In-depth Sales Analytics Guide: Best Practices, Applications [2018]

Unlike marketing, sales has always been numbers driven and now with the explosion of data and computational power, sales analytics has become central to any large sales organization

What is sales analytics?

Sales involves making many decisions with limited data. Sales analytics helps uncover insights and increasingly recommends the best decisons to sales reps and managers.

Source: HBR

Relevant data sources include most data used by marketing departments such as account level and lead level digital history and preferences along with rich data on all sales rep interactions such as calls logs and emails. Read more

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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

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Predictive Lead Scoring in Sales: In-depth Guide [2018 update]

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

What is predictive lead scoring?

Predictive lead scoring is a novel approach to prioritizing customers. No sales rep wants to lose time with unqualified leads and these systems enable reps to focus on qualified leads.

There are a few ways to name this activity: predictive lead scoring, predictive scoring, customer behavior modeling. It is a subfield of predictive sales analytics.

Why is predictive lead scoring relevant now?

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 greatest sales tactics will not work on a customer who is not 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

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In-depth Lead Generation Guide So You Can Focus on Sales

Sales reps spend most of their time in non-sales activities. Generating leads can take up a significant share of a sales rep’s time.

Source: insidesales.com

Automating lead generating leveraging the latest technology including AI, you can enable your sales reps to devote more time to sales.

What’s lead generation?

Lead generation is generating leads that are relevant for the specific business or industry, before evaluating them according to their possibility to be an opportunity.

Why is lead generation relevant now?

While traditional marketing involved blasting mass media with advertising, current state of the art lead generation includes using both own and 3rd party channels in a highly targeted manner. Read more

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AIQ benchmarks are ready!

AIQ B2B sales benchmark

You may have heard that AI is the new electricity and that robots will change work. However, it may not be obvious what you can do now to improve the way you work.

We set out to help enterprises lead the AI revolution. Then we launched two benchmarks that enterprises can use to assess their level of AI adoption. As a marketer, you could complete the marketing personalization benchmark to assess maturity of your personalization efforts. As a sales professional, you could complete the B2B sales benchmark to understand maturity of your sales tech efforts. Aim was to keep our users aware of developments in the sales landscape where bots can listen in to calls to provide in call guidance and analytics. Read more

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