AI Use Case Prism

for B2B Sales

Lead Scoring
Price Optimization
Cross-Selling and Upselling
Guided Conversations
Sales Forecasting Demand Generation
Customer Lifetime Territory Optimization
Value Analysis
Knowledge Sales Content
Management Personalization
Lead Discovery Relationship
Intelligence

h
Ve igh

ig
H
ry

H
Opportunity Account
Scoring Intelligence
m
H

iu
ig

ed
h

Business Value Feasibility

M
M
ed

w
Lo
iu
m

Note: Low business value does not have any business use cases, so it does not appear.

Post-Sales
Marketing Sales
Customer Service

Price
Optimization

Customer Lifetime Value Analysis

Lead
Scoring
Cross-Selling
and Upselling
Demand
Generation
Territory Optimization

Sales Content
Personalization
Lead
Discovery
Knowledge
Management

Sales Forecasting

Guided Conversations

Opportunity Scoring

Account Intelligence
Relationship
Intelligence

Business Value Feasibility

External/
Cost Revenue Business Technology
Organizational
Efficiency1 Growth2 Viability3 Maturity4
Factors5

Price Optimization
Customer Lifetime Value Analysis
Lead Scoring
Cross-Selling and Upselling
Demand Generation
Territory Optimization
Sales Content Personalization
Lead Discovery
Knowledge Management
Sales Forecasting
Guided Conversations
Opportunity Scoring
Account Intelligence
Relationship Intelligence

1
Includes operational efficiency Low

2
Includes additional revenue streams Medium

3
Includes investments for sustainable business transformation
High

4
Includes requirements for acquiring data of sufficient quality and quantity
Very High

5
Includes legal and ethical considerations, stakeholder adoption, available skills and infrastructure readiness

Price Optimization Lead Discovery
Uses AI to suggest optimal pricing Uses AI to automate routine business
for every deal. conversations and provide better lead
qualification.
Customer Lifetime Value Analysis
Provides customer health scores for Knowledge Management
all kinds of activities (e.g., churn, Uses ML models to surface relevant
upselling). information to sellers for managing
customer requests better and faster.
Lead Scoring
Uses ML models to predict conversion Sales Forecasting
likelihood, to prioritize sales leads. Uses AI to predict sales forecasts based
on historical data and seasonalities.
Cross-Selling and Upselling
Uses ML to identify new business Guided Conversations
opportunities for existing customers. Uses NLP to uncover customer
sentiments and helps in guiding
Demand Generation customer conversations.
Identifies new prospect segments
from known characteristics of known Opportunity Scoring
segments. Uses AI to predict win probabilities by
sales stage for prioritizing next steps.
Territory Optimization
Produces a balanced set of territories, Account Intelligence
based on geographic, account and Uses AI to recommend curated
product data. content about the prospects/clients
based on current news feeds.
Sales Content Personalization
Uses ML algorithms to recommend Relationship Intelligence
personalized content to sellers for Uses AI to identify and suggest
nurturing customers. relevant business contacts within
the seller’s social network.

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