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Sales and marketers have a wealth of data at their fingertips from both internal and external sources that can help uncover what prospects want and need to hear. Using Big Data, analytics, and machine learning, companies can tailor their message to each potential customer. In this way, analytics distinguishes your pitch from the crowd and increases the chances that a deal will close. Throughout the sales process, analytics makes sales and marketing teams smarter, more efficient and more effective, not to mention more aligned, which is linked to sales productivity. It is a necessity in today’s competitive landscape, and as predictive analytics takes off, will only become more essential.
Businesses are increasingly relying on predictive analytics to synthesize data, optimize their operations, and Mobile Phone Number List improve decision-making. Gartner’s Hype Cycle for CRM Sales (2015) pegs Sales Predictive Analytics as a high-value technology over the next two to five years, and Forrester Research found that nearly two-thirds of marketers are implementing or upgrading predictive analytics solutions today or plan to do so in the next 12 months. Predictive analytics takes sales teams from reactive to proactive. Without availing themselves of these tools, companies will find themselves left in the dust. As you continue to read about social media strategies online, much of the information for social strategies is focused on business-to-consumer (B2C). But there are huge differences between B2C and Business-to-Business (B2B) strategies. Let’s discuss some of them: Decision-Maker – while a B2C purchase decision can have short cycles and be dependent upon the buyer or a couple making the purchase, business decisions often have multiple levels of approval and longer buying cycles.
Results – when a consumer makes a bad purchase decision, the penalties are quite different from a business. of their management, may even lose their job, and may lose revenue or profits if the product or service doesn’t perform per expectations. Volume – while profit margins may be similar, the volume necessary to meet sales goals typically differs greatly. B2B buyers often work on a smaller, much highly targeted group of prospects. Talent – short buying cycles and high volumes require intense marketing and advertising efforts. B2B requires great marketing and advertising, but even more so requires an incredible sales team to consult the seller and assist them. And not just with the sale, but helping them with their overall business efforts. Sales people who are trusted advisors and an asset to their industry are the most successful. This article from Sprout Social details a majority of the tactics necessary to incorporate a successful B2B social media strategy. For some reason, a lot of B2B companies have either struggled to grasp social media marketing or flat out ignored it.
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