Sales Management in times of Artificial Intelligence – Five tips to redefine B2B Sales
Artificial intelligence in sales: our top five tips!
Sales processes, salespeople and sales management should adapt to the brave new world of artificial intelligence. Artificial intelligence is taking over the administrative tasks that consume much of the managers’ time. It is doing it faster, better, and at a lower cost. It has pros and contras. AI will redefine management.
In B2B Sales, artificial intelligence (AI) refers to Enterprise Resource Planning (ERP) and Customer Relationships Management (CRM) systems equipped with machine learning and automatized data mining features.
Why Motivation in B2B Sales is overrated
Managing Sales Behaviour to Improve Sales Performance using Predictive Sales Analytics
Improving sales performance often involves coaching and modifying the way your key account managers work - what practitioners in the field of sales & marketing define as behaviour. Changing behaviour usually leads to better performance in B2B sales.
There are several known theories and models about behaviour that have not been explicitly developed for sales professionals, but about general social practice.
Corona pandemic: What is the future of sales and distribution?
The Corona crisis is an accelerator for the use of digital technologies in B2B sales.
Due to the Corona crisis, the usual sales activities have almost come to a standstill. Personal contacts to customers are only possible virtually if at all. It is an opportunity for future sales forces to focus on digitization to a greater extent than before. It means to think and act in an interdisciplinary manner.
What effects will the Corona pandemic have on the IT business in Germany? The sales consulting company Compris GmbH investigated this question and, according to its statements, spoke to 228 people from the top 1,000 IT companies in the German-Speaking region.
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B2B E-commerce Analytics: Why Predictive Analytics is now critical
Predictive Analytics in B2B e-commerce has become decisive.
The sale of products and services via B2B platforms is on the rise. However, precisely because of the intense competition for comparable offers there, companies should automatically analyze their customer data to enable a personalized customer experience and identify churn risks.
For private consumers, buying online is ubiquitous. The Business-to-Consumer (B2C) sector is dominated by e-commerce platforms such as
Predictive Analytics: Three incredible future examples you should know about
Three Possible future scenarios in unexpected application areas of Predictive Analytics.
Let's explain the function of Predictive Analytics (PA) in simple terms: A software uses algorithms to analyze existing data and calculate probabilities of future events.
Due to big data and advances in technology, predictive analytics is becoming increasingly accurate and can predict events with an astonishing hit rate.
The Top 7 Mental Notes Sales Managers Are Making Today
What sales managers are thinking about their jobs today but would never say.
The sales management profession is rapidly changing. A few years ago, a good manager was, well, a manager. Nowadays she must be a coach, a mentor, and a data analyst, among many other roles.
In today’s fast-paced B2B sales world an accomplished leader should make her team work cooperatively together. Only working together, they can successfully create value for their customers.
What Big Data Mining Means for ERP & Sales
a short article about erp data mining and how sales managers can quickly spot opportunities based on their ERP and CRM data.
Sales managers in B2B can dig their ERP sales data for valuable insights
Start with your existing data. The most common and more useful data a sales manager possess is her Enterprise Resource Planning (ERP) sales data, together with Customer Relationship Management (CRM) data.
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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 coming under increasing pressure as a result.
Calculating cross-selling potentials using modern data mining can be a suitable strategy for keeping pace with the competition.
A glance at the analyses of the Federal Statistical Office shows that almost 90 % of Germans make online purchases at least once a year.
Four Dangerous Signs That You Will Miss Your Sales Targets This Year
With a growth of 10.8 %, the year 2010 looked optimistic for the German media market, compared with 2008 and 2009. The improvement included online marketing, free magazines and trade journals, amongst others. Everyone was betting on an active recovery for the key market players.
However, on January 18, 2011, the second biggest European print service providers, Schlott Gruppe AG from Germany, opened insolvency proceedings.
Why Algorithms Are The Future Of Sales Success
We put our lives in the hands of autopilots regularly. When are we trusting AI with our customer relationships?
Lawrence Sperry was the third son of Elmer Sperry, one of America’s most prolific inventors. Elmer filed 400 individual patents, more than twice the amount of Thomas Alva Edison. Father and son together not only invented together, but they also manufactured and sold their inventions through their companies too.
Lawrence invented the autopilot. He took one of his father’s most famous inventions, the gyrocompass, and developed an automatic flight control system.