Sales closure has been largely dependent upon the intuition and judgement of the salespeople. There is no scientific reasoning, no algorithm, no involvement of data in traditional sales approach. Sales reps have faced difficulties in qualifying the right lead and approaching them with the right content to keep them engaged or get a win. The biggest challenge so far remains: Less than 1/3 of a sales person’s time goes to core selling because they are spending most of their time on chasing bad leads, doing administrative tasks or planning. A typical salesperson day would be loaded with manual and mundane tasks of cold calls, analyzing CRM data, and number crunching.

But now, times and processes are changing. Advances in predictive technologies like AI are making big time changes in how businesses are done, and most importantly sales.