The second article in the series of articles by PwC and Dastani Consulting deals with the technological requirements that AI uses to increase revenues and margins in B2B sales. 

With artificial intelligence (AI), customers with high sales potential can be reliably identified. Considering that in B2B business about one tenth of the company costs are spent on sales, AI-based procedures unfold significant added value, not only because of the increased cost pressure caused by the COVID 19 crisis. The technological prerequisites for this have only been created in recent years. Today, AI is able to integrate large amounts of information into forecasts. Both the number of variables and the processing speed have recently increased dramatically. In addition, companies have much more data at their disposal than before, for example from business management software (ERP), CRM systems and the immeasurable variety of data on the Internet. If the data volumes are combined with the current performance of AI, companies can make their sales activities more efficient and thus significantly increase their sales and margins. Data protection within the meaning of the Basic Data Protection Regulation (DSGVO) is fully guaranteed as long as the collected data contains only company and no personal information.

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This article is part of a series on LinkedIn about #PredictiveSales:

1. the potential lies in prediction

2. technical requirements

3. forecast the purchase probability of potential customers

4. identify cross- and up-selling potentials

5. discover the turnover potential of the customers

6. not every goodbye hurts

7. concrete use in sales

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