Forecasting Individual Customer Lifetime Value: Why You Should Not Use External Data

There are two types of historical data to use for predictive analytics and sales forecasting: internal and external data. How to know which one to choose? Making a forecast always… Continue reading Forecasting Individual Customer Lifetime Value: Why You Should Not Use External Data

How to use Predictive Analytics in your CRM for Truly Data-Driven Decisions?

  Successfully implementing Predictive Analytics in your CRM requires more than just software. Every successful sales team wants to become data-driven. Companies that successfully execute predictive analytics in their CRM… Continue reading How to use Predictive Analytics in your CRM for Truly Data-Driven Decisions?

What is a Predictive Score Model in B2B Sales? How Can You Create Yours?

A predictive score model is a formula to calculate a probability. There is a 70% chance that you will read this entire article. How do I know this? Because I… Continue reading What is a Predictive Score Model in B2B Sales? How Can You Create Yours?

Why is Predictive Sales Analytics a “Must-Have” to Increase Sales Productivity in Business-to-Business?

Predictive Sales Analytics is a Game-Changer in B2B. Productivity in business-to-business (B2B) sales is simply defined as the output rate of a sales team, considering all direct costs and performance.… Continue reading Why is Predictive Sales Analytics a “Must-Have” to Increase Sales Productivity in Business-to-Business?

Are you a sales manager with Big Data? Here are three Predictive Analytics examples for B2B

Predictive Analytics in B2B: 3 Ideen für Vertriebsleiter

With predictive analytics, big data becomes a big opportunity for B2B sales managers. This significant opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of… Continue reading Are you a sales manager with Big Data? Here are three Predictive Analytics examples for B2B