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Guided selling and AI-powered insights

Introduction

Sales-qualified leads that become new opportunities are managed as cases. The sales opportunity case progresses through sales stages from initial qualification to closure of the deal. Throughout the opportunity case life-cycle AI-based insights are available to the sales representatives.

Video

Transcript

This video explain how guided selling and AI-powered opportunity insights ensures sales representatives take relevant actions at every step during the sales process.

Sales-qualified leads that become new opportunities are managed as cases that allow sales representatives to follow the sales process visually.

The sales opportunity case progresses through sales stages from initial qualification to closure of the deal.

Pega Sales Automation™ provides six standard stages when you create an application.

In the Qualification stage, you determine timeframe and budget and identify stakeholders.

In the Analysis stage, you identify competition and sales teams.

In the Proposal stage, the you develop the proposal.

In the Decision stage, you confirm the decision date and requested discounts.

In the Negotiation stage, the you prepare the contract and hold weekly narratives.

In the Closed stage, you send a thank you note and schedule a post-mortem.

The Pega Sales Automation application allows you to customize the standard stages and steps to match your organization's sales process.

Pega Sales Automation uses decisioning capabilities to provide predictive insights for opportunities.

Opportunity insights are displayed for each opportunity.

Move to next stage provides the likelihood of the opportunity moving from the current stage to the next stage.

Win probability provides the likelihood that the opportunity closes.

Close date predicts the quarter in which the deal closes.

The opportunity insights widget is dynamic and responds to changes, such as stage changes and changes in customer activity or contact growth.

Notice how the insights change once the opportunity moves forward in the sales process.

Opportunity insights includes Next-Best-Action guidance that provides timely suggestions to help manage the opportunity.

For example, if you add a competitor, the Next-Best-Action suggests reading the battle card for the competitor.

This means that sales representatives are more likely to win and win sooner because opportunity insight consistently makes them more effective.

The application uses self-learning adaptive models to generate opportunity predictions.

The self-learning adaptive approach is based on core decision management capabilities and provides the flexibility to add and remove predictors as your needs change.

Click the Polaris icon to open the radar chart to view how the top eight predictors affect the overall likelihood.

To summarize, Pega Sales Automation provides configurable sales processes tailored to your customers and products.

This guidance, reinforced by AI at all stages of the sales process, drives the best outcomes for customers.

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