Some really interesting insights came from the recent Drift conversational AI research this month. The statistic that stood out for me after they analysed 30Million conversations, was that 39%+ of website conversations happen outside of normal (9-5) working hours and 41% of meetings were booked outside of these hours too. How are Revenue Leaders starting to think about how activity and productivity is measured based on the asynchronous nature of many buyer interactions today?
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EVP of Growth and GTM Operations in Healthcare and Biotech6 months ago
This is very interesting and why the need for a buyer enablement strategy and leveraging GenAI is so critical.
First of all, I'd be really curious as to where these folks are coming from. Are they local markets? Are they outside of our normal timezone? Do we need coverage for those?
If we didn't have coverage and are using something like Drift, how well did the chatbot convert? If there's this much action happening, how much did we miss?
I think we've been moving away from the transactional nature of sales for a while and it's more and more important to meet prospects where they are (not where it's convenient for the seller). This paints a picture of needing to understand where (and when) the buyers are.
In my last role where we used a website based chatbot, we actually had BDRs work in shifts (thankfully they were across multiple time zones) to cover a greater amount of conversations and improve conversions