Sales Acceleration

Sales-Controlling-predictive-analytics-B2B

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 the understanding of its benefits or the infrastructure they need.

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. Moreover, there is no value in the data if it is not used to improve revenues.

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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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predicting-customer-churn

How to use software for customer churn to improve customer retention – Qymatix Example

Reduction of customer attrition by implementing a churn prediction software in your sales reporting

Understanding and avoiding customer churn ( or attrition) in Business-to-Business(B2B) organisations can make the difference between a successful financial year or a miserable one.

Every experienced sales leader knows that some customers will eventually churn. Studies in the field of customer retention talk of a 5 to 25 % customer churn per year, depending on the industry. Customer attrition is revenue lost.

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Vertriebsplanung und daten

How To Make Sure Your Sales Team Is Recession-Proof?

A B2B Recession-Proof Salesforce can keep any company afloat.

Is there a global recession looming? Although there is much speculation about the next global recession, most advanced economies are still not feeling the pain. However, every boom has its expiration date.

When the next recession comes and not whether it comes seems to be the right question.

Set aside for a moment the discussion about global risks outside the control of most B2B managers. Let’s focus on the specific steps that sales executives can take to make their sales team recession-proof.

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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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