WEBVTT

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Basir, thank you so much for
joining us here at Dreamforce.

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What's one of the biggest myths
you hear when it comes to using

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AI in sales?

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Actually, I hear two things.

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Number one, we don't have the
right data, and number two, we

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need to really have skilled AI
engineers.

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And to me, both are actually
wrong.

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Number one, I think most
organizations have much more

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data and much better quality
than they think.

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ERP data is typically in really
good shape.

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Customer service data is in good
shape.

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And sometimes also CRM data is
actually not bad.

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And with those two, three data
sources, you can unlock many AI

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use cases.

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And secondly, I think actually
many organizations fall in the

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trap of thinking about
technology first.

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To me, this is not technology
first, it's actually change

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management first.

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Why should health care companies
leverage AI in sales?

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In the last ten, twenty years,
many health care organizations

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have optimized all potential
levers in a commercial model.

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And to me, AI is the next
frontier. That unlocks next best

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action, trend prediction, cross
selling, personalized customer

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engagement.

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And if you look actually where
many health care organizations

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are, there's still a lot of
room, room to grow now.

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And what advice would you have
for companies that are starting

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on this journey?

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Very simple.

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Fewer, bigger, better. Fewer use
cases, much bigger.

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And secondly, don't focus on
tech only.

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Focus on change management, on
organization, on building the

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operating model.

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That's actually, to me, the
success.

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Thank you so much.

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Thank you.