Unlocking the power of data in sales. Business studies

1. Unlocking Sales
Success with
Analytics

2. Unlocking the power
of data in sales
Analytics plays an increasingly important role in
B2B sales—and high-performing sales
organizations take it to a new level to
differentiate themselves from the also-rans.

3. 01
02
Introduction
o High-performing sales
organizations excel in
analytics
o Analytics is crucial in B2B sales

4. The Importance of
Analytics in Sales
● Analytics delivers significant
improvements in growth,
efficiency, and effectiveness
● Most sales organizations
struggle with advanced analytics

5. 01
02
03
04
Radically improve
lead generation
Better match people
to deals
Maximize customer
lifetime value
Get the right price
Four Sources of Value in Analytics

6. Improving Lead Generation
● Companies use rich data sets to
identify the right customer at the
right time.
● Lead-scoring algorithms are used
to predict factors that matter in
lead conversion.
● Predictive insights and automation
are leading to more efficient lead
identification and conversion.

7. 01
03
02
04
Use analytics to
understand sales
success factors
Align sales planning
and resource
allocation
Identify high-
performing
salespeople
Integrate data to
assess field behavior
Matching People to Deals

8. Maximizing Customer Lifetime
Value
● Implement nextproduct-to-buy
algorithms
● Identify crosssell opportunities
● Recognize signs of customer
discontent
● Engage atrisk customers to
improve loyalty

9. 01 02
03 04
Getting the Right Price
Implement dynamic-pricing
engines
Use deal analytics for price
transparency
Identify similar purchases
and comparable deal
information
Generate optimal quotes
based on real-time data

10. Implementing Analytics
at Scale
● Focus on a limited number of use
cases
● Implement machinelearning
approaches
● Build dataanalytics talent
● Start with lowcost solutions
● Embed analytics within sales
workflows
● Drive change management for
action

11. 01
02
Conclusion
Advanced analytics brings rigor,
efficiency, and insight
Data and analytics differentiate
winners from the rest

12. Thank you. Please feel free to ask any
questions. 😄