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Predictive Sales Analytics: The New Normal?

Smart Selling Tools

Developments in Analytics technology is driving genuine innovation in the form of predictive sales analytics – a move that is shifting the new normal of what the B2B sales process looks like. Predictive analytics is an estimated $5 billion market that has seen $1.2 billion in VC funding specific to sales analytics. History is now repeating itself. applications.

Will Industrial Analytics fuel the jump to IIoT Hyperspace?

Babette Ten Haken

Industrial analytics can become the fulcrum for competitive advantage within the industrial IoT (IIoT) space. However, advantage is gained based on how companies wield analytics platforms and tools. Industrial analytics describes nothing less than when, how, why and where all data within manufacturing operations are collected, analyzed and utilized.  What should Happen?).

“Incentives Drive Behavior” Cracking the Code with Predictive Analytics #CALDC3

Smart Selling Tools

Additional revenue can be generated without the participation of a salesperson. CallidusCloud held their Connections conference last week at the Wynn in Las Vegas. Connections is an annual event for anyone, customers and non-customers alike, who is interested in “discovering new ways to modernize their business and embrace the evolving customer.”. Yes, I know how odd that sounds.

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Aviso provides the leading predictive insights software designed to help sales teams optimize their performance and exceed their revenue goals. Our flagship product, Aviso Insights, delivers powerful business analytics that help sales people prioritize deals, deploy resources, get early warning indicators, thereby driving revenue growth for any enterprise. Rao, CEO of Aviso.

Cart Abandonment: A Three-Pronged Approach to Recapturing Revenue

Software Business Blog

trillion (US) in combined B2B and B2C online revenue , they also left more than $4 trillion on the table , or, to be exact, in the shopping cart. You don’t need to be a mathematician to recognize the lift you could realize by capturing just a small fraction of that revenue currently lost to cart abandonment. Use your Analytics. And while businesses received approximately $2.5

Challenges Transitioning to Universal Analytics

Software Business Blog

Ever since Universal Analytics was announced back in 2012, questions filled the minds of web analysts all around the world. Recently, Universal Analytics rolled out of Beta – it’s set and ready to go – the question is, are you? Universal Analytics is soon going to be ‘universal’ (literally) whether you’re prepared for it or not. How is Universal Analytics Different?

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. Duncan:   We see too much focus on process tools and a misguided belief they will drive significant incremental revenue. Welcome to our biweekly blog feature. That’s Qstream.

Smart Selling Visions: Up-Close with Top Revenue Leaders

Smart Selling Tools

But how do you access and understand the vast amount of constantly changing business data with applications that only segment data on traditional facets such as location, revenue, employee size and industry code?  We’ve launched a new weekly blog feature. Each week, I’ll interview an executive from one of the top sales and marketing solutions company. OneSource is now Avention?.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


In part one , I provided insight into the why and what of a lead-to-revenue assessment. Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? Measurement and reporting: What are we tracking, measuring, and reporting on to ensure our lead-to-revenue performance is optimized?

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

We help deliver instant, customized content to the salesperson on any device – shortening sales cycles and increasing revenue. And are you aligned on revenue, customer acquisition and retention goals and metrics? This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. Nancy:  What does Channel Rocket do?

Avangate Spring ‘16 Release: Maximize Revenue Growth with Conversion & Retention Enhancements

Software Business Blog

With the Spring 2016 release, Avangate continues to build on its all-in-one platform designed to accelerate your path to revenue and enhance customer relationships. New analytics and business intelligence features simplify the way you access your Key Performance Indicators for your business. Marketing Campaigns – Revenue uplift tools contribution. Threshold Promotions.

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

Smart Selling Tools

ClearSlide also collects detailed analytics about how customers interact with the content.  Al:  I’m excited about the development of how companies are utilizing data and analytics – I think that when you take new sources of data and apply it to business problems in ways that haven’t been thought of before, you’ll drive tremendous value. Nancy:  What does ClearSlide  do?

4 Ways Real Companies Sell Smarter with Sales Analytics

Microsoft Dynamics

paltry 15 percent of organizations use analytics to drive objectives. Investing in analytics isn’t just a nice idea if you have the time and money to make it work. Sales analytics is a time-tested way to get more from the employees and customers you already have and uncover opportunities you may have missed. Analytics can turn traditional methods into sure-fire outreach.

Smart Selling Visions: Up-Close with Top Revenue Leader Umberto Milletti, CEO of @InsideView

Smart Selling Tools

In today’s world, companies need to develop targeted, engaging communication with their market, and having relevant, timely intelligence is the key to energizing all types of revenue-driving activities. This real-time intelligence is then integrated with revenue workflow—marketing, sales and service automation—so that it can be used in context to help close more deals more often.

