Weekly Roundup: Secrets to Survival, Sales Analytics + More

The Center for Sales Strategy

- MOTIVATION -. Earn your leadership every day.". Michael Jordan. AROUND THE WEB -. > > 4 Secrets of Survival You Should Learn from ESOPs – The Great Game of Business. Research shows that companies who share ownership widely with employees survive recessions better than ones that do not.

A quick guide to sales analytics (+ key sales metrics to watch)

Zendesk

The same is true when trying to build a sales team and a sales strategy without sales analytics. Without sales analytics, you’re missing out on key strategic insights and revenue for your business. What is sales analytics? Sales target.

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Predictive Sales Analytics: Actionable Insight for Smarter Plans

Hubspot Sales

Those tools are based on something called predictive sales analytics — a marvel of modern sales technology that can show you what to expect from prospects and customers. Sales Forecasting Through Predictive Sales Analytics. Data in Sales

Get the Most Value Out of Your Sales Analytics Tools

Miller Heiman Group

Sales analytics tools can provide key insights that allow sales leaders to coach their sales team on the strategies that improve their win rates. Too many sellers neglect inputting sales data into CRM platforms because they don’t see the value. Busy sellers may not take the time to update sales data unless they feel it is valuable for them to do so. Sales Leaders Must Apply the Data to Sales Processes.

A Step-by-Step Guide to Sales Analytics & the Best Tools for It

Hubspot Sales

The term "sales data analysis" can sound a bit overwhelming — all three words, individually, can be imposing in their own right. Sales" is a difficult line of work to master. You can't run a sales data analysis if you don't know what kind of sales data you're interested in analyzing.

How Gong’s Head of Enterprise Sales Uses Sales Analytics to Drive Decisions & Speed Deals

Hubspot Sales

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up.

Predictive Sales Analytics: The New Normal?

Smart Selling Tools

National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales. Developments in Analytics technology is driving genuine innovation in the form of predictive sales analytics – a move that is shifting the new normal of what the B2B sales process looks like. 2) Sales Enablement.

How To Accelerate B2B Sales Growth With One Proven Strategy

QYMATIX

However, sales leaders are currently under tremendous pressure to grow profitably. Sales acceleration and profitability are difficult to mix. It is hard to have that sales growth cake and eat it too. Why is sales acceleration critical in B2B? What can a sales manager do?

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What type of B2B sales will still exist in 50 years?

QYMATIX

Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Visiting sales associates had nothing but a printed map.

What type of B2B sales will still exist in 50 years?

QYMATIX

Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? To discuss the future of sales, let’s first present how companies made Business-to-Business sales 50 years ago and how it works today. Let’s then peep inside the crystal ball to see what sales (and marketing) can look like in the future.

How Market-Leading CROs Are Using AI to Outpace Their Competitors

SBI Growth

Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to.

How Do You Do Predictive Analytics in Excel Without Rocket Science? The Easiest Sales Forecasting Template.

QYMATIX

You are using Excel for your sales forecast. Accurately forecasting sales is critical for your job. You are an experienced sales manager and have a strong affinity to sales analytics. How do you forecast sales today? Your sales forecast, however, is rubbish.

Why B2B companies need to start using predictive analytics in 2021

QYMATIX

Predictive analytics applications are essential in B2B sales but not yet urgent. How far have AI and predictive analytics applications established themselves in the German B2B corporate world in 2021? The state of predictive analytics applications in the market.

Artificial Intelligence Software: the truth about development.

QYMATIX

B2B sales is no exception. AI sales software saves time, stress and costs, while improving customer lifetime value and experience. This post will discuss the topic of “make or buy” with a focus on AI-based predictive sales software.

Qymatix is now a proud member of „GoodFirms“

QYMATIX

Qymatix is helping business get ahead with predictive sales and artificial intelligence. Qymatix is an AI startup helping B2B companies transform sales data into insights that support profitable growth. The artificial intelligence-based Qymatix Predictive Sales Software provides analytics for cross-selling, churn risk and pricing in traditional and digital channels. I WANT PREDICTIVE ANALYTICS FOR B2B SALES.

Artificial Intelligence vs Business Intelligence – What is really self-service business analytics?

QYMATIX

A modern BI solution should merge different data sources and support equal access to analytics across the entire organization. Additionally, no longer only upper management demands data analytics, but each department according to their specific criteria.

Pricing in B2B: will AI replace salespeople?

QYMATIX

When will AI replace Sales Jobs in Pricing, and what can you do about it. Will AI replace sales jobs? While AI for sales might be overhyped now, it still follows known rules of innovation. There are nowadays popular, specific applications of AI in B2B Sales. AI in B2B sales is gaining terrain by quickly replacing and supporting time-consuming and easy-to-automatise tasks. In the last part of this article, I would like to advise companies and sales professionals.

