ai-sales-data

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 of data, its quality, the source systems, all play a central role in the implementation of AI in Sales. Poor data quality may be hard to measure, but it takes an essential part in the application and execution of artificial intelligence systems and predictive analytics.

(more…)

Vertriebsreporting vertriebscontrolling

Sales reporting: Measure the right KPIs and report them on a regular basis

 

Regular sales reporting is an important tool for sales planning, controlling and monitoring. In this regard, it is essential to reduce the effort of sales reporting to a minimum, while still reporting meaningful Key Performance Indicators (KPI) for the sales team and management.

 
(more…)

Monet_-_The_Magpie

How to end the war between sales and controlling

 
Why Controlling and Sales cannot be friends?

Conflict is unavoidable, even necessary in business. “For good ideas and true innovation, you need human interaction, conflict, argument, debate.” – writes Margaret Heffernan, an internationally renowned author, businesswoman, interviewer, and TED speaker.

Conflict will arise in any company, regardless of whether sales controlling and key account management belong or not to the same structure or share the same culture. Conflict is natural – even required. At the same time, predictive analytics is gaining in importance to avoid disputes in and with sales.

(more…)

ai-sales

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 with just ten years ago.

E-commerce is by no means just a new sales channel. Order-takers roles will disappear in the next decade. This shift in skills will strongly influence how salespeople are selected and how they perform. Also, artificial intelligence impacts the role of B2B sales.

(more…)

Sales & Operations Planning

The Five SALSA Principles of Effective Sales and Operations Planning

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come.

Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.

 

(more…)