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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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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.


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Accenture security report identifies top cyber threats

With recent large-scale cyberattacks signaling a growing front in destructive threats and business impact, a new midyear report from iDefense, part of Accenture Security, reveals how threat actors are continuing to evolve their ability to avoid detection. Based on in-depth analysis, the report anticipates a growth in the number of threat actors who are rapidly expanding their capabilities due to factors such as the proliferation of affordable, customizable and accessible tools and exploits. Read more →

Job searchers: It’s not just who you know, but how well you know them

While online networking sites enable individuals to increase their professional connections, to what extent do these ties actually lead to job opportunities? A new study in the INFORMS journal Management Science finds that, despite the ability to significantly increase the number of professional connections and identify more job leads with limited effort on these sites, unless the connection is a strong one, they typically will not lead to job offers.  Read more →

UPCOMING ANALYTICS EVENTS

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Essential Practice Skills for High-Impact Analytics Projects
Sept. 26-27, Executive Conference Center, Arlington, Va.

Foundations of Modern Predictive Analytics
Oct. 2-3, VT Executive Briefing Center, Arlington, Va.

2017 INFORMS Annual Meeting
October 22-25, 2017, Houston

2017 Winter Simulation Conference (WSC 2017)
Dec. 3-6, 2017, Las Vegas

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