Well informed, self-sufficient and knowledgeable sales teams are often the most successful sales teams. With productivity and performance being heralded a top challenge in nearly half of all B2B sales organizations, optimizing your sales team has never been more important.
Smart-selling has been one of the biggest buzzwords of late: salespeople that are informed, able to interrogate their sales data in a flash and actively unearth their next sale from a seemingly uninterpretable stack of data are the market leaders in every market. Sales people who are leaders are best able to analyze, prioritize, and consult with customers as knowledgeable trusted advisors. It is estimated that high performers are 3.5x more likely to use analytics than under performers.
The key to becoming these all-seeing, all-knowing experts and trusted advisors of the sales world is simple. Predictive analytics. A unique and often considered futuristic breed of cognitive technology tools, predictive analytics make use of the data created by your business every single day. By deploying DIGINTEL’ Advanced Predictive Analytics, DIGINTEL Analytics for Social Media, and DIGINTEL Expert Storybooks, these market leading cognitive tools can deliver insights, identify patterns, and point out anomalies that would previously be unknown.
Balancing new account acquisition and increasing market penetration with existent accounts is a delicate balancing act. The challenge is time vs. result of new account acquisition vs. growing the existent account through additional products, upsell, cross-sell, and new product or service innovation. Predictive analytics can help predict the most likely outcomes and upside leverage to increasing revenue and profitability.