Continuity versus Change - The "Rope Effect" in B2B Sales
Many talk about a change or even a transformation of business-to-business sales, but some things will remain the same in the future.
In this article, I would like to look at both sides and find an answer to the question: What remains better as it is and what was not better in the past?
I, too, got my information for this post from articles with names like "The Turbo Transformation" or "The Next Level: B2B Sales 4.0" because, of course, it is more exciting to write about what is radically changing than about what is staying the way it was decades ago. But especially in times of such substantial change, we should also think about what will probably remain as it is right now in ten or even 50 years.
The food for thought on this topic came from the successful German podcast "Gemischtes Hack". In one of the more recent episodes, the two hosts, Felix Lobrecht and Tommi Schmitt, talk about what they call the "rope effect." This paraphrase refers to objects, methods or practices, such as the rope, which has been used for thousands of years and is unlikely to find a dangerous substitute for decades to come.
In the following chapters, we will look at which sales areas are undergoing radical change and what these enduring ropes of sales will be.
Artificial Intelligence in a Construction Machinery Company
Artificial intelligence technology can be used in a wide variety of areas. In this article, you will learn how AI was used in a mechanical engineering company.
I've already written a few posts on this blog about Artificial Intelligence (AI) in sales. Simply a fascinating topic for an old sales hand like me who has worked with several different CRM systems as well as sold AI systems.
For someone in sales, the area of predictive analytics is particularly interesting - an AI is able to predict sales opportunities. That's why I report on a specific case study below.
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Predictive Sales Analytics in Excel? Yes, you could!
How to do predictive analysis in Excel: One Useful Example of Predictive Sales Analytics & Predictive Modeling in Excel
One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity. Getting this job right is the essence of successful sales planning.
Key Account Managers in B2B typically serve hundreds of customers and oversee dozens of new and existing sales opportunities. They have limited time and represent one of the most valuable resources any company can have.
Forecasting Individual Customer Lifetime Value: Why You Should Not Use External Data
There are two types of historical data to use for predictive analytics and sales forecasting: internal and external data. How to know which one to choose?
Making a forecast always requires planning under conditions of uncertainty. Successful sales executives plan and execute an accurate sales forecast using data. For an aggregated, precise sales plan, it is necessary to consider forecasting the individual customer lifetime of the client base.
There are different data sources that executives can use to forecast sales. Some of them count for internal factors while others count for external factors.
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 to buy the weekend edition of his favourite newspaper. This has been going on for half a year now. The saleswoman knows Mr. Meier by now, and because he stops by every Saturday, she always addresses him with the same question as soon as he enters her store: "Good afternoon, Mr. Meier! The weekend edition, as usual?"
For Mr. Meier, buying his newspaper on the weekend has become a ritual. It's a pattern that repeats itself every week. The saleswoman has recognized this pattern and addresses Mr. Meier about it, almost automatically.
Artificial intelligence in Retail - What can Wholesale Learn from Retail?
How is artificial intelligence (AI) being used in retail and what can wholesalers take away from it?
In this post, I will describe a real-world example of a case in the realm of artificial intelligence in B2C retail. You will learn about the opportunities and challenges that were encountered when using AI systems.
Of course, it is particularly interesting to see which factors can be transferred to B2B wholesale.
Will Artificial Intelligence be Picasso of Tomorrow?
Can Artificial Intelligence be creative?
The cover picture shows the faces of four people. One person does not exist - artificial intelligence (AI) created it. Can you guess who? Number 1, 2, 3 or 4? Read the article to the end and we will tell you.
Today we stray a bit from our usual focus on modern data analysis with predictive analytics and B2B sales. We dedicate ourselves to the question of whether artificial intelligence can be creative.
How to use Predictive Analytics in your CRM for Truly Data-Driven Decisions?
Successfully implementing Predictive Analytics for data-driven decisions in your CRM requires more than just software.
Every successful sales team wants to become data-driven. Companies that successfully execute predictive analytics in their CRM are easy to identify.
They take care of their salespeople and successfully utilise their current data and processes. They employ the standard software and adapt them to their situation. Finally, they introduce Predictive Sales to CRM step by step and learn from their experience.
Better Customer Retention in B2B Wholesale Through Algorithms
Learn three ways to increase customer loyalty with algorithms and Predictive Sales Analytics in B2B wholesale.
Should computer programs be able to increase customer loyalty in wholesale? Yes. And no. We'll discuss what is exactly meant by this in this post.
According to a survey by Roland Berger, customer loyalty was already a top priority for wholesale companies in 2016. However, 1 in 5 wholesale companies also believed that their efforts in the area of digitalization were not yet sufficient to survive the digital competition.
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 implemented. Small and medium-sized enterprises (SMEs) often still have some catching up to do.
Meanwhile, the next expansion stage has long been underway. Predictive sales analytics/artificial intelligence (AI) is being added to the CRM systems.