Customer Attrition in B2B: loyalty as a sales growth booster
Predictive analytics for customer retention plays a critical role to accelerate sales in Business-to-Business. Building customer loyalty successfully and efficiently is what makes business-to-business companies thriving on the long-term.…
What You Need from Sales Reporting Software Today
Sales Reporting Software: a critical tool for efficient sales management and control in B2B. Reporting sales has become a fact-of-life for B2B sales managers. Selecting a sales reporting software can make or break any sales operations.…
Sales Management in times of Artificial Intelligence – Five tips to redefine B2B Sales
Artificial intelligence in sales: our top five tips! Sales processes, salespeople and sales management should adapt to the brave new world of artificial intelligence. Artificial intelligence is taking over the administrative tasks that consume much…
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…
The Top 7 Mental Notes Sales Managers Are Making Today
What sales managers are thinking about their jobs today but would never say. The sales management profession is rapidly changing. A few years ago, a good manager was, well, a manager. Nowadays she must be a coach, a mentor, and a data…
Four Dangerous Signs That You Will Miss Your Sales Targets This Year
With a growth of 10.8 %, the year 2010 looked optimistic for the German media market, compared with 2008 and 2009. The improvement included online marketing, free magazines and trade journals, amongst others. Everyone was betting on an active…
What is the fuzz about Predictive Analytics? One example of B2B Sales will make you start today.
This predictive analytics example will surely make you uneasy about your sales costs today. B2B sales went through several transformations in the past decade. Mobile is ubiquitous, CRM Systems are universal and “customer journey” achieved…
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…
How to use Big Data to stop customer churn in B2B | Predicting Customer Churn
Sales leaders in business-to-business (B2B) organisations are under constant pressure to spot new business opportunities. It is, however, a too often neglected fact, that some of their current customers will churn and recurring revenues will not…
Why KPI’s Are Important to Your Sales Growth
Business success is usually measured in Key Performance Indicators (KPI): quantifiable evidence used to determine how well the sales goals are being met or will be met in the future. Selecting the right set of key performance indicators is critical…