Posts Tagged ‘Predictive Analytics’
Predictive Dialers vs. Predictive Analytics
Just like professional athletes, sales professionals need state-of-the-art equipment to elevate their game and outplay the competition. Some organizations have turned to dialing technologies like predictive dialers, which work to determine how many lines to dial in order to get a response. Unfortunately, predictive dialers are a 30-year-old, outdated technology suffering from many limitations and even…
Read MoreHow Predictive Analytics Is Changing Sales Forever
Sales teams aren’t always the first to take advantage of exciting, new technologies. They’re usually too busy hustling to hit quota to play around with shiny objects. So, it should come as no surprise, really, that the sales industry is one of the last groups to embrace the power of predictive analytics. In the past…
Read MoreCEO Dave Elkington Answers Your Burning Questions on XANT
Want to know the secrets behind XANT’s breakaway success? Today is your lucky day. XANT CEO Dave Elkington discusses the ups and downs of building a fast-growing technology company in an in-depth radio interview on KCPW’s “The Bottom Line.” In a wide-ranging conversation with KCPW host Doug Wells, Elkington shares the intimate details, difficulties, pain,…
Read MoreXANT CMO Mick Hollison Reveals How Sales Teams Are Leveraging Predictive Analytics
It’s getting harder and harder to distinguish sales from marketing. Glenn Gow, from Crimson Marketing, recently interviewed XANT CMO Mick Hollison on the Moneyball for Marketing podcast to address this timely topic. Hollison revealed how smart sales teams are taking a page from marketing’s playbook by using predictive analytics and big data to close deals…
Read MoreHere’s What a $100 Million Day Looks Like
As soon as XANT announced its $100 million Series C funding round Monday morning, the calls and emails started flooding in. The company expected to get some coverage of this exciting news, but the frothy media frenzy that ensued completely blew us away. Reporters, commentators and bloggers — from “The Wall Street Journal” to Bloomberg…
Read MoreWhat Shakespeare Can Teach You About Predictive Analytics
Predictive analytics and Shakespeare have more in common than you think. At least, according to Brian Kardon they do. Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. And he invoked some help from Shakespeare. The main takeaway? “The past is prologue.” This quotation from Shakespeare’s…
Read MoreLike Moneyball – Sales Data Wins the Day
In the movie Moneyball the Oakland A’s baseball team was at the bottom of their game. To quote the movie … “There are rich teams, there are poor teams, then there is 50 feet of crap, and then there is us.” Based on a true story of the 2002 Oakland A’s who used statistics to hire…
Read MoreThe Meaning of “Result Y”
We forget sometimes just what exactly it is all this technology in business is supposed to be doing for us. The point of it all is that ultimately we want to replace the aspect of human intuition….or do we? On the surface you’d think that was it, right? If anything, we want sales to be…
Read MoreLooking Backwards and Forwards From 2011: Predictive Sales Intelligence Will Redefine CRM and the Sales Process
One of the problems we all have with technology is that we soon forget that what is now commonplace was once rare or non-existent. New technologies penetrate the market so rapidly that total market transformations can occur in the space of under three years (and some might say even less). It’s barely been a decade…
Read MoreAnalytics, CRM, and “Sales Prevention”
Ran into a great blog by Bob Apollo (@bobapollo on Twitter) on the Inflexion-Point Blog this morning that really got my wheels turning, entitled “Is your CRM system a sales prevention system?” Since one of my company’s biggest products is a lead management CRM, I was intrigued by Bob’s five “danger signs” that a company’s…
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