How to make data work for your B2B sales team while avoiding common pitfalls in data management

We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin.

Sayings like “data is the new oil” or “data is a valuable asset” are on everyone’s lips in the age of Big Data. These statements might hide a profound truth, nevertheless. If used rightly, data is worth its weight in gold for a company.

(more…)

The Mystery of Artificial Intelligence: How exactly can B2B companies use AI to support their sales?

The applications of artificial intelligence (AI) are very diverse. It is not without reason that big players such as Apple, Facebook, Google or Samsung pour billions in the development of new AI technologies.

The management consultancy KPMG estimates that global AI investments will increase from twelve billion US dollars (2018) to 232 billion by 2025.

(more…)

One first-hand example of predictive text scoring and sentiment analytics using machine learning.

We are always looking for a way to bring machine learning to ERP-Systems. Companies can apply a Predictive Scoring using Machine Learning to prioritize sales leads, discover cross-selling opportunities and to classify text.

To support the efforts of our B2B marketing team, we invested time and resources, developing a machine learning scoring system for our blog content.
(more…)

Which decisions are better? Intuitive decisions from the gut or rational decisions based on data and facts?

This question occupies countless researchers, and there is still no clear answer. Currently, in the age of big data, data mining and digitization, the importance of data for a business is undeniable. In the business world, executives prefer analytically sound decisions. They are verifiable, justifiable, and data can explain them.

In reality, however, the situation is different.

(more…)

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.

(more…)