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An AI Tool That Helps You Qualify and Nurture Every Lead
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By: Paul Roetzer

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July 10th, 2020

An AI Tool That Helps You Qualify and Nurture Every Lead

Your marketing and sales teams spend a lot of time doing repetitive, tedious tasks in order to generate leads, nurture prospects, and book meetings. In the process, they often fail to adequately contact, nurture, and qualify all the leads coming in.

AI is here to help.

Exceed.ai uses AI to understand conversations with leads and engage with each one, driving more pipeline by ensuring each lead is qualified and nurtured. The platform's conversational marketing assistant then automatically books meetings on your reps' calendars when a lead is qualified enough.

The tool acts as a multiplier for marketing and sales reps, enabling them to have conversations with leads at scale. We spoke with Ilan Kasan, cofounder and CEO at Exceed.ai, to learn more.

In a single sentence or statement, describe your company.

Exceed.ai is a conversational marketing platform to help you drive more pipeline by ensuring every lead is followed-up with, qualified and nurtured, and booking meetings on your reps calendar using two-way authentic email and chat conversations.

How does your company use artificial intelligence in its products?

Exceed.ai uses natural language understanding to understand how your leads, prospects, and customers are responding to your call to actions, questions, and replies.

We use machine learning and AI to optimize, humanize and personalize each conversation to ensure more leads are pushed through the pipeline and qualified meetings are scheduled on your reps calendar.

What are the primary marketing use cases for your AI-powered solutions?

Exceed.ai is used for inbound lead follow-up, conversational nurturing (instead of one-way communications), lead qualification (MQL), appointment setting, up-selling free or existing customers, pre/post-event engagement, activation of cold/dormant or recently engaged leads, renewal automation, and converting website visitors to qualified leads.

What makes your AI-powered solution smarter than traditional approaches and products?

The Exceed.ai platform helps marketing and sales teams drive more pipeline from email and website chatbots. Our intelligent virtual assistant works 24/7/365 alongside humans to ensure every lead is followed up with, nurtured, and qualified using two-way conversations.

When a lead is qualified and ready to talk to a human, the assistant will go ahead and book a meeting directly on your rep’s calendar. It also automatically updates your CRM and marketing automation platform with the latest status when leads are qualified, change jobs, leave the company, not the right person, or ask to be contacted at a later time. Companies such as Demandbase, SugarCRM, Hearst, and Monday.com are exceeding their goals using Exceed.ai.

Who are your ideal customers in terms of company sizes and industries?

Our ideal customer is any company with a wide top of funnel that is struggling to follow-up and engage leads and is experiencing diminishing returns by throwing people at the problem. Companies that use lead scoring to decide which leads to engage should also use Exceed.ai to engage all leads and identify the conversation-ready prospects.

Are there any minimum requirements for marketers to get value out of your AI-powered technology? (e.g. data, list size, etc.)

You need to have at least 150 new leads every month (inbound, chat, trade shows, webinars etc.) or over 500 leads in their database.

Go to Vendor Website

What do you see as the limitations of AI as it exists today?

Exceed is not a replacement to SDRs and humans reps. It is a multiplier to humans and allows them to have conversations at scale with leads. Exceed cannot understand every emails and sometimes needs a human to approve a response or intervene.

What do you see as the future potential of AI in marketing ?

The future is an augmented workforce—humans working alongside AI. That includes AI conversational assistants working alongside reps to empower and automate all conversations across the customer lifecycle (sales, marketing, and customer success) over email, chat, and voice.

AI will offload the manual repetitive tasks so humans can focus on what they know, what they do best, and close deals.

Any other thoughts on AI in marketing, or advice for marketers who are just starting with AI?

Conversational marketing and autonomous reps are the future of the industry. Automating conversations will allows marketers to have conversations at scale with their leads, prospects, and customers.

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About Paul Roetzer

Paul Roetzer (@paulroetzer) is founder and CEO of PR 20/20, author of The Marketing Performance Blueprint and The Marketing Agency Blueprint, and creator of The Marketing Artificial Intelligence Institute and Marketing Score. Full bio.

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Disclosure: Marketing AI Institute writes about and recommends AI-powered marketing and sales technology. In all cases, content and recommendations are independent and objective. In some cases, Marketing AI Institute may have business relationships with companies mentioned, which may include financial compensation, affiliate compensation, or payment in kind for products or services. View a list of Institute partners here and MAICON sponsors here.