in your emails can also make each and every email feel necessary compared to a “just checking in” email. Face-to-face (or zoom-to-zoom) meetings still matter in deals and they tend to matter more in big deals. In fact, when looking at reasons that deals were lost, reps with deals worth greater than $25,000 conducted five fewer meetings, on average, than those that won the deal. Five meetings could be the difference between lost and won. If your deal is worth more than $100,000, you are 53% more likely to win the deal if you have more than 10 meetings. In fact, the average number of meetings to win a deal at every size is 10 meetings. Lost deals conducted only 7 meetings, on average. Looking closer at the data, as deal size increases at each order of magnitude the number of meetings required to win the deal increases by three. We’re not advocating you study numerology to get more sales, but we are advocating you push for scheduling more meetings in order to increase your chances of winning the deal. We all know how important it is to get buy-in from the decision makers with buying power as well as from your actual end users — but how important is headcount in deals? Turns out, headcount is highly correlated with win rate. The more people from the prospect’s company you engage in the deal, the more likely you are to win the deal. In fact, each additional person increases the win rate by 4.5%. Looking at data of more than 250,000 deals that included between 2 and 24 external participants, those with 24 external stakeholders were more than 400% more likely to win the deal, compared to deals with only 2 company contacts. Stakeholders in the deal are important, but the onus is on the rep to do the work and get the right people at the table as well as understand who their champions and detractors are in any given deal. We’ve provided ample data in this post to support the fact that people still buy from people, relying on emails, meetings, and stakeholders. It’s not necessarily about involving more people, but involving more of the right people. It’s important to conduct due diligence during prospecting to make sure you are connecting with the right people but you can also leverage relationship maps to better understand how stakeholders are involved in the deal. People.ai’s Relationship Maps automatically detects newly engaged contacts in a deal and allows your reps to visually map the deal’s influencers as well as identify individuals that have informal influence over certain departments or decisions. If you are aware of who your champions are, you can work on turning them into active ambassadors for the deal and if you know who the detractors are, you can dedicate the necessary effort to convince and convert them into champions. If you are going to increase your win rate you must be able to anticipate deal risk by focusing on time-management of deals, effective communication in emails and meetings, and deploying different strategies for the number of different stakeholders present in your deals. Modern sales leaders are coaching their reps on these factors and more, augmenting their leadership with AI. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/why-are-kpis-important Title: People.ai | Why Are KPIs Important? Meta Description: Sales KPIs drive success. Learn why they matter and how to use them to your advantage. Language: en Canonical URL: https://www.people.ai/blog/why-are-kpis-important ## Headings Structure: H1: Why Are KPIs Important? H2: What Does KPI Stand For In Sales? H2: What Are Sales KPIs? H2: Why Are Sales KPIs Important? H2: What Makes A KPI Effective? H2: Sales Metrics vs Sales KPIs H2: How To Choose The Right KPIs For Your Sales Team H3: Align Your KPIs With Your Strategic Goals H3: Set A Time Period H3: Be Aware Of Your Business Growth H3: Narrow Your Selection H2: What KPIs You Should Be Measuring If You Want Sales Growth H3: Cost Per Lead (CPL) H3: Marketing ROI H3: Sales Qualified Leads (SQL) H3: Sales Revenue H2: What Are The Types Of Sales KPIs? H3: KPIs For Sales Managers H3: KPIs For Business Development Reps H3: KPIs For Sales Development Reps H3: KPIs For Sales And Marketing To Track H2: How Do You Create Better Sales KPIs? H3: Set Clear Business Goals H3: Choose An Analytics Tool H3: Adhere To The Two Rs H2: Key Takeaways H2: Sales KPI FAQs H3: How do you achieve successful KPIs? H3: How do you measure KPI for sales? H3: How can sales KPI be improved? H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: How To Use AI For Sales To Boost Your Bottom Line ## Main Content: H1: Why Are KPIs Important? H2: What Does KPI Stand For In Sales? H2: What Are Sales KPIs? H2: Why Are Sales KPIs Important? H2: What Makes A KPI Effective? H2: Sales Metrics vs Sales KPIs H2: How To Choose The Right KPIs For Your Sales Team H3: Align Your KPIs With Your Strategic Goals H3: Set A Time Period H3: Be Aware Of Your Business Growth H3: Narrow Your Selection H2: What KPIs You Should Be Measuring If You Want Sales Growth H3: Cost Per Lead (CPL) H3: Marketing ROI H3: Sales Qualified Leads (SQL) H3: Sales Revenue H2: What Are The Types Of Sales KPIs? H3: KPIs For Sales Managers H4: Sales Volume By Location H4: Employee Satisfaction H4: Sales Cycle Length H4: Close Ratio H3: KPIs For Business Development Reps H4: Activities H4: Opportunities Created H4: Deals Won H4: Client Acquisition Rates H3: KPIs For Sales Development Reps H4: Average Response Time H4: Positive And Negative Response Rate H4: Meeting Acceptance Rate H4: SQL-To-Customer Conversion Rate H4: Deal Win-Loss Ratio H3: KPIs For Sales And Marketing To Track H4: Leads By Lifecycle Stage H4: MQL-To-Customer Conversion Rate H4: Average Length Of Customer Lifecycle H4: Cost Per Lead H4: Cost Per Acquisition H4: Customer Retention Rate H4: Average Revenue Per Account H4: Net Promoter Score (NPS) H4: Customer Lifetime Value (CLV) H2: How Do You Create Better Sales KPIs? H3: Set Clear Business Goals H3: Choose An Analytics Tool H3: Adhere To The Two Rs H2: Key Takeaways H2: Sales KPI FAQs H3: How do you achieve successful KPIs? H3: How do you measure KPI for sales? H3: How can sales KPI be improved? H2: The Bottom Line H2: Table of contents H2: Article Topics H2: Related Insights H3: People.ai Transforms CRM with Microsoft Dynamics 365 Sales H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue H3: How To Use AI For Sales To Boost Your Bottom Line Sales KPIs drive success. Learn why they matter and how to use them to your advantage. Modern sales leaders know that the best way to track team performance is to use real-time, accurate data. Through these metrics, you can hyper-focus your sales activities and prioritize what provides the most significant success. However, not all key performance indicators are necessary to track. Some metrics can tell you more about your sales efforts than others, depending on your business goals. If you’re new to developing essential sales KPIs, this comprehensive guide will tell you everything you need to know, including why KPIs are important, the characteristics of a good KPI, and the most useful KPIs for different positions. KPI is a sales acronym that stands for key performance indicators. These metrics come in various forms and benefit sales managers, field reps, and marketing employees. Sales KPIs measure a business’ activities against its specific goals. You should always choose essential sales KPIs relevant to your industry – doing so will provide you with more useful and accurate results. Tracking KPIs is necessary for putting your business efforts into perspective. It provides a clear overview of your strategy and can help you predict future trends and sales. A few other ways sales KPIs can benefit your sales efforts include the following: To be effective, KPIs have to have the following characteristics: While they might seem similar, performance metrics and KPIs are not the same things. Sales metrics also pertain to data points that reflect your sales performance, but KPIs are specific to certain goals. What makes a metric a KPI is how your team uses it to indicate progress and achieve an objective. For example, your conversion rate is, in itself, a metric. Using your conversion rate to improve sales and profits turns this data point into a KPI. When choosing KPIs, pick key metrics that help you achieve specific sales goals. You can narrow down your key performance indicators using these tips. If you want to know what you need to do to improve your sales process, pick out quantifiable measurements and data points that help put your progress into perspective. For example, if your goal is to increase brand awareness, metrics like website views or social media follows can tell you whether you’re getting closer to achieving it. Keep your business goals achievable and bind them to a time frame. If you aren’t getting your desired results within a period of time, you might need to rethink your KPIs. Whether your company is a startup or already on its way toward becoming a household name will determine what KPIs you should keep an eye on. If you run a more established organization, monitoring data points like customer lifetime value or acquisition costs might make more sense than tracking brand awareness. Even the most advanced data analysis software can’t help you track every metric out there. By focusing on a few metrics, you avoid biting off more than you can chew. You can identify sales opportunities within your pipeline and drive better results with the right metrics. Here are the top KPIs you should measure to enhance your sales strategy: CPLs put into perspective the cost-effectiveness of your marketing efforts. Each lead is assigned a dollar amount – the lower your CPL, the better your efforts are paying off. Naturally, a high return on investment indicates that a specific marketing campaign is a good investment from a marketing perspective good value for money. Track your ROI by dividing the number of leads in your campaign by the opportunity value. Remember, not all leads will become customers. As such, tracking your SQL can help pinpoint areas of improvement in your lead generation process by indicating how many leads, on average, become converts. This simple KPI helps you determine growth trends and projections. It tracks your campaign’s overall success, which you can then use to develop customized goals for sales teams. Some marketing KPIs are more appropriate for specific sales teams than others. Below is a list of KPIs we’ve compiled for different types of sales reps. This KPI is beneficial for businesses with brick-and-mortar locations. You can determine where your product is most in-demand and where it could use some work. Tracking your sales volume by location can also help you determine whether you need to further customize your services according to a specific region. As a sales manager, you need to satisfy your sales reps. The more content your sales team is, the more motivated they will be to work. This KPI doesn’t just indicate how well your team is performing – it also tells you how you’re doing as a manager and identifies what you need to improve. A short sales cycle length doesn’t necessarily guarantee a low churn rate. You don’t want to close deals as quickly as possible if it means your customers are dissatisfied with the process. Instead, use this KPI to determine a workable average sales cycle length and figure out what you can do to keep customers from churning. The close ratio tells you how effective your outreach strategy is. It measures how many deals a sales rep closes in relation to how many leads they have. Activities indicate the number of calls, emails, and meetings scheduled that your sales teams achieve within a certain period. At a glance, it can indicate their productivity levels. Activities only matter if they push leads into your sales pipeline. To ensure your efforts aren’t wasted, compare your sales activities to the number of opportunities created. With this metric, you get a better idea of what sales activities produce the highest number of quality leads. Are your sales teams winning a significant number of deals? If so, track which sales plays are most effective. When you reach out to new prospects, your goal is to turn them into paying customers. If your client acquisition rates are low, you need to pinpoint why your sales funnel isn’t growing. For example, it’s possible your reps aren’t reaching out to qualified leads or are missing out on better sales opportunities. When you get qualified leads, you don’t want to keep them waiting. Benchmark response times to encourage leads to move quickly along the sales funnel. At face value, sales leads will either be interested or not interested. You can accurately identify flaws and strengths in your sales process by tagging positive and negative replies. A high meeting acceptance rate is the mark of a hardworking sales rep. These reps do an excellent job of creating a sense of urgency with prospects, encouraging them to prioritize your offer. You can determine your meeting acceptance rate by dividing the number of intended meetings by the total number of acceptances. While your reps only have so much control over how many leads they generate, successful sales teams know how to turn them into paying customers. If you notice low conversion rates with specific reps, consider providing them with additional training. Sales development reps may not directly influence this KPI, but knowing your deal win-loss ratio can put consumer journeys into perspective. Breaking down leads according to the cycle can help you identify sales opportunities you might be missing out on. Observing the handoff from MQL to SQL allows you to diagnose any issues within your sales pipeline processes and decide whether you’re focusing on suitable sales leads. Contrary to popular belief, this KPI is just as relevant to sales teams as marketing teams. After all, your sales team is responsible for turning MQLs into paying customers. As much as possible, keep the average time a lead spends between their first impression to their first purchase as short as you can. Keeping customer lifecycles short can reduce acquisition costs and make your lead generation process more efficient. Ultimately, as a sales leader, your goal is to help leads make their way from marketing to sales. The less money you spend on these sales efforts, the more efficient your campaign is. You can calculate your cost per lead by dividing your campaign budget by the number of successful leads you obtain. How you measure this KPI will depend on what you consider an acquisition. For instance, an acquisition might pertain to a filled-up form or closed deal. By tracking how much it takes to acquire a customer, you can focus on more value-adding activities and eliminate sales pipeline processes that aren’t as effective. When a customer signs a contract or closes a sale, it doesn’t necessarily mean they’ll return for business. Tracking your customer retention rate encourages your team to meet consumer needs regularly. While it’s important to close deals with as many potential customers as possible, not all of them will significantly impact your sales revenues. Tracking this KPI can direct you towards more relevant audiences and increase your average revenue. Your net promoter score determines how likely a specific consumer group will recommend your product to others. Most businesses typically segregate these groups into three: To get your NPS, subtract your detractor percentage from your promoter percentage. Your CLV refers to the total revenue a lifelong customer is likely to drive towards your business. To get this number, you’ll have to determine the account’s revenue value and compare it to its predicted lifespan. As a sales manager, this figure can measure your ability to engage existing clients and consider new methods of increasing consumer loyalty. As your business grows, your KPIs are likely to change over time. So, how do you choose the right ones? Here are a few tips for setting realistic KPIs for your sales department. Before picking your KPIs, you first have to know what your future goals are and how quickly you plan to achieve them. When determining your business objective, keep it straightforward and measurable. For instance, if your goal is to increase business profitability, determine by how much you want to bump revenue and by when. Manually measuring KPIs can waste precious business hours. To save time and money, consider investing in a comprehensive CRM and communications tool. In particular, CRM software can organize contact information, assign tasks to reps and teams, and identify sales opportunities. It can also automate repetitive or administrative tasks like data entry, lead generation, and more. When tracking KPIs, adhere to the “two R” principles: relatable and reliable. Everyone on your team should have the same understanding of a specific metric to achieve overarching goals. With a strong grasp of your KPIs, all team members can input data accurately and consistently. Overall, key performance indicators (KPIs) can help you monitor progress and identify opportunities for improvement. When creating KPIs for your business strategies, keep these takeaways in mind: To achieve successful marketing KPIs, narrow them down to what is most relevant to your goals and capabilities. Define company-wide objectives that you can measure and achieve within a realistic period. Then, develop individual objectives for each team, specifying actions to prioritize. Then, determine the best way to measure these goals. For example, if you’re looking to increase revenue, KPIs to keep an eye on include budget-related metrics and profits. If you aren’t achieving your KPIs, you’ll always have room to go back to the drawing board. If you’re far behind on your goals, consider tracking a new KPI or adjusting your course of action. Once you’ve identified your goals and primary KPIs, you’ll have to determine a measurement framework. To do this consider diagnostic metrics – instead of focusing on your campaign’s success rate, observe the metrics at face value. What are the numbers telling you? Are you heading in the right direction? Another way to ensure you hit your KPI numbers is to identify benchmarks. Consider both industry and internal benchmarks and use them to measure your campaign’s success. Over the course of your campaign run, you may need to optimize certain actions or rethink irrelevant KPIs to meet benchmarks. As your campaigns evolve, so will your KPIs. Here are a few tips for improving them: Establishing KPIs that matter is an excellent way to get a better understanding of your business performance and what you need to do to achieve your overarching goals. By keeping KPIs relevant, straightforward, actionable, and measurable, you can use them to improve your sales campaigns over time. Do you want to learn more about revenue intelligence and how you can improve your business structure? Explore the rest of our blogs and guides! Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/why-you-need-a-sales-playbook-and-what-should-be-in-it Title: People.ai | Why You Need a Sales Playbook and What Should Be In It Meta Description: Discover the power of a sales playbook. Increase efficiency, onboard with ease & reach winning deals. Learn how to build one for your team today. Language: en Canonical URL: https://www.people.ai/blog/why-you-need-a-sales-playbook-and-what-should-be-in-it ## Headings Structure: H1: Why You Need a Sales Playbook and What Should Be In It H3: Getting Started H3: Evaluate Your People and Processes H3: Including Key Elements H3: Test and Update H2: Article Topics H2: Related Insights H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: 6 Sales Pitch Ideas + Examples ## Main Content: H1: Why You Need a Sales Playbook and What Should Be In It H3: Getting Started H3: Evaluate Your People and Processes H3: Including Key Elements H3: Test and Update H2: Article Topics H2: Related Insights H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Boost Sales & Skip Tasks with Next-Level Generative AI Success H3: 6 Sales Pitch Ideas + Examples Discover the power of a sales playbook. Increase efficiency, onboard with ease & reach winning deals. Learn how to build one for your team today. Scoring a big sales win is no easy feat, often relying on a multitude of factors that lead up to that final, successful closed won deal. For many salespeople, especially those that are new to the job or industry, the ramp up to this winning moment can feel like an exercise in trial-and-error.But it doesn’t have to.Leading organizations have a not-so-secret weapon in their toolkit that instantly sets them apart: a sales playbook.The sales playbook is a go-to resource for salespeople, outlining their roles, responsibilities, methods, tactics, and tricks. A well-developed playbook empowers them to engage customers at every step of the buying journey and increases the likelihood of them reaching that winning moment.Put simply—the sales playbook is a vital resource to help maximize sales efficiency and ease the onboarding process.Don’t just take my word for it—the Harvard Business Review found that 50% of high-performing sales organizations have closely monitored and enforced sales processes (a playbook).Now that you’re convinced of the value let’s break down the elements of a sales playbook and how you can start building one for your sales team today. Before you hit the ground running, a few things to consider: Before putting any pen to paper for the playbook, you should first assess the current state of affairs.Interview your top reps to learn more about what has contributed to their success and what resources they’ve used along the way. Conversely, do the same with team members who may be currently underperforming, understand difficulties they face in the sales process.Utilize these conversations as an opportunity to understand the environment in which your sales teams operate and how they leverage your company’s sales technology stack. Your playbook should be built with these considerations in mind, making the content as actionable as possible.Ideally, you will be able to aggregate the information from these conversations to document your sales processes, which you can then align with the buying cycle and create a map for your first sales playbook. Your sales playbook can take many shapes and no one structure is right or wrong. The most important thing to remember is that the playbook is meant to assist your salespeople in engaging buyers at every step of the journey.The best playbooks provide flexibility instead of mandatory steps. Salespeople need freedom to experiment with different styles and techniques, but a playbook should provide guardrails to stay on message and on track to hit their goals.Some sections you can consider to include: As your company evolves, your sales strategy will also adapt to pursue new buyer profiles and accommodate for new product offerings. Your playbook should be reviewed regularly to account for these changes.We recommend starting a quarterly cadence for review, and then adjusting based on your company’s own unique needs.Further, we recommend leveraging analytics tools across your sales and marketing organizations to accurately capture and track engagements and outcomes. With this data, you can reference whether your playbook needs a scrub sooner, or if the playbook has shown tangible results for your sales team.Interested in learning more about how we can help? Our platform was built to maximize the visibility into your sales pipeline and track your team’s success. ‍Schedule a demo today to see what People.ai can do for you. