ai-sales

Sales Management in times of Artificial Intelligence – Five tips to redefine B2B Sales

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 of managers’ time. It is doing it faster, better, and at a lower cost. It has pros and contras. AI will redefine management.

In B2B Sales, artificial intelligence (AI) refers to Enterprise Resource Planning (ERP) and Customer Relationships Management (CRM) Systems equipped with machine learning and automatized data mining features.

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customer-attrition

Define and reduce customer attrition in the subscription industry

 
Customer churn definition in the subscription industry

B2B companies can, on average, approximately expect a yearly 11 % customer churn rate, found a recent study that.

This cancellation rate fluctuates between countries and industries. Customer attrition can represent a 24 % average in office supplies, 16 % in the insurance industry and 13 % in banking.

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All About ERP Data Mining for Sales

All About ERP Data Mining for Sales

 

ERP Data Mining: what we learnt from analysing 100 million of B2B sales transactions.

Data mining is the application of a varied assortment of statistical techniques to ERP datasets. Companies nowadays use data mining to predict outcomes, identify sales trends, prevent customer churn, and dynamically adjust pricing strategies.

Mining enterprise resource planning (ERP) sales data is critical in Business-To-Business, where small improvements in sales efficiency can have a significant impact on results. Mining ERP sales data helps customers to unlock a significant amount of value, discover quick-wins, and to prioritise their sales activities. Automatizing this process is possible today with the help of artificial intelligence (AI).

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big-data-small-data

Predictive analytics – how much data do you really need?

 
How Much Data Do You Need For Predictive Analytics?

Predictive analytics is one of the technologies with the highest financial impact in B2B sales. Several popular applications of predictive analytics are becoming “must-have” nowadays.

Sales leaders rely on lead scoring, customer attrition modelling, cross-selling analytics and pricing analytics to prioritise their sales activities and increase their customer lifetime value.

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John_Collier_-_Priestess_of_Delphi

The top 5 ERP data mining techniques your B2B sales team urgently need to sell more

 

Pythia, priestess of Apollo at Delphi, commonly known as the Oracle of Delphi, was one of the most important oracles of Greek antiquity. In classical Greece, an oracle was a person considered to provide insightful advice or prophetic predictions, inspired by the gods. It was, of course, a form of divination.

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