Smart Selling Visions: Up-Close with Top Revenue Leader Adam Hollander, CEO of @FST_Games

Smart Selling Tools

Adam:  From a marketing and sales perspective, companies are getting much smarter around using digital tools and analytics to refine and optimize their process for reaching, acquiring and retaining their customers.  This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Adam Hollander, CEO of Fantasy Sales Team.

Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

B2B Lead Blog

Tweet According to MarketingSherpa’s just-released 2013 Analytics Benchmark Report , only 37% of respondents said they routinely used analytics for their marketing planning. Which ones resulted in revenue. Furthermore, Sales should be focused on closing business and generating revenues, not updating forms.”. Which ones were accepted by Sales. The number that closed. 2.

Smart Selling Visions: Up-Close with Top Revenue Leader Barry Nelson, CEO of @theFactorLab

Smart Selling Tools

It delivers unique analytics so you can identify easier and simpler ways to improve. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning  and their vision for the industry. . This week I interview Barry Nelson, CEO of FactorLab.

Smart Selling Visions: Up-Close with Top Revenue Leader Garin Hess, CEO of @DemoChimp

Smart Selling Tools

We’re unlocking that additional revenue growth that companies could have with the exact same sales force but are currrently leaving on the table. So, today’s decision-makers shouldn’t be looking for more data, or even more analytics to understand that data, they should be looking for more ways to actually put that data to work every day to run their entire business. That’s helpful.

Smart Selling Visions: Up-Close with Top Revenue Leader Mark Kopcha, CEO of @Revegy

Smart Selling Tools

Unlike traditional CRM and SFA solutions that provide a historical view of account activity, Revegy focuses on what activities need to be performed to minimize risk, grow revenues and boost win-rates. This post is part of a series of Executive Interviews of top sales and marketing solutions company. This week I interview Kopcha, CEO and Presidentof Revegy. Nancy: What does Revegy  do?

How to Maximize ESD Revenue with Effective Cross-Selling

Software Business Blog

Now, let’s look at cross-selling tactics that can give your revenue a big boost. Note: You can also explore up-selling here, by proposing a higher-priced ecommerce software platform with SEO, analytics and email management. Strategic alignment is critical to optimizing revenue and reaching out to new users. When you’re marketing new products to existing customers.

80% Of Our Revenue Comes From…….

Partners in Excellence

Data is powerful.  We’re all enamored with analytics and what they can tell us about our customers and our business.  Here’s the premise: “80% of our revenue comes from our top N customers.”  Their observation is right, 80% (or 70 or whatever—it’s the majority) of the revenue comes from the top N customers. The examples go on. 

Smart Selling Visions: Up-Close with Top Revenue Leader Geoff Rego, CEO of @myHushly

Smart Selling Tools

Leveraging big data technology to more accurately predict propensity to buy, revenue attribution to marketing analytics, sales enablement that can make a dramatic impact to a sales team’s overall success are top marketing initiatives of best-in-class companies. This post is part of a series of Executive Interviews of top sales and marketing solutions company.

When Do You Really Need a Chief Data Officer?

Tech Bytes

Data is now recognized as a fundamental business asset, a natural resource, a driver of innovation, a source of revenue, a creative force for new products and new wealth, and a job opportunity gold mine for those with the right skills. Bhargav Mantha ZS Associates ZS Analytics Chief Data Officer cdo

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Make Marketing More Efficient by Embedding Analytics on Top KPIs


Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system. Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Combining Google Analytics & Your Sales Funnel to Create the Perfect Lead Gen Formula

Buyer Zone's Lead Generation Blog

Much has been made in recent years of the value of Google Analytics (or other onsite analytics) to your marketing campaigns, but it is so easy to get lost in that data and start focusing too much on metrics that really don't matter. You can break everything down by revenue. Make your analytics tell a story. Awareness. Consideration. Action. Then track it!

#Slacktivism in #SocialSelling and Impact on Revenue – Sales eXchange 227

The Pipeline

Mining these data for insight — so-called social media analytics — does not “engage the unengaged”; quite the opposite.”  By  Tibor Shanto  - Its one thing to “like” the Facebook page for an upcoming cause based rally, it’s another to actually show up. Liking on Facebook may mean less giving. What’s in Your Pipeline? Tibor Shanto.

3 reasons why Shopping Cart Custom Domains will mean the end of your web analytics problems

Software Business Blog

After reviewing hundreds of Google Analytics implementations on ecommerce websites one thing caught my eye: more than 90% of Google Analytics tracking of third party shopping carts end up with errors. Google Analytics uses cookies to track visitors and those cookies can only be accessed by the domain on which Google Analytics is installed, i.e. your website.

3 reasons why Shopping Cart Custom Domains will mean the end of your web analytics problems

Software Business Blog

After reviewing hundreds of Google Analytics implementations on ecommerce websites one thing caught my eye: more than 90% of Google Analytics tracking of third party shopping carts end up with errors. Google Analytics uses cookies to track visitors and those cookies can only be accessed by the domain on which Google Analytics is installed, i.e. your website.