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/your-pipeline-is-full-of-lies-and-you-know-it Title: People.ai | Your Pipeline is Full of Lies Meta Description: Overinflated pipelines ruin forecasts. Sam McKenna & Chad O’Connor share how to cut the noise, coach smarter, and focus on winnable deals. Language: en Canonical URL: https://www.people.ai/blog/your-pipeline-is-full-of-lies-and-you-know-it ## Headings Structure: H1: Your Pipeline is Full of Lies H2: 1. Stop Playing With Fake Deals H2: 2. Give Up the Gut Checks H2: 3. Coach With Discipline and Intent H2: Take Control of Your Pipeline Before It Controls You H2: Table of contents H2: Article Topics H2: Related Insights H3: Business Intelligence Dashboard Benefits and Examples H3: People.ai Teams with Google & Mandiant to Enhance AI Security H3: Revenue Operations: The Key to Driving Results in Today’s Market ## Main Content: H1: Your Pipeline is Full of Lies H2: 1. Stop Playing With Fake Deals H2: 2. Give Up the Gut Checks H2: 3. Coach With Discipline and Intent H2: Take Control of Your Pipeline Before It Controls You H2: Table of contents H2: Article Topics H2: Related Insights H3: Business Intelligence Dashboard Benefits and Examples H3: People.ai Teams with Google & Mandiant to Enhance AI Security H3: Revenue Operations: The Key to Driving Results in Today’s Market Overinflated pipelines ruin forecasts. Sam McKenna & Chad O’Connor share how to cut the noise, coach smarter, and focus on winnable deals. We’ve all been there before: the deals that feel the most promising fall away, reps stories grow increasingly optimistic, and you keep missing your forecast. And while your team wastes time on risky opportunities, real deals slip through the cracks. The culprit? An overinflated pipeline. We recently sat down with Sam McKenna, founder and CEO of SamSales, and Chad O’Connor, CRO at People.ai to talk about the elephant in every sales leader's room: the overinflated pipeline that's making you look like a hero in your Monday meetings and want to run and hide when the quarter closes. Here’s a closer look at three key takeaways from their conversation with insights that can help you build a pipeline you can trust. One of the biggest challenges in today’s sales environment is that reps often hold onto deals that will never close. Why? Because finding opportunities has never been harder. The economy is tough, decision-makers are more elusive, and the path from create to close is longer and more complex than ever. Chad put it plainly: “It's so hard in this economy to prospect, to get an actual conversation, to book a meeting, to actually find a prospect that wants to engage with you and really solve a problem.” The result is that reps often inflate their pipeline with “maybe” deals just to rise to internal expectations or feel some sense of control over an unpredictable process. But the consequences of holding on to these deals are all too real- inaccurate forecasts, wasted time, and lost opportunities. Sam summed it up: “We hang on to those opportunities because it's so hard to find new ones. Sometimes we just want to hide behind an inflated pipeline instead of being a little bit honest with ourselves, a little bit honest with our leadership.” By cutting dead weight from the pipeline, reps gain the ability to double down on winnable opportunities, accelerate real deals, and drive a more predictable path to revenue. Sales teams today have access to a massive tech stack, and as a result, more data than they know what to do with. The problem is that too much of this data is spread across multiple tools like your CRM, spreadsheets and meeting transcripts. Instead of clarity, scattered data creates confusion, forcing leaders to dig through multiple systems just to understand the status of a deal. This chaos breeds dependence on gut instinct. It’s the default because it’s often faster and easier, but it comes with its own set of problems. Chad pointed this out with an eye-opening stat from Gartner: “I read a quote from Gartner where they said only 7% of leaders are actually forecasting accurately.” Sam further illustrated how reliance on intuition can be misleading: “ The hidden cost of those maybe deals is not only our mindshare, but then our brand is being eroded. ” The solution starts with unifying and simplifying the data to give it context and make it actionable.That context is key and AI can help bring it to the surface. It adds a layer of intelligence by surfacing important signals, highlighting risks, and giving you strategic next steps. This shift takes your team from a reactive state to a proactive one. Chad explained what happens when your sales process is data-driven: “Start trusting the AI data. Start taking actions on the data to overcome the objections. We have customers coming back saying 53% percent of deals when we do that are closing. I had a customer that said it got up as high as 75%.” AI cuts through the noise, revealing the deals worth pursuing and giving reps the power to drive real, measurable results. Here's an uncomfortable question: When was the last time you actually coached someone instead of just demanding they update their forecast? Data is even more powerful when leaders use it to coach their teams effectively, using questions and actionable metrics rather than judgment. Sam explained: “So many frontline managers, one, don't get coaching on how to coach. But, two, they don't  understand how to have a difficult conversation.” But coaching is often missing entirely. Sam highlighted this key challenge: “I look at what Pam Dunn just said. Only 13% of sales reps say that they get any coaching. What a red alert for us.” This lack of structured training makes it even more important for leaders to be intentional in their coaching approach. Sam added practical advice for reps and managers alike: “I present some questions that lead them to the answers and help me coach them. Every coaching conversation I have, every difficult conversation I have starts with a question. I want to take their temperature first. I want to know what’s going on.” Getting the full story opens the door to introduce the right action into the mix. Integrating real data with intentional coaching allows teams to standardize best practices and consistently mark more opportunities closed one. Your pipeline is lying to you. Your reps know it. You know it. The only question is, what are you going to do about it? Use your data like the weapon it is. And for the love of quota, start actually coaching your team. A healthy pipeline isn't built on hope and optimism. It's built on honesty, discipline, and the guts to kill deals that deserve to die. Ready to get honest? Watch the full webinar with Sam McKenna and Chad O’Connor to get the complete playbook for building a pipeline you can trust. Because the next time you present your forecast, wouldn't it be nice to actually believe it? Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/your-sales-forecast-is-lying-to-you Title: People.ai | 4 Reasons Your Sales Forecast Is Misleading Meta Description: Think your sales forecasting software has you covered? Think again. Learn 4 reasons your forecast might be wrong and how to fix it for better accuracy. Language: en Canonical URL: https://www.people.ai/blog/your-sales-forecast-is-lying-to-you ## Headings Structure: H1: 4 Reasons Your Sales Forecast Is Misleading and Why It Matters H3: 1. Your Forecasts Are Fueled With Bad Data H3: 2. Lack of Sales Process Formalization H3: 3. The Eternal Appeal of “Sandbagging” H3: 4. Overconfidence and Lack of Reality Testing H3: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Forecasting Is Out. Here’s Why H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue ## Main Content: H1: 4 Reasons Your Sales Forecast Is Misleading and Why It Matters H3: 1. Your Forecasts Are Fueled With Bad Data H3: 2. Lack of Sales Process Formalization H3: 3. The Eternal Appeal of “Sandbagging” H3: 4. Overconfidence and Lack of Reality Testing H3: Final Thoughts H2: Table of contents H2: Article Topics H2: Related Insights H3: Sales Forecasting Is Out. Here’s Why H3: Storytime Is Over: the 3 Parts of a Streamlined Deal Review H3: Oracle CloudWorld: 3 Big Bets on AI, Automation & Data for Revenue Think your sales forecasting software has you covered? Think again. Learn 4 reasons your forecast might be wrong and how to fix it for better accuracy Sales forecasting, simply put, is the process of estimating future sales. But, sales forecasting is both an art and a science. If you go too low, your stakeholders will panic, and if you go too high, your sales teams are likely to massage the numbers and “sandbag deals.” Furthermore, when you consider that a company’s leadership leverages sales forecasts to predict hiring needs, cash flow strategies, and resources, being off by a few percentage points could have a drastic organizational impact. But, you have shiny new software that takes care of your sales forecasting for you. So you’re all set, right? Wrong. You might be in even worse shape. From fueling sales forecasts with bad data to sandbagging sales reps, here are four of the most common reasons your sales forecast is probably lying to you, along with some tips to keep the report more honest in the future. I hate to be the one to tell you, but a large percentage of data in your CRM is out of date, inaccurate, or simply just missing. Let’s face it: most salespeople don’t enter data, create new contact records, log meetings, and create opportunities into Salesforce.com. They’re working out of where they sell; Gmail, Outlook, calendars, phones, or where ever they can get a hold of their prospects. This phenomenon, of salespeople not entering data in their CRM, is quite common in large organizations and is known as having, “low CRM adoption.” Depending on your company’s revenue, low CRM adoption could make a substantial difference in your sales forecasting and, potentially, your overall profitability. Considering that most sales forecasting tools are fueled by activity data logged in Salesforce, companies that don’t leverage a solution such as People.ai won’t be capturing massive amounts of data and sales activities leading to the production of highly misleading sales forecasts. Based on findings from the CSO 2018 Sales Operations Optimization Study, one in five companies reported that having “no formal sales methodology” was a barrier to accurate forecasting. Is your company one of them? Do you know how many stages there are in your sales process? How long does each stage take? Do your sales reps know what it takes to progress an opportunity through each stage? Without a formalized sales process and defined sales pipeline stages, your sales projections will be guesses, at best. A sales process needs to be structured, formalized, and consistent across the sales organization and based on stages, criteria, and milestones. As a sales leader, you need to clearly define what criteria and activities are needed to progress an opportunity and conduct ongoing deal level reviews with your sales reps to ensure not only progression, but consistency. Sales professionals live with uncertainty, which is one of the reasons that sales leaders are compensated so well. There are good times and bad times, and a great salesperson learns how to ride the waves. One of the ways they do that is by managing their manager’s expectations. After a great month, it’s not uncommon for them to “sandbag” by hiding deals or pushing out close dates to give them a jump on the month ahead. This is not limited to salespeople, by any means. Sales managers, execs, and even board members might easily pursue the same strategy in the name of “conservative projections.” The problem occurs when it severely skews the numbers down and kicks off other reactions, such as ramping up marketing spend, in an effort to pump up sales pipeline to solve a problem that doesn’t exist. The opposite of sandbagging is “blue-skying,” where sales professionals allow their positive attitude to color their evaluation of prospects. This was the No. 1 most significant problem with sales forecasts identified in the CSO survey, with 47 percent of companies responding that sales teams are just too subjective in their close projections. Blue-skying is the primary cause of The Bullwhip Effect, where minor changes in sales forecasts generate massive volatility in inventories, operations, and supply chain activities. Affirmations are great in the mirror, but can be devastating in the annual report. The solution to both blue-skying and sandbagging is twofold. One, is to create agreement throughout the organization on “purchase-ready” signals and compensation structured around minimizing sales cycles. Two, is to eliminate the ability to sandbag by providing full visibility into sales rep’s activity with a sales activity capturing tool such as People.ai. The first rule of journalism is: “Consider the source.” Before you accept information at face value, try to understand why people might be telling you that story. Is your source putting the best spin on things for personal gain? Are they making unfounded conclusions based on a mash-up of incompatible data sources? Is the full story not captured in your CRM? Are the numbers skewed downward to manage expectations? Make sure your data is clean, and the motivations are clear for everyone reporting to you about what kind of sales numbers are in the pipeline. Ready to supercharge your sales forecasting tool? With state of the art monitoring, account matching, and capturing of your company’s sales activities through the power of artificial intelligence, the People.ai solution grants sales and marketing leaders the ability to derive profound insights, highly accurate sales forecasts, and visibility into their team’s overall sales effectiveness. Find out how People.ai helps sales and marketing leaders gain visibility into their teams, as well as increase the overall productivity of each sales rep by scheduling a demo of the People.ai solution today. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/blog/your-security-is-our-highest-priority-announcing-soc-2-certification Title: People.ai | Security First: Announcing Our SOC 2 Certification Meta Description: Announcing SOC 2 Certification: People.ai puts customers first with independent third-party validation of their information security program. Language: en Canonical URL: https://www.people.ai/blog/your-security-is-our-highest-priority-announcing-soc-2-certification ## Headings Structure: H1: Your Security is Our Highest Priority: Announcing SOC 2 Certification H2: Table of contents H2: Article Topics H2: Related Insights H3: Automated Activity and Contact Capture for Account Executives H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Run Sales Engineering Teams Efficiently with People.ai's Power ## Main Content: H1: Your Security is Our Highest Priority: Announcing SOC 2 Certification H2: Table of contents H2: Article Topics H2: Related Insights H3: Automated Activity and Contact Capture for Account Executives H3: "3 Ways Sales Leaders Can Foster Data-Driven Coaching in Sales H3: Run Sales Engineering Teams Efficiently with People.ai's Power Announcing SOC 2 Certification: People.ai puts customers first with independent third-party validation of their information security program. At People.ai, the customer is everything. This starts with understanding our customers and working to earn and keep their trust. In today’s world, hackers are relentlessly targeting enterprises to steal data—usernames, passwords, and other sensitive data. With this in mind, you have to be very sensitive to your customers’ privacy and security. ‍We deal with very sensitive customer data every day—emails, calendar invitations, and Salesforce data. It’s important to our enterprise customers that we keep their data as safe as they do. That’s why we are pleased to announce we’ve obtained SOC 2 certification. Obtaining SOC 2 certification is our way of showing our customers we care about the security of their data and that we understand their needs when it comes to keeping that data safe. And now, we can prove that we can meet them.Our SOC 2 certification is an independent third-party validation that we have the right controls in place and are doing everything we can to ensure the security of your data.Although most companies pursue SOC 2 certification later on their growth journey, we pursued it after only one year in business because we felt it was important for our customers. This certification provides peace of mind for both ourselves and for our customers.People.ai now completes an annual SOC 2 certification as well as ISO 27001 certification, both of which are available to all customers. In addition to these certifications, People.ai has completed a Google OAuth Verification and CSA STAR Level 1 Attestation. For more on our SOC 2 certification and our information security program, click here. Explore more expert insights on AI adoption, sales execution, and revenue intelligence to help your team close more deals with confidence. --- ### Page: https://www.people.ai/glossaries/sales-calls Title: People.ai | Sales Calls: The Backbone of Selling Meta Description: Cold calling drives pipeline growth. Learn how sales calls, scripts, and tracking help boost performance—and how People.ai enhances your results. Language: en Canonical URL: https://www.people.ai/glossaries/sales-calls ## Headings Structure: H1: Sales Calls: The Backbone of Selling H2: The Art of Cold Calling H2: Cold Calling Tips H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: Sales Calls: The Backbone of Selling H2: The Art of Cold Calling H2: Cold Calling Tips H3: Book Your Custom Demo H3: Thank You Cold calling drives pipeline growth. Learn how sales calls, scripts, and tracking help boost performance—and how People.ai enhances your results. Sales calls are the backbone of sales activity – they refer to any calls made by salespeople to prospects or customers. Typically, when people refer to sales calls they’re talking about cold calls. Cold calling is “cold” because it occurs when someone on your team reaches out to a new prospect who hasn’t previously engaged with your company. Early in the life of a company you may be able to rely on “warm” leads that actively reach out to you – referrals, friends and family or former colleagues. However, if you’re looking to expand to any reasonable size you’re eventually going to have to reach out to new prospects. Cold calling is critical to creating enough sales leads to fill up your sales funnel. Calls are one of the most important sales activities that sales managers watch and will be tracked as part of even the most rudimentary sales analytics process. All salespeople have sales revenue quotas that they need to hit on a regular basis. In order to ensure that reps are in a position to hit quota and meet forecasts most companies require that they make a set number of calls a day (at least by their sales development representatives). For many salespeople there are few things more uncomfortable than making cold calls. Because they’re unsolicited, most cold calls – even those made by good reps – won’t result in a deal, or even a meeting. In addition, many people can be annoyed or even rude if they get a call from a salesperson that they don’t expect. However, cold calling is one of those things that has to be done, and there are steps you can take to improve your average “hit rate.” For example, most companies provide their reps with cold calling scripts. Cold calling scripts are proposed comments, questions and responses that companies recommend their reps follow in guiding customer conversations. Many reps find cold calling scripts useful – particularly as they begin their sales career – because they provide a “crutch” on which to rely when speaking to new prospects. Cold calling scripts are the next best thing to actually having a manager on the call with you. After each conversation some companies will also ask reps to complete a sales call report in order to understand what went well, what could be improved and whether their script needs further refinement. You can find cold calling tips across the Internet on business sites as well as those of individual companies, so we won’t go into too much depth here. Painful as it can be, the most important tip for cold calling is to just do it. The more sales calls you make and the more prospects you reach the better you’ll get and the more deals you’ll close. Beyond that, it’s important to focus the conversation on the customer’s needs. It can be tempting to tick off all the great features that your product has, but if they can’t help your customer then they’re useless. Stay professional and clearly state who you are, what you’re offering and why you think you can help the particular prospect with whom you’re speaking. If your product isn’t a fit for their needs that’s not necessarily a bad thing. Politely thank them for their time and hang up. That way you can move on to the conversation with your next prospect and get to your next paying customer as quickly as possible. Finally, try to be as genuine as possible – it’ll help you close more deals and build relationships with prospects – even if they don’t buy from you immediately. Want to find out how People.ai can take your sales calls to the next level? Get a demo today! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/glossaries/sales-funnel Title: People.ai | What is a sales funnel? Meta Description: Visualize and optimize your customer journey with a smart sales funnel. See how People.ai helps you forecast, track, and plug revenue leaks. Language: en Canonical URL: https://www.people.ai/glossaries/sales-funnel ## Headings Structure: H1: What is a sales funnel? H2: Differences Among Sales Funnels H3: Thinking About Your Sales Funnel H3: Leveraging Your Sales Funnel H3: An Example of a Sales Funnel H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: What is a sales funnel? H2: Differences Among Sales Funnels H3: Thinking About Your Sales Funnel H3: Leveraging Your Sales Funnel H3: An Example of a Sales Funnel H3: Book Your Custom Demo H3: Thank You Visualize and optimize your customer journey with a smart sales funnel. See how People.ai helps you forecast, track, and plug revenue leaks. A sales funnel is a simple visualization that helps you picture your customers’ journey from lead to payment. This takes the form of a “funnel” because it’s wide at the top and narrow at the bottom. No matter how good your product is, some people will inevitably drop off at various stages of the sales funnel. This can be for a variety of reasons – they don’t have the money, are locked into a competitor’s contract, etc. The key to having a strong sales funnel is to have good sales analytics providing a clear understanding of your average deal size, your target sales revenue and the expected drop off at each of your sales funnel stages. This will help you accurately forecast revenues and take action to repair leaky parts of the funnel before you’ve missed quota. While sales funnels all follow the same general format, they differ in two areas: the number of stages that are in your funnel, and the amount of time that you expect prospective customers to spend at each stage. In order to visualize your funnel, you can draft a sales funnel template to outline how you expect the process to look. If your company is selling sandwiches there will be far fewer sales funnel stages between when a prospect hears about your sandwiches and when they make a purchasing decision than if your company is selling supercomputers. IT doesn’t need to evaluate your sandwich! Generally speaking, the higher your price point the longer you should expect it to take a prospect to move through your funnel. The same concept holds true for the time that prospects spend at each stage. Every prospect will do some research before they buy from you – even if it’s just to see the condition of your restaurant before buying a sandwich. If you’re selling enterprise software your prospects will likely want to find out not just about your product but also about your team and investors. Customers want to know that they’re buying from a credible company that will be around to support them. We’ve already concluded that the type of product that you’re selling, and your price point, dramatically affect the structure of your sales funnel. However, that’s not the same as saying that there’s nothing you can do to improve your funnel. After all, the goal of a sales funnel isn’t simply to produce a graphic that you can share with your boss – it’s to give you actionable insights. Let’s say that your company sells widgets at the price of $10 per widget and your boss has set the revenue goal for this quarter at $500. You know that you need to sell 50 widgets. For simplicity’s sake let’s also say that each customer only buys one widget. Great, but now you notice a problem – your sales funnel says you only have 75 unqualified leads and there is a 50% drop off between unqualified leads and a purchase. At this rate you’ll only sell approximately 37.5 widgets! Armed with this information you understand that you need to go out and gather more sales leads, whether that’s through advertising, content or something else. Without a proper sales funnel you wouldn’t have been able to predict this revenue shortfall before it was already too late. Want to find out how People.ai can take your sales funnel to the next level? Get a demo today! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/glossaries/sales-leads Title: People.ai | Sales Leads – The Backbone of Your Sales Organization Meta Description: Learn how lead generation, qualification, and tracking fuel sales success—and how People.ai helps boost conversion and forecast accuracy. Language: en Canonical URL: https://www.people.ai/glossaries/sales-leads ## Headings Structure: H1: Sales Leads – The Backbone of Your Sales Organization H2: Sales Lead Tracking H2: Generating Sales Leads H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: Sales Leads – The Backbone of Your Sales Organization H2: Sales Lead Tracking H2: Generating Sales Leads H3: Book Your Custom Demo H3: Thank You Learn how lead generation, qualification, and tracking fuel sales success—and how People.ai helps boost conversion and forecast accuracy. Nothing is more important to the success of your company’s overall sales strategy than having enough sales leads. Sales leads, or just “leads,” are individuals to whom you would like to pitch your product or service. Sales leads differ from sales prospects in that a prospect has already gone through some kind of qualification process. Leads are “raw” – just a name and contact information to whom you will need to reach out to find out more. They may hold a title to whom you usually sell, but you don’t know if they have the money, resources or interest to buy from you. The process of qualifying sales leads is typically handled by a sales representative who will reach out to leads, determine if their personal details and contact information are correct, and ensure that they are indeed in a position to buy. Once leads are qualified into prospects they are turned over to account executives whose job it is to nurture and guide them through the buying process. This breakdown of roles allows more experienced sales professionals to focus on the deals with the highest probability of closing. As sales has become more data-driven there has been an increased focus on sales lead tracking. Today an important function of sales management is to monitor the rate at which sales leads move through a company’s sales funnel. Understanding the ratios in your funnel is critical to accurate sales forecasting and tracking whether you have the number of sales leads that you need. For example, if you know that 50% of your sales leads (an unusually high number) will eventually become paying customers then you know you need to generate twice the number of leads as the number of customers you need to hit quota. This will help your marketing team know whether or not they need to spend more resources on lead generation. Management will want to monitor how the conversion ratios change over time as well as what’s happening to each lead. Has someone reached out to them? Have they been qualified or discarded? As such, lead tracking software is widespread and is included in popular sales software such as Salesforce. More sophisticated lead tracking software will allow you to qualify leads at different levels or recycle them to be nurtured by your marketing efforts. Because leads are the fuel on which your sales organization runs, ongoing lead generation is essential to creating enough sales pipeline to ensure adequate sales revenue. Some brand new companies won’t need to generate leads initially because they’re able to fill their pipeline with their founders’ contacts, former colleagues and referrals. However, the need for revenue growth eventually forces all companies into some kind of lead generation activity. In most companies generating leads is the primary responsibility of the marketing department. Marketers generate sales leads from a variety of sources including advertising, webinars, attending industry conferences and requiring visitors to register on their sites before they’re given access to content. Some companies even sell lists of leads which can be purchased or rented for a specified sum. In 2015 eMarketer noted that email was the most commonly used method of generating leads. Whatever method you choose, lead generation strategies will be a team effort between your sales and marketing departments and will be critical to your company’s success. Want to find out how People.ai can improve your sales leads conversion? Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/glossaries/sales-metrics Title: People.ai | Sales Metrics From A to Z Meta Description: Track the right sales metrics and KPIs to boost revenue and accountability. Discover how People.ai surfaces insights that drive performance. Language: en Canonical URL: https://www.people.ai/glossaries/sales-metrics ## Headings Structure: H1: Sales Metrics From A to Z H2: Sales KPI: The Way to Leverage Sales Metrics H2: Potential Pitfalls of Sales Metrics H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: Sales Metrics From A to Z H2: Sales KPI: The Way to Leverage Sales Metrics H2: Potential Pitfalls of Sales Metrics H3: Book Your Custom Demo H3: Thank You Track the right sales metrics and KPIs to boost revenue and accountability. Discover how People.ai surfaces insights that drive performance. Sales metrics are any of the various metrics that sales management uses in their sales forecasts to see how much sales revenue they can expect to close in a given period. In particular, managers want to see if their team is on track to meet quota. Sales metrics are also used by management to keep sales representatives accountable and measure whether they’re accomplishing the sales activities specified in the company’s sales plan. This is important because sales is generally viewed as a numbers game, where more activities lead to more deals won and revenue closed. Classic sales metrics include the number of calls a rep makes in a day, the average deal lifetime (how long a deal takes to close) and the average deal size (how much revenue a deal generates). In addition to the classics, sales managers are increasingly looking at more granular metrics as sales becomes more competitive. For example, many sales leaders find that the unique sales metrics surfaced by People.ai – such as the amount of time that reps spend in internal meetings versus actually selling – help them better manage their teams and stay ahead of the competition. We mentioned that management uses sales metrics to keep their reps accountable. This is done through the use of sales KPI’s. A sales KPI (key performance indicator) is a specific sales metric that management uses to gauge how their reps are doing. Maybe you’re a sales manager who knows that prospects are more likely to close if reps engage with them quickly. With this in mind you can set a goal for your reps to respond to all prospect emails within an hour of receiving them. You can then incentivize your sales reps to make sure that this happens, such as by providing a bonus to your fastest-responding rep. As a sales manager it’s your responsibility to provide your team with the training they need to grow revenue. To do this you’ll sit down with your reps in 1:1 coaching sessions, go over their metrics, point out what they’re doing well and find areas for improvement. Sales metrics allow you to pinpoint how your reps can do better without having to guess. Despite their power, sales metrics can actually be detrimental if your numbers are incorrect or you don’t focus on the right ones. That’s why data hygiene is so important. You might have heard the expression “garbage in, garbage out.” That applies to sales analytics too. If your data is inaccurate or incomplete you’re in danger of drawing the wrong conclusions about what’s actually generating revenue at your business. You also want to make sure that you’re focusing on the right metrics for your business. These might not be the same as for your closest competitor, much less someone in another industry. Remember, your business is unique. So are your sales metrics. That doesn’t mean you can’t draw inspiration and insights from colleagues at other companies, but it does mean that a deep understanding of your own company’s sales metrics is more important than anything else. Want to find out how People.ai takes your sales metrics to a new level? Get a demo today!‍ Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/glossaries/sales-playbook Title: People.ai | The Sales Playbook: Your Guide to the Game of Sales Meta Description: Discover how a sales playbook helps reps follow repeatable steps to meet quota, boost revenue, and improve with insights from People.ai. Language: en Canonical URL: https://www.people.ai/glossaries/sales-playbook ## Headings Structure: H1: The Sales Playbook: Your Guide to the Game of Sales H2: Creating a Sales Playbook H2: Metrics And Your Sales Playbook H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: The Sales Playbook: Your Guide to the Game of Sales H2: Creating a Sales Playbook H2: Metrics And Your Sales Playbook H3: Book Your Custom Demo H3: Thank You Discover how a sales playbook helps reps follow repeatable steps to meet quota, boost revenue, and improve with insights from People.ai. The term sales playbook takes its name from the world of sports – where a “play” is a set of activities a team or athlete pursues to get a desired result – such as moving the ball down the field or scoring a goal. Like its sports equivalent, a sales playbook can mean different things in different situations. In some organizations a sales playbook can be a physical book that new sales representatives are given with information about their company’s sales process. These books detail the personal role of an individual rep in the wider sales organization and the company’s approach to selling. In other cases the playbook can be nothing more than an individual rep’s map to customer prospecting and retention; the personal equivalent of a company’s sales strategy. Whichever the case may be the primary goal of a playbook is the same: to outline a repeatable, scalable, set of sales activities designed to help reps meet quota and grow sales revenue. This can cover everything from sales calls and emails to face-to-face meetings and demos. As the old saying goes, “failure to prepare is preparing to fail.” Spending the time to build out a sales playbook before approaching prospects is essential to winning! A key point to remember is that a sales playbook isn’t meant to be immutable. It should reflect your current selling environment and will need updating from time to time. For example, a new competitor may enter the market or your company might release a new product. In such cases the core of your sales playbook will likely remain the same, but it will need some tweaking. The final element of your sales playbook should be a breakdown of the actual activities you’ll use to engage with prospects. Remember, the primary benefit of a sales playbook is to outline a replicable, scalable set of activities that you can use to win more deals. Strong sales analytics and data hygiene become important because you need to understand which activities actually move the needle on revenue, and when. The first step is to create a system in which all sales activity is accurately recorded. You can’t tell what to focus on if you don’t know what’s worked well in the past. A strong dataset will give you invaluable insights as to what makes you win. It will also let you drill down to understand the behavior of your top performing reps. Once you understand that you can incorporate best practices from the top performing reps into your personal or company-wide sales playbook. It’s the closest thing possible to cloning your sales eagles short of a breakthrough in medical science! Want to find out how People.ai takes your sales playbook to a new level? Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/glossaries/sales-representative Title: People.ai | The Role of the Sales Representative Meta Description: Learn how sales reps succeed by setting goals, tracking progress, and using AI tools like People.ai for coaching and performance insights. Language: en Canonical URL: https://www.people.ai/glossaries/sales-representative ## Headings Structure: H1: The Role of the Sales Representative H2: Advancing as a Salesperson H2: Measuring Your Progress as a Sales Rep H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: The Role of the Sales Representative H2: Advancing as a Salesperson H2: Measuring Your Progress as a Sales Rep H3: Book Your Custom Demo H3: Thank You Learn how sales reps succeed by setting goals, tracking progress, and using AI tools like People.ai for coaching and performance insights. While people sometimes think of a sales representative, or sales rep, as a clerk in a retail capacity, the term means something very different in technology sales. If you work in a technology company and someone mentions a sales rep, they’re talking about a salesperson in a prospect or customer-facing capacity. That includes sales development representatives (SDRs) and Account Executives (AEs), among others. Whatever their title, a sales rep is the front-line salesperson responsible for executing the sales strategy set by their sales management. The way they do this varies by their specific role and the target of their sales quota. For example, SDRs qualify sales leads, which they then turn over to more experienced AEs. AEs are tasked with meeting with qualified leads (whether virtually or in-person), introducing them to the product or service they’re selling, and shepherding the deal to a close. As a result, quota for SDRs typically involves a set goal of qualified meetings, whereas quota for AEs involves generating a specific amount of sales revenue, or selling a specific amount of product. Most ambitious sales professionals eventually want to either move up from the level of sales rep and into sales management, or start closing larger deals. That means operating at the level of the job above you – not just the one you already have. Find a top performer that is already working at the level you want who can act as a mentor and model yourself on their behavior. Chances are that if you can do what they do you’ll have a much easier time getting to their level. In addition, having a mentor means having someone who is vested in your success and can sing your praises internally. However, no matter what you do, you’ll never have a chance to advance if you aren’t consistently meeting and exceeding your quota. While rewarding, sales can be a challenging career path. In order to be successful as a sales rep you’ll need clear, measurable goals to work towards. The most important of those is hitting quota, but beyond that ask yourself what your mentor does. How many calls does she make? How quick is she to get back to prospects? Try working towards the same numbers. Once you’ve established clear goals in conjunction with your mentor and manager you need to track your progress. That’s where good sales analytics come in. Companies such as People.ai offer software that allows you to track your sales activities and see how they compare to your goals. Even if you lack the budget for sales software you can still do some basic tracking in Excel or Google Sheets. You don’t have to completely change the way you operate overnight, but if you start improving your activity metrics step-by-step you’re guaranteed to start seeing results. Good sales analytics tools will be invaluable as you work to improve because they tell you not only what activities to focus on, but when to take a specific action. For example, it may be the case that following up with an email after a call measurably increases your prospect’s rate of getting back to you. Remember, you don’t have to reinvent the wheel – learn what works from your mentors and managers and run with it! Understand how People.ai can help you and your team set sales goals, track progress and get personalized, AI-driven coaching. Get a demo today! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/glossaries/sales-training Title: People.ai | Sales Training: Taking Your Team to the Next Level Meta Description: Effective sales training focuses on activities that drive revenue. Learn how People.ai helps track, coach, and scale what works across your team. Language: en Canonical URL: https://www.people.ai/glossaries/sales-training ## Headings Structure: H1: Sales Training: Taking Your Team to the Next Level H2: Developing a Sales Training Program H2: Elements of Sales Training H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: Sales Training: Taking Your Team to the Next Level H2: Developing a Sales Training Program H2: Elements of Sales Training H3: Book Your Custom Demo H3: Thank You Effective sales training focuses on activities that drive revenue. Learn how People.ai helps track, coach, and scale what works across your team. While monitoring sales pipeline and ensuring adherence to your company’s sales strategy are both important, the primary focus of good sales management should always be on sales training and coaching. Managers are never going to be able to be on all the sales calls that each sales representative on their team has. The next best thing is to develop a good sales training program that helps reps ramp quickly and learn to generate sales revenue more effectively. There are a number of sales training techniques and methodologies such as “baseline selling” and “solution selling” that can help your reps improve. However, the most important factors in sales training are sales activities. Even good salespeople are going to run into bad sales leads and may even miss their sales quotas on occasion. The important thing is to focus on the sales activities, such as sales calls and meetings that reps can directly control, and which are directly correlated with closing more deals. While there are certainly general sales techniques that you can follow, your company and product offering are unique. No other sales organization is going to be 100% the same. In order to develop a sales training program that will most effectively improve your reps’ performance you need to focus on what works in your organization. Who are the top performers on your team that you wish you had more of? How do they spend their day? How many calls do they make? How many meetings do they attend? Once you have the tools in place to track top performers’ activities – whether through People.ai, Excel or a homegrown solution – you can direct your sales training efforts towards encouraging reps to follow that same set of activities. Modern sales is ultimately a question of process, not personality. Understanding the activities that help you win and incentivizing your reps to spend their time on those activities is what’s going to help you close more deals and generate more revenue. While the monitoring and encouragement of specific sales activities make up the bulk of sales training, the process goes beyond that. AI will be an increasingly important part of sales in the future, but it’s unlikely to completely automate our jobs. There will always be some tasks that can’t be automated and that reps must learn from their managers and colleagues in training sessions. How flexible can you be on pricing? How do you handle objections? What’s the best way to position yourself against the competition? Want to find out how People.ai can improve your sales training? Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/glossaries/understanding-sales-operations Title: People.ai | Understanding Sales Operations Meta Description: Sales operations reduce friction, improve forecasting, and drive efficiency. See how People.ai empowers data-driven decisions and better sales outcomes. Language: en Canonical URL: https://www.people.ai/glossaries/understanding-sales-operations ## Headings Structure: H1: Understanding Sales Operations H2: The Role of the Sales Operations Manager H2: How Sales Operations Helps Sales Teams H3: Book Your Custom Demo H3: Thank You ## Main Content: H1: Understanding Sales Operations H2: The Role of the Sales Operations Manager H2: How Sales Operations Helps Sales Teams H3: Book Your Custom Demo H3: Thank You Sales operations reduce friction, improve forecasting, and drive efficiency. See how People.ai empowers data-driven decisions and better sales outcome Ever since Xerox first pioneered the concept in the 1970s, sales operations (or sales ops for short) has been an integral part of most organizations’ overall sales strategy. However, the concept is somewhat broad, and the term sales operations can mean different things in different contexts. In short, the overriding goal of sales ops is to reduce the friction inherent in the selling process and enable a company’s sales representatives to be as efficient as possible. Sales operations is often associated with the maintenance of a company’s CRM (customer relationship management) platform, such as Salesforce or Microsoft Dynamics, which serves as a central hub for salespeople. Good data hygiene is critical to a strong sales analytics program and accurate sales forecasting. The conclusions you draw as to what sales activities move the revenue needle in the right direction are going to depend on the data you have. Messy or incomplete data is going to hinder your ability to draw good conclusions and improve your sales playbook going forward. Sales operations help keep your team on track. None of this is to suggest that the role of a sales operations manager is purely tactical. A good sales operations manager will have a strong influence on their organization’s overall sales strategy. For example, they can make recommendations as to how data should be recorded in the company’s CRM and, with the help of sales management platforms like People.ai, deliver insights as to which sales metrics really matter. As a result of their visibility into sales activities, and high-level view of what works and what doesn’t, sales operations managers can help other sales managers with the reporting and tools to become better, data-driven, coaches However, the most important goal for a sales operations manager is to deliver accurate, timely, revenue forecasts. Sales teams live and die by their forecasts. The highest levels of any company keep a close eye on their forecasts for sales revenue so that they can create proper budgets and develop the right expectations with investors. Inaccurate forecasts deny companies the chance to “course correct” in the unhappy event that revenues are lower than they need to be, and can lead to insolvency if companies spend more money than they can afford. An investment in sales operations helps to ease the pain points of selling and helps sales teams stay focused on what matters most. Good sales ops speeds up the process by which sales reps get onboarded and ramped up to full productivity and lets them focus on what they should: delivering value to potential customers and winning deals. Sales operations can even help resolve conflicts and reduce tensions within a company. For example, marketing teams often complain that their counterparts in sales don’t work the leads sourced by marketing efforts. Sales teams frequently counter that the leads marketing delivers are weak – they lack the budget or use case for the product. Sales operations can review in an unbiased, data-driven way what kinds of leads marketing teams are sourcing and exactly how hard sales teams are working them. Understand how People.ai can help you maintain perfect data hygiene and focus on the right metrics to win more deals. Get a demo today! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/ai-innovator-lab Title: People.ai | AI Innovators Labs Meta Description: AI will transform your sales strategy. Language: en Canonical URL: https://www.people.ai/events/ai-innovator-lab ## Headings Structure: H1: AI Innovators Labs H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: AI Innovators Labs H5: Ready to test this hypothesis for yourself? Join us in the AI Innovators Lab and learn how to: H2: Speakers H3: Thank You H2: Used by the world's leading companies Register now for AI Innovators Labs to start your journey. With great change comes great opportunity. AI has arrived. It’s time to decide. Will you lead the innovation charge or wait and see? In our lab, we turn sales pain points into AI breakthroughs.  AI is transforming GTM teams' day-to-day operations and empowering sellers to do more of what they love – sell. But the pace of change has accelerated and the cost of hesitation is high. In fact, 81% of sales leaders believe organizations without AI sales tools will be at a significant competitive disadvantage. You’ll be able to ask questions and get resources for your organization's AI transformation. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/coach-the-coach-lunch-learn-series-august-10 Title: People.ai | Coach the Coach: Run Data-Driven QBRs – Aug. 22 Event Meta Description: Running Turnkey, Data-driven QBRs Language: en Canonical URL: https://www.people.ai/events/coach-the-coach-lunch-learn-series-august-10 ## Headings Structure: H1: Coach the Coach: Run Data-Driven QBRs – Aug. 22 Event H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Coach the Coach: Run Data-Driven QBRs – Aug. 22 Event H2: Speakers H3: Thank You H2: Used by the world's leading companies The Quarterly Business Review (a.k.a. QBR) is a tried-and-true sales ritual for many organizations when you take stock of how your reps fared in the previous quarter, and – more importantly – how they’re going to make their number in the coming quarter. Unfortunately, these important, time-intensive meetings can be derailed by stories and anecdotes, rather than reliable data. Plus, Sales Reps, RevOps, and Sales Leaders will often spend a huge chunk of time pulling together slides of data that exist in siloed systems. But what if you leveraged the power of People.ai activity data to power your QBRs? Instead of spending hours building slides or haggling over the truth of an anecdote, you can deploy QBR templates for your teams that automatically update with the data you most want to see. Join us as we explore best practices for using People.ai data in your QBRs, including: Cody Dishman, Director of Education and Enablement Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/coach-the-coach-lunch-learn-series-manage-your-pre-sales-teams-on-oct-17 Title: People.ai | Coach the Coach: Manage Pre-Sales Teams – Nov. 7 Event Meta Description: Manage your Pre-Sales Teams Language: en Canonical URL: https://www.people.ai/events/coach-the-coach-lunch-learn-series-manage-your-pre-sales-teams-on-oct-17 ## Headings Structure: H1: Coach the Coach: Manage Pre-Sales Teams – Nov. 7 Event H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Coach the Coach: Manage Pre-Sales Teams – Nov. 7 Event H2: Speakers H3: Thank You H2: Used by the world's leading companies Your Pre-sales teams – like Sales Engineers, Solution Architects, etc. – are critical partners in your sales motions. They bring deep knowledge of your solutions to help you build relationships with technical personas and add the credibility your team needs to get deals done. Unfortunately, most go-to-market tools and reporting are built for a traditional sales team and not your pre-sales teams, making it difficult to use existing tools to monitor Pre-sales for burn out, under-utilization, and proper focus. But with People.ai activity data and solutions, you have the visibility you need to better support your customers, and maximize the contributions of your Pre-sales teams. Join Jesse Dailey, a Pre-sales leader with 20 years of experience, as he discusses how you can: Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/cooking-with-ai-how-to-engage-the-right-accounts Title: People.ai | Cooking with AI: Engage Right Accounts & People Webinar Meta Description: In today’s rapidly evolving GTM landscape, closing new business and retaining existing customers is more difficult than ever. Language: en Canonical URL: https://www.people.ai/events/cooking-with-ai-how-to-engage-the-right-accounts ## Headings Structure: H1: Cooking with AI: Engage Right Accounts & People Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Cooking with AI: Engage Right Accounts & People Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies Are you ready to unlock the recipe for a successful go-to-market (GTM) strategy? With a main ingredient of the generative AI? Cue the Chef’s Kiss - you’ve come to the right place! Join us for our most anticipated launch webinar yet. We are excited to share the latest innovation from People.ai: the industry's only generative AI solution that uncovers the truth about what’s really affecting revenue in organizations! Traditional approaches relying on anecdotal data and incomplete CRMs are a thing of the past. Together with our customers, we are revolutionizing go-to-market (GTM) teams by providing a holistic view of accounts, opportunities, and teams, backed by data. During this webinar, we'll be unveiling our latest solution that empowers your GTM teams to: Ready to empower your teams with data-driven coaching recommendations, eliminating guesswork and boosting deal execution? We are transforming revenue intelligence, join us! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/five-revops-superpowers Title: People.ai | Unleashing 5 RevOps Superpowers to Boost Pipeline and Deal Execution Meta Description: Defeat today’s revenue-robbing villains! Join our webinar to gain insights, tips, and superpowers that will help you win more deals and grow revenue. Language: en Canonical URL: https://www.people.ai/events/five-revops-superpowers ## Headings Structure: H1: Unleashing 5 RevOps Superpowers to Boost Pipeline and Deal Execution H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Unleashing 5 RevOps Superpowers to Boost Pipeline and Deal Execution H4: View the on-demand webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies Revenue City is under siege. Sales territories feel unjust. Forecast accuracy is dropping. And the sales pipeline continues to erode under a wasteland of poor CRM data. But just when things seem too bleak, a beacon of hope emerges across the city. And it’s calling upon you – the RevOps Superheroes – to swoop in and save the day. How’s that for a calling card? Watch our on-demand webinar to vanquish today’s revenue-robbing villains for good. During this smashing event, you’ll gain insights into top RevOps trends and challenges, then receive tips to unleash the full potential of your team’s superpowers, including: To put this into action, we’ll also share solution demos and shine a spotlight on other RevOps heroes who are leveraging AI and automation to win more revenue today. Your origin story awaits! Get ready to tap into your RevOps superpowers. