Sales Tips

Datenbasierte Entscheidungen

Data-driven Management – has Intuition had its day?

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.

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bi-sales-make-buy

Business Intelligence in Tools in B2B Sales: Make or Buy?

B2B sales intelligence – should you make or buy your tool?

With the cost of sales sky-rocketing and customers changing their buying behaviour, sales intelligence has become critical to the success of any company.

This situation is especially evident in Business-to-Business, where the cost of sales makes takes the top red of each income statement.
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B2B Unternehmen Predictive Sales Analytics

Why B2B companies need to start using predictive analytics in 2021

 
Predictive analytics applications are essential in B2B sales but not yet urgent. Here you find out why this situation makes it the best time for B2B companies to start.

How far have AI and predictive analytics applications established themselves in the German B2B corporate world in 2021? Where is the trend heading, and what can we learn from the “Urgent-and-Important-Matrix”?

If you landed in this post, you probably know what predictive analytics (PA) is, how it relates to artificial intelligence and what benefits you can expect. If not, then we recommend reading this post first.
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Manipulation im Vertrieb

Sales Psychology: Why Manipulation is Out in Sales

 
B2B customers, in particular, are highly informed today. Salespeople should therefore think and act in a demand-oriented way.

The basis for this is customer and sales data. They show how customers currently feel about the company and what future sales opportunities there might be. Hard selling and manipulation in sales have no place here.

In principle, we have all experienced manipulation at some point. Manipulation occurs in everyday life in many ways and can refer to different things.
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Sales & Operations Planning

The Five SALSA Principles of Effective Sales and Operations Planning

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come.

Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.

 

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