The Full Picture of Intent Sales: Eliminating Personal Dependency and Dramatically Boosting Results

Hello. I am Komase, representative of Marcelo LLC. I provide business and marketing consulting, brainstorming sessions, and monthly advisory services for business owners and project managers.

With the spread of AI, human jobs are increasingly being replaced by AI. In other words, by leaving what AI can do to AI, humans can focus on tasks that only humans can perform, such as moving a customer's heart.

This PIVOT video introduces Intent Sales, the nation's leading sales model for capturing potential customer needs and turning them into revenue, and how the product that supports its evolution, "Sales Marker," solves challenges in sales organizations and generates significant results.

1. What is Intent Sales? Evolution into Communication Intent

Intent Sales refers to a sales model that realizes "fast-talking sales," or in other words, providing the information the customer wants at the timing they want it.

Conventional Sales Marker has focused on increasing the number of appointments by utilizing intent data (such as web search behavior data) that visualizes customer needs. However, it has now evolved further, entering the era of communication intent, which also utilizes customer communication data.

■ Dramatic Improvement in Targeting Efficiency

Sales Marker can narrow down "companies that have been reacting since the beginning of this week" from a database of approximately 5.7 million companies using keywords we set. This makes it possible to significantly narrow down the target list, for example, from 5 million companies to just 500, clarifying the targets that "must absolutely be closed."

Furthermore, with this evolution, all information from customer communications, such as business meeting content, phone calls, and emails, is aggregated and utilized as intent data, not just search behavior.

2. The Power of AI to Resolve Sales "Personal Dependency"

One of the challenges many companies face is the "personal dependency" of sales. There have been problems where only specific sales representatives achieve good results, know-how is not shared, and training methods are personal and inconsistent.

Sales Marker aims to solve this challenge of personal dependency with the following functions:

• Assetization and Summarization of Business Meetings and History: There is a function where AI summarizes all records such as phone calls, emails, and meeting content. This turns video data directly into an asset for the sales organization. Managers no longer need to watch all the videos in an exhausted state, leading to a reduction in training man-hours.

• Visualization and Development through Scoring: Each business meeting will be scored. This scoring can be freely designed (customized) for each company, and AI automatically calculates it based on all email and phone information. By extracting members or deals with low scores, managers can clearly grasp where the issues lie and provide consistent, solid training.

• Risk Detection and Next Action Instructions: As a business meeting progresses, if a competitor risk arises, such as the customer starting to search for a competitor, Sales Marker detects this and instructs specific action plans (e.g., sending materials to counter the competitor, bringing a supervisor to the next meeting).

In the case of Neo Career, the achievement rate of sales members, which was around 50% to 60% before introduction, improved to about 90% after introduction, and the number of orders received also increased by about 1.5 times.

3. Success Stories Generating Overwhelming Results

The startup Wear Inc. practiced the concept of an "Intent Wheel" through the introduction of Sales Marker. This is an activity of not just waiting for intent, but generating intent oneself (intent generation), approaching, and generating the next intent.

Through this usage, a sales representative in their second month after introduction achieved a record of acquiring a deal 13 times larger than usual. Furthermore, the number of effective business meetings increased by 300% (3 times) in 3 months. This is the result of thoroughly utilizing intent data and a multi-channel approach combining letters and phone calls.

4. The World of Sales Orchestration Realized by AI

Sales in the AI era will evolve even further. The latest product, "Orca," has the potential to significantly change sales activities.

• Document creation with Orca: Even if the content changes five minutes before a sales meeting, Orca compiles the information obtained from the customer and automatically generates slides. Since the history of past sales activities and the customer's situation (such as comparisons with competitors) are also consolidated, sales representatives can head into meetings without the hassle of preparation. After the meeting, a summary of the content is also fully prepared.

This is a vision of the future where AI handles preparation automatically, allowing sales representatives to spend almost all of their time on the essence of "facing the customer."

Mr. Fujii says he wants to create a world of "sales orchestration" where people and AI work together to conduct sales in the coming era.

■ Press release from Sales Marker Inc.

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