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/gain-revops-clarity Title: People.ai | Virtual Launch: Clear Visibility for Better RevOps Execution 2023 Meta Description: Watch our on-demand event to discover how People.ai's latest innovations help RevOps teams gain clarity and drive stronger pipeline and revenue in 2023. Language: en Canonical URL: https://www.people.ai/events/gain-revops-clarity ## Headings Structure: H1: Virtual Launch: Clear Visibility for Better RevOps Execution 2023 H3: View On-Demand H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Virtual Launch: Clear Visibility for Better RevOps Execution 2023 H3: View On-Demand H2: Speakers H3: Thank You H2: Used by the world's leading companies RevOps leaders: As you clear off your holiday slates and plates, you’ll have your eyes set on another goal – how to drive better outcomes in the new year. It’s a troubling proposition for most enterprises – especially right now. On top of macroeconomic factors, the path to revenue growth is stymied by M&A activity, multiple CRMs, standalone BI tools, and data that simply isn’t usable or accurate (what happened to those actionable insights we always hear about?). Yet, you need to help keep the pipeline flowing across this glut of tools and unusable data. Looking for clarity? You’re in luck. View our on-demand event to gain practical tips to achieving the crystal-clear visibility you need to succeed. During this event, we: Don’t wait for hindsight to be 20/20. Register and watch this event today or at your leisure and give your RevOps teams some much-needed clarity. Trust us, it’ll be a welcome sight! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/get-your-sales-team-off-to-a-fast-start-in-2024 Title: People.ai | Webinar: Finish 2023 Strong & Kickstart Success in 2024 Meta Description: Boost your sales leadership in 2024! Join our webinar to learn top strategies for team alignment, data-driven decisions & sales success. Don’t miss out! Language: en Canonical URL: https://www.people.ai/events/get-your-sales-team-off-to-a-fast-start-in-2024 ## Headings Structure: H1: Webinar: Finish 2023 Strong & Kickstart Success in 2024 H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Webinar: Finish 2023 Strong & Kickstart Success in 2024 H2: Speakers H3: Thank You H2: Used by the world's leading companies Join us for an insightful webinar on sales leadership strategies for 2024! Discover how top sales leaders prepare their teams to hit the ground running. Learn about the systems, processes, and sales strategies they employ for success. Gain valuable insights on aligning and empowering sales teams, optimizing territory and account ownership, leveraging data for account prioritization, and using whitespace analysis for accurate forecasting. You'll be hearing from an all-star sales leader lineup: The discussion will be moderated by Susan Zuzic, Sr. Director, Global Accounts at People.ai. Don't miss this opportunity to ramp up your sales team and learn from your fellow sales leaders. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/how-account-based-selling-tools-build-relationships-that-deliver Title: People.ai | Account-Based Selling Tools: Build Relationships That Deliver Webinar Meta Description: Join People.ai and Forrester to learn how account-based selling tools build stronger buyer relationships and drive more pipeline and revenue. Language: en Canonical URL: https://www.people.ai/events/how-account-based-selling-tools-build-relationships-that-deliver ## Headings Structure: H1: Account-Based Selling Tools: Build Relationships That Deliver Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Account-Based Selling Tools: Build Relationships That Deliver Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies Relationships matter in sales. However, developing relationships with key buyers in your target accounts is more challenging than ever today. Why? Well, for starters, purchasing groups are larger and buyer expectations have changed. For example, buyers are doing more due diligence than ever – the total number of buying interactions during a purchasing process has increased by nearly 60% since 2019. This means buyer knowledge is a competitive advantage for sales teams, particularly when you put the right account-based selling tools to work. Join People.ai and special guest Anne Slough, Principal Analyst at Forrester, for a deep dive into how leading go-to-market organizations are leveraging account-based selling tools to harness better buyer knowledge and build impactful relationships. View our on-demand webinar today and get ready to explore how to use account-based selling tools to build lasting relationships that produce more pipeline and revenue. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/how-ai-is-driving-sales-results-and-whats-next Title: People.ai | How AI is Driving Sales Results (and What's Next) Meta Description: Join revenue and tech leaders from People.ai & Zoom to discover how AI is transforming sales and helping teams generate more pipeline and revenue today. Language: en Canonical URL: https://www.people.ai/events/how-ai-is-driving-sales-results-and-whats-next ## Headings Structure: H1: How AI is Driving Sales Results (and What's Next) H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: How AI is Driving Sales Results (and What's Next) H4: View On-Demand H2: Speakers H3: Thank You H2: Used by the world's leading companies Featuring Zoom and People.ai Generative AI technologies such as ChatGPT show strong potential to support and enhance revenue teams in the future - but what about the other forms of AI that are helping revenue teams solve critical problems and meet numbers now? Tune in to this on-demand webinar featuring revenue and technology leaders from Zoom and People.ai as they break down how you can benefit from AI solutions today to deliver immediate results. During this webinar, we’ll discuss: Plus, we showcase how Zoom IQ and People.ai have come together to disrupt the way sellers operate today. Register today to view the recording today or at your leisure! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/how-mitel-is-amplifying-sales Title: People.ai | How Mitel is Amplifying Sales Impact Using AI Meta Description: Amplifying Sales Impact Using AI On-Demand Webinar Language: en Canonical URL: https://www.people.ai/events/how-mitel-is-amplifying-sales ## Headings Structure: H1: How Mitel is Amplifying Sales Impact Using AI H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: How Mitel is Amplifying Sales Impact Using AI H2: Speakers H3: Thank You H2: Used by the world's leading companies Anyone can call their number or develop an account strategy. But do you have the data behind it to know it’s correct? In this powerful session, Mitel will share how they transformed into an effective sales engine that makes smart decisions informed and supported by data. Watch on-demand for an exclusive, intimate conversation with Jonathan Buckle, SVP of Americas at Mitel, to learn how. We’ll go behind the scenes of Mitel’s sales transformation to show you how equipping your teams with the right data AI platform can make a huge impact on your bottom line. During this short discussion, you’ll learn: No fluff. No theory. Just a real-world look at how to build a sales process on a foundation of real data that helps close more deals, faster. Secure your free spot today! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-beamerys-gtm-strategy Title: People.ai | On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy Meta Description: Beamery partnered with People.ai to boost pipeline predictability, collect accurate GTM data, identify at-risk revenue, and proactively reduce risks. Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-beamerys-gtm-strategy ## Headings Structure: H1: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: On-Demand Webinar: How AI is Transforming Beamery's GTM Strategy H2: Speakers H3: Thank You H2: Used by the world's leading companies Don’t miss out on this exclusive conversation with Beamery's Chief Revenue Officer, Steve Vierra, and VP of Go-To-Market Operations, Francesco Lanzoni, as they share how AI is revolutionizing their go-to-market strategy. To improve pipeline predictability, Beamery partnered with People.ai to collect accurate data across their entire GTM, surface at-risk revenue, and proactively mitigate risks. Join us as we explore their journey to adopting AI-powered solutions—like People.ai’s SalesAI—and uncover some of their early successes. Gain real-world insights and discover how you, too, can achieve new levels of productivity and performance with AI. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-creating-urgency-that-works Title: People.ai | It’s the final stretch of the year, and every deal counts. Meta Description: How AI transforms urgency from a sales tactic into a natural buyer behavior. Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-creating-urgency-that-works ## Headings Structure: H1: It’s the final stretch of the year, and every deal counts. H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: It’s the final stretch of the year, and every deal counts. H2: Speakers H3: Thank You H2: Used by the world's leading companies It’s the final stretch of the year, and every deal counts. But creating urgency isn’t about pressure or discount; it’s about alignment. How do we help buyers want to move quickly, not feel forced? Too much pressure kills deals, and manually chasing stalled opportunities wastes valuable time. Top reps don’t just work harder, they work smarter. They use data to pinpoint the moments buyers are ready to act, automate the noise, and focus on what really matters–building real connection that propels deals ahead. Join Sam McKenna, CEO and Founder of #samsales, and Chris Carrow, Regional VP of Sales at People.ai, for a high-impact session exploring how AI transforms urgency from a sales tactic into a natural buyer behavior. You'll walk away with: Stop chasing deals. Start closing them. Learn how AI and human insight combine to create the urgency that actually works. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-fixing-your-forecast-with-samantha-mckenna Title: People.ai | Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai Meta Description: Fixing your Forecast On-Demand Webinar Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-fixing-your-forecast-with-samantha-mckenna ## Headings Structure: H1: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Fixing your Forecast with Samantha McKenna & Chris Albro | People.ai H2: Speakers H3: Thank You H2: Used by the world's leading companies This isn’t your typical webinar. It’s an unapologetically honest, live Ask Me Anything where you help drive the agenda. Whether you're leading a team or influencing the forecast from the field, bring your popcorn and biggest questions for this candid conversation—no holds barred. In just 30 minutes, you’ll walk away with actionable strategies to improve accuracy, boost accountability, and drive real outcomes. Why you should attend… Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-forecasting-future Title: People.ai | Forecasting LinkedIn Live - On-Demand Webinar Meta Description: On-Demand Webinar: The Future of Forecasting Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-forecasting-future ## Headings Structure: H1: Forecasting LinkedIn Live - On-Demand Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Forecasting LinkedIn Live - On-Demand Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies Welcome to the future of forecasting—available on demand! Get an inside look at our latest innovation: fact-fueled forecasting. In this session, we reveal why People.ai is uniquely positioned to solve the age-old challenge of accurate forecasting—and how you can finally gain confidence in your forecast, built on real sales data, not guesswork. With clear, actionable intelligence, sales teams can now forecast with facts and call their number with certainty. Watch now to see AI-driven forecasting in action! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-new-ai-security-threats-tactics Title: People.ai | On-Demand Webinar: New AI Security Threats and Tactics Meta Description: On-Demand Webinar: Security Thought Leadership Webinar Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-new-ai-security-threats-tactics ## Headings Structure: H1: On-Demand Webinar: New AI Security Threats and Tactics H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: On-Demand Webinar: New AI Security Threats and Tactics H2: Speakers H3: Thank You H2: Used by the world's leading companies In the world of cybersecurity, is AI friend or foe? The answer is both. While 74% of IT security professionals report their organizations are suffering significant impact from AI-powered threats, 73% also want to shift focus to an AI-powered preventive strategy. If you’re thinking about purchasing new technology for your go-to-market team this year, you need to know that what you’re buying is secure. The security landscape has changed and it’s now everyone’s responsibility to make smarter decisions. Join security experts from People.ai, AWS, and Team8 as they explore the evolving impacts of AI on data security, and provide advice on the new challenges and opportunities facing modern businesses. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-opportunity-management Title: People.ai | Webinar Opportunity Management Meta Description: The Opportunity Management On-Demand Webinar Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-opportunity-management ## Headings Structure: H1: The New Science of Opportunity Management H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: The New Science of Opportunity Management H2: Speakers H3: Thank You H2: Used by the world's leading companies Selling has changed a lot over the last two years. Go-to-market (GTM) organizations need to execute better in this environment. But how? In this candid discussion, Chris Albro and Erik King will share how better access to GTM data is evolving pipeline management and progression, leading to better results. When your approach to opportunity management is integrated and data-driven, you can qualify opportunities faster, identify risks earlier, and close more deals. Who should attend: Sales leaders seeking better pipeline visibility, more accurate forecasts, and higher conversion rates. RevOps professionals looking to drive process adoption and consistency across teams. Stop wasting time on deals that won't close. Gain the clarity and control to focus your team's efforts where they matter most. And surface risk early. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-pipeline-you-can-trust Title: People.ai | A Sales Leader’s Guide to Building Pipeline You Can Trust Meta Description: A Sales Leader’s Guide to Building Pipeline You Can Trust On-Demand Webinar Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-pipeline-you-can-trust ## Headings Structure: H1: A Sales Leader’s Guide to Building Pipeline You Can Trust H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: A Sales Leader’s Guide to Building Pipeline You Can Trust H4: What we covered H2: Speakers H3: Thank You H2: Used by the world's leading companies ‍Bloated pipelines don’t close deals—they crush confidence. Too often, sales leaders inherit forecasts full of “maybe” opportunities that never make it across the finish line. In this session, Sam McKenna, CEO and Founder, of #samsales and Chad O’Connor, CRO at People.ai, will share how to spot unqualified deals early, coach reps with confidence, and transform pipeline inspection from policing into partnership. You’ll walk away with practical strategies to cut the fluff, strengthen rep trust, and build a forecast you can actually count on. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/on-demand-webinar-the-sales-shift Title: People.ai | Intro to The Sales Shift Meta Description: The Sales Shift On-Demand Webinar Language: en Canonical URL: https://www.people.ai/events/on-demand-webinar-the-sales-shift ## Headings Structure: H1: Intro to The Sales Shift H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Intro to The Sales Shift H2: Speakers H3: Thank You H2: Used by the world's leading companies Sales professionals have started questioning whether the foundational things they’ve been doing their whole careers are still effective. The answer is yes. You know how to sell.  The essential sales rituals you’ve been doing for years have the potential to help you develop consistent processes, drive predictable revenue, and close more deals, faster. Think: account planning, opportunity qualification, forecasting, and others. But for these rituals to work, they must be modernized. A spreadsheet is not going to cut it. This is the sales shift. Join us for a 30-minute webinar where you’ll get the modern framework for running your sales organizations based on core sales rituals. Learn how better data and AI-powered automation can make sure your team can complete and leverage the foundational parts of their jobs easily and with the data they need to move the needle on every deal. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/relationship-intelligence Title: People.ai | Virtual Launch: Connect with Key Buyers Using AI Intelligence Meta Description: Join us on Valentine’s Day as we unveil cutting-edge ways to connect and build relationships with your buyers to close more deals, faster than ever. Language: en Canonical URL: https://www.people.ai/events/relationship-intelligence ## Headings Structure: H1: Virtual Launch: Connect with Key Buyers Using AI Intelligence H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Virtual Launch: Connect with Key Buyers Using AI Intelligence H4: View On-Demand H2: Speakers H3: Thank You H2: Used by the world's leading companies Building the right sales relationships to close deals today is tough. According to Forrester, 63% of purchases have more than four people involved, and buying groups usually include different roles from different departments. And with more and more of the buyer's journey taking place online or through other digital channels, that means less direct engagement between reps and customers. More people to win over, less time to do it. It’s like speed dating. Check out our on-demand virtual launch event from Valentine's Day 2023 to learn how to build the best relationships with your most significant stakeholders (outside your family and other loved ones, of course). Hear from our executive team and Anne Slough, Principal Analyst at Forrester, on the trends they're seeing with revenue tools and how sales teams are building lasting relationships in today’s digital economy. Then, we unveil and demo some groundbreaking product capabilities, including AI-powered relationship intelligence, that help you: No more missed connections! View our virtual event today to build relationships with the right people, in the right accounts, and win larger deals, faster. Your execs, board members, and shareholders will love you for it. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/the-12-month-ai-outlook Title: People.ai | The 12 Month AI Outlook Webinar Meta Description: Join us for an educational session with AI and sales industry leaders on the 12 month AI outlook. Language: en Canonical URL: https://www.people.ai/events/the-12-month-ai-outlook ## Headings Structure: H1: The 12 Month AI Outlook Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: The 12 Month AI Outlook Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies Preparing for the Next Wave of AI: Insights and Strategies for GTM Leaders AI is changing our world and the way we do business at a rapid pace. Understanding what is coming, knowing the implications for GTM organizations, and then proactively planning for those changes is the only way enterprises will be able to stay competitive in this new data-centric, AI-automated world. An educational session with AI and sales industry leaders on the 12 month AI outlook. Jake Dunlap of Skaled led a roundtable conversation with Kate Bringham of Kate Brigham Consulting and Linda Simovic of People.ai about what the next year will bring in the GTM AI space and how leaders can take action to prepare for these changes. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/webinar-cruising-to-conversion Title: People.ai | Cruising to Conversion: Sales, Marketing & Pipeline Webinar Meta Description: Break down silos across sales and marketing by improving visibility Language: en Canonical URL: https://www.people.ai/events/webinar-cruising-to-conversion ## Headings Structure: H1: Cruising to Conversion: Sales, Marketing & Pipeline Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Cruising to Conversion: Sales, Marketing & Pipeline Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies Hop in and join us on a summer road trip, where we'll cruise down the ultimate roadmap to pipeline creation across both sales and marketing. Final destination: more revenue. Achieving alignment across Sales and Marketing is essential for navigating the twists, turns, and unexpected roadblocks of the buyer's journey. By working together as driver and co-pilot, these two departments can unlock the full potential of your organization's pipeline, fueling success, and driving conversions. Join our seasoned guides for a thrilling webinar, where you’ll be provided a roadmap on how to: So, pack your virtual bags and get ready to hit the road with us! Whether you're a sales or marketing leader, this webinar is the perfect opportunity to escape the mundane and embark on a refreshing approach to pipeline creation, where the final destination is more revenue. Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/webinar-driving-breakthrough-growth Title: People.ai | Driving Breakthrough Growth in Your Customer Base Webinar Meta Description: In 2023, new customer acquisition is tough—frozen budgets, more decision-makers, and increased scrutiny on new investments make selling more complex. Language: en Canonical URL: https://www.people.ai/events/webinar-driving-breakthrough-growth ## Headings Structure: H1: Driving Breakthrough Growth in Your Customer Base Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Driving Breakthrough Growth in Your Customer Base Webinar H2: Speakers H3: Thank You H2: Used by the world's leading companies As we move through 2023, there are many forces making new customer acquisition a challenge: As a result, organizations are making growing within the customer base a priority. In this webinar, learn Watch the on-demand webinar to hear how organizations are driving breakthrough growth within the customer base! Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/webinar-how-to-supercharge-your-crm-with-oracle-cx-and-people-ai Title: People.ai | Supercharge Your CRM with Oracle CX & People.ai Webinar Meta Description: Earning more revenue with AI driven data analytics Language: en Canonical URL: https://www.people.ai/events/webinar-how-to-supercharge-your-crm-with-oracle-cx-and-people-ai ## Headings Structure: H1: Supercharge Your CRM with Oracle CX & People.ai Webinar H3: View the On-Demand Webinar from June 27 H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Supercharge Your CRM with Oracle CX & People.ai Webinar H3: View the On-Demand Webinar from June 27 H2: Speakers H3: Thank You H2: Used by the world's leading companies Join People.ai and our partner, Motiv, as we talk about earning more revenue with AI driven data analytics. With this partnership comes a host of benefits for any CRM user, from a plethora of unique patents that work to empower pipelines with AI-driven insights, to automated data capture... and now, an integration with Oracle CX. Organizations are learning how to harness the newest AI tools to increase efficiency and drive success on just about any initiative. Please join us for this on-demand webinar as we discuss the ins and outs of Motiv's success and how People.ai can give you the competitive edge to help your sales team thrive. In this webinar we will: Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/webinar-ride-the-wave Title: People.ai | Ride the Wave: Empower Sales Leader Coaching with AI Meta Description: Join us for an exciting event that will transform how Sales Leaders coach reps in the age of generative AI, ChatGPT, and large language models. Language: en Canonical URL: https://www.people.ai/events/webinar-ride-the-wave ## Headings Structure: H1: Ride the Wave: Empower Sales Leader Coaching with AI H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Ride the Wave: Empower Sales Leader Coaching with AI H4: View our On-Demand Webinar from June 22 H2: Speakers H3: Thank You H2: Used by the world's leading companies Join us for an exciting event that promises to transform the way Sales Leaders coach their reps, amidst the rise of generative AI services, like ChatGPT, and large language models. With AI technology here to stay, it's time to ask yourself: will you sink or swim? Introducing our latest product launch, Ride the Wave: Empowering Sales Leader Coaching (with Generative AI). Our carefully curated event is designed to: During the event, you’ll get a front-row seat to our latest advancements in generative AI and LLM technology, and learn how to embrace these powerful tools to improve your sales coaching and boost your team's performance. Don't miss this opportunity to catch the wave of change and transform your sales leadership coaching! Secure your spot today for our live event on June 22nd at 11 am PT. Jonathan Buckle, VP Americas Sales, Black Box Joel Semmelhack, VP Enterprise Sales Midwest, Okta Jill Brown, North America VP of Sales, People.ai Victor Oliveros, VP of Product Management, People.ai Stephanie Madsen, Sr. Product Marketing Manager, People.ai Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/webinar-the-winning-playbook-ai-powered-strategies-for-a-championship-pipeline Title: People.ai | Winning Playbook: AI Strategies for a Championship Pipeline Meta Description: We'll dive into how AI can be your star player, propelling your revenue growth to new heights. Language: en Canonical URL: https://www.people.ai/events/webinar-the-winning-playbook-ai-powered-strategies-for-a-championship-pipeline ## Headings Structure: H1: Winning Playbook: AI Strategies for a Championship Pipeline1 H3: View the On-Demand Webinar from July 13 H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Winning Playbook: AI Strategies for a Championship Pipeline1 H3: View the On-Demand Webinar from July 13 H2: Speakers H3: Thank You H2: Used by the world's leading companies Turn up your sales game and head straight for the victory lap with our premier sales playbook! Let Artificial Intelligence be your competitive edge to build a top-tier sales pipeline. It's time to step into the arena, unleash your competitive flair, and achieve unprecedented success! We'll dive into how AI can be your star player, propelling your revenue growth to new heights. From strategic maneuvers to transformative insights, we'll guide you in implementing AI-empowered strategies and constructing a sales pipeline fit for champions. Topics of Discussion: Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/events/webinar-vitals-check-how-strong-are-your-in-flight-opportunities Title: People.ai | Vitals Check: How Strong Are Your In-Flight Opportunities? Meta Description: Join our 30-minute session to uncover the prescription for success with a vitals check on your in-flight opportunities and drive better sales outcomes. Language: en Canonical URL: https://www.people.ai/events/webinar-vitals-check-how-strong-are-your-in-flight-opportunities ## Headings Structure: H1: Vitals Check: How Strong Are Your In-Flight Opportunities? H2: Speakers H3: Thank You H2: Used by the world's leading companies ## Main Content: H1: Vitals Check: How Strong Are Your In-Flight Opportunities? H2: Speakers H3: Thank You H2: Used by the world's leading companies Thank you for contacting us. We're excited to show you how People.ai can help you unlock growth for your sales, marketing, and RevOps teams. Look for an email from us to get things started. --- ### Page: https://www.people.ai/case-studies/amd Title: People.ai | How AMD Transformed Global Sales Operations with People.ai Meta Description: AMD standardized sales processes, improved pipeline hygiene, and saved time across their global sales organization. Language: en Canonical URL: https://www.people.ai/case-studies/amd ## Headings Structure: H1: How AMD Transformed Global Sales Operations with People.ai H2: Challenges H2: Solutions H2: About AMD H2: Challenge H2: Solution H3: 1. Standardized Account Execution H3: 2. Opportunity Qualification and Rep Coaching H3: 3. Efficiency and Visibility Through People.ai H2: Results H3: Time Savings H3: Improved Sales Hygiene H3: Global Standardization H3: Growing Adoption H2: Looking Ahead H3: Table of contents H2: Related Customer Stories ## Main Content: H1: How AMD Transformed Global Sales Operations with People.ai H2: Challenges H2: Solutions H2: About AMD H2: Challenge H2: Solution H3: 1. Standardized Account Execution H3: 2. Opportunity Qualification and Rep Coaching H3: 3. Efficiency and Visibility Through People.ai H2: Results H3: Time Savings H3: Improved Sales Hygiene H3: Global Standardization H3: Growing Adoption H2: Looking Ahead H3: Table of contents H2: Related Customer Stories By improving visibility, enforcing consistent processes, and enhancing deal qualification, AMD achieved better pipeline hygiene, time savings, and proactive sales management at scale with People.ai. By improving visibility, enforcing consistent processes, and enhancing deal qualification, AMD achieved better pipeline hygiene, time savings, and proactive sales management at scale with People.ai. Advanced Micro Devices, Inc. (AMD) is a Fortune 500 global semiconductor company specializing in computing, graphics, and visualization technologies. With sales personnel distributed across more than 100 countries, AMD serves various industries including automotive, aerospace, oil and gas, and federal agencies. As a large global enterprise with sellers in over 100 countries, AMD faced significant challenges in standardizing sales processes and maintaining visibility across their distributed workforce. Sales teams in different geographies were each creating and using their own processes. They would often store their notes, account plans, deal qualification checklists, and other essential sales information in disconnected tools like spreadsheets, slide decks, and documents. "Before implementing People.ai, we had people operating out on the frontier doing things their own way, on their own timelines, with their own style of oversight and management," explained Reagan Lucas, Sales Process Coach at AMD. "That's not the way to run a business, and certainly not the way to run a publicly traded Fortune 500 company." Without an enforceable process AMD struggled with: AMD implemented People.ai's platform to transform their sales operations, focusing on three key areas: People.ai provided a structured approach to account execution for AMD's key accounts. Account teams meet quarterly to discuss what’s happening within the account, each person’s role in driving success, the biggest priorities for that quarter, and more—all by using People.ai to guide those conversations. "Every single one of our key accounts in North America now has an account plan in People.ai," says Lucas. "It's been the catalyst for us to create a structured process across AMD." People.ai’s Account Execution has enabled: MEDDIC scorecards in People.ai have revolutionized how AMD qualifies deals and coaches sales representatives. Deals over a certain dollar amount are required to build out a scorecard in People.ai and are an essential piece of the opportunity management process at AMD. AMD’s largest and most critical deals each quarter are escalated to VP and C-level sales leaders, who are able to review the details of the deal directly inside People.ai in Salesforce. That way, leadership has a deep understanding of the most important deals in the pipeline, and can provide specialized coaching to ensure those opportunities cross the finish line. People.ai also allows Lucas to provide more personalized, tactical coaching to his reps. "Using MEDDIC, I'm able to engage as a coach. Having the MEDDIC scorecard in Salesforce allows us to make Salesforce our source of truth,” explains Lucas. “I can easily see what’s happening in deals that are in-flight and provide coaching to my reps.” This functionality has enabled AMD to: People.ai has dramatically improved visibility and efficiency across AMD’s sales org, allowing leadership to conduct regular revenue forensics within the org. "Our managers can easily cross-reference my top 10 key deals across my region, what deal stage they’re in, and which ones have MEDDIC scores," says Lucas. "I can do all of this in Salesforce in less than 30 minutes—it used to take me the entire afternoon to get that level of understanding and detail.” This improved visibility has enabled AMD to: Since implementing People.ai, AMD has experienced transformative results across their global sales organization: By reducing time spent on manual data entry by 75–85%, AMD’s sales org has significantly cut down on administrative work in Salesforce. With fewer hours spent on non-revenue-generating tasks, reps can focus more on engaging with customers and prospects—leading to better data quality, stronger pipeline coverage, and improved productivity across the team. “For a company our size, if you multiply those time savings by every rep, manager, and leader globally, People.ai basically pays for itself,” says Lucas. With better sales data, AMD’s leadership can be more strategic in how they manage and guide reps through in-flight deals. "Our sales hygiene has already come leaps and bounds in improvement," notes Lucas. "We are growing up as a business and People.ai allows us to run a much tighter ship. It's allowing us to provide proactive coaching around leading metrics rather than reactive feedback when the deal is already Closed-Lost." People.ai has enabled AMD to attain uniformity across their global organization, which Lucas describes as "very difficult for a company our size." The platform has helped AMD replicate good business practices across regions and create a consistent sales methodology worldwide. The success of People.ai has created internal demand across AMD. "When people hear about it across the company, they want it," says Lucas. "People in our business units, product marketing, operational teams, and marketing all see it and want it. It's not from the perspective of a big brother looking over your shoulder, it's all about the visibility." AMD is excited to expand their use of People.ai, particularly by deepening their usage around the Revenue Forensics ritual. "We are working on building out better reporting and dashboards in People.ai and that is going to be critical for us," says Lucas. "Our leadership that has seen it are saying, 'How fast can we get it implemented? We need this yesterday.'" AMD anticipates that People.ai  will further reduce administrative overhead by automating data capture from calls, meetings, and contacts, allowing sales representatives to focus even more time on customer engagement rather than manual data entry. "We cannot wait," concludes Lucas. "The next big frontier for us is increased visibility and  increased efficiency for our sellers—People.ai is going to help us get there." Learn more about how People.ai can help you transform your GTM operations - get a demo. --- ### Page: https://www.people.ai/case-studies/cisco Title: People.ai | Cisco’s Go-To-Market Evolution: From Legacy to Legendary Meta Description: Cisco, a pioneer in shaping the internet, is known for cutting-edge networking solutions that power global connectivity, communication, and collaboration. Language: en Canonical URL: https://www.people.ai/case-studies/cisco ## Headings Structure: H1: Cisco Transforms Go-To-Market Strategy with People.ai H2: Challenges H2: Operationalizing a customer-centric transformation H2: One-of-a-kind conversation H2: ‍Confidently looking toward the future‍ H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Cisco Transforms Go-To-Market Strategy with People.ai H2: Challenges H2: Operationalizing a customer-centric transformation H2: One-of-a-kind conversation H2: ‍Confidently looking toward the future‍ H3: Table of contents H2: Related Customer Stories with previous solution Cisco faced limited strategic foresight, poor CRM integration that led to errors, and no ability to generate tailored reporting or insights to support evolving sales needs. With a pivotal role in shaping the internet, Cisco is renowned for its cutting-edge networking products. The technologies and solutions offered by Cisco are widely used to connect and manage computer networks, enabling seamless communication and collaboration across organizations around the world. Cisco's Senior Director of GTM Strategy and Revenue Operations has the challenging job of managing Cisco’s global revenue operations of approximately 20,000 sellers across a highly federated and complex ecosystem. Cisco’s mission to remain at the forefront of providing its customers with the best and latest technology led to a massive business transformation that altered their core services and offerings. “The shift from being a legacy hardware vendor towards offering modern software-as-a-service solutions altered how we did business, and that meant our Go-To-Market (GTM) operating model had to change,” said Cisco. “The goal was to be a partner for our customers as their needs continued to evolve, but there was no one-size-fits-all approach to that partnership. We wanted to put the customer at the center of our business, and had to adopt a GTM strategy that ensured we had the right approach for every customer.” Cisco's Sr. Director of GTM Strategy & RevOps spearheaded Cisco’s GTM transformation, operationalizing it from start to finish. As they strategized to deepen customer intimacy, Cisco focused on simplifying, optimizing, and elevating the sales experience. They soon realized they would need to find an AI-native data platform built for GTM, and capable of being custom-tailored to Cisco’s objectives. Cisco looked for a solution with three key factors to help drive customer intimacy into their GTM strategy: Cisco's team considered building an in-house solution, but due to the expensive and time-consuming nature of the build, they opted to purchase a solution. Unfortunately, the first solution they selected proved to be incompatible. It quickly became apparent that the vendor was unable to meet Cisco’s evolving needs for the future. Their solution was a decentralized platform that lacked the ability to unify Cisco’s many systems and allow them to accurately communicate. Without a shared source of truth and an inability to extract critical insights to drive deal cycles forward, the gaps and frustrations had become overwhelming. Cisco approached the search for a new vendor with a more critical eye. ”In our search for a new solution, People.ai was one we extensively evaluated among many, and frankly, not only did your capabilities fit our criteria, but it absolutely stood out from the beginning,” they explained. What Cisco sought most was a strategic partner with a comprehensive platform where they could build the foundation of their GTM strategy, centralize the platform within the tech stack, and continue to evolve with them. “With People.ai, we engaged in a truly unique conversation,” said Cisco. “The more we delved into the solution, the more I realized its relevance for us. People.ai provided us with revenue intelligence, engagement intelligence, conversation intelligence, and deal intelligence, all packaged into one comprehensive solution.” During evaluations and pilot testing of People.ai in real-world scenarios, Cisco saw an innovative AI-native data platform backed by a team proactively supporting both his current and future success. They had found the strategic partner they'd been looking for. Cisco was delighted to see People.ai’s deep partnerships and rich integrations effortlessly harmonize the rest of Cisco’s tech stack. “ZoomInfo and Microsoft are both valid, relevant, and strategic partners of ours.” Although People.ai’s partnerships with these solutions weren’t a requirement, they evolved into an unforeseen advantage, functioning collaboratively and contributing to the modernization of Cisco’s existing tech stack. This synergy resulted in immediate adoption and added value. What started as a pilot of 400 users quickly turned into 20,000+ sellers leveraging People.ai globally to process up to 1.8 million sales activities hourly. Cisco's sales leaders were impressed by People.ai's ability to help improve their team's efficiency and success rates, despite the highly complex nature of their technical environment. "At its core, we gained the ability to assess team performance, understand our trending trajectory, identify white space within an account along with its revenue potential, and initiate data-based coaching and feedback for our teams,” said Cisco. “People.ai was also incredibly effective where our sales methodology came into play. It’s a complex and customized model of framework, capability, and experience that we had to deploy to our sellers to really drive the de-risking and hygiene of our pipeline.”  ‍ “For the first time in history, Cisco has adopted a true end-to-end sales methodology through our partnership with People.ai,” said Cisco. “The impact of not having People.ai would have resulted in a significant portion of our business not being delivered. It would have been a crucial piece missing from our end-to-end story that we continue to successfully deliver for our sales teams.” Cisco and People.ai continue to advance their partnership globally, and look forward to achieving continued success. --- ### Page: https://www.people.ai/case-studies/five9 Title: People.ai | Five9 Cuts 1,000+ Hours of Seller Data Entry Using People.ai Meta Description: Cisco transformed its go-to-market strategy from legacy systems to legendary sales operations with People.ai. Language: en Canonical URL: https://www.people.ai/case-studies/five9 ## Headings Structure: H1: Five9 Saves 1,000+ Seller Hours Yearly with People.ai H2: Challenges H2: Solutions H2: A CRM is only as good as the data that gets entered H2: Driving towards data-based success with People.ai H2: The Five9 way of seller success H2: Targeting the right people at the right time H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Five9 Saves 1,000+ Seller Hours Yearly with People.ai H2: Challenges H2: Solutions H2: A CRM is only as good as the data that gets entered H2: Driving towards data-based success with People.ai H2: The Five9 way of seller success H2: Targeting the right people at the right time H3: Table of contents H2: Related Customer Stories The Five9 Intelligent Cloud Contact Center provides digital engagement, analytics, workflow automation, workforce optimization, and practical AI to help companies efficiently communicate with their customers across the whole customer journey. Esther Friend, VP of Sales Efficiency and Transformation, is at the forefront of enabling the scale and success of the Five9 revenue team that helps modernize contact centers around the world. “We have a very customer-centric mission and approach that focuses on delivering CX promises, and enabling our customers to create joyful experiences for the audience they serve,” said Friend. “After years of dealing with the challenges of legacy systems and poor front-end experiences such as high wait times or abandoned calls, we help our customers modernize their contact centers through the cloud and meet the heightened expectations of their audience with a more human experience.” In order for Five9 to evolve their go-to-market strategy and deliver their innovative solution to contact centers worldwide, they needed a scalable solution that delivered data and insights beyond what their then-current tech stack was capable of providing. “People.ai helps us be proactive instead of reactive in our GTM approach. They support our company culture where we’re focused on enablement and helping the sales team succeed long-term,” said Friend. Prior to People.ai, Five9 were dissatisfied with the level of insights they were able to extract from their sales motions. “Our sellers had little time to dedicate towards manually logging their activities and contacts, as such we had limited activity and contact data to understand who they’d talked to or how the account was engaging back,” said Friend. “From a forecasting standpoint, it was incredibly challenging to have visibility into how the deals were progressing and to report with confidence as the reporting had turned into an anecdotal-based effort instead of data-based. If we continued to operate at this level long-term, it would have been very difficult to understand what ‘good’ looks like, and what the leading indicators and behaviors were to make our sellers successful.” Five9 evaluated vendors with the intention of finding a solution that provided a 360-degree view into activities conducted, contacts engaged with, understanding what’s real in the deals, and having objective measures that they could follow. “We evaluated some vendors and quickly noticed that we wouldn’t have the level of accuracy that we needed in terms of how we associated the contacts and activities to accounts and active deals,” said Friend. “The devil’s in the details. It sounds great to capture activities in context but if you don’t do it properly, you end up with a bunch of confusing data that doesn’t make sense. The accuracy of being able to do that with automation was really important to us, and we felt that People.ai had the best solution in terms of how it was being approached.” With People.ai’s patented AI technology to automatically capture activities and contacts engaged in the deal cycle, Five9 is able to inspect engagement with each account and opportunity. “In the past, if we had a diligent seller that tracked all of their activities and consistently tried to engage with an account, we still wouldn’t have the proper insight to know if the account was reciprocating or even cared about us,” said Friend. “Now, we have data that shows us if an account is interested. We utilize engagement level calculations to see if a customer is highly engaged, if they’re paying attention to us, and if they’re seriously considering us as a vendor for our product, all without having to even talk to the seller.” The data from engagement levels has also helped enrich Five9’s forecasting capabilities and empowered sales leaders to make informed decisions with confidence. “As a sales leader, they can see the engagement score alongside the opportunity directly in our forecasting tool to best understand what their team’s performance and forecast is looking like,” said Friend. “This has helped us identify deals that are at risk of low engagement, allowing our leaders to confidently coach their sellers on next steps, and how to prioritize their times towards accounts showing higher revenue potential.” As Five9 continued to rapidly scale and gain success in the world of modernized contact centers, so did the need to onboard new sellers to the company and make them productive as soon as possible. Colloquially referred to as the ‘Five9 secret sauce’, Esther and team implemented a playbook of best practices directly into their Salesforce environment using People.ai’s opportunity scorecards. This ensured a seamless experience for both new and seasoned sellers to manage and qualify their opportunities via a scalable and standardized process. “Besides our vital engagement scores, the sellers are also able to see the opportunity score on any of their deals to help them directly identify the gaps in an opportunity,” said Friend. “With People.ai, we’ve removed the guesswork from our sales process and set our sellers up for success.” “People.ai’s Opportunity Intelligence has also allowed us to quickly evolve and stay flexible in a fluctuating economy. The buying process has changed across all of the B2B world in the past couple of years, and we’ve had to quickly configure our own deal qualification process based on what we’ve been seeing,” said Friend. “If we’re seeing new risk in the market, we can address that through our process and opportunity scorecards so that our sellers aren’t blindsided by those risks.” Five9’s Marketing team spends time and resources on account and persona-based marketing with the intention of engaging and nurturing the right stakeholders at the right time. “Marketing needs to have accurate and current contact and engagement data to know what type of roles are getting involved and need to be nurtured in the sales cycle. As a result, when the customer is ready to move to our solution, they’re already informed, and we’ve helped them do their research,” said Friend. “We had hunches that IT personas were getting more involved in the deals through anecdotal feedback and that they were creating obstacles along the way. We dug through the data we captured with People.ai and found that, when IT got involved, there was a correlation to increased deal sizes.” Correlating the impact that different personas had on Five9’s deal sizes was not a factor that had previously been intuitive to find, but now they had data to back up the conversation. “We worked with our Marketing team to create resources specifically geared towards the IT persona, and so whenever those roles got pulled into the evaluation, we had tools to address their concerns, needs, and criteria,” said Friend. “We became more proactive in our approach and no longer had to dread the possible barrier that the persona created in the process.” --- ### Page: https://www.people.ai/case-studies/forcepoint Title: People.ai | Forcepoint Saves Seller Hours by Automating Data Entry Meta Description: Forcepoint saved thousands of seller hours with automated data entry, pipeline inspection, and performance coaching. Language: en Canonical URL: https://www.people.ai/case-studies/forcepoint ## Headings Structure: H1: Forcepoint Saves Thousands of Seller Hours by Automating Data Entry H2: Challenges H2: Solutions H2: Harnessing and leveraging complete sales activity data H2: Visualizing and understanding their sales data H2: Data-driven decision making H2: Creating an optimized, high-performing sales org H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Forcepoint Saves Thousands of Seller Hours by Automating Data Entry H2: Challenges H2: Solutions H2: Harnessing and leveraging complete sales activity data H2: Visualizing and understanding their sales data H2: Data-driven decision making H2: Creating an optimized, high-performing sales org H3: Table of contents H2: Related Customer Stories Lack of visibility into sales activities, struggling to manage remote sales org, excess time spent on manual data entry, limited insight into the buyers reps are engaging with. Increase in marketable contact database, more strategic decision-making, better pipeline management, increased executive visibility. Forcepoint simplifies security for global businesses and governments. The company’s Data Security Everywhere architecture makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. As VP of Global Revenue Operations at Forcepoint, Clark Green ensures the company’s 400-person sales organization—spanning pre-sales, channel sales, renewals, frontline managers, and leaders—has the data and tools needed to create, convert, and close pipeline. That means providing the org with complete, reliable data around seller activity so managers and leadership can easily answer the age-old sales question: “What are my reps doing all day?” When Green joined Forcepoint, he quickly realized that his leadership team was struggling to answer that question for their remote sales team.“Lack of visibility was our biggest challenge. We have all of these expensive sellers working remotely and we needed to understand how they were spending their time and who they were meeting with,” Green said. Forcepoint turned to People.ai to get their sales org the data they needed—and saw the value immediately. “The two things that sold us on People.ai were how easy it was to set up, and the quality of insights. I could see everything happening across my org and it was so simple to deploy.” Forcepoint relies on People.ai’s activity capturing, filtering, and matching to ensure they have complete data around every sales engagement happening across the org. This has not only helped leadership gain insight into who the sales team is engaging with and the health of a given opportunity, but has grown the company’s marketable contact database by nearly 32,000—generally costing over $242,000 to acquire. Forcepoint no longer has to rely on reps to manually enter contacts, instead leveraging People.ai to automatically detect, create, and match each contact to the correct account and opportunity in the CRM. Now, Forcepoint has a record of every person who has ever engaged with the company, their content, or its sellers.  