AI in B2B Sales? Machine Learning vs. Humans
The interaction between humans and AI in B2B sales.
AI in sales uses machine learning to supply humans with sales insights and recommendations. Machine Learning generates these sales alerts using recurring patterns of customer data.
However, where direct contact between seller and buyer occurs, the human factor still plays a fundamental role. The automation of sales processes significantly reduces administrative tasks in a company. Algorithms replace individual manual functions that are performed by human hands and make our efforts redundant.
Corona pandemic: What is the future of sales and distribution?
The Corona crisis is an accelerator for the use of digital technologies in B2B sales.
Due to the Corona crisis, the usual sales activities have almost come to a standstill. Personal contacts to customers are only possible virtually if at all. It is an opportunity for future sales forces to focus on digitization to a greater extent than before. It means to think and act in an interdisciplinary manner.
What effects will the Corona pandemic have on the IT business in Germany? The sales consulting company Compris GmbH investigated this question and, according to its statements, spoke to 228 people from the top 1,000 IT companies in the German-Speaking region.
Read more
B2B E-commerce Analytics: Why Predictive Analytics is now critical
Predictive Analytics in B2B e-commerce has become decisive.
The sale of products and services via B2B platforms is on the rise. However, precisely because of the intense competition for comparable offers there, companies should automatically analyze their customer data to enable a personalized customer experience and identify churn risks.
For private consumers, buying online is ubiquitous. The Business-to-Consumer (B2C) sector is dominated by e-commerce platforms such as
Industrial distribution: Identify potential for cross-selling with predictive analytics
How wholesalers and distributors recognize cross-selling potentials with predictive analytics.
Many manufacturers now sell their products directly to end consumers via web marketplaces. Unfortunately, wholesale trade and industrial distribution are coming under increasing pressure as a result.
Calculating cross-selling potentials using modern data mining can be a suitable strategy for keeping pace with the competition.
A glance at the analyses of the Federal Statistical Office shows that almost 90 % of Germans make online purchases at least once a year.
How can a classic salesforce get started with predictive analytics?
In the future, it will be all about reading customer data correctly and drawing the right conclusions for customer strategy. That means a paradigm shift for the classic, contract-trimmed salesforce.
Is the classic field salesforce as known to companies and customers - slowly but surely - dying out? The digital transformation, currently the most critical driver of change, suggests this, and it has significant implications for B2B business and for internal processes.