In our latest Insider Interview series, we sat down with Andrew McCraith, VP of Business and Corporate Development at Conversica. Read the insights he shared with us about how Intelligent Virtual Assistants can help identify leads, maximize engagement, and increase efficiency from the top of the funnel all the way to sales.
What is an Intelligent Virtual Assistant?
An Intelligent Virtual Assistant (IVA) is an AI-powered software solution that serves as a virtual team member and autonomously engages contacts, prospects, customers, or partners in personalized, two-way interactions at scale. IVAs automate tedious, but important repetitive tasks so that people can be more productive, higher performing, and happier with their jobs. Intelligent Virtual Assistants are phenomenal at driving lead engagement with prospects such as to schedule meetings with salespeople.
How does an Intelligent Virtual Assistant make the life of your sales reps easier?
Sales reps naturally prefer to spend their time going after the leads they believe have the highest value and likelihood of converting. Unfortunately, this leaves many potential sales-ready leads untouched and unengaged. Since an AI Assistant offers unlimited scalability, she (or he) is extremely effective at touching every lead and identifying which ones are ready to talk to sales no matter where they sit in the sales and marketing funnel. This ensures that sales reps are able to spend their time on converting leads rather than chasing them.
How can a company leverage Tech Intelligence and Virtual Assistants to make their outreach more efficient?
Tech Intelligence uses a constellation of data points to identify the types of technologies a prospect is using in order to understand the strategies behind them. B2B sellers then use this information to identify the best targets for their solutions. Tech Intelligence helps identify leads at the top of the funnel and feeds them to an Intelligent Virtual Assistant to follow-up throughout the customer journey. In turn, IVAs follow-up with these prospects to inquire whether they are interested in talking to a salesperson or whether the lead needs to be nurtured until they are sales-ready.
What are other ways in which companies can use Intelligent Virtual Assistants to streamline operations? (ex. other use cases besides sales)
Intelligent Virtual Assistants such as those from Conversica, are well suited for any task that requires multiple outreach attempts via email or SMS text message. While Sales and Marketing operations are prime examples, Conversica’s AI Assistants are also ideal for Customer Success and Account Management including onboarding a customer, assessing customer satisfaction, scheduling quarterly business reviews, driving renewals, and upselling existing customers.
How easy is it to integrate the information gleaned from your virtual assistants into your CRM, MAP or sales engagement platform?
Conversica’s AI Assistant platform integrates seamlessly with Salesforce, Marketo, Eloqua, Dynamics, and over 50 other enterprise systems of record. The insights and information gathered from these platforms improve the AI Assistant through Machine Learning. Conversely, Conversica’s AI Assistant confirms the lead or customer’s contact information before passing them to a salesperson or customer service representative. Our solution does not require any technical expertise or terabytes of data to learn from. Conversica ensures that conversations perform so customers can focus on the content and goals of those conversations. With over 10 years of experience and thousands of pre-tested conversations and templates, Conversica’s AI Assistants deliver value right out of the box with over 80% of companies able to onboard the AI Assistant and begin messaging target contacts within 14 days.