With predictive analytics, big data becomes a big opportunity for B2B sales managers. This big opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models available.
The degree of intelligence depends on the level of autonomy, the extent of complexity of the problem, and the efficiency of the problem-solving process. In artificial intelligence terms, researchers speak of “strong” versus “weak” AI – “general” and “narrow” AI, respectively.
Machine learning, a well-known example of weak artificial intelligence, represents a fantastic opportunity for improvement in B2B sales controlling and business intelligence. It enriches the world of sales analytics with a substantial competitive advantage.
Predictive sales analytics has come a long way in the last decade. It is now far more accessible to businesses in traditional industries. For many, it’s a powerful tool in helping to support sales and operations planning.