Predictive Analytics & Controlling – How to use it in B2B Sales
How the sales analytics tools you use impact your sales controlling. Controlling sales in B2B is increasingly becoming a high-tech game. Since selling cycles in business-to-business are getting longer and sales is getting more expensive,…
Why using artificial intelligence in B2B sales is inexorable.
Would there be a B2B digital transformation without predictive analytics software? What comes to mind when you think of Thomas Alva Edison? My first thought is still: The first inventor of the light bulb. And this, although a well-known…
Why CRM Projects Fail
Why CRM Projects in B2B Fail and How to Make Them More Successful. Many studies over the years have shown a very high failure rate for Customer Relationships Management (CRM) systems. Already in 2001 Gartner estimated this rate to be at about 50%.
Why it is an awful idea to use Excel for sales reporting and what you can do about it
Sales reporting is the foundation of successful sales and operations planning, controlling and analysis. It covers the process of selecting, analysing and sharing the most relevant KPIs across a sales team and a B2B organisation. Successful…
Customer Attrition in B2B: loyalty as a sales growth booster
Predictive analytics for customer retention plays a critical role to accelerate sales in Business-to-Business. Building customer loyalty successfully and efficiently is what makes business-to-business companies thriving on the long-term.…
Strength in price setting is your profit driver number one
The Impact of Pricing Analytics on your company earnings. Everybody knows, B2B pricing analytics represents one of the most critical levers to boost earnings. Still, this reality is a sometimes-overlooked fact in Business-to-Business (B2B). However,…
What You Need from Sales Reporting Software Today
Sales Reporting Software: a critical tool for efficient sales management and control in B2B. Reporting sales has become a fact-of-life for B2B sales managers. Selecting a sales reporting software can make or break any sales operations.…
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…