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. Two trends that are drastically affecting sales productivity are sales analytics in general and predictive sales analytics in particular.
Sales analytics is since long an efficient method to measure what is working and what is not working in sales. This is then used to compare performances in order to increase revenues.
Five interesting Facts & Statistics About B2B Distribution
B2B Sales is changing because buyers are changing – mainly in the way they buy. Companies in B2B distribution are particularly affected by the changes in customer behaviour and their competitive environment. The shift in customer behaviour is the primary driven-factor behind the digitalisation of sales.
Implementing and Using Dynamic Pricing in B2B: A Path to Thriving in the Digital Age
AI in Wholesales and Industrial Distribution: The Winds of Change in B2B Sales.
In the world of B2B sales, where specialist wholesalers in Germany cater to 5,000 to 10,000 customers and juggle an inventory of 20,000 to 100,000 items, the winds of change are blowing more robustly than ever.
The e-commerce juggernaut has unleashed a digital storm, compelling sales managers, and executives to adapt and innovate. Powered by AI and predictive sales software, dynamic pricing is one of the most potent instruments in this battle for relevance and profitability.
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How to avoid the Causality Trap of Black-Box Machine Learning
Sales Acceleration with Predictive Analytics Software: How to avoid The Causality Trap of Black-Box Machine Learning.
Successful B2B managers use AI-based predictive analytics software to accelerate sales. However, they often want to find for themselves what the characteristics of their main profitable customers and leads are.
You know this situation well. You want to predict success. You would like to create a set of rules that your sales team can follow to avoid customers from churning or to find hidden sales opportunities. Why cannot your AI sales software do that?
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Wholesale in Transition: Maximising Sales Profitability through AI Measures
How AI and predictive sales software can help you sell more products and adjust your prices faster than your competitors.
Congratulations! As a sales manager or managing director of a specialised wholesaler in Germany, you have made it this far - a year of intense competition, increasing customer demands and a market that is turning faster than ever before.
The last year has not only made you older, but also wiser about the challenges and opportunities in wholesale.
Perhaps you are one of the few who have sold more in 2023? But at what price? And what fixed costs do you have to bear for the growth of recent years?
Intelligent, Predictive Pricing: the Key to B2B Wholesale Success
Digitalisation is a blessing and a curse, an opportunity, and a threat. Nearly 900 German wholesale companies took part in a recent study by Roland Berger and the German Wholesale, Foreign Trade and Services Association (BGA). Almost all of them, 94%, believe that digitalisation is driving change in their sector. Two-thirds are aware of the challenges it poses.
In particular, the companies surveyed see themselves threatened by digital platforms when it comes to pricing (62%).
Return on sales in B2B Wholesale – What is it and how to increase it?
"It is not because things are difficult that we do not dare. It is because we do not dare that they are difficult." Lucius Annaeus Seneca, c.4 BC-c.65 AD.
Some of Germany's biggest B2B wholesalers have doubled their Return on Sales (ROS) after Corona, while others are struggling. Take, for example, the Würth Group, one of the biggest. Its Electrical Wholesale unit was particularly successful in 2022, reporting a growth of 25.0 per cent.
Is it hard to increase ROS? If Würth could, why not you? In B2B wholesale distribution, sales managers and executives must increase their return on sales (ROS) to remain competitive and profitable.
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B2B Wholesale & Distribution in Germany: Insolvency.
In the ten years leading up to 2020, the German wholesale industry saw a decline of around 34,000 businesses, as reported by the Statistisches Bundesamt. So has the total number of companies in wholesale trade (excluding trade in motor vehicles) in Germany fallen continuously in recent years, most recently to around 135,000 in 2020. Farewell wholesaler?
This depressing trend has been exacerbated by a recent uptick in insolvencies among industrial wholesale and retail companies, with several prominent names filing for bankruptcy. One of the most striking examples of this phenomenon is the collapse of the Praktiker umbrella company in 2013. Another recent sample, Ludwig Leuchten GmbH.
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How to Set More-Realistic Sales Targets using Historical Data
How to set more-realistic sales targets using historical data and Predictive Analytics.
To replace the legendary Jack Welch as CEO, the General Electric (GE) Board had selected Jeffrey Immelt in November 2000. As he took the reins, Immelt set an ambitious sales target: “We believe that GE can grow two to three times faster than world gross domestic product, which translates to about 8 per cent sustained sales growth.”
To give you some perspective, the industrial segment of GE had grown 4 per cent historically.
Likewise, on December 4, 2003, Rockwell Automation announced that its board of directors had elected Keith Nosbusch as president and chief executive officer.
How can AI help with labour shortage in B2B wholesale and manufacturing?
The importance of predictive sales software to address the skills shortage in Germany's specialist wholesale sector.