CRM

3 Gründe warum KI Projekte im B2B-Vertrieb scheitern

Why Projects using AI in B2B Sales fail and yours will too

 
Successful organizations do not underestimate the complexity and hidden costs of artificial intelligence (AI) projects.

Artificial intelligence (AI) for sales has become an arms race. Correctly employing it will separate the winners from the losers in Business-to-Business (B2B). There are, however, very high chances that your AI project will not deliver the promised ROI or will ultimately fail.

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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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Why CRM Projects Fail

Why CRM Projects Fail

Why CRM Projects in B2B Fail and How to Make Them More Successful.

Many studies over the years have shown a very high failure rate for Customer Relationships Management (CRM) systems. Already in 2001 Gartner estimated this rate to be at about 50%.

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vertriebskennzahlen-predictive-sales-analytics

How Predictive Analytics is Transforming the Sales Performance KPIs You Must Be Measuring

A straightforward question: is your sales team using the same sales performance KPI they did five years ago? If your answer is yes, you better watch out, you might not be using the right KPIs.

 

Of course, sales per quarter and sales quota attainment are still sensible KPIs to measure. However, total revenues or sales vs quota are lagging indicators. They are “slow KPIs” in the nowadays dynamics B2B sales world. They come way too late.

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aufgaben-b2b-vertriebsleiter

How B2B Data Analytics is Changing Sales

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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