A large sales organization has hundreds of sales people. Each of those sales people manages a set of accounts who they are trying to close sales deals on. Sales people are overseen by managers who ensure that the sales people are performing well. Directors and VPs ensure the scalability and health of the overall sales organization.

The sales lifecycle mostly takes place within a piece of software called a CRM: customer relationship management. This tool documents the interactions between sales people and accounts. CRMs have been around for many years, and although CRM software is a useful repository of data, it does not fulfill all the needs of a salesperson.

People.ai is a system of machine learning tools built around the sales tooling ecosystem. People.ai helps a sales organization avoid manual data entry, understand areas of potential improvement, and decide on who the highest value sales lead to pursue might be. Andrey Akselrod is the CTO At People.ai and he joins the show to discuss the potential applications of machine learning in the domain of sales, and the engineering work that his company has done.

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