With predictive analytics, big data becomes a big opportunity for B2B sales managers. This significant opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models available.
Dynamic markets are nothing new. Technology, tools and analytics for B2B sales have invariably been moving forward during the past years. A new generation of sales representatives starts the job profession with different skills and expectations. Sales leaders need to answer what value can each new technology provide to their B2B sales organisation.
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.
How does AI-based predictive lead and customer scoring benefit your marketing and sales team over traditional methods?
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%).
How to pronounce “analytics” in sales and keep your job.
Your customers are changing. Is your sales team ready for the future? Are they prepared for a digital transformation? In this article, we would like to discuss five common misperceptions that, if unchecked, will cost you your sales management job.