Why it is an awful idea to use Excel for sales reporting and what you can do about it
Sales reporting is the foundation of successful sales and operations planning, controlling and analysis. It covers the process of selecting, analysing and sharing the most relevant KPIs across a sales team and a B2B organisation. Successful…
B2B Sales Trends – What Really Matters
What are essential trends in B2B sales and how to succeed in this flood of innovation? B2B Sales is fighting an innovation race. Sales managers often have to decide whether they want to engage in a new "sales trend" or not. Which new sales channels…
B2B-Trends 2020/21: The Top 6 in Sales
Whether digital platforms, AI or chatbots. In the future, B2B sales must deal with these six critical trends. Experts guess every year what the next hot B2B trends will be. Artificial intelligence is on the main scenario now, for B2B sales and its…
How B2B Data Analytics is Changing Sales
How Big Data and Advanced Analytics Are Revolutionizing Sales in B2B, and What Managers Should Know About It. B2B customer buying experience is radically changing. This trend has led to dramatic changes in the sales profession over the past……
B2B E-commerce Analytics: Why Predictive Analytics is now critical
Predictive Analytics in B2B e-commerce has become decisive. The sale of products and services via B2B platforms is on the rise. However, precisely because of the intense competition for comparable offers there, companies should automatically…
How can a classic salesforce get started with predictive analytics?
In the future, it will be all about reading customer data correctly and drawing the right conclusions for customer strategy. That means a paradigm shift for the classic, contract-trimmed salesforce. Is the classic field salesforce as known to…
The remarkable truth about Predictive Sales Analytics & Controlling
Is predictive sales analytics software the newest secret weapon in B2B? No organisation will survive the next decade without harvesting the power of predictive sales analytics. However, many sales leaders in Business-to-Business (B2B) still lack…
How to end the war between sales and controlling
Why Controlling and Sales cannot be friends? Conflict is unavoidable, even necessary in business. “For good ideas and true innovation, you need human interaction, conflict, argument, debate.” - writes Margaret Heffernan, an internationally…
How to measure ROI of advanced sales analytics projects
Return on Investment (ROI) is one of the most popular evaluation metrics and performance measurement used in business analysis nowadays. The ROI is a powerful tool for evaluating the performance of any financial investment, in this case,…
Top 5 Predictive Analytics Books To Move The Needle in B2B Sales
Predictive Sales Analytics is a game-changing technology in B2B sales. Any organisation trying to rein in erratic sales funnel, to improve the performance of their sales force or to avoid customers from churning, should have a clear…
