With predictive analytics, big data becomes a big opportunity for B2B sales managers. This big opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models available.
In B2B Sales, artificial intelligence (AI) refers to Enterprise Resource Planning (ERP) and Customer Relationships Management (CRM) Systems equipped with machine learning and automatized data mining features.
The gathering of data, its quality, the source systems, all play a central role in the implementation of AI in Sales. Poor data quality may be hard to measure, but it takes an essential part in the application and execution of artificial intelligence systems and predictive analytics.