What would YOU want to predict? Account Management Team Performance Lead Gen Sales performance measurement Reps, teams, enterprise Goals/forecasting Process improvement Account portfolio management Ideal for transactional sales Lead gen/prospecting Timing of calls Cross & upsell Customer attrition Shorten buying cycles
Increase productivity = Better results with same or fewer resources: time, money, people typically these customers are top of mind other customers are under-served, resulting in lower future value
Inside Sales’ specific challenges can be addressed with predictive engine at core
Valgen delivers al a carte modules that drive rep actions based on predictions cf = customer focused
Valgen delivers al a carte modules that drive rep actions based on predictions Prediction for each stage of funnel, with market data Keep early stage customers top of mind Leverage best time to call for better conversion Find “next-best’ product or most likely category Nurture high value/high potential accounts cf = customer focused
Examples from some of our projects supporting inside sales Fast-growing GPS fleet tracking company Global leader in eye care Leader in mobile solutions world wide Midwest based diversified adhesives manufacturer Lead gen for appointment setting New Product Launch Attach accessories to radio sales Reduce customer attrition
Top tips for predictive analytics to yield strong, sustainable results Integrate … with tools and systems already in place; focus on a pressing goal Involve Don’t try it in isolation; involve sales from the beginning Iterate Set baseline and forecast, test, measure, adjust, test, measure...
How you can grow a culture of predictive analytics within inside sales Think Big! Picture, that is… patterns, causes Connect … the dots across data points, sources Start Small Solve one objective, build, adapt Leverage Company-wide tools and resources Make it easy For reps to use and focus on actions