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Tag "marketing analytics"

ABM and predictive lead scoring – a primer for success

    ABM and predictive lead scoring – a primer for success

Account-based marketing (ABM) – and the related technology of predictive lead scoring – is dramatically changing the face of sales and marketing. The difference is like spearfishing when all you’ve known before is dragging a net. It’s much more precise and uses analytical processes to ensure that your efforts are focused on the results your organization needs and your leads are more efficiently converted to sales. For enterprise sales, ABM is critical because B2B sales are much more tightly focused than B2C sales.

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Forum: Revisiting advertising effectiveness

Does advertising work? Few will deny that advertising plays an important role in building awareness. The idiom, “out of sight, out of mind,” speaks to the importance of being seen in order to even be thought of. Looking back over the years, however, there’s a strong case to be made that advertising as we know it has been a mixed bag financially. And while emerging forms of advertising improve our ability to target, modern channels are being questioned just as much as traditional media in terms of overall effectiveness. What appears to be certain is, as consumers have greater access to information, the link between an ad’s effectiveness and the intrinsic “compellingness” of what’s advertised is likely to increase.

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Executive Edge: The devil is in not having details, so get granular

Averages lie to you. One of our publishing clients looked at the average sell-through rate of its online advertising inventory and noted it was 70 percent. “We can launch a metered paywall, and as long as we do not lose more than 30 percent of our inventory, the lost advertising revenue should be minimal,” they thought.

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Driving smarter decisions on pricing, promotion

    Driving smarter decisions on pricing, promotion

The consumer goods industry thrived for years on its ability to please the average shopper. From toothpaste to soap powder, it knew how to give people what they wanted – and how to sweeten the purchase with the right price, a tempting discount or a great deal. But for the last decade the sector has struggled to grow – both in terms of revenues and margins.

The world has changed, and consumer goods companies have – by and large – found it hard to adapt. Brand loyalty is harder to come by, as more people shop at discounters or go online for the best deals. Digital disruption has opened the market to new companies with different business models. Recent EY research found 45 percent of companies in the industry were struggling to keep pace with changing consumer needs and behaviors.

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Study: Consumers buy close to what they first searched online

    Study: Consumers buy close to what they first searched online

Given the ease of online search, consumers can explore and discover hundreds of available items in any category. Retailers and advertisers are keen to influence the search and final purchase through better product recommendations and targeted advertising. A forthcoming article in the INFORMS journal Marketing Science studies online search and purchase behavior of consumers in the digital camera category and finds that even though consumers may search for extended periods of time, what they purchase tends to be remarkably close to items they searched and found in their very first search.

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Missing Metric: The human side of sales analytics

    Missing Metric: The human side of sales analytics

The days of thinking about sales professionals as glad-handers who achieve results through client lunches and wheedling are over. As data-driven sales and marketing approaches take off, a new breed of sales staff is helping category-leading organizations achieve their audacious revenue targets via data science, predictive analytics and automation. The trend is giving rise to an exciting field of new sales tech that already is showing positive returns.

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Analytics Blog

Electoral College put to the math test


With the campaign two months behind us and the inauguration of Donald Trump two days away, isn’t it time to put the 2016 U.S. presidential election to bed and focus on issues that have yet to be decided? Of course not.

Headlines

Stereotypes hold back girls’ interest in STEM subjects

New research from Accenture reveals that young people in the United Kingdom and Ireland are most likely to associate a career in science and technology with “doing research” (52 percent), “working in a laboratory” (47 percent) and “wearing a white coat” (33 percent). The study found that girls are more likely to make these stereotypical associations than boys. Read more →

Gartner: Connected ‘things’ will jump 31 percent in 2017

Gartner, Inc. forecasts that 8.4 billion connected things will be in use worldwide in 2017, up 31 percent from 2016, and will reach 20.4 billion by 2020. Total spending on endpoints and services will reach almost $2 trillion in 2017. Regionally, China, North America and Western Europe are driving the use of connected things, and the three regions together will represent 67 percent of the overall Internet of Things (IoT) installed base in 2017. Read more →

U.S. News: Analytics jobs rank among the best

When it comes to the best business jobs, analytics- and operations research-oriented disciplines dominate the list, according to U.S. News & World Report’s rankings of the “2017 Best Jobs.” In order, the top five “best business jobs” listings include: 1. statistician
, 2. mathematician
, 3. financial advisor, 
4. actuary, and 
5. operations research analyst. Read more →

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2017 INFORMS Business Analytics Conference
April 2-4, 2017, Las Vegas

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July 26-28, 2017, Rotterdam, the Netherlands

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