Sales in the age of analytics

21st September 2017 |   Bob Apollo

It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to the public through B2C channels, analytics has become a critical competitive weapon, whether it’s our favourite online shopping site tempting us to make another related purchase, or our local supermarket ensuring that they don’t run out of ice cream during a heat wave.

But although the adoption of sales analytics might have started with large B2C organisations that have the luxury of substantial IT departments and teams of experienced data analysts, even the smallest business-to-business sales organisations are now in a position to reap the benefits. It’s no wonder that sales analytics is seen as one of today’s top priority investments for sales teams of all sizes.

Rather than relying on traditional BI tools and dedicated data warehouses requiring expert IT intervention, the recent exponential growth in the application of analytics in companies with complex B2B sales environments is largely being powered by a new generation of dedicated sales analytics solutions (InsightSquared happens to be the one I’m most familiar with) that require zero IT involvement and yet are able to deliver actionable insights in next to no time.

Bob Appollo

Founder of UK-based Inflexion-Point Strategy Partners | + posts

Bob Apollo is the founder of UK-based Inflexion-Point Strategy Partners, the B2B sales effectiveness experts. Following a successful career spanning start-ups, scale-ups and corporates, Bob now spends his time as a coach and advisor to growth-phase technology-based businesses, equipping them to adopt the principles of Outcome-Centric Selling.