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How to create accurate sales forecasts.

QYMATIX

You will learn here what options are available for making sales forecasts – with good results. If you work in (or with) sales at a B2B company, you have almost certainly been asked your opinion on future sales. Do many salespeople’s rough estimates produce good sales forecasts? Before we get into the various forecasting options, let us first address the following question: Sales forecasts: what are we talking about?

Artificial Intelligence Example to Rock Sales Controlling in B2B

QYMATIX

Machine learning (ML) and artificial intelligence (AI) hold the key to a tremendous improvement in sales controlling efficiency. Unfortunately, sales controllers in medium enterprises so far could not afford the implementation cost of artificial intelligence. I WANT AI FOR B2B SALES.

How to Define and Increase the Lifetime Value of your B2B Customers

QYMATIX

Sales and marketing B2B experts define customer lifetime value (CLV or often CLTV), lifetime value (LTV) or lifetime customer value (LCV) as the net profit attributed to the entire customer relationship. Sales leaders can predict lifetime value, yet it will still be a prediction.

Five Facts from our Software that you probably don’t know

QYMATIX

Here are five interesting facts we discovered while analyzing sales transactions of B2B companies. Are you interested in learning from your sales data? Artificial intelligence makes sales teams truly data-driven, while offering exciting insights. Using our Sales-AI software. Our AI-based predictive sales software analyzes sales transaction data and generates accurate customer behaviour predictions (cross-selling potential, pricing, and churn risks).

Why using artificial intelligence in B2B sales is inexorable.

QYMATIX

Would there be a B2B digital transformation without predictive analytics software? I expect the same inexorability of AI in Sales. It will happen without you and me, with or without Qymatix Predictive Analytics Software. Artificial Intelligence in B2B Sales is happening already, and you might be missing out. It is, therefore, by the same principle, it is unavoidable that innovations in B2B sales due to the advent of artificial intelligence will happen.

Why predictive analytics is not a magic ball

QYMATIX

Learn what predictive analytics can and cannot do. Predictive analytics enables companies to determine forecasts and probabilities of occurrence from customer data. The result is, for example, a sales target that you can probably achieve. In another blog article, I already described that managing directors and sales managers would like to know why certain events occur or not, why specific customers churn. Predictive analytics asks, “What will (probably) happen?”

Predictive Analytics & Controlling – How to use it in B2B Sales

QYMATIX

How the sales analytics tools you use impact your sales controlling. Controlling sales in B2B is increasingly becoming a high-tech game. It enriches the world of sales analytics with a substantial competitive advantage. Predictive analytics?

Data-driven Management – has Intuition had its day?

QYMATIX

In the business world, executives prefer analytically sound decisions. On this basis, combined with the current conditions of B2B sales, we give sales managers our recommendation for efficient decision making. What does this mean for B2B sales and sales managers?

Artificial intelligence: truth or myth?

QYMATIX

As developers and distributors of AI-based predictive analytics software for B2B sales, we spend the whole day dealing with topics related to machine learning, artificial intelligence and its acceptance in the B2B sector. Artificial intelligence in sales replaces salespersons.

Why is your ERP useless without AI?

QYMATIX

Even without the help of a computer scientist, a sales manager recognizes that the near future will bring considerable changes in his profession – triggered by artificial intelligence (AI). Soon machines will take over the job of a sales manager.

Qymatix is the winner of the “AI-Champions BW 2021 Award”.

QYMATIX

We are proud to announce that Qymatix Solutions GmbH with its AI-based predictive sales software has been selected as an award winner by the experts of the Ministry of Economics. Our vision is to help B2B companies use their sales data efficiently and make B2B sales more efficient through data-based recommendations for action. Qymatix is an AI startup helping B2B companies transform sales data into insights that support profitable growth.

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E-commerce trends: why German wholesalers are the next victim of e-commerce

QYMATIX

Complex multichannel sales, e-commerce platforms, the dangerous advent of Amazon business, and savvy customers deciding based on price only, are making a digital transformation imperative for German B2B distributors. What is the future of sales in industrial distribution? With revenues up by 4,4 %, the return on sales got still significantly weathered, in the first quarter of 2020, compared with the quarter before. CALCULATE NOW THE ROI OF QYMATIX PREDICTIVE SALES SOFTWARE.

E-commerce trends: why German wholesalers are the next victim of e-commerce

QYMATIX

Complex multichannel sales, e-commerce platforms, the dangerous advent of Amazon business, and savvy customers deciding based on price only, are making a digital transformation imperative for German B2B distributors. What is the future of sales in industrial distribution? With revenues up by 4,4 %, the return on sales got still significantly weathered, in the first quarter of 2020, compared with the quarter before. CALCULATE NOW THE ROI OF QYMATIX PREDICTIVE SALES SOFTWARE.

