Unicist Cobots

The use of Sales Cobots to influence Buyers during Buying Processes

May 21, 2022 in Unicist Cobots / Unicist Confederation tagged Binary Actions / Functionalist Principles / Sales Catalysts / Sales Cobots by The Unicist Research Institute

Sales cobots adopt multiple shapes. They are basically catalysts that open possibilities by approaching the actual and latent needs of prospective customers and open their minds to accept a value-adding proposition of something that is needed. They are based on the use of synchronized binary actions that avoid the natural reactions produced by univocal actions.

It has to be considered that the use of binary actions is a natural process of any salesperson. It implies developing an action to open possibilities, or finding a context that opens them, and then developing the action that allows closing a selling process. This happens during the different stages of selling processes when we are in the field of rational buying.

This requires having the necessary empathy to understand customers, a strategy to develop these binary actions, and using catalysts that influence and accelerate buying decisions. The discovery of the functionalist principles that define the buying argument of people allowed defining the complementary sales arguments.

Sales Cobots are based on Buying and Selling Arguments

Buying and selling arguments are complementary, which means that the communication between buyers and sellers should be based on a complementation framework and not on competition.

Therefore, the first step to define a selling argument is to discover the buying argument.

The functionalist principles of this buying argument are homologous in the different fields and uses – i.e., personal, familiar, group, organizational and business buying processes- but takes different shapes according to the different functionalities.

The development of selling arguments is simplified using the unicist functionalist design based on the input of the information of the buying argument of a specific segment.

The research of the buying argument requires:

Knowing the functionality of the product in the specific segments
Knowing the concept people have of the solution they are buying
Knowing and understanding the implicit objections of the segments
Knowing the alternative competitors or solutions of the potential buyers

Unicist conceptual market research provides the framework to develop solutions for growth and market expansion. It includes the development of market labs, and the use of unicist semiotic groups and pilot testing processes.

Conclusion

Sales cobots are built to influence customers in real time using the necessary media to be able to work during the buying processes. They use the media that are functional to open the possibilities of sales processes and imply the establishment or management of the relationship with the customers while it opens the possibilities for closing sales.

Martin Alvaro
The Unicist Research Institute
Partnering

NOTE: The Unicist Research Institute has been, since 1976, the world-leading research organization that introduced the functionalist approach to science to manage the functionality of the real world. www.unicist.org

The Use of Intelligent Marketing Cobots

February 18, 2022 in Unicist Cobots / Unicist Confederation tagged Binary Actions / Intelligent Systems / Marketing Cobots / Unicist Functional Design by The Unicist Research Institute

Unicist Intelligent Marketing Cobots are collaborative robots that manage the functionality and operation of marketing processes. Their process is based on the use of binary actions to influence buying decisions.

B2C and B2B markets require different types of processes. Cobots apply to virtual, face-to-face and store marketing processes.

The intelligent marketing cobots became possible due to the development of the Unicist AI, which is a fundamentals-based AI, and the use of binary actions installed in marketing objects that ensure the generation of results. Cobots are based on the functional rules of the unicist logic to build functional solutions.

In marketing, there are two possible uses:

Backward integration cobots, to sustain the marketing decision processes.
Forward integration cobots, to transform decisions into intelligent automated actions.

The Unicist AI manages the different aspects that are part of marketing processes. They are based on a functionalist approach to marketing.

Cobots use the functional structure of specific markets, indicators and predictors to adapt, and the logical rules of the Unicist AI. When big data of potential customers are available, these cobots include data-based AI as a complement to fundamentals-based AI.

Unicist cobots enhance marketing effectiveness. According to their use, they include different levels of adaptability and intelligence, but all types of cobots include the delivery of the necessary functional knowledge.

Martin Alvaro
Partnering

NOTE: The Unicist Research Institute (TURI) has been the world leading private research organization in its segment since 1976. www.unicist.org

Functional AI driven Virtual B2B Marketing

January 7, 2022 in Unicist Binary Actions / Unicist Cobots / Unicist Functional Design tagged B2B Adaptive Marketing / B2B Marketing / B2B Marketing Processes by The Unicist Research Institute

Virtual B2B marketing opens spaces by positioning the value proposition as a first-choice alternative in companies. It prepares selling processes by generating leads or by generating the positioning of the provider in the mind of potential customers. Virtual marketing uses binary actions to influence, marketing objects to open spaces and catalysts to accelerate processes.

Opening Virtual Spaces

Virtual relationship building is and will be in the future a channel that needs to be built while being integrated with face-to-face activities when possible and necessary.

The purpose of virtual B2B Marketing is to open spaces in the market, positioning as a first-choice alternative and developing leads that can be used in virtual or personal selling activities.

