Our Visit Value Prediction (VVP), developed in the Corona Crisis, is able to forecast sales success in real time – drawing on historical transactions, all customer data and external data. In this article, you can learn more about the final testing phase of our intelligent forecasting tool for optimizing sales tour planning. Read More
The spread of the coronavirus is hitting companies with varying degrees of severity. Many industries are experiencing major sales slumps, and more than a few companies fear for their future. To stabilize earnings and liquidity, it is essential to cut costs and deploy sales resources efficiently. Read More
Supply and demand have collapsed massively in numerous B2B industries. Since the Corona pandemic, “retail” is not the same as “retail” and even in wholesale there are areas that are extremely in demand and others are affected by high sales slumps. Read More
Have you actually considered that the correct classification of your customers is the essential lever for increasing your company’s sales? In this article, you will learn why it is important to take a look at the actual potential of your customers. Read More
Do you know if your sales team is taking care of the right customers at the right time? Efficient management of the deployment of sales resources requires transparency in terms of the customer universe and the overall market. It’s incredible the opportunities for sales optimization when potential data is available. Read More
Many sales people often make the same mistake when dealing with their customer base: they evaluate their existing customers according to existing sales, but not according to their potential. However, it is important to also take a look at the customers’ potential, because potential sales opportunities with a customer naturally do not correspond to their actual sales. Read More
The Corona crisis is having a significant impact on consumer habits. Face-to-face contacts are limited and digital channels are moving strongly to the forefront of customer relationships and interactions. Read More
The ongoing Corona crisis will force a number of companies to restructure in marketing and sales as well. In this area in particular, optimizing the allocation of sales resources offers enormous potential for growth and efficiency. Sales optimization with the help of AI can help double the return on sales. Read More
When it comes to predictive analytics, the focus is on forecasts that are not just based on internal sales history, but incorporate data, other drivers and external variables that can improve forecasts. Read More
2020 was unpredictable – but what does that in turn mean for 2021? Digital B2B-sales relies much more on AI-based solutions to derive targeted predictions for the future from collected data. In 2021, key trends for the use of AI in B2B-sales are therefore expected. Read More
Only those who know their customers can accompany and inspire them throughout their customer experience. All you need is the following approach: Customer Intelligence. Read More
Sales is one of the most important departments of any company. After all, the sales department is responsible for determining how much turnover is generated at the end of the year. For this purpose, a suitable sales strategy is needed. A large lever is hidden behind sales efficiency. Read More
The Corona crisis has signaled that sales work can progress more effectively. For companies, it is an opportunity to rethink their traditional way of doing business. In the classic sales structure, many potentials often remain untapped and/or too many resources are invested in uneconomical visits. Read More
Typical questions often arise in the context of customer portfolio management and exploitation: Which turnover can I expect with which customer? Which customer will generate how much turnover per product group? Which customers do not meet their sales expectations (underperformers) and should be approached with determination? Where do cross- and up-selling potentials arise? Read More
Our CEO Dr. Parsis Dastani had the great opportunity to attend the 31st intensive seminar “B2B Marketing and Sales” as a lecturer at the University of St. Gallen (HSG) on 30.09.2020. Dr. Parsis Dastani addressed numerous use cases in his presentation. Learn more about them in this article. Read More
In the classic sales structure, many sales employees focus on the active and good customer. However, caution is required: Some customers are visited far too frequently, while others do not fully exploit their potential. Read More
In the seventh part of the series of articles on Predictive Sales by PwC and Dastani Consulting, we show you how sales must proceed in concrete terms to keep the promise of AI. Read More
In the wake of the Corona pandemic, home offices have become part of the everyday life of many companies. The crisis has triggered a transformation in the way companies approach their customers, challenging existing B2B processes. Appropriate sales strategies are needed to ensure that sales remain efficient in the future. Read More
The sixth part of the article series by PwC and Dastani Consulting deals with the potential of Artificial Intelligence (AI) in churn management. An AI system can find the customers that indicate a willingness to change. But not every B2B customer churn is painful. Read More
The fifth article in the series on Predictive Sales by PwC and Dastani Consulting looks at share-of-wallet analysis to discover the revenue potential of clients. Sales resources can thus be invested in customers who still have an open potential. Read More
The fourth article in the series of articles by PwC and Dastani Consulting shows how AI can identify important cross- and up-selling potential. This new kind of transparency provides sales staff with information about products that they would not have considered for the client themselves. Read More
The third article in the series of articles by PwC and Dastani Consulting shows how AI can specifically forecasting the purchase probabilities of potential customers in order to significantly increase sales and margins in B2B sales. Read More
In recent years, much has been promised about artificial intelligence (AI). Their goal was to imitate and even improve human intelligence. Above all, it should serve to significantly increase the efficiency and effectiveness of sales. Since AI is able to recognize patterns in customers and prospects, different criteria can be compared and desired characteristics in customers and prospects can be identified. The application of AI and predictive analytics brought clear advantages for sales, especially in the hard times of Corona. Read More
