Sales reps often have to rely on intuition, with no data to guide them in their pursuit of increasing month-on-month sales. This feature uses AI to get actionable insights from three years of sales data, guiding reps on customer preferences and effective strategies. They know which customers to target and can personalize pitches to customer preferences, boosting sales.
Here’s a complete breakdown of this feature:
What happens in the background?
Thousands of data points encompassing sales history, product preferences, market trends, web activity, etc., are analyzed via AI to give you insights you can use to your advantage. Let’s see how.
How does it benefit you?
Firstly, comprehensive AI-driven data analysis gives insight into prospects most likely to convert. Your sales teams can streamline their efforts by prioritizing outreach for these customers and closing the deal!
Secondly, sales reps get AI-based personalized insights for each customer based on their previous interactions and product preferences directly from the dashboard. So now, they can reach out to the customers most likely to close and recommend the products they are most likely to buy!
Overall, this feature helps streamline the entire sales process, driving efficiency by focusing on the customers most likely to buy.
Let’s see step-by-step what you get from this feature:
The list of customers you get based on intent to buy is shown above. These are further categorized into high, medium, and low intent. When you click on these categories, you will see why a customer has been listed as high intent. In this example, you can see that a high-intent buyer is listed so because they have a high average order value (AOV), have placed 755 orders, and their buying/re-ordering time is 30 days, which means reaching out to them every 30 days (or a month) is a great way to close deals.
The next line item is “Last activity.” Here, you can record your last interaction with a customer along with the interaction date and notes. For example, if you visited them for a sales call, you can set the last activity as “In person visit.” Similarly, you can record other forms of interaction, like “Called,” “Email,” “Follow up,” “Requirement,” and so on. You can also record notes from your interaction, for example, “the customer asked to send a quote with updated prices” or “follow-up after 10 days” as a reminder for yourself.
This gives you a clear idea of where you left the conversation and the next step.
The date a customer last placed an order is shown in the “Last ordered on” column.
Next comes “Abandoned cart.” If a customer comes to your website, creates a cart, and doesn’t place the order, you can record their abandoned cart. As you can see in the abandoned cart column, the cart’s date and value are shown against each customer. You can proactively reach out to the customer, address their concerns, offer discounts, and close the deal!
Next up, you can see sales history in various formats:
You can see the yearly sales for each customer. In the screen above, you can see last year’s sales (2023) and current year’s sales to date (2024 YTD stands for Year to date.) In the third column under “Yearly Sales,” you can see the change in the sales for these two years (both positive and negative.)
- The “Monthly Sales (2024)” column shows the sales for the last three months.
- The “YOY Monthly” column shows the year-on-year sales for a month.
- Similarly, you can see quarter-on-quarter and week-on-week comparisons if you want.
You also get a search bar and sort filters for any of these columns to manage your view from high to low or low to high.
You can also set these filters to manage your visibility:
For example, if you only want to see customers with abandoned carts, you can click the “Abandoned cart” filter and set it to “Yes.”
Similarly, you can filter customers by territory and by order history. When you click on the “Have not ordered” filter, you will see options like “Have ordered in last 1 month,” “Have not ordered in last 3 months,” and so on:
Similarly, if you click on a customer name, you will see detailed insights for this customer in one view like this:
This includes information such as payment method, last activity, sales history in several formats, last website activity, total revenue, total orders, total quotes, drafts, etc.
You also get insights on their purchase probability as you can see- “Generally orders twice a month,” “Heavily buys in this quarter,” and abandoned cart. Notably, you get a visual view of their abandoned cart instead of just SKU IDs.
You can also update the last activity with this customer on this page:
