Why Sales Analytics? article

1. Revenue Leadership For The Digital Economy:
Why Sales Analytics
Today’s buyers have more information and resources than ever. But they also have less
time, trust their peers and friends for recommendations, and yet are still creatures of
emotion and habits.
Sales analytics allows for faster, more robust and accurate personalization based on
buyer preferences, budgets, and readiness. In short, analytics helps find the sweet spot
in the market, focuses resources on customer when they are ready to buy, and provides
the insights on how to best close the sell.
Sales analytics is the science of identifying, scoring, and segmenting buyers based on
their preferences. Sales analytics enables us to understand each individual customer to
create personalized sales and service customer experiences.
Cold calling is dead. Dialing for dollars is a legacy concept of the past and simply does
not work in today’s Internet world. Pre-call research is a prerequisite to solution selling
as customers want to buy and not be sold. A critical success factor is to know and
understand the profile and preferences of your customers before the sales process
initiates.
Sales analytics ensures:
Scalability: Focus resources based on segments and preferences.
ROI: Driven by business intelligence.
Efficiency: Patterns in customer behavior govern sales and marketing actions
around unique customer needs.
Loyalty: Personalized experiences includes customized offers that evolve over time
as customers’ behaviors change.

2. Work smarter not harder with analytics.
Analytics offers the crucial ability to transform data into insight and uncover opportunities
for growth. The revenue science which can be applied using sales analytics includes:
1. Segmentation Analytics
2. Pricing Analytics
3. Profitability Analytics
4. Bundling Analytics
5. Prospecting Analytics
6. Channel Optimization Analytics
7. Workforce Management Analytics
8. Sales Resources Analytics
9. Predictive Selling
By taking a more scientific approach to selling and applying sales analytics judgment
and intuition are aided with fact based decision making.
Are you stuck in incrementalism?
Use sales analytics to better manage revenues and customers.

3. Here are a few example results:
10 to 20% increase in response rate
20 to 50% lower customer acquisition
cost
50 to 300% > campaign ROI cost
On average, multichannel customers spend 30 to 50% more than single channel buyers.
Can you afford not to use Sales Analytics?
Buyerlytics is Infinity Contact’s scientific system for managing
revenues based on customer preferences.
Learn more about Infinity’s Buyerlytics System™at:
http://www.infinitycontact.com/RevenueLeadershipSystem/