The second article in the series of articles by PwC and Dastani Consulting deals with the technological requirements that AI uses to increase revenues and margins in B2B sales. Read More
From now on the weekly article series with exciting topics from PwC and Dastani Consulting starts to demonstrate the added value of Predictive Sales in B2B: The first article deals with how artificial intelligence in sales can significantly increase sales and margins. Read More
The corona crisis will most likely change the way people live together and socialize in the long term. Digitisation acts as a kind of propellant for this change. Despite everything, COVID-19 has made it clear that sales work can also be more effective. Read More
In the current Corona crisis, sales employees are not able to enter into personal contact with customers. But there are alternatives to continue to strengthen customer relationships in the home office. Read More
The Corona crisis is currently causing one of the biggest economic crises in history and is therefore deeply affecting many companies. Predictive analytics tools give managers the ability to predict events and reduce uncertainty. Find out what predictive analytics solutions can do in times of corona in the following article. Read More
One often hears from owners and managing directors of renowned companies that one is lucky if incoming inquiries are properly answered. This is because the sales department has little or no capacity to handle inquiries properly. For this reason, an AI-based solution for the evaluation of leads is recommended. Read More
In sales, there are several use cases for predictive analytics: price optimization, customer churn prevention, lead scoring, etc. For many companies, these applications have become an indispensable component because they have a strong impact on business results. Time and again, products are sold unprofitable in B2B sales. But many sales managers discover very low prices only when margins are already negative. Companies that fail to implement predictive analytics risk losing market share, customer satisfaction, and most importantly, sales productivity. Read More
Today’s customers don’t want to spend hours searching for the right product – instead they want the product to find them. The customer’s expectation is that companies already know their wishes and needs and that they can address them personally on all channels. The always-on mentality of the digital age requires that information must be available at all times. This is the only way to achieve a coordinated perfect customer journey by means of seamless customer experiences. Read More
Predictive analytics and AI are two terms that are used more and more frequently. These innovative technologies and digital tools are revolutionizing companies across industries and sectors. From automated processes to individual target customer approach in marketing to data-driven use in sales to target new customers with appropriate offers. Both terms are often used interchangeably and are practically synonymous. Read More
For sales, it is an explosive topic: the foresight of customer projects and sales volumes. It is not uncommon to plan too optimistically or for customers to develop differently than previously thought. Read the following article to find out how sales forecasting can be optimally successful. Read More
Much has been written about artificial intelligence (AI) in the past. Depending on the perspective, chances and possibilities, but also risks and challenges have been considered. Many companies place their trust in AI – others, however, have great fear of contact. Read More
Careless management, underestimation of deadlines or an exceeded budget: there are many reasons why projects fail. With the help of machine learning, companies can use current data to immediately identify and counteract misjudgements. Read More
Scoring models are used to create a relevant basis for decision-making, especially in the B2B market. The goal of such models is to evaluate data sets using various criteria in order to use them specifically for new customer acquisition. Read More
Like almost all areas of work, digitisation has also presented sales and marketing with new challenges. Customers have a higher information content and therefore have higher expectations of the sales process. The customer experience has become an important criterion and requires intensive cooperation between marketing and sales, supported by artificial intelligence (AI). Read More
The year 2020 is about to start: artificial intelligence (AI), chatbots, customer journey, customer experience, … – all these buzzwords indicate that sales have long been influenced by this and are in a phase of change. Read More
What exactly are Data Lakes and how do they work? As a result of the enormous data streams, the decisive question arises: How can added value be derived from the huge amounts of data? Read More
AI is on everyone’s lips and can, among other things, support B2B commerce in various areas – but still many AI projects usually fall far short of expectations. In the second part of the series of articles you can read about the stumbling blocks that AI can encounter. Read More
The B2B business, with a focus on online commerce, is slowly discovering artificial intelligence for itself. Those who adapt their approach and track down exciting approaches will be able to offer their customers a great deal in the future and experience a significant upswing in business. Read the first part of the article to find out what additional contributions AI can make to B2B. Read More
Big data analysis instead of gut feeling in the Christmas business: With the use of artificial intelligence (AI), the long-awaited Christmas wishes can be identified and the customer experience can be improved. Read More
The old year is drawing to a close – the achievement of the sales targets for the new year is imminent. These goals cannot be achieved without the most valuable asset – the customers. Strategic cross- and up-selling offers additional sales opportunities for sales and aims at a win-win situation between customer and company. Read More
Competition in the market is fierce. Companies compete for higher sales and customer satisfaction. Sales is also under great pressure to operate successfully. Therefore flexible and fast sales planning models are necessary, which adapt to the changed conditions in the market. Read More
