Sales Acceleration

B2B-Sales-Controlling

Predictive Sales Analytics – How to use it in B2B Sales Controlling

 
How the sales analytics tools you use impact your sales controlling.

Controlling sales in B2B is increasingly becoming a high-tech game. Since selling cycles in business-to-business are getting longer and sales is getting more expensive, controlling need to look further into the future.

Machine learning, a well-known example of weak artificial intelligence, represents a fantastic opportunity for improvement in B2B sales controlling and business intelligence. It enriches the world of sales analytics with a substantial competitive advantage.

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sales-ai-analytics

5 Ways Predictive Analytics Can Power Your Sales to Success in 2019

 
Five practical examples of Predictive Analytics that will make your sales team successful in 2019.

Getting an edge in today’s competitive market place is vital. For B2B companies, possessing the tools to explore customer behaviour and prioritise leads not only aids productivity but helps boost that all-important bottom line.

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.

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customer-attrition

Define and reduce customer attrition in the subscription industry

 
Customer churn definition in the subscription industry

B2B companies can, on average, approximately expect a yearly 11 % customer churn rate, found a recent study that.

This cancellation rate fluctuates between countries and industries. Customer attrition can represent a 24 % average in office supplies, 16 % in the insurance industry and 13 % in banking.

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Vertriebsreporting vertriebscontrolling

Sales reporting: Measure the right KPIs and report them on a regular basis

 

Regular sales reporting is an important tool for sales planning, controlling and monitoring. In this regard, it is essential to reduce the effort of sales reporting to a minimum, while still reporting meaningful Key Performance Indicators (KPI) for the sales team and management.

 
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Sales & Operations Planning

The Five SALSA Principles of Effective Sales and Operations Planning

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come.

Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.

 

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