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Tag "sales 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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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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Headlines

FCC wins 2018 INFORMS Edelman Award

The Federal Communications Commission (FCC) won the 2018 Franz Edelman Award for its use of operations research (O.R.) as part of a revolutionary approach to address the rapidly growing need for additional wireless spectrum in the United States and Canada. The prestigious award, which recognizes outstanding achievement in advanced analytics, O.R. and management science, was presented by INFORMS at the Edelman Gala held April 16 in Baltimore in conjunction with the 2018 INFORMS Conference on Business Analytics and Operations Research. Read more →

BNSF Railway receives 2018 INFORMS Prize

BNSF Railway was awarded the 2018 INFORMS Prize for its pioneering and enduring integration of operations research (O.R.) and analytics programs throughout the organization. The prize was presented at the Edelman Gala held April 16 in Baltimore in conjunction with the 2018 INFORMS Conference on Business Analytics and Operations Research. Read more →

Ethics article earns Mission Award from Notre Dame

An article co-authored by Scott Nestler and David Hunt, both longtime and active members of INFORMS, was named a winner of the Mission Award from the Mendoza College of Business at the University of Notre Dame. The article, “Using INFORMS ethics guidelines in the classroom,” appeared in the February 2017 issue of OR/MS Today (the INFORMS membership magazine). The Mission Award recognizes one or more Notre Dame faculty members for a specific research work that contributes to the common good. Read more →

UPCOMING ANALYTICS EVENTS

INFORMS-SPONSORED EVENTS

2018 INFORMS Conference on Business Analytics and Operations Research
April 15-17, 2018, Baltimore

CAP® EXAM SCHEDULE

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