Why is Predictive Sales Analytics a “Must-Have” to Increase Sales Productivity in Business-to-Business?
Predictive Sales Analytics is a Game-Changer in B2B. Productivity in business-to-business (B2B) sales is simply defined as the output rate of a sales team, considering all direct costs and performance. Two trends that are drastically affecting…
How Predictive Sales is Transforming the 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…
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……
How to Master Your New Sales Management Job in the First 90 Days
90-day plan for a new B2B Sales Manager. The first 90 days as a sales manager represents a critical period. It is your chance to make a good lasting impression and to change the status-quo in B2B sales teams. Your team will be concerned,…
How a Poor Lead Scoring Methodology is Hurting your Business.
Classic Pipeline Management & Lead Scoring vs Predictive Analytics Sales in Business-to-Business is dramatically changing. Personal contacts and relationships are no longer a guarantee for more business. Pure push strategies are losing its…