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CSO Insights also said that: “sales organizations using a formal collaboration approach saw a 21% improvement on quota attainment”. Furthermore, they went on to say that world class sales organizations are committed to sharing knowledge and best practices within and across sales and service teams.
Enterprise Knowledge Discovery (EKD) is a new class of capabilities that applies Artificial Intelligence (AI), Machine Learning (ML) and specialized algorithms to assist corporate users in seeking to identify individuals with specific knowledge within the enterprise.
There is an ocean of like-minded sales technology available. But is it profitable for sales practitioners to continue to add new layers of accepted technology, creating a more expensive, complex stack?
Sellers, however, thrive on collaboration. Every selling organization is a ‘living network of sales expertise’, human KM: intelligent, smart, informed, experienced. When reps tap into this wisdom in conjunction with traditional KM, success rates improve.
But selling is the art of persuasion -- and persuasion is guided by consciousness, cognition, and insight. For all the right reasons we think of "persuasion" as a human characteristic, a complex set of skills that is beyond the reach of today's AI and machine learning.
By now we know the team is not coming back. Not just the sales team but the entire sales ecosystem will be officing at home now and likely for a long time into the future.