They have more insight into their potential customers than ever, allowing them to drive strategic, targeted marketing campaigns. People.ai also continually captures thousands of sales activities to the CRM, saving Forcepoint an estimated 9,000 hours of sales rep time thus far, equating to approximately $785,000 in salary expense (and growing each day). With the sales data they are now capturing, People.ai gives Forcepoint leadership a clear understanding of their team’s overall effectiveness. Forcepoint created customized executive views in Engagement Dashboards providing real-time insights into sales performance with metrics like the number of customer touches, pipeline conversions, individual account and opportunity health, and total time spent. This allows leadership to have insight into their sales org’s pipeline without having to chase down individual reps or managers to get information around important deals. Forcepoint’s frontline sales managers leverage Engagement Dashboards to see team-wide trends, health scores, and overall pipeline hygiene, as well as provide individualized coaching for each seller with rep-specific dashboards. With visibility into both rep and team performance, frontline managers are able to more effectively lead their teams, driving better seller habits and higher performance. Forcepoint’s People.ai CSM also built Engagement Dashboards for Forcepoint to streamline their Quarterly Business Review (QBR) process. Before, reps spent hours each quarter pulling data from different tools and formatting slide decks to present in their QBR. With People.ai dashboards, all of the necessary data around their performance from the previous quarter is available in a single view and can be used to drive the entire conversation. By using People.ai to standardize the process across the whole sales team, Forcepoint’s QBRs are rooted in fact and are used as strategic sessions to reflect, identify areas of improvement, and plan for future growth. The visibility provided by People.ai data has allowed the company to make more informed strategic decisions. People.ai uncovered that the difference in Forcepoint’s sales cycle length between a mid-market and enterprise deal was just 40 days, but the difference in revenue was nearly 16x. Forcepoint adjusted their strategy to move away from selling to mid-market and focusing more on large enterprise deals. As a result, the team spends the majority of their valuable selling time prioritizing bigger deals that result in much more revenue in roughly the same amount of time. “The data that we get from People.ai is leveraged across leaders, managers, enablement, and revenue operations to finetune our strategy and drive high-performance across our entire sales org. People.ai lets us easily see what’s working—and what’s not,” said Green. Forcepoint leveraged People.ai engagement metrics to assess the effectiveness of inside sales reps. They quickly uncovered a team-wide trend showing that reps were engaging with just a fraction of their assigned accounts. “We took a step back and looked in People.ai for answers. This was a struggle for all the folks in this function. Clearly, something was not clicking,” said Green. “People.ai allowed us to pinpoint exactly where things had gone wrong.” Forcepoint used People.ai to identify that the issue did not lie in rep skill or effort, but rather in territory planning. Armed with People.ai data, territories were restructured and  reallocated, and Forcepoint has  since seen a big improvement in rep performance and the ability to manage their assigned accounts. Forcepoint continues to explore new ways to leverage People.ai to further enhance productivity and decision-making. As the company looks ahead to 2025, People.ai remains a key tool in their efforts to drive increased efficiency and success across the business. Learn more about People.ai and get a demo here. --- ### Page: https://www.people.ai/case-studies/hexagon Title: People.ai | Hexagon PPM Transforms its Sales Strategy with People.ai Dat Meta Description: Hexagon PPM transformed sales strategy with automated activity tracking, sales coaching, and contact visibility. Language: en Canonical URL: https://www.people.ai/case-studies/hexagon ## Headings Structure: H1: Hexagon PPM Transforms its Sales Strategy with People.ai Data and Insi H2: Challenges H2: Solutions H2: About Hexagon PPM: H2: A Transformative Sales Plan H2: Coaching Sales Teams with Engagement Data H2: Full Pipeline Health Assessment H2: Accelerating Sales Ramp H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Hexagon PPM Transforms its Sales Strategy with People.ai Data and Insi H2: Challenges H2: Solutions H2: About Hexagon PPM: H2: A Transformative Sales Plan H2: Coaching Sales Teams with Engagement Data H2: Full Pipeline Health Assessment H2: Accelerating Sales Ramp H3: Table of contents H2: Related Customer Stories The logical next move was to expand into new markets, but that wasn’t possible without a comprehensive rethink of its go-to-market strategy, processes and sales technology. To accomplish this, Hexagon PPM used People.ai data to gain a clear picture of its sales team’s activities. In addition, it performed a comprehensive assessment of deals and pipeline health, giving insights needed to improve the sales cycle, customer engagement, forecasting accuracy, manager training, productivity and win rates. Hexagon is a global leader in sensor, software and autonomous solutions. Hexagon’s PPM division empowers its clients to transform unstructured information into smart digital assets to visualize, build and manage all complexities’ structures and facilities. Hexagon PPM executed a comprehensive GTM plan, sales strategy and sales processes, empowering its sales team to expand into new markets with ease and automation using People.ai as the backbone of its GTM tech stack. “When we reassign accounts into different coverage models, People.ai data gives incoming reps a tremendous amount of insight for a handoff. People.ai adds contact insights and a level of intelligence to accounts that we didn’t have in the past," said Eric Chapman, Vice President Sales Operations and Enablement at Hexagon’s PPM division. As Hexagon PPM focused on expanding into new markets, it became apparent to the team that this direction required a re-evaluation of its go-to-market strategy, process and sales technology. That, of course, could only be possible with visibility into how go-to-market teams had engaged with buyers in the past, who was involved in conversations and how much time was needed to foster that engagement into real opportunities. By leveraging data from People.ai, including 746,000 sales activities, Hexagon PPM was able to surface answers to these questions as well as fuel its UX/CRM solution called GoSell with these data points to help direct strategy. Tracking sales activities with People.ai gave Hexagon PPM new insight into actual selling time, customer engagement levels and inbound vs. outbound activity. With this data, managers initiated vital coaching conversations about opportunity assessment and account plans, guiding reps to analyze a deal’s health, leverage additional tools and move deals toward closing. People.ai also revealed “weaknesses in frontline manager training,” recalls Chapman. Empowered with data, Chapman could more clearly define managers’ roles in coaching and hiring reps, rather than closing deals for them. Reps now see and are conscious of how much time they spend on internal activities not directly tied to an opportunity, and managers are more conscious of time spent on staff meetings or engaging directly in deals rather than coaching or improving processes. People.ai enabled Hexagon PPM to measure every deal’s health and its entire pipeline, first by bringing visibility to unhealthy opportunities; some were years old or had logged hundreds of activity hours without progress toward closing. Chapman notes that People.ai is making it “easier and quicker for reps to keep deals moving forward or abandon unhealthy deals at stage 0-2 rather than later stages.” To maintain that health visibility, People.ai has added over 80,000 contacts to Hexagon PPM’s CRM, improving the team’s CRM engagement rate and getting reps to actively seek and leverage their activity data to improve sales cycles. One particularly useful insight has been the contact’s role, which shows Chapman when the team needs to engage with higher levels at the customer’s account. Sellers also leverage many of the newly added contacts when they build and update account plans and their customer network maps. Chapman knows that sellers get frustrated having to dig through emails and voicemails for crucial customer information, which is why he prioritizes guiding them through the selling process with tools and capabilities that support them. Onboarding and training on how the People.ai dataset brings value to their role means that Hexagon PPM sellers get what the system will do for them if they leverage these capabilities. New reps at Hexagon PPM find the tools “amazing” and report that they’ve “never had a system that worked this much for me.” --- ### Page: https://www.people.ai/case-studies/lily-ai Title: People.ai | Lily AI Boosted Win Rates, Faster Sales Cycles, and Forecast Meta Description: Lily AI improved win rates, accelerated sales cycles, and enhanced forecast accuracy with standardized qualification. Language: en Canonical URL: https://www.people.ai/case-studies/lily-ai ## Headings Structure: H1: Lily AI Improved Win Rates, Faster Sales Cycles, and Forecasts H2: Challenges H2: Solutions H2: A Manual Process Dependent on Seller Word-of-Mouth H2: Driving a standardized sales motion using People.ai and MEDDPICC H2: Better forecasts and improved deal execution in just 120 days H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Lily AI Improved Win Rates, Faster Sales Cycles, and Forecasts H2: Challenges H2: Solutions H2: A Manual Process Dependent on Seller Word-of-Mouth H2: Driving a standardized sales motion using People.ai and MEDDPICC H2: Better forecasts and improved deal execution in just 120 days H3: Table of contents H2: Related Customer Stories Lack of structured sales process, unreliable forecasting, time-consuming pipeline reviews, inconsistent deal qualification. Increased forecast accuracy, improved win rates, decreased sales cycle length, better deal execution. Lily AI is an AI-driven organization that helps large retailers better connect their customers with the right products. Lily AI analyzes customer searches for trends, aesthetics, and occasions, and connects a retailer's shoppers with the exact products they are looking for. Julian Dimery, Head of Sales at Lily AI, was brought on board at the beginning of 2024 to help scale Lily AI’s sales machine. The key goals were to standardize and streamline the sales process, decrease sales cycle length, increase conversion, improve sales predictability, and grow the partner ecosystem—all in an effort to hit ambitious yearly sales targets. Prior to Dimery’s arrival, the Lily AI sales team had no formalized sales process or methodology. To get a sense of what was going on within each seller’s pipeline, Lily AI relied on pipeline reviews that consumed close to 30 hours of seller and leadership time weekly. “Previously, we relied on the updates reps gave in pipeline meetings to understand what was happening in the field,” said Dimery. “We were so dependent on these meetings that we had them multiple times a week, taking up valuable rep and leadership time that could be spent with customers and prospects.” Lily AI did not have a standardized framework that was used to measure the health of deals in the pipeline and help AEs understand where they were in the selling process. Opportunities often remained open for too long and became stale, or were continually pushed out. With an ever-evolving sales motion, sellers often qualified deals based on opinions, rather than data, which created a challenge for the Lily AI leadership team to make data-backed business decisions. With limited structure and visibility into their sales process, the Lily AI team found deal cycles to be longer than desired and deal qualification lacking important context, creating a hurdle for Lily AI leadership to accurately predict revenue. To solve these problems, Lily AI looked for a solution that could improve deal qualification and pipeline hygiene, increase forecast accuracy, and drive implementation and adherence to MEDDPICC. Dimery aimed to achieve these business outcomes using People.ai’s Opportunity Scorecards and Relationship Maps. “We needed a tool that would help us standardize our sales process and drive adoption of MEDDPICC across our entire sales org—pretty quickly, we saw that People.ai was the obvious choice,” Dimery said. In implementing People.ai, Lily AI wanted to ensure that every seller followed a uniform process and that each deal was validated against a consistent set of variables. To do this, Dimery worked with his People.ai CSM to create standardized Opportunity Scorecards in People.ai based on MEDDPICC. Opportunity Scorecards act as a framework to help sellers understand what key pieces of the deal are missing in order to advance towards closed-won, and give them parameters they can use to ensure deals are viable and healthy. Lily AI also introduced stage-gating using Opportunity Scorecards, requiring deals to meet a number of necessary criteria before AEs can advance them to the next stage. When Dimery arrived, there were ten sales stages, but with the help of People.ai, he was able to streamline this down to four main sales stages. This criteria requires sellers to think about things like whether or not they’re talking to the right person, how the prospect will make a decision, how the deal is progressing overall, and what needs to happen in order for the deal to close. These scorecards have become a critical tool in 1:1s, team meetings, and pipeline reviews, helping to drive discussion around successes, next steps, and potential risks or blockers. “We actively use Opp Scorecards in all of our pipeline meetings, which reinforces our sellers to accurately fill them out. As we’re discussing each deal, we pull up the scorecard in Salesforce and go through the MEDDPICC score in People.ai,” said Dimery. Dimery encourages his sellers to utilize Relationship Maps in People.ai, which help to support multithreading in opportunities with large global retailers. With these maps, AEs and leaders can visualize complex buying groups and understand who else at a target organization needs to be involved in order to move deals through the pipeline. As a result, the Lily AI team has been able to be more strategic in connecting their leadership team with prospects, leveraging their founder’s network to make introductions with key decision-makers and understanding where risks and blindspots might be. Since implementing People.ai, Lily AI has achieved significant results in just 6 months. Improved Forecast Accuracy: By holding sellers accountable with stage-gating and standardized Opportunity Scorecards, Lily AI’s sales leadership has been able to forecast more easily and with much more accuracy. It takes them just a few hours, rather than spending 30 per week on manual pipeline reviews. Leadership uses the completeness of the Opportunity Scorecard to finetune their forecast—the higher the score on the Scorecard, the more likely the rep is to bring in the total deal value. People.ai also helped Lily AI create a report that uses the completion percentage from the scorecard to weight the ACV of each deal. This offers an additional layer of validation for the forecast by comparing deal qualification data against the forecasted numbers, allowing them to see through the fluff and get true clarity. Dimery has already seen improved forecast accuracy and is confident this trend will continue. “People.ai is our go-to place to understand crucial pieces of each deal. Before, we were discussing next steps in our pipeline meetings and relying on seller notes, but we needed a way to easily see if forecasted deals were properly qualified—we can do that in People.ai,” Dimery said. Shorter Sales Cycle Length: The introduction of stagegating using People.ai’s Opportunity Scorecards allows Lily AI leadership to heavily track the time spent in each sales stage and identify bottlenecks. In just one quarter using People.ai, they have seen improvements in sales cycle length, and expect to see continued improvement over time. Higher Win Rates: With a more structured sales process and better data at their disposal, the Lily AI team has seen more deals progress steadily through the pipeline to Closed-Won, leading to an increase in win rates in their first quarter using People.ai. Sellers are able to go through a structured list to validate that their deal has what it needs to close, including key personas engaged, an identified decision-maker, and other key factors. From there, sellers can easily see what steps need to be taken to drive a deal to close. “People.ai makes the data that we are collecting more meaningful. When you come into a new leadership role, you wonder if you can trust the data that existed before you joined. Because of People.ai, I know I can trust the data and confidently run my sales org off of it,” Dimery said. Using Opportunity Scorecards and Relationship Maps in People.ai, Lily AI’s implementation of People.ai not only streamlined their sales processes but also resulted in tangible improvements in sales cycle length, win rates, and forecasting accuracy. By partnering with People.ai, Dimery was able to bring effective, standardized processes to the org that continue to drive better collaboration, organization, and visibility across the entire GTM org. ‍Learn more about People.ai or click here to get a demo and see Opportunity Scorecards and Relationship maps in action. --- ### Page: https://www.people.ai/case-studies/medical-device-manufacturers Title: People.ai | Medical Device Leader’s Account-Based Marketing Journey Meta Description: Medical device leader transforms ABM with activity tracking and persona validation using People.ai. Read case study. Language: en Canonical URL: https://www.people.ai/case-studies/medical-device-manufacturers ## Headings Structure: H1: Medical Device Leader’s Account-Based Marketing Journey H2: Challenges H2: Solutions H2: Challenge Statement H2: The Database Problem Impacting the Organization H2: With People.ai’s Data Foundation solution, the company now could: H3: How This Leading Medical Device Manufacturer Will Move Forward H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Medical Device Leader’s Account-Based Marketing Journey H2: Challenges H2: Solutions H2: Challenge Statement H2: The Database Problem Impacting the Organization H2: With People.ai’s Data Foundation solution, the company now could: H3: How This Leading Medical Device Manufacturer Will Move Forward H3: Table of contents H2: Related Customer Stories This medical device manufacturer is a global leader in patient-focused medical innovations for structural heart disease and advanced hemodynamic monitoring technologies. Driven by a passion to help patients, the company collaborates with the world’s leading clinicians and researchers to address unmet healthcare needs, working to improve patient outcomes and enhance lives. To successfully transition to account-based marketing (ABM) and engage the right people at the right time, this leader in medical devices knew having an improved contact database was imperative. Through leveraging People.ai, the company could remedy inefficiencies with manual data entry, gaining the ability to match contacts to an account or opportunity. The company captured over 20,000 contacts within the first year for its Salesforce CRM database by leveraging People.ai’s contact and activity capture solutions. One of the medical device manufacturer’s three pillars is providing innovative solutions, and it has lived up to that promise. This organization is dedicated to shaking up the status quo in the healthcare industry by introducing disruptive, advanced technology, such as an algorithm that predicts conditions in patients several minutes in advance to allow clinicians time to intervene. To ensure its game-changing solutions are visible to its clinical audience, the company’s team decided to develop an ABM strategy. Leveraging ABM methodology, the company could focus on specific hospitals that would be the ideal candidates for each of its various solutions. But when trying to get its message to the right people at the right time, the team realized that its current CRM contact input practice led to incomplete data in Salesforce. Adding to this challenge was the lack of alignment between the organization’s sales and marketing databases. The marketing team sourced leads through digital activities and maintained that information in Marketo. However, this database didn’t always sync back to Salesforce, causing both teams to work in silos. The company first recognized its database challenges during the height of the pandemic. Its sales reps are the key relationship owners with its clinical customers. But when COVID-19 hit, reps weren’t allowed inside of hospitals, cutting off in-person interactions with clinicians. The organization pivoted to a digital model to continue engaging its target audience but quickly realized a more complete database was needed to leverage for digital marketing and sales efforts. “The data in Salesforce was incomplete; critical information like a contact’s email address or medical specialty would be missing. As a result, we didn’t always have the data we needed to associate as many contacts as we should into our targeted digital campaigns,” said Parikh. A significant cause for this inaccuracy was that sales reps had to manually input contacts into Salesforce. Reps at the medical device company have many other responsibilities besides just selling – leaving them with little time to enter data into the CRM. Unfortunately, not consistently entering or updating CRM led to stale contact data and incomplete views of which people had actually been engaged more recently. The incomplete data affected marketing too. Often, the marketing team would have to “harvest” contact data from Salesforce for a specific campaign and manually upload the records that met the criteria into Marketo to run a targeted campaign. But due to the data challenge, the campaigns couldn’t reach as large of a target audience as intended. “We wanted to begin our ABM efforts and knew that we needed to enhance our contact database before we could start. Fresh, accurate data is intrinsic to ABM implementation and execution, so having all the contacts that our reps engage with on a regular basis in our database was really important. Having those contacts associated with the correct accounts and opportunities in advance allowed us to execute our efforts with greater speed,” said Parikh. Turning Database Trouble into Database Triumph with People.ai’s Data Foundation This medical device manufacturer has developed innovative algorithms to change the practice of medicine. When looking to improve gaps in its contact database, the organization internally asked, “why wouldn’t we leverage a similar innovative solution for our own sales and marketing teams?” That’s why the company turned to People.ai’s Data Foundation, an AI-powered platform that automatically captures all buyer and seller activity and contacts, to help improve the reliability and confidence in its contact database. “We’ve added over 20,000 contacts to our Salesforce database in our first year since we started using Data Foundation – the solution enabled data gathering that worked hand-in-hand with reps. Now our reps know their stakeholders are in the CRM for every account,” said Parikh. The enhanced contact database also resulted in improved alignment between marketing and sales, with marketing campaigns now hitting the right targets. “Now when campaigns are started, marketing has everything on the contact side already, so as contacts start engaging with ads, our reps know who they are and can reach out to them through other channels,” said Parikh. “Without People.ai, we would’ve had thousands of ‘unknown’ visitors in our campaign reporting, which isn’t helpful to anyone.” Thanks to People.ai, the organization’s road to ABM is much more certain. With accounts now containing the contacts reps are actively communicating with, sales teams can focus on the people showing signs of engagement based on marketing-driven activity – ones that will help move the needle. The company is already looking to the future of how it will continue using People.ai. Plans are underway to use People. ai’s ClosePlan to help standardize the account planning process and leverage scorecards for opportunities to better understand deal health. As the company continues to address unmet healthcare needs, it can count on People.ai’s innovation and AI technology to make that process as seamless as possible for the whole organization. --- ### Page: https://www.people.ai/case-studies/ping-identity Title: People.ai | Ping Identity Standardizes Two Sales Teams on One Process Meta Description: Ping Identity united two sales teams with one standardized process using deal qualification and pipeline reviews. Language: en Canonical URL: https://www.people.ai/case-studies/ping-identity ## Headings Structure: H1: Ping Identity United Two Sales Teams with One Standard Process H2: Challenges H2: Solutions H2: Choosing the go-forward sales methodology H2: Implementing People.ai and MEDDPICC H2: Decoding Complex Buying Groups H2: What’s next for Ping Identity and People.ai H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Ping Identity United Two Sales Teams with One Standard Process H2: Challenges H2: Solutions H2: Choosing the go-forward sales methodology H2: Implementing People.ai and MEDDPICC H2: Decoding Complex Buying Groups H2: What’s next for Ping Identity and People.ai H3: Table of contents H2: Related Customer Stories Two disparate sales orgs with two different sales processes. No standardized motion for the full org. A fully unified sales team with a streamlined sales motion, increased pipeline visibility, accurate forecasting, and complete sales methodology adoption. Ping Identity specializes in providing identity and access management (IAM) solutions, helping organizations manage secure user authentication, authorization, and single sign-on (SSO) capabilities in their user applications. In 2023, Ping Identity’s parent company