Industrial distribution: Identify potential for cross-selling with predictive analytics
How wholesalers and distributors recognize cross-selling potentials with predictive analytics. Many manufacturers now sell their products directly to end consumers via web marketplaces. Unfortunately, wholesale trade and industrial distribution are…
How can a classic salesforce get started with predictive analytics?
In the future, it will be all about reading customer data correctly and drawing the right conclusions for customer strategy. That means a paradigm shift for the classic, contract-trimmed salesforce. Is the classic field salesforce as known to…
How to use Big Data to stop customer churn in B2B | Predicting Customer Churn
Sales leaders in business-to-business (B2B) organisations are under constant pressure to spot new business opportunities. It is, however, a too often neglected fact, that some of their current customers will churn and recurring revenues will not…
Why KPI’s Are Important to Your Sales Growth
Business success is usually measured in Key Performance Indicators (KPI): quantifiable evidence used to determine how well the sales goals are being met or will be met in the future. Selecting the right set of key performance indicators is critical…