.png)
Hi there,
Michael Cingari, Verizon's SVP of Customer Experience, recently shared how Verizon transformed its sales and marketing operations with AI.
His approach proves that taking calculated bets can drive exponential results. Here are my key takeaways and favorite highlights.
Key takeaways
#1: Start small: Quick wins helped Michael prove AI's value before requesting more investment
#2: Unify data: Connecting data across go-to-market teams enables predictive customer insights
#3: Customer retention: Using AI to identify at-risk accounts early helps Verizon prevent churn
Breaking down the winning AI strategy
Start small, prove value
- Promised not to ask for additional budget until ROI was achieved
- Proved value through targeted pilot programs
- Used early wins to build momentum and foundation for larger initiatives
Focus on customer retention
- Deployed AI models to predict customer churn
- Created real-time personalized offers based on behavior
- Improved customer engagement through predictive analytics
Data integration and unification that drives sales
- Centralized customer data across departments
- Enabled sales reps with predictive insights
- Created seamless handoffs between marketing and sales
The future of sales
Your revenue team needs to get ahead of this curve. The companies making smart AI bets today will own the market tomorrow.
Adopt Verizon’s approach of using AI for automating tactical work while AEs and leaders focus on strategy. Do real-time testing of sales approaches and scale personalized customer engagement.
Predictive insights drive proactive selling.
Quotable
My favorite quotes from Michael:
💡 "Pick the use cases where you can really deliver and secure some quick wins, all while building the foundation for the longer-term play. You're going to lose if you don't show the benefit."
💡 "You will be left behind if you don't embrace AI."
See me Verizon's full AI approach →
Be bold. Sell smart.
Chad O'Connor
Vice President of Sales | People.ai|
LinkedIn | Take a tour