Learn what predictive analytics in b2b sales can and cannot do.
Predictive analytics enables companies to determine forecasts and probabilities of occurrence from customer data – you can visualise these forecasts in your CRM (Customer Relationsship Management System). The result is, for example, a sales target that you can probably achieve. However, many people make a mistake when interpreting these results.
In another blog article, I already described that managing directors and sales managers would like to know why certain events occur or not, why specific customers churn. Why one product does not sell or sells more difficult than another. Why a promising lead does not turn into a customer in the end and remains a non-binding contact.