Business Intelligence in Tools in B2B Sales: Make or Buy?

QYMATIX

B2B sales intelligence – should you make or buy your tool? With the cost of sales sky-rocketing and customers changing their buying behaviour, sales intelligence has become critical to the success of any company. Business Intelligence (BI) was always critical in B2B sales.

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Launch of Qymatix Online Academy Pilot

QYMATIX

All you need to know about artificial intelligence in B2B sales. As a provider of AI-based predictive sales software , our experts deal with the collaboration of artificial intelligence (AI) and B2B sales on a daily basis. The content combines the two areas of expertise “artificial intelligence” and “B2B sales management” So, our courses are designed especially for people in B2B sales. The Qymatix Online Academy goes online in pilot!

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How to Drastically Improve Margins in Industrial Distribution with a Predictive Sales Software

QYMATIX

Predictive Sales Analytics helps increase customer lifetime value in B2B distribution. Industrial Distribution plays a critical role as a sales channel, a supply-chain backbone, and a product competence centre. Distributors deliver and secure sales volumes and help meet the diverse needs of a widely distributed and fragmented customer base. McKinsey analysed 15 year’s performance of more than 130 industrial distributors , with a combined $ 500 billion in annual sales.

6 Facts from Studies on Artificial Intelligence in B2B Sales

QYMATIX

In this post, you’ll learn about six interesting findings from various studies on artificial intelligence in B2B sales. If you’ve landed in this post, you may be considering whether and how you can use artificial intelligence for your sales. So, what’s the real benefit of using artificial intelligence in B2B sales? However, things look different regarding the “artificial intelligence (specifically) in B2B sales” niche topic.

How the corona crisis will change pricing management in B2B forever.

QYMATIX

A pricing analytics software supports B2B sales teams by providing accurate pricing prediction. Successful sales teams take pricing nowadays as interrelated to additional variables, such as customer attrition and potential. The most successful companies have adapted their sales priorities using a solid combination of personal communication, predictive sales, and AI-based recommendations. million direct sales partners in the country in 2020.

The relationship between customer churn and pricing analytics

QYMATIX

Sales practitioners usually associate attrition with the process of losing customers due to a sustained attack from your competitor. For example, in the field of Software-as-a-Service, there is a correlation between changes in pricing and sales growth. In their study, they have used sales data spanning over 44 months, 13,000 customers, with over 200,000 transactions , from a services provider. CALCULATE NOW THE ROI OF QYMATIX PREDICTIVE SALES SOFTWARE.

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Sales Psychology: Why Manipulation is Out in Sales

QYMATIX

The basis for this is customer and sales data. They show how customers currently feel about the company and what future sales opportunities there might be. Hard selling and manipulation in sales have no place here. The insurance agent deliberately uses psychological sales tricks to manipulate the lady into signing the contract in the end. The sales situation with the elderly lady and the insurance contract above is a suitable example for this.

Artificial intelligence in SMEs: 5 tips for implementation

QYMATIX

They need to show that AI, or AI software, like predictive analytics, is not a threat but can make daily work easier. At the outset of implementing an AI solution, such as for sales , SMEs should evaluate what benefits the measurement will bring them: What can AI get us, what can it do, and what can’t it do? For example, sales could mean gaining new insights about customers from existing data to increase sales chances.

What Salesforce’s Acquisition of Tableau Means for the Sales Industry

Miller Heiman Group

billion acquisition of data visualization company Tableau , bringing the future of sales analytics further into the spotlight. Miller Heiman Group President and CEO Byron Matthews told the New York Times that helping sellers visualize data is crucial to Salesforce’s growth and the acquisition’s impact will go beyond sales technology to profoundly affect the entire sales industry. and Prescriptive Analytics (“What to do in response?).

Struggling with Sales Enablement in Your Organization? Here’s How You Can Course-Correct Today

Miller Heiman Group

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. One reason that companies struggle to achieve their sales enablement goals is the way they think of the initiative. Align Sales Enablement to Your Business Goals.

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

Smart Selling Tools

The Sales analytics category has exploded in recent years, both in number and diversity. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). Sales leaders have been well trained over the past decade to believe that when it comes to data, more is better. Here are 3 key sales metrics you may be missing: 1. Sales Proficiency (Knowledge & Skills).

Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. The first question of each interview is perhaps the most important, “What are the top 3 ways your solution changes the game for a sales organization?” After rollout of their product, typical sales orgs spend 20 – 30% more time selling, which is really a game changer.

Nancy’s Sales App of the Week: @MyBuzzBoard

Smart Selling Tools

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BuzzBoard , a solution that streamlines the four essential elements of a sales process: discovering, engaging, closing, and onboarding. Sales ToolSkool Video Transcript: T oday I’ll be talking about an all-in-one solution that makes life easier for salespeople because it helps them close more business.