How Big Data and Advanced Analytics Are Revolutionizing Sales in B2B, and What Managers Should Know About It.

B2B customer buying experience is radically changing. This trend has led to dramatic changes in the sales profession over the past decade.

“Nothing is so painful to the human mind as a great and sudden change”, wrote Mary Wollstonecraft Shelley in Frankenstein. Sales management in B2B is experiencing an abrupt and rapid transformation.

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The top 3 reasons why successful companies avoid changing their CRM and use Predictive Analytics instead

Implementing a new Customer Relationship Management System (CRM) is a minefield for B2B companies. These projects tend to last longer than planned and cost more than budgeted. In many cases, they fail altogether.

CRM vendors are quick to oversell the utopian benefits of their solutions. Companies buy them in good faith without clear and measurable expectations.

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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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Managing Sales Behaviour to Improve Sales Performance using Predictive Sales Analytics

Improving sales performance often involves coaching and modifying the way your key account managers work – what practitioners in the field of sales & marketing define as behaviour. Changing behaviour usually leads to better performance in B2B sales.

There are several known theories and models about behaviour that have not been explicitly developed for sales professionals, but about general social practice.

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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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