Peter Harvey, Director of Sales at Bedrock Analytics, manages a team that helps CPG salespeople and business managers use analytics and data visualizations to glean powerful business insights. These insights can be used to affect meaningful change for an organization. He’s seen first-hand how automation is transforming the work of sales professionals.
He recently sat down with SalesTechStar to discuss Revenue Management and Business Intelligence in an AI-centric world, how automated tools enhance customer value, and the continued importance of human interactions.
Some of the highlights of their discussion include:
“Business Intelligence and reporting tells you what you’ve done and provides a quantifiable breakdown of where your revenue is coming from, how your products are selling, etc. However, revenue management requires vision to see where you want the company’s revenue stream to be in six or twelve months. Revenue management also requires a commitment to customer service and creating true value for the client, as that’s the only way to keep your churn rate down. So it’s not just about sales but creating customer value.”
“I think it’s important that we as sales people look for opportunities to use Artificial Intelligence to alleviate much of the tedious day-to-day work that’s being performed by people today — things like running reports, entering sales logs, sending out basic emails that could be automated. AI tools will enable us to automate much of what we do today, freeing up our time so that we can devote it to more strategic efforts that will deliver a better value for our time.”
“By creating and delivering a very clear value proposition you can pave the way to a more automated experience. Answering all the questions that you can easily answer helps prepare the foundation of a good business relationship. At the end of the day, however, business is based on commitment, follow-through, and trust — things that remain very human-powered today.”