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Glossary

Proprietary Algorithmic Selling

Subject areaTerms coined by Enrico Giubertoni

Proprietary algorithmic selling is a sales system based on an algorithm (a procedure that a system executes following rules it was taught) able to distinguish the slow branches from the fast branches of the customer portfolio, and to indicate to salespeople which customers to work on according to the objective of the moment: cash in the short term, or revenue per contract.

It is proprietary because it is built on the data, the values, the knowledge and the internal strategies of the company, which owns it.

The term is Enrico Giubertoni's and describes what happens when artificial intelligence is linked to data science and to the knowledge of the company. The system is dynamic and automatic, and it never delegates the decision: automatic means accountable, never delegated.

An example

A company with three product lines needs cash within the quarter. The system, trained on its data and on the rules of its best salespeople, points the sales team to short-cycle customers; when the objective becomes revenue per contract, it points to long-cycle customers. The choice remains with the Sales Director.

cc$BY-NCEnrico Giubertoni. Licensed under CC BY-NC 4.0: you may quote, translate and adapt this entry with the author’s name and a link, stating any changes. For commercial use, write to info@enricogiubertoni.com

Spotted an inaccuracy or something that needs updating? Write to info@enricogiubertoni.com and help make this glossary a better place.

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