Predictive Sales Analytics

“Every company is a data company”. Data Strategy for B2B Predictive Sales Analytics

How to develop a winning data strategy in the artificial intelligent era.

Having read the most recent publication of the author, strategic business and technology advisor Bernard Marr “Data Strategy: How To Profit From A World Of Big Data, Analytics And The Internet Of Things”, we would like to present our ideas regarding predictive sales analytics in business-to-business (B2B).

Marr is an internationally best-selling author and futurist,
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5 Ways AI and Machine Learning Is Revolutionizing Sales

Artificial intelligence and Machine learning revolutionize B2B Sales

Machine learning and artificial intelligence (AI) in sales are not dreams of the future. According to Gartner, 30% of all B2B companies will already use AI next year to expand at least one of their sales processes.

What is machine learning anyway?
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A New CRM or Predictive Analytics? What comes first?

The top 3 reasons why successful companies avoid changing their CRM and use Predictive Analytics instead

Implementing a new Customer Relationship Management System (CRM) is a minefield for B2B companies. These projects tend to last longer than planned and cost more than budgeted. In many cases, they fail altogether.

CRM vendors are quick to oversell the utopian benefits of their solutions. Companies buy them in good faith without clear and measurable expectations.

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Bild-Trends-B2B-Sales

Countless trends in B2B sales – 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 should they consider? Which supporting IT programs implement? Which new methods are adopted and which are not?

According to Gartner, purchasing behaviour in the B2B sector is adapting to today’s fast and innovative economy. During this “big data” age of new technologies and rising customer expectations, companies should not stick for too long to old structures. In short, a stagnating company cannot survive in such a dynamic market.

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Why Motivation in B2B Sales is overrated

Managing Sales Behaviour to Improve Sales Performance using Predictive Sales Analytics

Improving sales performance often involves coaching and modifying the way your key account managers work – what practitioners in the field of sales & marketing define as behaviour. Changing behaviour usually leads to better performance in B2B sales.

There are several known theories and models about behaviour that have not been explicitly developed for sales professionals, but about general social practice.

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