Conversica, the leading provider of sales conversion management software for marketing, inside sales and sales organizations, announced today that the use of artificial intelligence (AI) technology is changing how marketing and sales organizations interact with leads.

Much of the manual, time-consuming tasks of trying to make contact with a sales lead and then engaging, nurturing, qualifying, and following up with the lead can now be left to AI-based applications. As a result, marketing and sales organizations can avoid having their sales teams play endless phone and email tag while enabling them to focus only on the leads that show intent to purchase. In addition, in today’s 24/7 always-on world, potential customers can experience more responsive, higher quality customer service.

While many sales and marketing organizations have increased sales staff and related costs to become more responsive and chase more leads, success has been limited. According to the Sales Lead Management Association, 48 percent of salespeople never follow up with leads and 33 percent of the leads who showed interest are not contacted1.

Through the use of AI technology, sales conversion management applications such as Conversica can provide the missing piece of automation to compliment customer relationship management (CRM) systems like Salesforce and marketing automation tools like Marketo, Pardot and Eloqua.

“Sales conversion management bridges the gap between marketing, inside sales and sales by improving the quality of leads so reps can focus on selling and closing prequalified buyers that intend to buy,” said Mark A. Bradley, chief executive officer at Conversica.

Leveraging AI-technology, the Conversica sales conversion management application is able to read and interpret inbound email messages and take the appropriate action, whether that is responding back to the lead via email, scheduling a time for follow up, alerting a sales person, or removing the lead from the contact list. In most cases, the system continues to nurture the lead automatically for weeks or months through on-going email communication, just as a diligent sales or customer service representative would do. Having sent more than 50 million emails, the highly sophisticated application is continually learning and refining its approach, resulting in a typical engagement rate in excess of 50 percent.

Conversica has just published a new white paper explaining the key differences between this new technology and traditional autoresponder systems, which send the same, canned form letter to every lead. The white paper covers:

  • How new technology is making possible a new era of personalized, automated engagement
  • How sales conversion management makes marketing automation and CRM applications more effective
  • How all stakeholders in the sales process can benefit from sales conversion management

A complimentary copy of the new white paper, “How New Technology is Changing the Way Marketing and Sales Interact with Leads” can be downloaded for a limited time from