Artificial intelligence (AI) is a topic that is becoming increasingly important, particularly in the B2B sector. Even though many sales managers and executives are familiar with the term, there is often uncertainty about the exact meaning and possible uses. In this article, we would like to discuss the most important terms related to AI in the B2B sector explain to give you a clear overview.

What is AI?

AI, or artificial intelligence, refers to systems and machines that mimic human intelligence to complete tasks. This can range from simple applications such as chatbots to complex systems that analyze large amounts of data and draw conclusions from them. AI is a collective term for many technologies that enable machines to learn from experience, recognize patterns and make decisions.

Machine Learning (ML)

Machine learning is a sub-category of AI. They are algorithms that learn from data and improve over time without being explicitly programmed. In sales, ML can be used to identify patterns in customer data and, for example, to create personalized offers.

example: An ML algorithm could analyze which products a customer has bought in the past and suggest which products they might find interesting next.

Deep learning

Deep learning is a special form of machine learning that is based on artificial neural networks. These networks are able to recognize extremely complex patterns in data. Deep learning is often used for demanding tasks such as image or speech recognition.

example: Deep learning can be used to train voice assistants such as Siri or Alexa so that they can understand and respond to natural language.

Natural language processing (NLP)

Natural language processing deals with the interaction between computers and human language. It enables machines to understand, interpret, and generate text and speech. In the B2B sector, NLP is often used in chatbots or automated customer service systems.

example: An NLP system could analyze and automatically prioritize emails or generate pre-formulated responses to frequent customer inquiries.

Predictive analytics

Predictive analytics is a form of data analysis that makes predictions about future events. With the help of historical data and machine learning models, companies can make well-founded decisions and predict trends.

example: A company could use predictive analytics to predict when a customer is likely to order again and plan marketing measures accordingly.

Decision Intelligence (DI)

Decision intelligence is an emerging discipline that uses AI and machine learning to support business decisions. Complex data is analysed in order to provide clear recommendations for action. In sales, DI helps to identify the best sales strategies and strengthen customer relationships.

example: Decision intelligence can help sales teams decide which leads they should prioritize to maximize the likelihood of closing.

Artificial neural networks (ANN)

Artificial neural networks are models that are based on the human brain. They consist of interconnected neurons that can process and learn information. KNNs are the backbone of many advanced AI technologies, including deep learning.

example: KNNs are used to analyze images and recognize objects, for example in quality control in manufacturing.

automation

Automation is a fundamental application of AI. It involves carrying out repetitive or time-consuming tasks without human intervention. In sales, automation often means that routine tasks such as sending emails or collecting data are taken over by intelligent systems.

example: Automated systems could generate regular reports on sales performance without you having to manually intervene.

big data

Big data refers to extremely large and complex data sets that overwhelm traditional data processing systems. AI systems are able to analyze these volumes of data and draw valuable insights from them. In sales, big data analyses can help to better understand customer behavior and optimize sales strategies.

example: By analyzing big data, a company can find out which product categories are most in demand in a particular region and adjust its sales strategy accordingly.

conclusion

The world of artificial intelligence may seem complicated at first glance, but with the right information, you can quickly build up a basic understanding. AI offers immense opportunities for B2B sales and can help your company work more efficiently and make better decisions.

If you have any further questions or would like to learn more about the use of AI in your company, we are happy to help. AI isn't a book with seven seals — with the right partner at your side, it becomes a valuable tool for your business success.

‍