acquired Forgerock, another identity and access management company that had been a People.ai customer since 2021. When the two companies merged in early 2024, they combined the two sales teams—which meant they needed to quickly standardize their new unified sales org on one harmonious sales process. When Forgerock merged with Ping Identity, Spencer Hodson, the VP of Global Sales Operations at Forgerock, took on the same role at Ping Identity. He quickly realized the challenge ahead when he saw firsthand how differently the two GTM teams were running their sales organizations. The Ping Identity team did not have a standard sales qualification process in their CRM. Instead, individual managers and sellers would employ a variety of methodologies that did not correspond to their sales stages and buying journey. However, three years ago, the Forgerock team standardized their sales qualification on MEDDPICC. They leveraged People.ai to ensure that every seller was following the same optimized process and enforced that process in SFDC. “There are many sales methodologies, and no one is necessarily better than another. What really matters is high adoption, enforceability, and CRM compliance,” said Hodson. “People.ai  is fully integrated with our CRM and took just a few clicks to set up. This made it incredibly appealing and lets us guarantee high usage of our chosen process.” When it came time to choose which organization’s sales methodology and processes should be used to unite the two teams, the answer was clear. Looking at historical performance data, they found that high-performing sellers at Forgerock had a 50% increase in People.ai usage over their low-performing ones. They also found that all of their President’s Club AEs had high utilization of People.ai, and their deal sizes tended to be much larger. “The decision was easy for us. Forgerock’s sales process was something we could readily leverage at our combined Ping Identity company thanks to People.ai,” said Hodson. Ping Identity  worked with People.ai for a seamless transition so that the new team could hit the ground running. The People.ai team made sure that all historical data was captured around past and ongoing Forgerock opportunities, and partnered with Ping Identity’s enablement team on a series of team-wide trainings to get their AEs up to speed on their new sales process leveraging MEDDPICC. Ping Identity built Opportunity Scorecards around MEDDPICC elements, customizing the template based on the needs of their sales motion, and then built those scorecards into their regular cadences and deal reviews. Leadership set baselines for Opportunity Scorecards, requiring sellers to utilize them on all new logo deals, any deals over $100,000, and any SaaS deployment deals, allowing them to easily track the progression and execution of key opportunities. In their twice-quarterly pipeline reviews, Ping Identity relies heavily on Opportunity Scorecards to have accurate and complete data around what’s going on in each seller’s pipeline. AEs can easily open their scorecard and identify any hygiene issues, allowing sellers and their leadership to discuss potential causes and fix problems early. “Every sales team struggles with hygiene. Good pipeline hygiene is the holy grail of sales. But being able to expose those issues in team meetings and pipeline reviews ensures accountability on our team and drives better behavior,” Hodson said. “Nobody wants to look foolish when they open their scorecard and it’s incomplete.” Ping Identity uses the sales performance platform Anaplan for forecasting, creating customized views that incorporate People.ai data from scorecards and directly expose this data in forecasting and pipeline views. Sales leadership has easy access to accurate, up-to-date data, directly from their sales team, allowing them to build a more streamlined and precise forecasting process. As a result, Ping Identity can better pinpoint expected revenue, and is able to make informed business decisions around their forecast. Ping Identity also leverages People.ai’s Relationship Maps to understand stakeholder buying groups at the large enterprise organizations they sell into. “We got instant value from Relationship Maps,” said Hodson. “Allowing our team to build their map, show relationships between contacts, and then export that directly into their presentations and account plans has been hugely helpful.” By bringing order to these complicated buying groups with Relationship Maps, Ping Identity’s sellers are able to approach deals more thoughtfully, ensuring that key personas are engaged throughout every stage of the deal, driving more high-value deals to close. When it comes to driving usage of Relationship Maps, sellers don’t need to be told to build a map—they just do. “We don’t have to establish any criteria around creating maps because they all use it willingly. Our sellers just love Relationship Maps. The Forgerock AEs that came over have always used them, but the Ping Identity legacy sales reps who are using it for the first time say they’ve never seen anything like it,” said Hodson. By partnering with People.ai, the merging of Forgerock’s and Ping Identity’s sales orgs was streamlined, ensuring high collaboration and alignment across the two teams. In just 6 months, Ping Identity’s leadership team took two completely separate GTM orgs and built a single synergistic sales org that breeds disciplined, high-performing sellers. “This transition was 100% smoother and easier thanks to People.ai’s partnership. Merging two teams in such a short period is a monstrous task, but we were able to do so efficiently and quickly by using People.ai to drive alignment,” said Hodson. “I’m excited to see what comes next for Ping Identity, People.ai, and our continued partnership.” --- ### Page: https://www.people.ai/case-studies/pluralsight Title: People.ai | How Pluralsight Unlocked Rep Productivity Meta Description: Pluralsight unlocked rep productivity with automated activity tracking and data-driven sales coaching. Learn how. Language: en Canonical URL: https://www.people.ai/case-studies/pluralsight ## Headings Structure: H1: How Pluralsight Unlocked Rep Productivity H2: Challenges H2: Solutions H3: Challenge Statement H2: The Unanswered ‘Why’ H2: Bridging the Data Gap H3: Table of contents H2: Related Customer Stories ## Main Content: H1: How Pluralsight Unlocked Rep Productivity H2: Challenges H2: Solutions H3: Challenge Statement H2: The Unanswered ‘Why’ H2: Bridging the Data Gap H3: Table of contents H2: Related Customer Stories As a technology workforce development company, Pluralsight helps businesses and individuals benchmark expertise across roles, speed up release cycles, and build reliable, secure products. By partnering with People.ai, Pluralsight was able to diagnose and cure the cause of lower than expected pipeline generation and ARR growth by pinpointing needle-moving behaviors to accelerate rep productivity. Faced with lower growth than they anticipated, the team at Pluralsight had plenty of questions around rep productivity but very few answers. While they could easily surface data on win rates, and pipeline coverage, the hardest question to answer: what behaviors lead to consistent, predictable revenue, remained a mystery. Two fundamental issues stood in the way of Pluralsight’s growth targets: CRM data quality and inconsistent execution from their reps. “Yes, Salesforce is our ‘single source of truth’ but when you’re reliant on humans to input data, you’re always going to end up with something that’s not just less than perfect but maybe biased or even directionally incorrect,” says Mitch Beck, Head of Digital Sales at Pluralsight. “The second is, as we’ve grown quickly and massively scaled our sales force, there’s been a decline in rep productivity. It was like we had no steering wheel and nothing to grab onto to drive where we wanted to go.” Without confidence behind the data living in Salesforce and a growing number of reps without answers into best practices, Pluralsight suffered from longer than expected ramp times, lower than expected pipeline generation, and lower billings and ARR growth than “we thought was possible,” says Beck. Although Beck’s team had plenty of hypotheses for why they were facing these challenges, what they lacked was concrete evidence—i.e. sales engagement data—to validate which ones were contributing to the decline in performance. “It was just so unclear on our side: was it a capacity issue, do we not have enough ramped people in seats, are their territories too small? From the data we had, it was easy to gather what our win rate was or how much pipeline coverage we had but that was only giving us a ‘where’ and never the ‘why’ to enable us to take action and solve it,” says Beck. In order to know what actions to take, Pluralsight needed the full picture of sales engagement without relying on manual entry from reps. That’s where People.ai’s data automation stepped in, automatically capturing business activity and contact data from reps and intelligently matching it to the associated Opportunity, Contact and Account records in Salesforce. Not only did this free reps from having to manually enter that information but removed any doubt on the validity of data flowing into Salesforce. “When we first engaged with People.ai, it was like there was finally this light. You’re showing me a future state where we can get unbiased, impartial, and directional data into our systems and solve the most important issues facing our company,” says Beck. Data Insights & Actionable Next Steps Now that real sales engagement data was flowing into Salesforce, Beck’s team could test their theories on account coverage, productivity, and buyer engagement. Some of the key insights they discovered: “Those insights made it readily apparent why we were seeing year over year decline in an area of the business but what’s even better is that those things are actionable,” says Beck. Not only did Becks’ team use this data to make structural changes to their GTM strategy, but they transformed coaching sessions and rep leaderboards, with answers around customer engagement, rep productivity, and sphere of influence data that had been missing. Providing reps with prescriptive recommendations and the framework for Pluralsight’s managers and VP to develop a data-driven sales culture. “We have this ability now to create leaderboards and provide coaching insights that actually move the needle,” says Beck. “We can now take action on these findings instead of crossing our fingers and hoping that reps will change behaviors they’ve been previously engaged in for years and years,” says Beck. The Data-Driven Sales Org‍The key to developing a data-driven sales organization? "People in sales are accepting of success because it’s very public. If you can create a pathway where you can say to them, 'This person did this to get this impact,' people are actually really hungry to get their hands on that type of stuff," says Beck. One example: the team projects that reps shifting two-thirds of their time spent on Tier C accounts to Tier A or B will net $3.4M in billings. Alternatively, if reps shifted 10 percent of their time to larger deals, the end result would be a net gain of $1.7M. "None of these concepts were earth-shattering, but I believe that having the data behind them makes a significant difference," says Beck. "Opening the door and creating a vision for what the future could look like, combined with the tools to make it easy to manage, all accelerated the adoption of People.ai for us." Looking ahead, Pluralsight aims to operationalize the data and insights provided by People.ai to support a number of initiatives including reducing top of funnel spend, increasing pipeline and new logo acquisition, and increasing AE participation while driving down ramp time. From re-engaging historical contacts to creating leading indicators based on “what good looks like”, Beck and the team at Pluralsight finally have the long sought-after answers they need to build a team of sellers who consistently deliver. --- ### Page: https://www.people.ai/case-studies/red-hat Title: People.ai | AMD standardized sales processes, improved pipeline hygiene, Meta Description: Discover how Red Hat increased win rates by 50% and reclaimed thousands of manager hours annually by automating sales Language: en Canonical URL: https://www.people.ai/case-studies/red-hat ## Headings Structure: H1: Red Hat’s Revenue Transformation: From Fragmented Data to Forecasting H2: Challenges H2: Solutions H2: Challenge H2: Solution H2: Results H2: Looking Ahead H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Red Hat’s Revenue Transformation: From Fragmented Data to Forecasting H2: Challenges H2: Solutions H2: Challenge H2: Solution H2: Results H2: Looking Ahead H3: Table of contents H2: Related Customer Stories Red Hat, like many enterprise sales teams, struggled with outdated forecasting that couldn’t keep pace with modern revenue operations, limiting pipeline visibility and hindering accurate future planning. Red Hat pioneered a breakthrough approach—unifying forecasting with AI-powered deal intelligence in a single workspace, giving their global teams real-time pipeline visibility and the strategic clarity to plan quarters ahead. Red Hat, the world’s leading provider of enterprise open-source solutions and an IBM company, supports over 20,000 employees and $6B+ in global revenue. An early adopter in revenue action orchestration technology, Red Hat was one of People.ai’s first customers—pioneering new ways to automate sales rituals and transform global teams. With go-to-market teams across sales, marketing, channels, and customer success, the company depends on tight cross-functional alignment to drive growth. As Red Hat scaled its global revenue operations, several core challenges stood in the way of growth and alignment: Red Hat’s CRM data was fragmented and sparse — scattered across spreadsheets, emails, and individual notes. Sellers had to manually log activity across disparate tools and systems, which slowed them down and pulled focus from revenue-generating work. With only ~30,000 contacts in CRM for over 5,000 sellers, visibility into buyer engagement was minimal. New reps inherited accounts without context, leading to delayed ramp time, poor data hygiene, a lack of trust in the system, and compromised customer experience. MEDDPICC deal qualification was fragmented and inconsistent. Prior to operationalizing their methodology in the CRM, qualification lived in presentations and informal notes, leading to uneven adoption and a lack of clarity into deal health. This made it difficult to identify risk early and coach effectively across global teams. Account planning was treated as a check-the-box exercise — disconnected, duplicative, and rarely revisited. Multiple teams created their own versions, often working in silos without alignment. This fragmented approach limited visibility, wasted effort, and prevented teams from executing against shared goals. As a result, planning efforts had little impact on revenue outcomes. Forecasting was slow and reactive, operating across two systems with stale data. Pipeline data was often outdated by the time it was reviewed, forcing managers to rely on side conversations and spreadsheets to gather updates. The team often found themselves living quarter to quarter—focused on pulling deals forward and plugging gaps in real time, rather than planning ahead with confidence. And Red Hat wasn’t alone—according to Gartner, only 7% of sales organizations achieve 90% or better forecast accuracy1. For Red Hat, it was clear that something had to change.‍ Red Hat reimagined its sales rituals to drive alignment, reduce admin burden, and improve forecast accuracy by focusing on: To eliminate manual entry and surface a full picture of buyer engagement, Red Hat automated the capture of sales activities across emails, meetings, chats, and calls. This freed sellers from manual data logging, giving them more time to focus strategically on their accounts and engage with customers. At the same time, teams gained real-time insight into who was involved in each deal—with enterprise-grade security controls that allowed Red Hat to exclude sensitive information, while filtering out personal or confidential communications to build trust and encourage adoption. The MEDDPICC qualification methodology was embedded directly into CRM workflows, replacing disconnected spreadsheets and documents. This operationalized a standardized approach to deal qualification that improved adoption across global teams. With AI layered on top, Red Hat focused on assessing deal health in real time, surfacing risks such as missing economic buyers or lack of recent engagement. This enabled managers and reps to take immediate corrective action, improving forecast reliability and deal outcomes through timely, data-backed insights. Account planning evolved from a disconnected, “check-the-box” exercise into a living, dynamic, strategic process. Red Hat consolidated multiple, siloed account plans into a single, collaborative format within the CRM—eliminating duplicative work and driving cross-functional alignment. AI further accelerated the process by auto-populating company insights and relationship maps, linked directly to pipeline data to reveal whitespace and growth opportunities. To ensure a seamless transition People.ai automatically migrated more than 5,000 account plans–so every rep could pick up where they left off, with full context, from day one. By reducing administrative overhead for sellers, teams could dedicate more time to strategic discussions and customer engagement. Red Hat’s forecasting transformation leveraged this integrated foundation, unifying activity capture, qualification frameworks, and account planning into a single workspace built on real-time data and deal-by-deal accountability. This integrated approach delivered trustworthy insights, enabled faster decisions, and gave leaders confidence in every number. “I can see my entire forecast, tag and update MEDDPICC right there. Update my account plan, whitespace map. A one-stop shop.” — Greg Milosovic, Senior Director, Product Management "Until now, only managers submitted forecasts. This marks a massive shift in how we run our business, driving greater accountability, ownership, and commitment at the individual seller level." — Jamie Craig, Americas Manager of Enterprise Programs and Initiatives This transformation delivered clear impact: "Our journey has been inspired by the need to drive more consistently impactful engagement while being more data-driven in our analysis and decision-making. The impact has been swift and dramatic, delivering new capabilities to our field sellers and leaders. We've gone well beyond enhanced reporting to harnessing the full power of Gen AI capabilities, increasing velocity and improving effectiveness. The partnership with People.ai has been key—great technology, great ideas, and great teamwork coming together to make it all happen."  — Mike Quattrucci, VP, Americas Enterprise Sales Red Hat is now scaling its AI-driven forecasting engine across the entire global sales organization—a unified and customizable AI-native forecasting solution that enables every seller and manager to plan with confidence and execute with precision. "This new forecasting platform gives us a crystal-clear view of our pipeline and puts actionable insights directly in the hands of every seller and manager — changing the game for how we plan and execute," — Greg Milosovic, Senior Director, Product Management. People.ai's forecasting solution is now available globally—giving revenue organizations everywhere a powerful new way to drive accuracy, efficiency, and growth. 1Gartner, “The Role of Artificial Intelligence (AI) in Sales in 2025” --- ### Page: https://www.people.ai/case-studies/seismic Title: People.ai | Seismic Boosts Close Rates 6% with People.ai Tools Meta Description: Seismic increased close rates by 6% with standardized account planning and automated activity tracking. Read more. Language: en Canonical URL: https://www.people.ai/case-studies/seismic ## Headings Structure: H1: Seismic Boosts Close Rates 6% with People.ai Tools H2: Challenges H2: Solutions H3: Challenge Statement H2: The Domino Effect of Inaccurate Data H3: The Road to Better Data Capture with People.ai’s ClosePlan and Data Foundation H2: Where Does Seismic Go From Here? H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Seismic Boosts Close Rates 6% with People.ai Tools H2: Challenges H2: Solutions H3: Challenge Statement H2: The Domino Effect of Inaccurate Data H3: The Road to Better Data Capture with People.ai’s ClosePlan and Data Foundation H4: With ClosePlan, Seismic now could: H2: Where Does Seismic Go From Here? H3: Table of contents H2: Related Customer Stories From day one with Seismic, frontline teams can ramp faster, find content quicker and know where to go when processes feel unclear. It’s a simple enablement software that solves a sales team’s “today” problems while preparing them for the “someday” problems they’ll face as they grow. Wanting to revitalize account engagement, pipeline management and rep productivity, Seismic needed to improve its data capture practices in order to get trusted and reliable data. By partnering with People.ai, Seismic gained insights into what was working within accounts and what wasn’t, so it could make improvements where needed. In turn, this drove better efficiency for its sales and sales operations teams, resulting in 150,000 additional contacts captured within Salesforce and a 6% higher close rate improvement when using People.ai’s account planning solution. With today’s current economic climate causing uncertainty, Seismic sought to double down on its account planning efforts to nurture and grow its existing customer relationships. This meant increasing rep productivity, ensuring they’re spending time in the right areas and maximizing win rates were imperative for Seismic. But upon further analyzing their internal processes, the Seismic team discovered the lack of insight into rep activities made these efforts difficult. They wanted to know which accounts were engaged, how efficiently those activities were being tracked and what level of engagement reps gave to clients — all of which their data didn’t provide. Pipeline management also proved difficult, which Seismic had attempted to mediate in the past, but the solutions chosen often fell short of expectations. Seismic’s sales and sales operations teams had no single source of truth, with its data not accurately reflecting rep activities due to multiple input sources. This affected coaching opportunities for sales leaders because they had to rely on anecdotal rather than empirical data. “Coaching is an essential part of improving rep productivity. We wanted our teams to have more discipline and better processes, but without the right data to guide those conversations and show where adjustments need to be made, sales leaders couldn’t effectively do a crucial aspect of their job,” said Carrington. The lack of data insights often impacted new reps the most, as they couldn’t see what “good” looked like as they got acquainted with Seismic. It also impacted planning for overlay coverage, due to the time account executives, business development representatives and customer success managers spent on deals. Seismic needed a solution that would improve its data capture and create a single source of truth for its sales and sales operations teams, while also seamlessly integrating within its business intelligence system for reporting and Salesforce. It turned to People.ai’s ClosePlan and Data Foundation platforms to get the job done. Seismic now had a single source of truth within Salesforce that all teams could work from, strengthening its account planning efforts. ClosePlan' automation helped reps’ productivity because they no longer had to constantly update offline documents. As a result, Seismic’s sales teams saw a 6% improvement in their close rates when they used ClosePlan versus when they didn’t. “Having a standardized way to do account planning is beneficial not only for reps but also for the people that need to help them with their account reviews, such as sales engineering and sales leadership,” said Carrington. “People. ai has helped with consistency. The org charts always look the same; the information is always in the same spot; people know how to go in and get it in Salesforce because it’s always live and updated in real-time. This has tremendously improved collaboration between departments.” Seismic had similar success with People.ai’s Data Foundation solution, gaining the ability to see which activities should be associated with accounts or opportunities and capture every type of activity in Salesforce, from phone calls to meetings to emails exchanged. Leveraging Data Foundation gave Seismic 98% matching accuracy within the tools reps use so they can easily find the correct information when they need it. “We constantly try to work on our contacts’ accuracy, ensuring there are no duplicates. The benefit of using People. ai’s Data Foundation is that it helped us understand ‘Are we doing the right things?’ And ‘Are there risks in certain deals?’ People.ai’s Data Foundation has the highest accuracy I’ve seen. As a result, we’ve been able to add 150,000 contacts to our database,” said Carrington. As Seismic accelerates its account planning, its sales and sales operations teams can now rely on trusted, accurate and automated data to base decisions on, thanks to People.ai. Seismic’s experience with People.ai hasn’t only resulted in significant success for its organization but also formed a partnership it hopes to continue for a long time. “We work with external partners to buy tools and software and sometimes it’s hard to know if they’re invested in our success. But People.ai has proven they care about our partnership. They’ve asked how the tool works and if issues are being resolved. That relationship building is important for me in a partnership, and just another way People.ai has shown its value,” said Carrington --- ### Page: https://www.people.ai/case-studies/thoughtspot Title: People.ai | ThoughtSpot Improved ROI Across All ABM Campaigns Meta Description: ThoughtSpot increased campaign ROI across all ABM activities with focused account engagement and attribution. Language: en Canonical URL: https://www.people.ai/case-studies/thoughtspot ## Headings Structure: H1: How ThoughtSpot Increased Campaign ROI for all ABM Activities H2: Challenges H2: Solutions H3: Challenge Statement H2: The Challenge of Focus H2: Pipeline, Attribution, and Contact Roles H2: Business Activity Data: Enhancing Attribution Models H2: Looking Ahead H3: Table of contents H2: Related Customer Stories ## Main Content: H1: How ThoughtSpot Increased Campaign ROI for all ABM Activities H2: Challenges H2: Solutions H3: Challenge Statement H2: The Challenge of Focus H2: Pipeline, Attribution, and Contact Roles H2: Business Activity Data: Enhancing Attribution Models H2: Looking Ahead H3: Table of contents H2: Related Customer Stories ThoughtSpot has helped pave the way for employees at every level to access and act on data-driven insights, including global brands like Hulu, Walmart, and Medtronic. By partnering with People.ai, ThoughtSpot improved the accuracy of their campaign attribution and contact coverage while expanding their visibility into the larger buying group. Without a clear picture of who reps were meeting with and what activities were happening, ThoughtSpot faced a familiar marketing challenge: accurate attribution. As a fast-growing business, it wasn’t easy to know who was driving pipeline and accurately identify which campaigns helped drive it. Additionally, missing Opportunity Contact Roles (OCRs) made pinpointing the right influencers at the right time challenging. The benefit – and burden – of being in the analytics space? “You’re able to sell to everyone in every department, industry, and size company, which ultimately makes it hard to focus,” says Scott Holden, Chief Marketing Officer. The ability to know how to deliver the right message to the right people proved challenging as their typical buying group included both analytics and business teams, which required reps to thread the use cases between them to keep deals moving ahead. “The analytics space has been around for a long time, so you’re not going to see a lot of greenfield approaches to selling. Every company has at least one tool, if not multiple, which means you need to focus on value,” says Kaushik Patel, SVP, Business Operations. As ThoughtSpot’s business matured, the responsibility of pipeline generation shifted from being predominantly sourced by marketing to a shared responsibility with sales. Yet with limited visibility into the activities reps were spending their time on and the buyers they were engaging, Patel’s team didn’t have the activity data they needed to plan campaign targeting strategies to help influence deals. “Traditional attribution is tricky,” says Patel. “A lot of companies do it at the account level, but here at ThoughtSpot, we’re often selling into very large enterprises. Not everyone would even know if some other department had implemented ThoughtSpot, so taking an account-centric attribution approach wouldn’t work for us. Getting an accurate view on who was driving pipeline and which programs were helping drive that wasn’t as clear as we needed before People.ai,” says Patel. When reps did add engaged contacts, the average number sat at only 1-1.5 per record. Given the time an enterprise sales cycle can stretch, this missing contact data was a gap for Patel’s team when it came to know who had entered the deal and at what stage. “You’d get, ‘I’m working it,’ but otherwise, you were in the blind for a long time,” says Patel. “The problem too was that activity data had input on forecasting. So now, when someone puts something in the commit state, there’s an immediate question of, ‘well, what’s the actual confidence’? Then we’re left with going on what the rep said rather than any data backing it up,” says Patel. Once People.ai was implemented, Patel’s team had more details around activities, time spent, and personas engaged than what was historically in Salesforce. Not only did the average number of contact roles increase 4x, but ThoughtSpot was able to triple their contact database with sales engaged personas in just six months. “This had a huge impact on attribution, and there was no argument from the reps that this was an accurate picture of who influenced the deal and the people actively involved in the opportunity,” says Patel. “We do a lot of quarterly reporting, so we’ll plug these data points into a report on how much marketing influenced the pipeline throughout the quarter or closed-won analysis,” says Patel. With People.ai, ThoughtSpot had more insight into how marketing was accelerating opportunities already in flight. In one example, ThoughtSpot saw that ten marketing touches had occurred within the 25 contacts captured and added by People.ai. Without the ability to capture and match contacts to the corresponding opportunity, Patel’s team would have no way of knowing those targeted people were actively influencing the opportunity. “Accurate attribution is such a tricky topic. We can’t be peanut buttering the entire number of hand-raisers; we need to be going after the people that are making the difference,” says Patel. With ThoughtSpot’s attribution model enhanced by activity data from People.ai, Patel and the team can turn the details around campaigns and sales stages into a refined strategy that helps pinpoint the right campaigns at the right time that accelerate sales cycles and drive higher win rates. Beyond campaign strategy, Patel and the team can use data provided by People.ai to weigh decisions around campaign spend (digital, events, channels, etc.), Ideal Customer Profiles (ICP), and target audience strategy. An added benefit of the People.ai platform is the lack of manual data entry required by the reps.Since People.ai automatically plugs into the calendars and emails of reps, ThoughtSpot could quickly gain insights around where reps were spending their time and who they were spending it with without the additional task of manual data entry. “No other platform can deliver on the matching and business activity tracking. If you’re trying to run a tight org, these two things are key sellers,” says Patel. As ThoughtSpot looks to expand into the Mid-Market, not only are they anticipating that the number of deals will drastically increase compared to their large enterprise ones, but also the difficulty of measuring whether or not sellers are following best practices or sales processes. ThoughtSpot plans to use People.ai to bridge the gap between activities, contacts, and processes with the addition of auto-generated Relationship Maps that display the entire buying group plus embedded deal scorecards and playbooks that ensure sales rigor and deal visibility. ThoughtSpot is also working with the People.ai team to identify additional data points to supplement internal team pinboards. While People.ai is currently populating meeting aggregation data into these pinboards, there are open opportunities to include other data points that answer some of the more commonly asked questions of their sales leaders. --- ### Page: https://www.people.ai/case-studies/ttec Title: People.ai | TTEC’s Sales Overhaul Boosts Wins & Rep Satisfaction Meta Description: TTEC boosted win rates and rep satisfaction with standardized qualification and revenue risk identification. View case. Language: en Canonical URL: https://www.people.ai/case-studies/ttec ## Headings Structure: H1: TTEC’s Sales Overhaul Boosts Wins & Rep Satisfaction H2: Challenge H2: Solution H3: Challenge Statement H2: Roadblocks to TTEC’s Success H2: Integrating Structure Into the Equation with ClosePlan H2: The Next Generation of Selling at TTEC H3: Table of contents H2: Related Customer Stories ## Main Content: H1: TTEC’s Sales Overhaul Boosts Wins & Rep Satisfaction H2: Challenge H2: Solution H3: Challenge Statement H2: Roadblocks to TTEC’s Success H2: Integrating Structure Into the Equation with ClosePlan H2: The Next Generation of Selling at TTEC H3: Table of contents H2: Related Customer Stories Through its Customer Experience as a Service platform, TTEC uses a phased approach to transformation that helps companies set priorities, get quick wins, and build a shared vision for the future. By partnering with People.ai, TTEC is now delivering a more rewarding experience for its own sales team. The company addressed concerns surrounding its current inspection process for deal qualification, adding the structure needed to determine deal quality while helping reps focus more on what they do best – engaging their accounts and serving customers. With nearly 40 years under its belt in the customer experience industry, TTEC has set out to deliver experiences that captivate customers and dramatically improve the bottom line. But behind the scenes, an inconsistent and ineffective deal qualification process threatened to negatively impact the company’s own revenue goals and sales rep retention. Discipline in disqualifying deals was one area of improvement for the TTEC team. Part of this problem stemmed from an unstructured inspection process intended to identify when a deal is appropriately qualified, but manual inputs into Excel from salespeople made it difficult. Working outside of Salesforce, where TTEC’s opportunity records were located, also made it challenging to identify whether opportunities were qualified. “As a company, poor deal qualification was one of our top pain points. This affected our ability to use data and determine if it was predictive of deal health and success,” said Jonathan Gray, senior vice president at TTEC. Not knowing whether its sales pipeline was healthy was the equivalent of working in the dark for TTEC. A disciplined deal qualification process was needed to disqualify deals appropriately, helping to eliminate the deals that aren’t profitable and focus on the ones that are. Without this critical information, TTEC was often working with a pipeline that wasn’t reflective of its truly qualified leads. Another mounting issue that faced TTEC was working offline from Salesforce in Microsoft Word and Excel. Navigating multiple tools outside of where opportunity records were located meant critical data could get lost in the back-and-forth transition, leaving data integrity compromised. “Using an offline excel tool for deal qualification made it hard for Sales Leaders to understand deal health scores and compare them to win rates, which led to understandable frustration for our team,” Gray said. These roadblocks were happening at a pivotal time where a really tight job market was driving seller turnover up 36% above target. It was more than just the market dynamics, though, reps were spending too much time on manual tasks like offline deal qualification, and not enough time actively engaging their accounts, advancing opportunities, and retiring quota. TTEC knew alleviating sales reps’ frustration around manual data entry and time-consuming administrative tasks was crucial to ensuring its workforce remained intact and could continue growing. TTEC’s goal wasn’t only to make sales teams more successful but happier in their roles. TTEC needed a simplified way to make qualifying leads easier and remove exhaustive tasks in order to retain reps and entice potential hires to join its organization. Making it easier for a seller to sell and exceed their targets increases employee satisfaction. After identifying areas of struggle, TTEC sought a solution to bring organization and structure into the fold and remove friction from its sales process. “Our sales team possessed highly skilled resources that we wanted to ensure were applied to opportunities that we had a high propensity to win. We knew improving our current structure was our first priority for qualified opportunities to come through to our teams,” Gray said. “People.ai’s ClosePlan was exactly what we needed to achieve this.” The TTEC sales team subscribed to the widely-used enterprise qualification method MEDDICC, but wasn’t seeing efficient adoption across the sales team. They needed to find a solution that helped sellers follow the MEDDICC sales strategy without adding more administrative tasks to their to-do lists, and it started by meeting their reps where they were – inside of Salesforce. People.ai helped TTEC operationalize its MEDDICC opportunity inspection process into a centralized location in Salesforce. This allowed data to be adjacent to all other pieces of vital information that were needed to form a knowledgeable opinion and, eventually, make critical decisions about an opportunity. Another area that needed to be addressed was the administrative overhead associated with MEDDICC, which was often overwhelming for salespeople. “Salespeople were required to write information, administer forms, populate fields, etc. Then, send everything in preset email processes to ensure the data got distributed to the right people in the organization,” Gray said. “This way of working wasn’t sustainable for the long term as it was time-consuming and took salespeople’s focus away from their most important priority – selling.” ClosePlan streamlined administrative tasks by consolidating information into a simple and seamless process, making for less stressed salespeople. This also resulted in higher adoption by salespeople because People.ai made the process organized without the extra steps of information being imported or exported from Salesforce. Leveraging People.ai’s ClosePlan made TTEC’s sales reps’ daily tasks faster, more intuitive, and consistent within the CRM system they use regularly. By minimizing manual data entry and administrative work and improving its deal inspection process, reps no longer had to endure the unsavory parts of their roles, increasing overall productivity and satisfaction. Today’s reps expect a seamless sales experience, and TTEC is working to deliver that through more insights, fewer blind spots, and proactive decision-making, transforming sales performance in the process. With its organizational structure improved, TTEC is better positioned to qualify and disqualify deals without any unnecessary friction added to the process. Thanks to Scorecards in ClosePlan, TTEC’s salespeople can qualify deals and allocate critical value assessment resources to the right deals. The TTEC team now has a solution it can count on for deal qualification, ultimately improving win rates and sales rep retention. --- ### Page: https://www.people.ai/case-studies/unity Title: People.ai | Anywhere Masters Sales Strategies with People.ai Account Pla Meta Description: Unity masters strategic sales with account planning, activity tracking, and complete pipeline health visibility. Language: en Canonical URL: https://www.people.ai/case-studies/unity ## Headings Structure: H1: Anywhere Masters Sales Strategies with People.ai Plans H2: Challenges H2: Solutions H2: Not just activity for activity’s sake H2: Implementing account plans to run a strategic machine H2: Partnering for future expansions H3: Table of contents H2: Related Customer Stories ## Main Content: H1: Anywhere Masters Sales Strategies with People.ai Plans H2: Challenges H2: Solutions H2: Not just activity for activity’s sake H2: Implementing account plans to run a strategic machine H2: Partnering for future expansions H3: Table of contents H2: Related Customer Stories Both Parsec and SyncSketch provide remote access for creatives around the world to collaborate and develop their best work from wherever they are. Backed by the world’s leading platform for creating and operating real-time 3D content, creators, ranging from game developers to architects, use Parsec and SyncSketch to make their imaginations come to life with a high-performance solution. The Create Anywhere division aims to bridge the gap for distributed teams to create the world’s most powerful digital content with near-zero latency for wherever inspiration strikes. Unity's Senior Manager of Inside Sales - Mid Market, leads the efforts for Create Anywhere’s Mid-Market and BDR teams to expand their footprint and simplify creative workflows around the globe. “Our mission is focused on enabling creatives to develop and build incredible assets in a streamlined and simple manner,” said Dobbs. “The goal of Create Anywhere and Unity as a whole is being able to support gaming, media and entertainment (M&E), and architecture, engineering and construction (AEC) organizations from anywhere their teams are working and enable them to develop world-class creative content.” As a smaller division newly acquired into the Unity ecosystem, Create Anywhere was saddled with challenges preventing them from operating on their land and expand sales strategy. “We did not have a solidified inside sales function. We didn’t have the data necessary to understand the gaps within the revenue of our business, we had limited visibility from a management perspective to understand how our reps were prioritizing their days, and we spent a lot of time digging through data to establish key performance indicators,” said Dobbs. “Life before People.ai was very anecdotal-based, and we did a lot of activity for activity’s sake to get to a certain amount of pipeline. Had we not brought on People.ai, we would have lost the insight we have into our customer accounts, and I don’t believe we would have the same level of customer expansion that we have today across our key accounts.” Implementing People.ai was a critical decision to give management baseline visibility into building out their inside sales function, and providing coaching and guidance for feedback. The patented AI technology helped the Create Anywhere team automatically capture activities conducted by sellers, and gain qualitative information to make informed decisions. “We’ve been able to track the engagement scores of opportunities which has served as a strong indicator of what a healthy opportunity versus an at-risk opportunity looks like. I’ve been able to work with my sellers to navigate those landscapes accordingly, and because of this, I was able to forecast within 8% of our team’s initial commit in the past quarter,” said Dobbs. “People.ai has also helped us identify which accounts and opportunities to prioritize and align with based on our customers’ structured growth. We’ve become much more proactive versus reactive in our sales process which has caused us to spend our time wisely and win more often.” As a data-driven sales leader, knowing your business is critical to providing direct insight and guidance to help sellers consistently hit their objectives. “We used to hold a quarterly business review where each seller would get a single hour to present a holistic view of their book of business. There was no room to dive deep and inspect the gaps within the opportunities, so we started conducting key deal reviews on a weekly basis,” said Dobbs. “As we conducted our KDRs, we quickly found that each seller would interpret and go through our sales methodology in inconsistent ways, falling back on surface level knowledge of our key accounts and recording their data in different places.” When Create Anywhere implemented their revenue intelligence solution, People.ai used Salesforce data to automatically generate account health scorecards customized to their sales requirements to give Dobbs and team an instant bird’s-eye view into the state of each account and a standardizing portion to their deal reviews. “Working with the People.ai team, we provided specific questions through the account plan that aligned with our MEDDPICC sales methodology and helped us nail down where we were strong and where we had gaps within our opportunities,” said Dobbs. “This was a critical piece for the management team as it brought confidence to forecasting because we understood the full scope of our opportunities and accounts. By omitting the previous inconsistent scoring methods, we have been able to look at each account and opportunity through a data lens. Now we can close larger, more strategic expansion deals with a lot of velocity and confidence for our team.” Adopting new processes and sales requirements can be met with resistance, but for the Create Anywhere team, the change was welcomed. “Our sellers adopted this new process very quickly because it was extremely easy to do. They had all the information within Salesforce and simply had to answer the questions that were asked,” said Dobbs. “People.ai empowered our sellers to approach their deals in a more strategic and methodical manner, as well as provided the key insights they needed to close deals more efficiently. From a seller’s perspective, they enjoyed the idea of understanding their position in an opportunity. It provided them confidence to commit deals to that quarter’s forecast, and ultimately, provided them targeted insights that they previously didn’t have.” As Create Anywhere continues to integrate into the Unity ecosystem and expand its range of tools and services, People.ai remains a reliable partner in their journey to help creatives around the world. Together, they have implemented data-driven account plans and utilized AI-powered technology to streamline their workflows. Create Anywhere’s story serves as a testament to the power of innovative technology and strategic partnerships in the world of sales and creative collaboration. --- ### Page: https://www.people.ai/case-studies/zoom Title: People.ai | How Zoom used People.ai to Increase Rep Bookings by 42% Meta Description: Zoom boosted rep bookings by 42% using People.ai. Learn how sales leaders turned data into actionable insights. Language: en Canonical URL: https://www.people.ai/case-studies/zoom ## Headings Structure: H1: How Zoom used People.ai to Increase Rep Bookings by 42% H2: Challenges H2: Solutions H2: About Zoom: H2: Hypergrowth and the Data Challenge H2: The “40 Meeting” Leading Indicator H2: Transforming the Coaching Session H3: Table of contents H2: Related Customer Stories ## Main Content: H1: How Zoom used People.ai to Increase Rep Bookings by 42% H2: Challenges H2: Solutions H2: About Zoom: H2: Hypergrowth and the Data Challenge H2: The “40 Meeting” Leading Indicator H2: Transforming the Coaching Session H3: Table of contents H2: Related Customer Stories As the market leader in video solutions, Zoom Video Communications, Inc. provides businesses with a seamless path to collaboration across any device. While Zoom’s brand is synonymous with connecting people, sales leaders struggled to make connections between activities and outcomes, including what behaviors top performers did differently to hit goals. With People.ai’s Sales Solution, Zoom connected behavior to outcomes, surfaced key metrics, and built custom benchmarks that resulted in increased pipeline and bookings. No matter the company’s stage, hyper-growth can leave businesses swirling with an overload of information, as was the case with Zoom. Facing a ‘sea of data,’ Zoom’s sales team struggled to find a scalable way to digest, analyze, and act on all the information accessible to them, including sales benchmarks. Not only did manually updated spreadsheets not scale, but they also failed to generate their intended response as managers felt more overwhelmed by data than empowered by it. By partnering with People.ai, Zoom could scale their efforts, automatically capturing, analyzing, and correlating sales engagement with outcomes that otherwise would have been lost. With a more approachable way to see how reps were spending their time, managers could shape coaching sessions into strategic conversations rather than reviewing past activities. What’s the difference between top-performing reps and everyone else? 40 meetings a month. That insight, among others, is what Zoom’s sales leadership uncovered with help from People.ai’s platform. By analyzing the sales activities of 600+ reps, People.ai was able to correlate top performers’ behavior, like the number of meetings they had per month, with hitting or exceeding quota. “It’s easy to get lost in a sea of metrics. People’s eyes glaze over when you talk about numbers, especially when you start to get really deep into them. For People.ai to be able to distill all those data points down into immediate next steps for managers to coach on is immensely valuable,” says Brian McEnrue, Sales Enablement Analyst whose team was responsible for implementing People.ai. By emphasizing a straightforward metric that everyone could wrap their head around—40 meetings per month per rep— Zoom could focus manager and rep attention on engagement already proven to work. The result? An increase of $6M in Year over Year (YoY) bookings, with reps increasing bookings by 21-49% across segments, all tied back to the increase in meetings. For Zoom, the real value of People.ai wasn’t just surfacing data; it was making it actionable. Rather than more spreadsheets, sales managers received a comprehensive view of Account and Opportunity-level engagement, including where reps were spending their time, the people involved, and the why behind stalled deals. “People.ai is one of the key tools for managers to keep their finger on the pulse of what’s actually going on with their team,” says McEnrue. “A core part of a manager’s job is to bring the best out of their team. Arming them with ready-made information so they can ask the best questions to get the best answers in their 1:1s—I think it levels up everyone’s game. I think that’s crucially important in sales.” With a complete view of rep engagement across accounts, opportunities, and contacts came a gradual shift in how managers ran coaching sessions. Rather than asking reps to replay who they spoke to or what happened, managers could now lead sessions with answers in hand. Had deals been stuck in a proof of concept and showed signs of stalling out? Were reps spreading themselves too thin across accounts, or were they leaning on too few to carry them to quota? Among others, insights like these helped Zoom’s team change rep performance and coaching sessions’ expectations. Sales leader Mark Pickart has made People.ai part of his everyday work routine. “When I sit down at my machine to start the day, I look at the forecast, pipeline, emails, chats. Part of that routine is also to look at People.ai. It’s part of our scorecard. How did we do? Who had a busy day, and why? It helps me to know who to check in with and where to focus my conversation. As I spot check deals, especially the largest opportunities that I don’t know well, it shows me what’s happening and if I’m missing something. It’s a safety net.” As McEnrue points out, “numbers drive insights, insights drive policy, policy drives results.” By shaping coaching sessions around the insights provided by People.ai, like where reps were spending their time or who they had yet to thread into deals, managers were able to guide reps towards the right kinds of behaviors, increase bookings, and gain a deeper understanding of what engagement was driving wins. ---