Predictive Sales Forecasting: Answers to 5 Questions of Salespeople
Why should we use predictive sales forecasts in sales? This article is aimed at anyone thinking of using AI for more efficient sales planning and sales management. Every Saturday morning, Mr. Meier visits the magazine store around the corner…
Why a CRM System with Predictive Sales Analytics and AI?
CRM and Sales Analytics: In this article, you will learn what you can expect from a CRM system with artificial intelligence. Using CRM systems have long been a common practice in large companies today, even if not always successfully…
Correlation does not equal causality – KPIs in Sales
Watch your step! Sales managers and managing directors in B2B confuse correlation and causality. Data-based decisions in sales are not always ad-hoc better than intuition. The reason for this is the frequent confusion between the terms causality…
Why is internal data considered more reliable and easier to collect than external data?
Simply explained: Why internal data is better for predictive analytics in B2B. Companies use sales forecast to make business decisions. They also employ them to predict future developments better than their competitors. However, reliable…
What is a Predictive Score Model in B2B Sales? How Can You Create Yours?
A predictive score model is a formula to calculate a probability. There is a 70% chance that you will read this entire article. How do I know this? Because I used a predictive score model. The score is the probability of you reading to the end of…
How Predictive Sales Analytics Works and Why It Matters
AI-based programs help your sales team to sell products are services more efficiently. The programs make predictions about your customers' behaviour: who will churn? Who might pay a different price or buy an additional product? The…
Study: Automated, Artificial Intelligence (AI)-based pricing versus Human-based pricing in B2B
To further explore the potential of automating the B2B salesperson’s pricing decisions. You'll learn the results of a field experiment conducted by Yael Karlinsky-Shichor (School of Business at Northeastern) and Oded Netzer (Columbia…
Are you a sales manager with Big Data? Here are three Predictive Analytics examples for B2B
With predictive analytics, big data becomes a big opportunity for B2B sales managers. This significant opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models…
How to measure sales success correctly
That is a topic that is on the table repeatedly in almost every company and every sales organization and often leads to considerable disputes. It is also a topic that can frequently lead to the demotivation or churn of sales staff.
Predictive Analytics: Questions and Answers
This article answers the most asked questions about predictive analytics (PA), according to Google. Predictive analytics is a technology that allows you to look into the future. Especially in the last two to three years, we have noticed a…