Tag: sales

Dynamic pricing is the strongest profitability lever for a large company

Dynamic pricing is the strongest profitability lever for a large company

It is difficult to improve financials of a large business.

Decreasing costs are a sure way to improve financials however it is difficult to find and implement cost cutting opportunities. Cost saving opportunities fall in these buckets

  • Long term investments: Finding areas to reduce operational costs with investment is easy. Investment in new systems and tools can reduce labor-intensive processes, improve operations and customer experience. Investment in new facilities can provide scale synergies and help save costs. However, it is difficult to convince top management to invest in the future given short term focus of Wall Street and most businesses. Wall Street’s focus has some merit, long term investments, especially technology investments have been documented to fail to deliver the planned benefits.
  • Short term fixes: Headcount reductions, procurement transformation programs all fall under this bucket. They definitely impact costs but their impact on other parts of the business can be difficult to predict.

Increasing revenue growth is difficult for a large business because growth is the primary motivation for most businesses. All large businesses experienced strong growth to become large. In the quest to sustain growth, every imaginable lever gets implemented by businesses. Therefore, a large business founded several years ago had enough time to create a very effective growth machine given its competition, regulatory landscape and other constraints. Read more

Artificial Intelligence is transforming B2B Sales! Are you ready for the AI transformation?

Artificial Intelligence is transforming B2B Sales! Are you ready for the AI transformation?

Artificial intelligence and machine learning technologies are already revolutionizing many businesses. Especially B2B selling is one of the areas that artificial intelligence and machine learning software companies are cooperating with enterprises.

To understand how artificial intelligence is helping B2B selling, we need to understand B2B selling process.

We can divide B2B selling into two groups:

  1. Inside sales managed by a CRM installation like salesforce
  2. Field sales which include face to face meetings with clients

For both, selling process starts with lead generation which is identifying possible customers who may have interest for the product that is offered. After that, leads are scored based on the possibilities and some are qualified as opportunities. Then, sales team converts these opportunities into actual sales with offerings and services. Read more

Learn how AI is changing Predictive Sales (Lead Scoring) in <5 minutes

Learn how AI is changing Predictive Sales (Lead Scoring) in <5 minutes

We discussed lead generation before. After lead generation, it is necessary to determine priority of leads.

Poor lead prioritization can decimate companies. Sales targets get missed, teams get demoralized. Most importantly, sales personnel fail to learn from their experiences. They can’t gain generalizable experiences as they encounter leads with wildly varying intent. Even the great sales tactics will not work on a customer who is willing to buy. A sales person who has seen only customers who are not willing to buy, can lose hope on even the best sales tactics and processes. Read more

Beginning of the sales process: Lead Generation

Beginning of the sales process: Lead Generation

Even though there are not that much article or research on lead generation systems from academic perspective, there are many vendors in this specific sector.

To define lead generation process shortly, generating leads that are relevant for the specific business or industry, before evaluating them according to their possibility to be an opportunity.

Dun & Bradstreet, with 5578 employees and approximately 1.6 billion annual revenue, is the leading company in the lead generation software market. Dun& bradstreets Hoovers uses sophisticated analytics to deliver a sales acceleration solution packed with insight using Dun & Bradstreet’s powerful D-U-N-S® Numbering System that world’s largest commercial database. Integration with CRM systems, eliminates manual tasks and give best predictions for the leads with its real-time business intelligence. Read more