Sales analytics is bringing science to selling. A more scientific approach to selling using sales analytics is helping companies overcome competition and satisfy demanding customers by focusing resources on customers.
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Data segmentation is focusing resources on qualified buyers so that every dollar is spent on a customer.
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Data is helping sales agents market complex product and service offerings based on customer preferences and history.
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Data analysis is creating business intelligence which is embedded into business rules to guide selling and promotion tactics.
Sales analytics beyond standard reporting includes business intelligence embedded into business rules to drive the sales pitch, offer, price, and promotion.
Sales analytics enables sales to be a service.
- Integrate the marketing, sales, and service functions around customer and market segments to provide both a personalized and seamless customer experience.
Sales analytics helps answer the following questions:
Question: How do you acquire and retain more customers using their preferred channels?
Question: How do you connect Sales & Marketing and Customer Relations to provide a seamless customer experience?
Question: How do you achieve greater share of wallet and per customer spend with better sales ROI?
Question: Which customer segments have a propensity to buy and which prospective customers should I prioritize?
Improve marketing performance.
To leverage sales analytics is part of the overall revenue science approach of management science based on customer preferences.
In today’s world do customers prefer to be
- sold to or to buy?
- Talk to a sales person on the phone or have the option to interact across multiple channels?
Coupled with segmentation analysis & predictive modeling, sales analytics creates predictive sales based on business rules. In summary, sales analytics enables us to understand each individual customer to create personalized sales and service customer experiences.
Download more information on sales analytics here.
Sales Analytics eResources:
Sales Performance Management Industry Market Share Landscape
Cool Vendors in CRM Sales, 2012
Must Have Sales Tools in 2013
How to Use Analytics to Improve Sales Productivity in 2013
Sales Leadership Institute.org
Website and Marketing Automation Market Share Landscape
