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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.




Headlines

Survey: Despite the hype, AI adoption still in early stages

The hype surrounding artificial intelligence (AI) is intense, but for most European businesses surveyed in a recent study by SAS, adoption of AI is still in the early or even planning stages. The good news is, the vast majority of organizations have begun to talk about AI, and a few have even begun to implement suitable projects. There is much optimism about the potential of AI, although fewer were confident that their organization was ready to exploit that potential. Read more →

Data professionals spend almost as much time prepping data as analyzing it

Nearly 40 percent of data professionals spend more than 20 hours per week accessing, blending and preparing data rather than performing actual analysis, according to a survey conducted by TMMData and the Digital Analytics Association. More than 800 DAA community members participated in the survey held earlier this year. The survey revealed that data access, quality and integration present persistent, interrelated roadblocks to efficient and confident analysis across industries. Read more →

UPCOMING ANALYTICS EVENTS

INFORMS-SPONSORED EVENTS

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

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