ML may solve B2B tech sales challenges

 

Go-to-market solutions developer CloseFactor's CEO Leena Joshi believes that machine learning (ML) and automation could potentially solve the lead generation and targeting challenges faced by B2B technology sales teams.  Joshi is of the opinion that incorporating ML in sales workflows could help teams uncover the right leads and evaluate buyers' intent, allowing them to target potential clients that have a high probability of conversion.  Machine learning "is at a point where it can enable data-driven precision for approaching the right customer contact with the right pitch at the right moment," writes Joshi.  ML systems could potentially uncover organizations that are still using legacy technologies, identify pain points of customers, uncover indicators of interest, evaluate the potential value of target customers, and deliver concrete IT solutions.