26 Jan Sales and Marketing Predictive Analytics: The Periodic Table
Sales and marketing teams produce a tremendous amount of (big) data. That data can help sales and marketing professionals to make smarter decisions about where to focus effort to win. But predictive, and its successor, prescriptive, sales and marketing technologies are about more than data. They’re about using data to enhance decision making — the ultimate kind of sales enablement solution.
Consider your pipeline. Your sales team has a limited amount of time available. If you want them generating big numbers you need them focused on converting the deals that have the highest propensity to win. What are the deals that are most likely to win? Looking at the attributes of successful sales can help you identify where to place your bets.
Or consider your messaging. Which messages are going to resonate with and advance your prospects? Look back at how content and specific business cases, success stories, and other materials influenced and drove prospects. Then apply these best practices to help your team message more effectively.
Getting to a Scientific Approach to Sales and Marketing Decision Making
This is all about turning traditional gut-based sales and marketing decision-making into a scientific approach. Predictive analytics technologies for sales and marketing use data about how different elements of your go-to-market are successful, understand what factors influence or signal a propensity to succeed, and use that data to make better focus and resourcing decisions. Better decision making means better sales enablement.
Because it’s science (Science!) we decided to compile a list of some of our favorite predictive analytics technologies for sales and marketing into a suitably scientific format — a periodic table.
Don’t see your company or favorite solution? Email [email protected] to let us know. We’ll be sure to consider you for future editions!
(Click to view larger)