Inside Sales

Dave Elkington, Interviewed by Nasdaq: Artificial Intelligence Is Disrupting the CRM

Ryan Breneman

Dave Elkington, CEO of XANT, was interviewed Friday by Nasdaq at the Silicon Slopes Tech Summit in Salt Lake City. Dave Elkington announced a strategic investment from Microsoft in the sales acceleration company. The renewed partnership would allow further integration between applications from the two companies, to the benefit of sales professionals.

Dave Elkington NASDAQ INTERVIEW
Dave Elkington, CEO of XANT, in dialogue with Nasdaq reporter

How Artificial Intelligence Is Disrupting the CRM

Dave Elkington explained that the mission of XANT is to use data and science to help sales professionals sell more. Modern Customer Relationship Management (CRM) systems are equipped with AI-driven systems of growth. Machine learning algorithms allow sales reps to determine who their ideal customers are and how to engage them to make sure their are successful.

“We think there is a disruption in enterprise sales software. In the 80s and 90s we had systems of record emerge. You could store your data and retrieve your data it evolved into the concept of systems of engagement. From my database/CRM, I can engage directly with a restored object,” said Elkington.

“The next generation tools for sales are a system of growth.  Everything else up to that were benign leading indicators that don’t really produce value. What we’re trying to create is a system of growth using Artificial Intelligence. I know AI is everywhere, but what’s real and what’s not real? — Driving measurable growth.”

“The key metric is growth creation and I think AI is well poised to create that,” concluded Elkington.

XANT Expanded Partnership With Microsoft

Dave Elkington announced a strategic investment from Microsoft at the Silicon Slopes, adding that while it is not the first investment Microsoft has done with the company, this last round makes Microsoft its largest strategic investor.

“Even more than just the financing, it’s a partnership with Microsoft that helps us get access to LinkedIn, Office 365, Teams tech data. etc.,” said Elkington, in his interview with Nasdaq.

“We will be able to create something that does not exist anywhere in the world. Microsoft is the largest software company on the planet. They know every company, they know all of the individuals in these companies. XANT knows what those companies are likely to buy and how they want to engage in that buying process. Marrying these two technologies is going to be a game-changer for the sales industry,” said Dave Elkington.

Dave quoted XANT research data that showed sales professionals today are spending less and less time in their Customer Relationship Software, and instead using email, social selling, or sales acceleration technology to reach customers.

XANT was a sponsor in the 2018 edition for the Silicon Slopes Tech Summit, the largest gathering for sales professionals in the Utah Valley area.

 

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