The use of virtual marketing approaches empowers the functionality of marketing, going beyond the traditional activities and establishing virtual relationships that reinforce the integration with the market.

Unicist B2B marketing builds a complementation with potential customers and clients that allows generating sales in a complementary environment. The maximal strategy is based on demonstrating the capacity of satisfying the functional needs of the customers going beyond the operational aspects of product or service delivery.

The satisfaction of the functional needs implies that the marketing approach includes the knowledge of the functionality of the customers’ processes that allows understanding their needs and developing the correspondent solutions.

The development of personal relationships requires empowering the level of transparency to manage professional relationships, which reinforce the personal reliability and thus sustain the complementation with customers and clients.

This complementation needs to work within the future trends that are shared and allows establishing long-term relationships. The catalyst of the B2B marketing process is given by the brand power that allows establishing a peer-to-peer relationship based on the bilateral asymmetric positioning of both parts, provider and customer, each in its field of expertise.

Unicist Innovation Center – A Sharing Space
The Unicist Research Institute

NOTE: We invite you to invite your children or the children of your friends to participate in the “Empower your Freedom” program, that works as a catalyst for abductive reasoning processes. It is a non-profit program that has been designed for teenagers from 14 to 17 years old. This program demands 1-hour a week (including the 20-minute session on TWITCH). Access

Cobotization of B2B Marketing Processes

December 17, 2021 in Unicist Cobots / Unicist Confederation tagged B2B Marketing Processes / Binary Actions / Marketing Cobots / Unicist Functional Design by The Unicist Research Institute

The development of B2B marketing cobots expanded the possibilities for generating leads and influencing buying decisions. These cobots are a consequence of the discovery that human actions are driven by the concepts people have in their minds and that buying decisions are driven by the concepts people have about what they are acquiring.

To avoid dysfunctional reactions, the approach to concepts requires developing binary actions, which are two synchronized actions that aim at the concept customers have in their minds.

These synchronized actions have two functions: on the hand, they open possibilities in the mind of the buyer and, on the other hand, they satisfy their needs.

Backward Integration Cobots

The backward integration cobots provide the information on the segments that are being approached, the marketing objects that will be used and the sequence of the actions that need to be done to generate leads or influence buying decision. These marketing objects include:

Catalyzing Objects: that open possibilities and accelerate buying decisions.
Commercial Objects: that install ideas in the mind of the potential customers.
Semantic Objects: that install meaningful knowledge in the market.
Semiotic Objects: that guide and influence buying processes.
Branding Objects: that have power to influence buying decisions.

Backward integration marketing cobots include the logical rules that allow managing the concepts the potential customers have in mind and use Unicist AI to establish the adaptive binary actions that need to be developed.

Forward Integration Cobots

The forward integration cobots communicate with the market, manage their feedback, and provide adaptive automation in marketing processes. They use the information provided by the backward integration cobot and develop the binary actions that are needed to generate results. They include:

An automation module that integrates the different functions of the marketing process.
A communication and quality assurance module that ensures the functionality of the process.
A learning module that drives the upgrade of the marketing processes.

The use of cobots in B2B Marketing significantly expands the scope of actions and ensures the quality of the relationships that are built while it generates results.

Access: www.unicist-systems.com/unicist-business-cobots

Unicist Innovation Center – A Sharing Space
The Unicist Research Institute

Binary Actions and Catalysts in Fly Fishing

April 21, 2021 in Unicist Cobots tagged Adaptive Environments / Binary Actions / Catalysts by The Unicist Research Institute

I am a trout fisherman. It can be said that trout fishing is an evident proof of adaptability. That is why it is so difficult and can be perceived as an art. I would like to give you access to a demonstration of how trout fishing uses binary actions and catalysts to better adapt. If you just observe the fly that is used by a fisherman, you will find two different levels of binary actions.

On the one hand, there is a binary action that attracts the trout that is composed by the fly and the hook. The fly is the catalyst, and the hook is the driver. The active function is the fly that attracts the fish while the hook is the energy conservation function that catches the fish.
On the other hand, the functionality of the hook is defined by its binary actions, the point is its active function, which allows the fish to be hooked, and the barb acts as an entropy inhibitor (energy conservation function) preventing the fish, once hooked, from disengaging.

Managing catalysts and binary actions is a must when dealing with adaptive environments. As a fly fisherman for many years, I have been able to experience the indispensability of binary actions and catalysts in the fly as a system.

Fishing without the catalyst is as absurd as throwing a hook into the river and pretending to catch something. Without the catalyst, the only thing you have is the desire to fish. The use of catalysts and binary actions is a must in fly fishing and in any adaptive system or environment.

Martin Alvaro

NOTE: The Unicist Research Institute (TURI) is a world leader in its segment. Since 1976, it has been specialized in complexity sciences applied to the research on the roots of evolution and its application to social, institutional, business and individual evolution.

