They include: generative artificial intelligence , digital twin of the customer, augmented reality/virtual reality , machine customers, digital humans, emotion AI and multimodality.
Machine customers are non-human economic actors that obtain goods or services in exchange for payment. For many organizations, the idea of selling to machine customers is not yet a reality, but now is the time to start planning for the eventuality. Sales leaders should begin developing sales forces that can effectively navigate the challenges of human, machine and hybrid selling environments.
“When machine customers become a more tangible part of the buyer mix, sales organizations will need to plan for ensuing enablement issues, such as managing an increasing volume and velocity of customer data and preparing both human and digital sellers to sell to machines,” said Elkin.Generative AI learns from existing content artifacts to generate new, realistic artifacts that reflect the characteristics of the training data, but do not repeat it.
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