What Salespeople Need to Know About the New B2B Landscape
“What Salespeople Need to Know About the New B2B Landscape” is a terrific article published in 2015 in the Harvard Business Review (HBR). HBR released it in the background of a peaked interest in analytics and big data. It discussed how these new…
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…
How a Poor Lead Scoring Methodology is Hurting your Business.
Classic Pipeline Management & Lead Scoring vs Predictive Analytics Sales in Business-to-Business is dramatically changing. Personal contacts and relationships are no longer a guarantee for more business. Pure push strategies are losing its…