Binary Actions in Marketing Processes

January 5, 2021 in Unicist Cobots tagged Binary Actions / Binary Actions Building / Marketing Processes / The Unicist Research Institute / Unicist Conceptual Marketing by The Unicist Research Institute

Synthesis

Commercial binary actions are two synchronized actions that expand markets while they ensure their results. They were developed to accelerate market growth by managing actions to install maximal strategies to grow and minimum strategies to ensure results.

Binary actions empower the value of processes while they diminish their costs. They use catalysts to expand the boundaries of solutions and business objects to accelerate processes and ensure their functionality.

Binary Actions Exist since Living Beings became Intelligent

Binary actions are part of human adaptive behavior. They also exist in the behavior of animals. Binary action is an action that maximizes the achievement of results by using the influence of the environment to do something. Using the context to do things is part of natural human intelligence. The core is being able to anticipate the consequences of what is happening in the context.

Every action of the context of an activity influences the possibilities of some actions and inhibits others. Smart people only develop adaptive actions when the context makes them possible.

The research of Binary Actions

The first stage of the research at The Unicist Research Institute was focused on how this integration of context and actions works and how it can be emulated to develop binary actions based on the development of a restricted context that sustains the achievement of results. This drove to the discovery of the structure of social gravitational forces and catalyst that apply in all the fields of human behavior.

The second stage of the research was to find a way to develop binary actions that allow influencing people without generating reactions or change resistance.

This stage, integrated with the previous stage, drove to the development of binary actions to influence people by understanding the concepts that drive their actions. This knowledge established a new stage in the management of adaptive systems and environment.

The Building of Binary Actions

In marketing the use of binary actions is driven by the use of catalysts that generate a space in the market by satisfying latent needs, accelerate buying processes and install “hope” in the mind of potential buyers.

Supply driven markets, differentiated products or services and innovative value propositions require necessarily the building of catalysts when they are not available in the environment.

A self-evident catalyst in marketing processes is the brand power that sustains a value proposition. This is an artificial catalyst that is built by an organization to install attributes in the mind of the potential customers to sustain the marketing process.

Influencing customers requires using unicist binary actions that include the drivers and catalysts of buying processes. The unicist conceptual marketing approach uses binary actions based on the root causes of buying processes, which are influenced using catalysts.

Binary actions ensure fluent communication. Their use allows emulating the structure of buying processes to manage their dynamics and evolution.

The binary actions require using catalysts and marketing drivers in a synchronic way that accelerates buying processes.

Unicist binary actions are driven by the development of marketing actions according to the types of the products and services proposed and the segments of buyers.

Martin Alvaro

Conceptual Marketing in the 4IR

September 14, 2020 in Unicist Cobots tagged Conceptual Marketing / Conceptual Segmentation / Marketing 4.0 / Marketing Maturity by The Unicist Research Institute

Marketing takes place in the mind of the potential buyer. Therefore, it is necessary to know how the buying process works before a marketing strategy can be defined.

The discovery that the concepts people have stored in their long-term memory drive their actions, allowed developing a conceptual segmentation model that permits finding the buying arguments and developing the complementary selling arguments to drive buying decisions.

Concepts define the root causes of buying processes and also drove to the development of marketing objects and catalyzing objects to drive buying decisions using binary actions.

Conceptual segmentation gives access to the buying argument of potential clients and allows defining clusters that increase notoriously marketing effectiveness. The use of marketing objects and catalysts allows building an empty space in the market and ensuring the functionality of binary actions to influence buying decisions.

Conceptual Marketing became significant with the appearance of the technologies of the 4^th Industrial Revolution. Although Conceptual Marketing is extremely effective in all marketing processes, it is unavoidable when it is possible to use the tools of the 4IR.

Some of the companies that use business objects and catalysts are: Airbus, Amazon, Apple, BBC, Boeing, Dassault Systemes, Dupont, Ericsson, Facebook, General Electric, Google, Hilton, Honda, Hyundai, LinkedIn, Lufthansa, Mapfre, Mayo Clinic, Michelin, Novartis, Open Text, P&G, Pfizer, SAP, Siemens, Tata Motors, Toyota, Unilever, Walmart, Walt Disney World and Youtube.

Martin Alvaro

Sponsor Building in B2B Marketing

August 25, 2020 in Unicist Cobots / Unicist Confederation tagged B2B Marketing Processes / Institutional Roles in Decision Making / Martin Alvaro / Sponsor Building / The Unicist Research Institute / Unicist Conceptual Marketing / Unicist Logic by The Unicist Research Institute

The B2B marketing process of differentiated and innovative products / services requires the integration of sponsors. This B2B marketing process includes the participation of 4 basic roles:

The decision makers
The users
The gatekeepers
The sponsors

There are two alternative paths to introduce a new proposition:

The approach to decision makers, which is the natural path when the value proposition implies a systemic use that includes different functionalities.
The approach to users, which is the natural path when the innovation introduces notorious benefits for the user.

