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Question 100 - Certified Sales Representative discussion

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A sales representative is struggling with forecast accuracy due to a lack of insight into the potential success of various opportunities.

Which technique will help improve the sales rep's forecasting accuracy?

A.
Focusing on industry trends to predict future outcomes
Answers
A.
Focusing on industry trends to predict future outcomes
B.
Prioritizing deals based on seller intuition
Answers
B.
Prioritizing deals based on seller intuition
C.
Implementing AI-based deal scoring systems
Answers
C.
Implementing AI-based deal scoring systems
Suggested answer: C

Explanation:

One of the techniques that can help improve the sales rep's forecasting accuracy is implementing AI-based deal scoring systems, such as Salesforce Einstein. AI-based deal scoring systems use machine learning algorithms to analyze historical and real-time data from various sources, such as CRM, email, calendar, and social media, and assign a score to each opportunity based on the likelihood of closing. The score reflects factors such as the customer's engagement level, buying signals, past behavior, and fit with the ideal customer profile. By using AI-based deal scoring systems, the sales rep can prioritize the most promising opportunities, focus on the best actions to move them forward, and forecast more accurately and confidently.Reference:

Improve Sales Forecasting Accuracy with These Best Practices, section "Use AI to Score Deals".

How to Improve Sales Forecasting Accuracy, section "Use AI to Score Deals".

asked 23/09/2024
Tony Hartzell
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