People Analytics: Growth-Factors CEOs Are Missing

Sales Benchmark Index

Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is. CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds.

174

Is Your Predictive Analytics Output Steak or Sizzle?

Sales Benchmark Index

Sales Strategy predictive analytics sales operations

169

What is Conversation Analytics?

RingDNA

Conversation analytics is the detailed examination and evaluation of live or recorded phone conversations between two or more people. The post What is Conversation Analytics? Inside Sales Sales Coaching Sales Enablement call analytics call recording sales conversations sales performanceIt uses technology to capture the conversation and generate reports on the structure, words used, emotions, […].

51

How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

However, there are prescriptive sales analytics solutions in the market today that present data to sales reps in an actionable and timely way, streamlining their account planning processes and helping them to better manage their time. First, let’s define prescriptive analytics.

122

Social Media Analytics Guide

Fill the Funnel

Get the 2015 edition of Social Media Analytics Guide & learn how to measure success on social media. The Social Media Analytics Guide covers all six of the major social platforms commonly used by sales and marketing professionals.

96

What if your sales analytics are missing the point?

Membrain

Sales analytics are supposed to make everything about your sales system more effective. Companies that market sales analytics technologies love to tout its benefits, from providing greater “insights” to promoting “optimization” of the pipeline. Sales Management Sales Analytics

60

Why Marketing Management Must Master Deep Digital Analytics

Pointclear

“But why,” she asked, “do I need to master deep digital analytics? She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics.

143

Your CRM Isn’t Cutting It; How to Prepare for the New Wave of Analytics.

Sales Benchmark Index

It’s Crunch Time – the Beginning of Q4. Are you going to hit your 2018 number? What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019? Only a handful of Sales Ops leaders can.

200

Why CMOs Aren’t Turning to Marketing Analytics Vendors for Marketing Analytics

InsightSquared

The big players — native reporting in marketing automation and cloud-based sales- and business intelligence (BI) vendors — have caused the ground beneath specialty marketing analytics vendors to shake.

82

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

107

How To Increase Customer Contacts By 200% With Relationship Analytics

Sales Hacker

The post How To Increase Customer Contacts By 200% With Relationship Analytics appeared first on Sales Hacker. Choice CRM Partner TrustSphere Webinars

83

Using Advanced Analytics to Optimize B2B Sales Force Strategies

Sales and Marketing Management

Teaser: All organizations now have a means of capturing detailed customer interactions via a CRM system – however, only recently are B2B organizations beginning to leverage the other two pieces of the analytics puzzle. Issue Date: 2014-10-10. Author: Paul R.

324

Add Some Color to Your Black-and-White Analytics

Sales and Marketing Management

Teaser: Utilizing visual analytics can bring nuance and color to an issue that once looked black and white, and allow your team to make more informed decisions. Issue Date: 2014-07-21. Author: Danny Wajcman.

276

How Speech Analytics Can Improve the Contact Center Experience

Pointclear

” Using speech analytics, McDonald was able to validate that excessive calls were the result of a recent system change. If you’ve ever called a customer service department for help, you’ve probably heard the message: “Your call may be recorded for quality assurance.”

219

Seven Steps to Understanding your Business and Monetizing Analytics

Sales and Marketing Management

Issue Date: 2015-01-09. Author: Phani Nagarjuna. Teaser: Early Big Data strategies and tools have focused on collecting as much data as possible, and shaking it all up in hopes that something useful would fall out.

338

Three Ways AI And Sales Analytics Work Together

Sales and Marketing Management

Here are three use-cases in which AI and sales analytics can work together today: . Today AI and analytics is leveraged to dissect thousands of hours of sales calls per month. Using AI for analytics, it is now easier than ever for companies to map out their future investments and hires, as well as fulfill the bigger company mission. Author: Sabrina Atienza Luckily, the days of the traveling salesperson are long behind us.

170

Solving the Sales Hiring Mystery with Predictive Analytics

Sales and Marketing Management

Author: Greta Roberts, CEO, Talent Analytics, Corp. Issue Date: 03-30-16. Teaser: The smartest users of predictive models have a portfolio of predictors for each candidate, so that hiring professionals can intelligently balance potentials and business needs.

209

ABM and predictive analytics: Two nails in the B2B salesperson’s coffin?

Sales and Marketing Management

Teaser: Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin? Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin? Issue Date: 2016-07-01. Author: Scott Benedetti.

261

Watson Analytics – Take A Peek Inside

Fill the Funnel

Are you ready to Go Inside Watson Analytics, IBM’s new tool that gives business users access to powerful analytics at their fingertips? Uncover the genesis and development of the new tool with IBM Experts on Watson Analytics, Thomas Dong and Kyle Weeks.

86

How Analytics Can Help Elevate Sales Operations from Tactical to Strategic

Accent Technologies

If you’re using sales analytics, you don’t have to choose. Sales Analytics Sales Techniques sales strategy sales tacticsTactical vs. strategic sales operations: which one wins out? Learn about the possibilities here.