The gatekeepers have a significant role by ensuring the convenience of the new value proposition. They need to be addressed by providing the necessary proofs of the need of the solution and the convenience of its adoption.

The role of the sponsor is to endorse the differentiated or innovative value propositions. To endorse a value proposition, it is necessary to be aware of its functionality. Sponsors of B2B marketing processes have two roles:

To introduce value propositions, which is the case of recommenders.
To endorse the value propositions after they are perceived as necessary.

It has to be considered that the members of the organization that proposes differentiated or innovative solutions need to be the first witnesses that sponsor the value propositions.

The Sponsor Building Process

The possibility of building sponsors is fully related with intrinsic characteristics of the value propositions and of the institution that is proposing them. The basic condition for having sponsors is defined by the existence of a greater good that underlies the value propositions.

This is evident in the sponsoring of sports, arts, or science, but not so evident in the sponsoring of differentiated or innovative B2B value propositions.

The greater good

This requires that the organization that is proposing these innovations is truly sustained by this greater good. The greater good has to be perceived as being underneath the value proposition without being part of it.

Sales agents must witness this greater good when the value propositions are proposed. The greater good provides the benefits for the clients, the sponsors and the providers.

The catalyst of sponsor building

The greater good is only believable if the organization includes a reference group that sustains or builds the greater good, which has to be noticeable in the market. The reference group needs to be recognized by its deeds in the market and is the “intangible” influencer to build sponsors.

The building of sponsors is immediate when the greater good is notoriously differentiated and the reference group is consistent.

The next step to build a sponsor is the establishment of the possibility of a complementation. This requires the development of a sort of pilot test that allows potential sponsors to experience the solution that is being proposed.

Sponsoring implies sharing the benefits of the greater good that sustains the value propositions. This experience establishes the starting point that has to be followed by actions that transfer solutions to the client and sponsor to share the benefits of the greater good.

This drives towards the building of a functional reliability, which needs to include the development of personal relationships among the participants. The participation in exchange spaces with clients builds an environment that helps to maintain the relationships with clients and sponsors.

Sponsors can exist when there is a stable relationship between the members of the organization that proposes the differentiated or innovative value propositions and its users. This relationship requires that the provider has ongoing activities that open the expectation of possibilities of upgrades of the value propositions in the future.

Based on the research on decision making led by Peter Belohlavek at The Unicist Research Institute.

Martin Alvaro

Business Education for Growth

May 21, 2020 in Unicist Cobots tagged Business Education for Growth / Market Growth / Martin Alvaro / Research-based Learning by The Unicist Research Institute

Business happens in the future and requires dealing with the unknown. Managing market growth, where by definition one seeks to expand the boundaries, makes it naturally necessary to deal with the unknown.

Just as an architect does when designing a house; he visualizes a solution, which does not exist today, designs it, and makes it happen.

On the other hand, administration necessarily implies dealing with the known. It is an activity where “the house” is already made and now it has to be administrated.

If we see in superior business education case studies manage the dissection of a dead body: the case.

This is very useful when one seeks to acquire operational knowledge. But in the field of markets, which by definition are in motion, this approach becomes dysfunctional and makes a research-based learning necessary.

The most famous educational models in this field are the PHDs in Physics and Education in Medicine where, in the medical residences of teaching hospitals, the physician learns to cure living patients. There, his education is based on dealing with the unknown.

Martin Alvaro

Unicist Testing Rooms for B2B Marketing

April 24, 2020 in Unicist Cobots tagged 4th Industrial Revolution / B2B Marketing / Testing Rooms / The Unicist Research Institute by The Unicist Research Institute

The unicist testing rooms were designed to manage on-line the commercial processes of differentiated value propositions with prospective customers or clients. They are based on exploring what is possible to be achieved, the root-causes of the solutions and the clarification of how the solutions work.

The Coronavirus-crisis introduced, in one step, the 4th Industrial Revolution in the field of B2B marketing. It generated the shock of integrating virtual communication as a core pathway to generate value.

The new stage drove to the substitution of Showrooms and Demos by Unicist Testing Rooms, which are virtual teamwork spaces with potential customers.

This changes the role of salesmen/women, account managers and professionals in order to be able to work using virtual communication to manage marketing and close sales.

It uses the differentiation of the value propositions, their reliability and their transparency to generate a space where B2B sales can be “produced” using maximal and minimum strategies materialized in binary marketing actions that include the use of catalysts.

This is one of the operational tools that sustain the building of countercycles in the B2B market.

Unicist Press Committee