Predictive Analytics to Understand Customer Behavior in the B2B Sector
Predictive analytics is an innovative technology in the B2B sector that calculates data-based predictions about customer behavior. For some B2B companies, predicting customer behavior is like guesswork. Managers sit together and try to make…
Humanoid Robots – A Blessing or a Curse?
Sophia, the first humanoid robot to get citizenship of a country - now, who’s next? There has recently been a lot of discussions about humanoid robots and if they are a blessing or a curse in our society. Humanoid robots help humans to…
B2B Dynamic Pricing – What Is It and How Can You Implement It In Your Company using Software
All prices in Business-to-Business are dynamic. Some are just more dynamic than others. Successful companies in B2B tend to adjust their prices based on factors such as production costs, competitor pricing, supply and demand. Dynamic pricing is a…
Four Situations Where you Should Not use Machine Learning
Machine learning (ML) is a great technology. But does it really have to be used all the time? This post is about four situations where you shouldn't use machine learning. There is (rightfully) a lot of hype around artificial intelligence and…
Forecasting Individual Customer Lifetime Value: Why You Should Not Use External Data
There are two types of historical data to use for predictive analytics and sales forecasting: internal and external data. How to know which one to choose? Making a forecast always requires planning under conditions of uncertainty. Successful sales…
Applications of Machine Learning in the Real World
Learn about four real-world applications of machine learning here. When you travel to a new country, have you ever had to translate a word quickly? Or how about when you are sending a reply to an email using the Gmail application? Do you notice…
Market Basket Analysis in Excel – Example for Cross-Selling in B2B
One Useful Example of Predictive Sales Analytics Using Excel Cross-selling is the practice of selling an additional product or service to an existing customer. Indeed, B2B companies define cross-selling in general and cross-selling…
Five interesting Facts & Statistics About B2B Distribution
B2B Sales is changing because buyers are changing – mainly in the way they buy. Companies in B2B distribution are particularly affected by the changes in customer behaviour and their competitive environment. The shift in customer behaviour…
How Predictive Sales Analytics Works and Why It Matters
AI-based programs help your sales team to sell products are services more efficiently. The programs make predictions about your customers' behaviour: who will churn? Who might pay a different price or buy an additional product? The…
How Predictive Sales is Transforming the KPIs You Must Be Measuring
A straightforward question: is your sales team using the same sales performance KPI they did five years ago? If your answer is yes, you better watch out, you might not be using the right KPIs. Of course, sales per quarter and sales quota…
