Key Metrics for Successful B2B Sales Teams in Digital Times – Five Unmissable Tips with Examples
Sales productivity metrics and key performance indicators for B2B Sales teams. Managing a sales team in B2B (Business-to-Business) is a challenging job. The endless list of task and responsibilities sales managers are getting nowadays makes it…
If Your Data Is Bad, Your Sales AI Tools Are Useless
The impact of poor data quality in business analytics and artificial intelligence. Artificial intelligence (AI) is steadily advancing in B2B sales. AI is changing the way customers are buying and therefore how salespeople should work. The gathering…
One Secret? There are at Least Three Pressing Reasons Why Predictive Sales Analytics Cannot Wait Until Tomorrow
Predictive analytics covers a variety of statistical algorithms from machine learning, predictive modelling and data mining. It analyses past facts and historical data to make predictions about events and to identify the likelihood of future…
How B2B Data Analytics is Changing Sales
How Big Data and Advanced Analytics Are Revolutionizing Sales in B2B, and What Managers Should Know About It. B2B customer buying experience is radically changing. This trend has led to dramatic changes in the sales profession over the past……
The Case for AI in B2B Sales
Why artificial intelligence in B2B sales is unavoidable and what you can do about it. Adapt or die – a fact of life for B2B sales nowadays. Key Account Managers know this too well, for they have very different tasks and jobs, as compared…
Artificial Intelligence in Sales: B2B Algorithmic Management
Modern data-driven management in B2B sales is where Big Data meets Artificial Intelligence. Using AI for sales efficiency. Although algorithmic management boasts a fancy, new name, managing a workforce using data is not necessarily a new postulate.…
Sales Management in times of Artificial Intelligence – Five tips to redefine B2B Sales
Artificial intelligence in sales: our top five tips! Sales processes, salespeople and sales management should adapt to the brave new world of artificial intelligence. Artificial intelligence is taking over the administrative tasks that consume much…
Why Motivation in B2B Sales is overrated
Managing Sales Behaviour to Improve Sales Performance using Predictive Sales Analytics Improving sales performance often involves coaching and modifying the way your key account managers work - what practitioners in the field of sales &…
Four Dangerous Signs That You Will Miss Your Sales Targets This Year
With a growth of 10.8 %, the year 2010 looked optimistic for the German media market, compared with 2008 and 2009. The improvement included online marketing, free magazines and trade journals, amongst others. Everyone was betting on an active…
Why Algorithms Are The Future Of Sales Success
We put our lives in the hands of autopilots regularly. When are we trusting AI with our customer relationships? Lawrence Sperry was the third son of Elmer Sperry, one of America’s most prolific inventors. Elmer filed 400 individual patents, more…