To generate better quality and faster sales, forward thinking sales leaders need to use the abundance of data and draw the right insights along with the redesign of core sales knowledge processes that distribute better and more targeted insights as well as drive more agility in the organisation.
This combination of the right talent with deep experience in sales, machine learning, analytics and data science, and an operating model capable of interacting seamlessly with the reps (including the ability to tailor those interactions) is critical for sales efficiency in generating more sales.
Lian is a new market entrant with a technical/sales process that’s a disruptive advancement to existing sales methodologies and offers a unique solution that increases sales results while simultaneously improving sales productivity efforts.
Lian’s Machine Learning (ML) capabilities works collaboratively with a new people based sales process designed specifically for your company that results in the identification of a prioritised and tailored list of prospects that substantially increases sales opportunity conversions.
Lian transforms companies’ customer acquisition capability via its ability to extract, collate and convert relevant sales signals into a format our ML algorithms use to sum the knowledge of all an organisation’s salespeople and sales/customer requirements to predict where its best customers are. It is a robot addition to the sales team that runs 24/7, 365 days a year using quality data.
Combining our innovative ML capability with the right B2B database software will provide a prioritised view of different types of leads and can guide you to balance quality leads and prospects to drive revenues.
We standardise and analyse sales related data and then systematically capture the online and offline interactions between individual reps and customers. We then tailor our proprietary algorithms and datasets to surface prospect / customer insights as well as sales rep performance and efficiencies.
By using the knowledge of all a company’s salespeople, specially curated proprietary databases and public data to find exactly the right customers, Lian learns to pool the specific domain knowledge of a client and that IP remains in the company when salespeople leave. The absence of human biases enables pooled knowledge to be used more efficiently to predict and identify previously unknown target markets.
Lian’s innovation combines technical and commercial processes and this combination’s data output is used to direct the other in a feedback loop of iterations.
The innovation lies in the creation of an automated reinforcing loop using a machine learning algorithm with mind-mapped features converted to vectors, both positive (+ive) and negative (-ive) as input. The output is actionable B2B prospect information (from a database of curated B2B companies sourced independently).
A mind mapping solution that captures the client’s sales related issues, key criteria for successful sales and end user requirements to provide data input into the classification algorithms. This becomes a vital client input as feedback from the successful and unsuccessful customer engagements enables the algorithms to learn and perform better for specific target markets.
A visualisation of the results from the algorithms using a Tableau dashboard that can easily be integrated into a client’s CRM (e.g.Salesforce, Hubspot or Microsoft Dynamics) that enables the segmentation and dissection of the results to enable the client to prioritise sales activity, review salesforce effectiveness, track pipeline build and identify new prospects and cross sell opportunities across multiple verticals.
Lian’s innovative AI/ML technology and consultant led sales process transformation accurately identifies prospects to enable our clients to increase sales.
As Lian starts to understand your market and sales teams, your sales team achieves higher productivity and bookings within the 1st year, while simultaneously becoming the heart of your sales insights engine,responsible for capability-building programs, performance and incentive plans, and sales plays to support the sales forces.
Sales managers can then use the insights and advanced intelligence to better align sales reps to the right sales opportunities, pulling the right people in at the right stage of a deal, assembling teams with the necessary skills to innovate and design products and services that customers want, and providing insights that help close opportunities.
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