Selling Analytics to Sales – Analytics Cold-Calls the Sales Team

It’s only a matter of time before sales becomes "one of the most important domains for Big Data and analytics."

In mature industries where margins are tight, even the slightest change in pricing levels, or whether free shipping or other rebates are thrown in, can make a big difference to a company’s bottom line. "Margin is a game of inches, [yet] people still make deals based on gut feel or tribal knowledge,"

By
Michael Hickins

Full Story: http://blogs.wsj.com/cio/2014/02/28/the-morning-download-analytics-cold-calls-the-sales-team/

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Inteneo Systems – Big Data/Business Intelligence Expertise and Leadership from Big Sky Country – http://www.inteneosystems.com 406-531-8119

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Selling Analytics to Sales

That sales would take little advantage of Big Data and analytics is somewhat surprising, since selling is how most companies make money, and management teams are always very interested in how salespeople are doing. There is also pretty good data, albeit underutilized, in most companies on sales processes; virtually everybody now has some form of sales transaction system as a part of customer relationship management (CRM) systems.

Some companies are using Big Data and analytics, however, to tell salespeople where to most profitably spend their time and energy.

By Thomas H. Davenport

Full Story: http://blogs.wsj.com/cio/2014/02/27/selling-analytics-to-sales/