Germany and the US are two advanced, yet different industrial markets, with special sales and investment cycles. They have, however, plenty of parallels as developed economies.

Both are under the top largest in the world; built on years of intensive research, development, and industrial innovation. Similarly, the US and the German market is decentralized and varied, with interests and preferences differing from region to region.

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As sales becomes increasingly digital, the question arises: What tasks can sales managers focus on in the future thanks to modern data analysis software?

Data, data, data. The modern “currency” in companies is also changing the tasks in sales.

It is common for sales managers to know that they should use their customer data effectively due to the competitive pressure emanating from the megatrend of digitalization. But how?

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How the sales analytics tools you use impact your sales controlling.

Controlling sales in B2B is increasingly becoming a high-tech game. Since selling cycles in business-to-business are getting longer and sales is getting more expensive, controlling need to look further into the future.

Machine learning, a well-known example of weak artificial intelligence, represents a fantastic opportunity for improvement in B2B sales controlling and business intelligence. It enriches the world of sales analytics with a substantial competitive advantage.

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To replace the legendary Jack Welch as CEO, the General Electric (GE) Board had selected Jeffrey Immelt in November 2000. As he took the reins, Immelt set an ambitious sales target: “We believe that GE can grow two to three times faster than world gross domestic product, which translates to about 8 per cent sustained sales growth.”

To give you some perspective, the industrial segment of GE had grown 4 per cent historically.

Likewise, on December 4, 2003, Rockwell Automation announced that its board of directors had elected Keith Nosbusch as president and chief executive officer.

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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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