How can a classic salesforce get started with predictive analytics?

In the future, it will be all about reading customer data correctly and drawing the right conclusions for customer strategy. That means a paradigm shift for the classic, contract-trimmed salesforce.

Is the classic field salesforce as known to companies and customers – slowly but surely – dying out? The digital transformation, currently the most critical driver of change, suggests this, and it has significant implications for B2B business and for internal processes.

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Simply explained: Why internal data is better for predictive analytics

Many companies are sitting on a treasure: their own sales data. This is an enormous advantage for the application of predictive analytics.

Companies use sales forecast to make business decisions. They also employ them to predict future developments better than their competitors. However, reliable predictions are rare, and sales teams try to play a safe card by applying external forecasts. Companies are nevertheless better off using their in-house data – with predictive analytics.

“There are three types of lies: lies, damn lies, and statistics.” This quote from Benjamin Disraeli, a British statesman and 19th-century novelist, fits the situation in companies very well.
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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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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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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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