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Most interesting quote: It’s not just about email analytics (number of opens, click-throughs, etc.) It’s about whether or not the end goal of the content/nurturing program was achieved (did you shorten the cycle and did you influence opportunities that lead to deals). I just returned from attending DemandCon in San Francisco. Why don’t they? You do have an end-goal defined, right?

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps


When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. And analytics expertise without leveraging technology results in uninformed “what ifs” and conjecture. Regular marketing analytics reviews are critical success factors supporting our mission.

The circus known as Dreamforce and the company behind it: A 2014 Retrospective

Brian Vellmure

Salesforce 1 is the underlying platform for all of their clouds (at least in their messaging); Sales cloud, Service cloud, Marketing cloud, Community cloud, and Analytics cloud (also “announced” at this year’s Dreamforce). This has driven their incredible run of record revenue growth. What Salesforce has done with Dreamforce is astounding. It’s amazing.”

Cool Companies Interview Series – About Big Content with Treparel  

Software Business Blog

Still, with the help of Business Intelligence and Business Analytics tools, most companies are focusing on analyzing, reporting on and visualizing structured data (financial data), essentially tackling just 20% of the enterprise data and neglecting the remaining 80%. JK : The buyers of our software are private and public organizations that, most often, provide Analytical use cases.

What midsize enterprises can learn from baseball’s small market teams on Opening Day 2014

Brian Vellmure

These teams, like the New York Yankees and Boston Red Sox have the budget to acquire high profile athletes, have lucrative TV deals and millions of fans in their home markets and beyond, contributing significant licensing revenue. There is a revenue sharing plan in place in Major League Baseball that helps balance things a bit. Better Analytics. Better Management. Enough talk.

Sales Leadership – A FREE Health-Check

Jonathan Farrington

Essentially, the task of the sales leader is to produce revenue for their company through the operations of the sales staff for whom they are responsible. The size of this revenue, and the profit (however defined) which it should show, are usually predetermined in order to achieve the aims of company policy. Planning. Organizing. Training/Coaching. Control. Motivation. Summary.

Webinar Replay: Tips for Using Social Media in B2B Marketing


Below are some best practices Kushner discussed around content and analytics. What are the four major analytics to measure in your social efforts? For more insight into how B2B companies drive revenue through social, watch the full webinar replay here. B2b marketing lead generation marketing automation reporting & analytics socialB2B Social vs. B2C Social.

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Global CEOs chart the course into unchartered waters for the Next Generation Enterprise

Brian Vellmure

This is lending itself to the creation of new value chains, new revenue models, and in some cases, new industries. “ Big Data, Analytics, and Insights. Analytics investments are finding a sweet spot tying the increased focus on customers to the ability to harness insights from data. Courtesy of Jay Cross [link]. Change is swift. Cycle times are shortening. Potential.

It’s in the Numbers: Building High-Performance Sales Teams Through Data Analytics

Sales Training Advice

Everybody talks about data analytics in marketing and how it’s critical to find prospects who look like your existing customers. But data analytics is just as important for finding, hiring, managing, and retaining the right talent. Through a combination of predictive analytics and behavioral insights, you can now find not only the right person for the job, but also someone who’s highly likely to succeed in the role. Judi Hand is president and general manager of Revana , which provides leading technology-enabled revenue generation solutions. Sales Management

How to Get the Most Out of Google Analytics

Vertical Response

Google Analytics , (or GA for those in the know), is the true alpha male of its division – The name has become synonymous with free web analytics tools. If, However, fear no more, here are 5 custom Google Analytics reports that will make your life easier (and revenue greater). 1. The post How to Get the Most Out of Google Analytics appeared first on VR Marketing Blog. SEO/SEM Tools/Services email marketing Google Analytics keywords PPC reporting SEM web analytics Goals. Site Content Popularity. High-Value Landing Pages. Traffic Sources.

8 Ways Big Data Will Impact Sales in 2017


The research conducted by McKensey has discovered that more than 25% of business revenue comes from innovative pricing decisions. Pricing has the potential to drastically improve company’s revenue. Setting the best prices is a major analytic challenge, especially in big companies that sell thousands of products per day. In the near future, they’ll use big data analytics in order to improve the customer responsiveness in their campaigns and gain a greater customer insight. Better customer analytics. Sales and marketing are definitely on the top of this list.

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Enterprise Software Chronicles: A synthesis of the rapidly evolving customer technology landscape

Brian Vellmure

With ExactTarget , Salesforce picks up a company with a large install base with at least twice the revenue of Marketo and for likely less than twice the multiple of trailing twelve months revenue. InQuira and Endeca – Big Data & Analytics. Speaking of analytics. They have increased their revenue for 37 consecutive years. Billion. Lithium. NetSuite.