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.