Level Up! How AI Upgrades B2B Sales Processes.
Perhaps you know the difference between effectiveness and efficiency. But do you take it into account in your daily work in sales? In this article, I show you how to upgrade your sales processes from effective to efficient to avoid "game over" in the next few fiscal years
Sales people often reach their goal - the sale of one or more products - even without technical support. However, high costs are usually incurred along the way. For example, through superfluous contact attempts, customers who leave the company, or unrealized price potential.
This fact provides a terrific example of the distinction between effectiveness and efficiency.
Sales Management with AI: Why Hyperautomation is becoming Inevitable in Sales.
By 2025, 75% of B2B organizations will use AI-powered sales solutions for hyperautomation, according to Gartner. Are you on board too?
There is keen interest in artificial intelligence (AI) and machine learning specifically for sales management in the B2B market. Gartner's "2021 CSO Priorities Pulse Survey" shows that investment in AI analytics and technologies is rising.
. It is well known that increasing competitive pressures, lower margins, and volumes of data not being appropriately used are critical drivers for sales management with AI. But other factors are making hyper-automation in sales inevitable.
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5 Ways AI and Machine Learning are Revolutionizing Sales
Artificial intelligence and Machine learning revolutionize B2B Sales & Marketing
Machine learning and artificial intelligence (AI) in sales are not dreams of the future. According to Gartner, 30% of all B2B companies will already use AI next year to expand at least one of their sales processes.
What is machine learning anyway?
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Where AI already Supports Sales Today
Learn seven practical use cases where artificial intelligence is already supporting sales today.
More and more companies are using AI to streamline processes in sales and hand over unpleasant tasks to algorithms. AI is therefore assistance for sales without making employees obsolete.
The use of artificial intelligence (AI) is radically changing the way sales works. This primarily refers to sales processes under the influence of AI tools that make the work of sales employees easier, optimize operations and take away tasks that are perhaps not so readily done.
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Pricing Analysis in Excel: Make A Price Corridor in Three Simple Steps
This article describes a step-by-step introduction to price corridor analysis with Excel.
You will learn the meaning of a price corridor and how to create a price corridor in Excel from a list of sales transactions in your ERP system.
Let us disclosure that our software uses AI-based data mining methods to present a B2B pricing strategy to Key Account Managers. Based on these data mining algorithms and techniques, we would like to discuss how any sales representative can create a price corridor for predictive analysis using Excel.
Define and reduce customer attrition in the subscription industry
What is customer attrition in the subscription industry?
What is an average churn rate? B2B companies can expect an average annual customer churn rate of around 11%, a recent study found.
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.
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:
Five Mistakes in the Implementation of New Technologies (AI) in Sales
Introducing new technologies for B2B sales is not always easy. In this article, you will learn which mistakes you should avoid.
Joachim Meyn has many years of experience in B2B sales and has managed many projects in the area of CRM implementation. The following five mistakes when implementing new technologies are based on his experience.
This article is closely linked to my article on the acceptance of new technologies in sales.
This article applies not only to introducing new technologies in sales but also to introducing significant innovations or restructurings in all departments. In many companies, such processes run pretty smoothly, while in others, problems are on all fronts, and resistance is forming everywhere.
Why You are Not as Successful as You Think - Cognitive Biases in Everyday B2B Sales.
Do you f.e. know the "egocentric bias"? What perception disorders influence your (mis)success in B2B sales?
I'm pretty sure you won't like to hear some of the things in this article. However, my advice to you is: open your eyes and get through it! It will be worth it for you...
Current Challenges in B2B Wholesale
Between supplier price pressure, supply chain problems and customer anger: Why wholesalers win with value-based customer management.
Many wholesalers are currently struggling with sudden increases in purchasing and cost prices as well as unprecedented restrictions on their own ability to deliver. This has consequences. According to a recent survey by the IFO Institute, 62.4% of wholesalers see the need to significantly increase sales prices in the near future.
In a press release, the Central Association of German Electrical Engineering Trades (ZVEH) angrily complains that orders for almost all relevant products can no longer be processed due to worsening supply bottlenecks in the wholesale trade.
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