With predictive analytics, big data becomes a big opportunity for B2B sales managers. This big opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models available.
Predictive sales analytics has come a long way in the last decade. It is now far more accessible to businesses in traditional industries. For many, it’s a powerful tool in helping to support sales and operations planning.
Mr Haunschmid, please introduce yourself to our readers.
My name is Thomas Haunschmid, and I live in Lower Austria.
As “Business Manager E-commerce” I work daily with new trends and strategies to improve and optimise the buying experience of our B2B customers.
There is one trend that Business Managers cannot avoid in E-Commerce these days: the systematic use of data to optimise product and sales strategies.
How can your B2B sales team take fact-based decisions faster using your CRM and ERP data?
Modern lead management with a well-thought-out lead strategy, consistent lead evaluation and prioritisation and powerful tools ensures that marketing resources are used efficiently and effectively in marketing.
What happens once leads have become customers?
Some ignore the value of their sales data, languishing unused in their ERP and CRM systems. Furthermore, B2B sales controllers are expected to gather an ever-increasing amount of sales data, for their sales leaders to neglect value extraction. And there is no value in the data if it is not used to improve revenues.