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How to use Big Data to stop customer churn in B2B | Predicting Customer Churn

Sales leaders in business-to-business (B2B) organisations are under constant pressure to spot new business opportunities.

It is, however, a too often neglected fact, that some of their current customers will churn and recurring revenues will not return.

Besides attracting new customers, succesful B2B firms also direct their efforts into retaining existing ones.

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Support of AI-based software solutions in the B2B sales process

An excerpt from Tamara Mayer’s bachelor thesis with a status quo analysis and recommendations for action.

Tamara Mayer is a graduate of the Landshut University of Applied Sciences and has dealt with the topic of artificial intelligence in B2B sales in her bachelor’s thesis. In the context of this thesis, she conducted several expert interviews – among others with the managing director of Qymatix Solutions GmbH Lucas Pedretti.

In the following excerpt of her work, Tamara Mayer gives concrete recommendations to companies who want to optimize their sales processes with AI.
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Lead-Scoring with Predictive Analytics – Sell smarter!

How does AI-based predictive lead and customer scoring benefit your marketing and sales team over traditional methods?

Do you use your CRM system for your lead and customer evaluation and perhaps even with integrated marketing automation? You’re on the right track, but you can do even better: the next step is predictive lead and customer scoring.

Lead and customer scoring have been around for a long time and have proven itself: according to a study by MarketingSherpa, companies that used lead scoring models already achieved a lead generation ROI of 138% in 2011. This performance is almost double more than companies that do not use lead scoring methods (with an ROI of 78%).

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KPIs in Sales: Correlation does not equal causality

Watch your step! Many sales managers or managing directors in B2B mix up correlation and causality when it comes to data analysis.

Data-based decisions in sales are not always ad-hoc better than intuition. The reason for this is the frequent confusion between the terms causality and correlation.

How nice it would be if managing directors or sales executives regularly knew why something happened. Why individual customers churn; why one product does not sell well or sells more than others; why in the end a promising sales lead does not become a customer, regardless of how good our salespeople are.

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B2B Digital Transformation in Sales: Facts & Trends

Facts and trends about the B2B digital transformation

If you are leading a Business-to-Business manufacturer or distributor, you know it already: sales is currently experiencing a massive transformation across the globe.

Advancement in artificial intelligence technologies of the last five years is providing manufacturing businesses and distributors with new exciting potential.

According to McKinsey, companies now have at their disposal a set of powerful technological tools that are, when properly implemented, able to guarantee future growth:

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