Why is internal data considered more reliable and easier to collect than external data?
Simply explained: Why internal data is better for predictive analytics in B2B. Companies use sales forecast to make business decisions. They also employ them to predict future developments better than their competitors. However, reliable…
Sales Psychology: Why Manipulation is Out in Sales
B2B customers, in particular, are highly informed today. Salespeople should therefore think and act in a demand-oriented way. The basis for this is customer and sales data. They show how customers currently feel about the company and what…
Digital sales: Your future tasks
As sales becomes increasingly digital, the question arises: What tasks can sales managers focus on in the future thanks to modern data analysis software? Data, data, data. The modern "currency" in companies is also changing the tasks in…
Artificial intelligence for SMEs: 5 tips for implementation
A thought-out introduction and the appropriate use of Artificial Intelligence (AI) can bring SMEs real added value. When implementing AI or AI systems, SMEs should not rush into anything. The opportunities must also be recognized and…
Why predictive analytics for CRM is not a magic ball
Learn what predictive analytics in b2b sales can and cannot do. Predictive analytics enables companies to determine forecasts and probabilities of occurrence from customer data - you can visualise these forecasts in your CRM (Customer…
Cloud based Sales Software: 4 important aspects of IT security
This article is the second part about cloud based software. In the first part, the advantages and disadvantages were highlighted. Now we will talk about security. Anyone who obtains sales software from the cloud cannot avoid security-related…
Why AI-based sales software is cloud-based
Trend in B2B sales shows clearly towards expanding services from the cloud. The Internet has long since ceased to be just a means of communication. Companies today obtain a wide variety of software and countless services directly from the…
Social Selling: Why B2B sales must rethink
What is necessary to actively and adequately pursue social selling in social media? Salespeople will become more consultants, networkers, and influencers, due to increasing digitalisation in B2B - a fact of life. The times of pure…
Predictive Customer Analytics: From customer analysis to customer value
Customer analytics with predictive analytics can provide valuable information for sales activities. Do you really know your customers - and not only the large-scale customers? Successful Customer Analytics should provide you with all the…
B2B-Trends 2020/21: The Top 6 in Sales
Whether digital platforms, AI or chatbots. In the future, B2B sales must deal with these six critical trends. Experts guess every year what the next hot B2B trends will be. Artificial intelligence is on the main scenario now, for B2B sales and its…