Predictive Sales Analytics B2B

Why is Predictive Sales Analytics a “Must-Have” to Increase Sales Productivity in Business-to-Business?

Predictive Sales Analytics is a Game-Changer in B2B.

Productivity in business-to-business (B2B) sales is simply defined as the output rate of a sales team, considering all direct costs and performance. Two trends that are drastically affecting sales productivity are sales analytics in general and predictive sales analytics in particular.

Sales analytics is since long an efficient method to measure what is working and what is not working in sales. This is then used to compare performances in order to increase revenues.

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How to set more realistic targets using predictive analytics

How to Set More-Realistic Sales Targets using Historical Data

How to set more-realistic sales targets using historical data and Predictive Analytics.

To replace the legendary Jack Welch as CEO, the General Electric (GE) Board had selected Jeffrey Immelt in November 2000. As he took the reins, Immelt set an ambitious sales target: “We believe that GE can grow two to three times faster than world gross domestic product, which translates to about 8 per cent sustained sales growth.”

To give you some perspective, the industrial segment of GE had grown 4 per cent historically.

Likewise, on December 4, 2003, Rockwell Automation announced that its board of directors had elected Keith Nosbusch as president and chief executive officer.

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KI gegen den Fachkräftemangel im Großhandel

How can AI help with labour shortage in B2B wholesale and manufacturing?

The importance of predictive sales software to address the skills shortage in Germany's specialist wholesale sector.

The shortage of skilled workers in Germany has reached alarming proportions and is particularly affecting the specialist wholesale trade. Sales managers and directors of specialist wholesalers in Germany are under great pressure as they face an acute shortage of skilled workers.

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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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ChatGPT im B2B-Vertrieb

3 Simple Ways B2B Sales Can Use ChatGPT - Examples


As a B2B sales manager, you understand the pressure of competing against e-commerce giants. In the current digital age, the success of your business largely depends on your ability to understand your customers better and predict their buying behaviour.

Take heart; you're not alone. The solution lies in AI. Have you heard of ChatGPT? Here is where AI for B2B sales shines. Like automated sales analytics and predictive sales software, you can better understand your customers and make informed decisions based on data.

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Kunden im B2B klassifizieren - ABC-Analyse und dann?

Classifying Customers in B2B Sales: ABC Analysis and Then?

Joachim Meyn has many years of experience in B2B sales and customer management. In this article, he shares his expertise on "modern customer classification".

Classifying customers and potential customers is always a topic for heated discussions. Mostly, there is an agreement that sales teams can only look after some customers and potential customers with the same intensity.

To achieve the best possible results, it is, therefore, necessary to focus accordingly, i.e., to classify customers and potential customers, in short, to be selective.
The best-known form of classification, which has been tried and tested for decades, is the division of customers into A, B or C customers.

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KPI im Vertrieb Beispiele

KPI Examples: The Key Performance Indicators that every B2B sales manager should use.

From lagging and leading Sales KPI to Predictive Analytics. Measure what your sales team is doing to be successful.

Why are sales KPIs so important in B2B? Sales leaders can hardly change the way their customers buy, but they can certainly influence the way their team works. This is accomplished with the help of actionable metrics and key performance indicators.

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price increase strategies for wholesale companies

Five Strategies for Raising Prices in Wholesale

Price increases are a big topic right now. In this article, you will learn about five wholesale price increase strategies.

Wholesale is also affected by global crises such as the Ukraine conflict and the Corona pandemic. On top of that, inflation is on the rise. Manufacturers' and suppliers' prices are rising. What strategies are available to raise prices in turn?

While private consumers are trembling over how high their next gas bill will be or by what factor their monthly gas bill will increase, many companies are already facing rising energy costs.
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Win Back lost customers in B2B

How to Win Back Lost Customers in B2B

Joachim Meyn has many years of experience in B2B sales and customer management. In this article, he shares his impressions on the topic of "customer recovery".

First of all, losing customers is an entirely normal process. Therefore, one of the reasons to conduct systematic new customer acquisition is to replace these departing customers.

However, you should remember that it is about 10 to 11 times more expensive to acquire a new customer than to retain an existing one. It is therefore advisable to devote a certain amount of effort and resources to customer retention. But what happens when it is already too late?

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Level Up! How AI Upgrades B2B Sales Processes.

Perhaps you know the difference between effectiveness and efficiency. But do you take it into account in your daily work in sales? In this article, I show you how to upgrade your sales processes from effective to efficient to avoid "game over" in the next few fiscal years

Sales people often reach their goal - the sale of one or more products - even without technical support. However, high costs are usually incurred along the way. For example, through superfluous contact attempts, customers who leave the company, or unrealized price potential.

This fact provides a terrific example of the distinction between effectiveness and efficiency.

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