Predictive Selling

Digitaler Vertrieb Aufgaben

Digital sales: Your future tasks

 

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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B2B-Sales-Controlling

Predictive Analytics & Controlling – How to use it in B2B Sales

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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Predictive Analytics B2B Glaskugel

Why predictive analytics is not a magic ball

 
Learn what predictive analytics can and cannot do.

Predictive analytics enables companies to determine forecasts and probabilities of occurrence from customer data. The result is, for example, a sales target that you can probably achieve. However, many people make a mistake when interpreting these results.

In another blog article, I already described that managing directors and sales managers would like to know why certain events occur or not, why specific customers churn. Why one product does not sell or sells more difficult than another. Why a promising lead does not turn into a customer in the end and remains a non-binding contact.

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Predictive Analytics Fakten

Four facts about predictive analytics that you should know today

 
Predictive Analytics – If you want to use this technology, you should first understand it.

If you keep up to date with new technologies, you have undoubtedly come across several professional articles about Predictive Analytics (PA).

According to the Harvard Business Review, experts agree that predictive analytics delivers a significant gain from your data: actionable information. Precise forecasts are the holy grail for sales decisions in the B2B sector.

But anyone who wants to use predictive analytics profitably should also understand it. For this reason, we have compiled four facts about PA that are often underestimated or ignored in practice.

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Badass Data Analytics B2B

Badass Sales Analytics for B2B-Companies

 
Get to know 5 Badass Sales Analytics Hacks for large and medium-sized B2B companies.

Do you know the following situation? You work for a B2B manufacturer or wholesaler, and you have some bright minds in your IT department. Data projects are a dime a dozen: in individual departments, across departments (maybe a new CRM?) and some IT people even try to create “THE ONE data analysis”.

Nevertheless, nothing works. The efforts do not pay off measurably, and the analyses wither away in archives.
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