59

Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Sales and Marketing Management

For Cisco Systems, leveraging data analytics to inform future processes is a part of everyday life. According to Senior Systems Engineering Manager Flavio Zanetti, the company uses data analytics to predict scenarios that might happen. “We We have analytics that show us specific regions and locations where our field teams are leveraging or selling our service more, and specific architectures that are becoming more relevant.

224

Make Marketing More Efficient by Embedding Analytics on Top KPIs

Pointclear

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.

177

Empower Your Small or Mid-Sized Sales Team With Better Call Analytics

Sales and Marketing Management

One of the best ways to gain actionable insight and visibility into inbound calls is through effective tracking and call analytics. One of the best ways to gain actionable insight and visibility into inbound calls is through effective tracking and call analytics. Issue Date: 2016-01-04.

232

How to Use Call Analytics Like a True Professional

Pipeliner

This groundbreaking system is none other than call analytics. Call analytics makes use of AI and voice recognition technology to automate call transcription and collect call data. Call Analytics Helps You Fine-Tune Your Customer Journey.

56

6 Ways to Use Call Analytics to Optimize Marketing and Sales

Sales and Marketing Management

Marketers spend around $20 billion each year on Web and CRM analytics. Marketers know analytics ranging from website abandon rates and CTR, to conversion rates and even repeat visitors. But when the phone rings there is a fairly large black hole, void of rich analytics data. This is what call analytics providers seek to provide. The idea behind call analytics is simple: pull data and analytics from calls.

231

Predictive Analytics as an Engine of Research and Development with New Product Launches

Sales and Marketing Management

Issue Date: 2015-08-07. Author: Lana Klein. Teaser: Innovation is the driving force of growth, but many new product ideas fail in the marketplace, leaving a trail of wasted time and resources. Sometimes the product idea is good but is poorly communicated.

288

Google Analytics – A Beginner’s Guide

Fill the Funnel

If you have a website or blog, you have undoubtably heard of and most likely installed Google Analytics. Because of this, we end up not taking advantage of the powerful insights available for free from Google Analytics.

58

Tell Me A Story: Three Tips for Communicating Marketing and Sales Analytics

Sales and Marketing Management

Teaser: While communication skills are written about frequently, tips for marketing and sales analytics are scarce. While communication skills are written about frequently, tips for marketing and sales analytics are scarce. Issue Date: 2015-12-04. Author: Cesar A. Here are three for getting your message through. Here are three for getting your message through. read more

161

How Sales Operations Enables the Sales Strategy

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics descriptive analytics pipeline management predictive analytics quota setting Quota setting process sales operations territory design win-loss analysis

165

Best Practices of Analytical Inside Sales Management

Jonathan Farrington

Top sales managers use data and analytics to better manage their sales team. Learn how to do the same: How To Be An Analytical Sales Manager. Join our webinar on June 12th, from 1-2pm EDT (6-7pm BST) to learn how to be a data-driven sales manager. .

88

Self-Service Data Prep: the Secret to Fast, Accurate Sales and Marketing Analytics

Sales and Marketing Management

Issue Date: 2016-08-03. Author: Frank Moreno. Teaser: Self-service data preparation (prep) is transforming how sales and marketing analysts as well as everyday business users are acquiring, manipulating and blending data by making the process quick, easy, accurate and consistent.

209

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

Pointclear

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. Regular marketing analytics reviews are critical success factors supporting our mission.

195

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Pointclear

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

201

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

Smart Selling Tools

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.”.

104

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.

InsightSquared

Reporting and analytics can only be as good as the underlying data – if the data does not exist, the reports cannot be effective. In order to win more customers, these shiny features become the focus of the product roadmap vs. more basic needs such as reporting and analytics.

63

The Sales Operations Guide to Revenue Growth

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy analyics b2b sales brad reynolds descriptive analytics efficiency forecast accuracy improve efficiency pipeline management predictive analytics sales enablement sales operations sales ops sales pipeline

151

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Pointclear

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results.

184

4 Simple Steps To Planning Your Most Effective Marketing Strategy

Sales Benchmark Index

Article Marketing Strategy action analytics brand planning budget planning campaign planning corporate Data Planning demand engagement execution market Market Research marketing strategy or planning product research strategy support tim foster

173

Leveraging Commercial Best Practices For The Sales Leaders Across The Portfolio

Sales Benchmark Index

Article Sales Strategy analytics b2b B2C ceo comp planning compensation cro cross-sell david aspinall deals EBITDA equity firm firms forecast stage historical trend analysis management PE pipeline and forecast private equity quota quota setting saas sales stage software topics upsell valuations

168

Website Analytics Can Tell You If You Are Winning Or Losing Future Customers

Fill the Funnel

Website analytics can tell you if you are winning or losing future customers. Whether an individual blog or a business website, understanding website analytics is a crucial skill. Here are some of the important numbers you should be watching in your web analytics.

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