The use of predictive analytics is indispensable in the course of digitalization. It serves to discover and analyze the traces of digital customers in big data across all contact points and channels in order to make predictions about future customer behavior and customer characteristics. Read More
Increasing digitalization is changing the B2B business dramatically. The importance of online channels is growing and B2B buyers are digital natives. The classic business intelligence structures are overwhelmed by the analysis of large amounts of data. Big Data Analytics is the strongest trend in B2B and has gained in relevance as a pillar of digital transformation. Read More
Everybody knows it: If you want to buy a certain product online and compare the price over several days, yesterday’s price is no longer the same. This dynamic pricing technology is increasingly being used by e-commerce providers because it can significantly improve a retailer’s business. Read More
A churn prediction model helps to identify the migration of a customer safely and in time, in order to fulfill the goal of a sustainable business strategy and secure sales. Read More
Our managing director, Dr. Parsis Dastani, had the opportunity to be a lecturer at the University of St. Gallen at the intensive seminar ‘B2B Marketing and Sales’. In a subsequent interview, Maximilian Pahl, Head of Studies at the Institute for Marketing at the University of St.Gallen, spoke about the decisive role of predictive analytics applications in the B2B business of the future. Read More
An ever-increasing challenge for sales will be the proper use of limited and expensive resources. Predictive analytics is becoming increasingly important as a planning and analysis tool and can support sales teams in the data-driven sales planning of B2B business. Read More
The Predictive Analytics application Next Best Offer developed by Dastani Consulting describes the individualized approach to a customer with the most suitable product for him in online and offline trading. This ensures the provision of the right content in marketing and sales. Read More
Do inactive or low-volume customers have additional sales potential beyond the realised sales potential? The aim of a Share-of-Wallet forecast is to find out which existing customers are worth reactivating. Read More
During a workshop on October 15, 2019, Dastani Consulting GmbH offered interested students of Professor Dr. Sascha Alavi the opportunity to deal with the topics of Artificial Intelligence and Predictive Analytics. Read More
What future sales potential does which customer have? Dastani Consulting has developed a predictive analytics tool to forecast the individual sales expectations of customers at product level. Read More
For which customer is which product interesting? Target Group Predict deals exactly with this question. It is a powerful predictive analytics tool developed by Dastani Consulting. It is based on an algorithm that has been proven for decades and is designed for the analysis of big data. Read More
It is often the case that providers cannot expand their business models arbitrarily. The reason for this is that the market is limited in many areas for services. A human expert is not able to execute an unlimited number of orders. But Artificial Intelligence (AI) can do just that – and open up new market access and target groups. Read More
In the first article you already got to know the approach of predictive planning as a success factor for companies. In the following article, areas of application as well as opportunities and benefits of the method are presented. Read More
Making valid predictions is a difficult business. The Predictive Planning method takes this problem to the next level by using intelligent algorithms to take business planning to the next level. Predictive planning has become a relevant trend for planning optimization. Read More
In the first part of our article you could read to what extent AI methods – from a strategic point of view – can be helpful in a recessive phase in order to realize opportunities for market share gains. In the second part of this article, we will focus on the operational aspects of sales and marketing and conclude with a comprehensive conclusion. Read More
Economists speak of a recession when economic growth declines. In a recession, there is less demand and lack of investment, and ultimately layoffs. The prospects for the future are negative and sales will inevitably decline. Read More
If a product is new to the market or has only been sold a little in the past, it is often difficult to define a target group. The reason for this is that the number of cases on the market is missing, so that conventional analysis methods cannot be used. In order to solve this problem, Dastani Consulting has developed an AI-based system that searches the target groups interactively. Read More
In the first part of the article, you read how Customer Value Prediction (CVP) can be useful for the CEO to predict the actual potential of customers for product areas, business areas, and assortments due to economic downturns with heaps of negative messages. Now read on to find out where CVP can also provide valuable services for the CEO. Read More
All economic indicators point to an economic slowdown. This weakening is already clearly noticeable in some business segments. The negative news is increasing more and more. They are often used by sales to justify the lack of target achievement. But is the failure to achieve sales targets really due to the weakening economy or are the problems somewhere else? Read More
In the first part of the article ‘Artificial Intelligence in Sales’ you already got to know the application of artificial intelligence in Dynamic Pricing and Predictive Lead Scoring. Now you can read about the additional areas of application artificial intelligence offers us. Read More
Artificial intelligence (AI) offers promising possibilities when it comes to its use in sales. AI systems take over administrative and repetitive tasks and are a valuable resource when it comes to sales control. They have also taken over user account provisioning replaced it with automated solutions. But where exactly is artificial intelligence used in B2B sales? Read More
Behind AlphaZero’s well-known headlines about world-class performance in Go or Chess games is a special form of artificial intelligence: Reinforcement Learning. As with a game, there are also important decisions that follow one another when addressing customers. In connection with the reinforcement learning method, AI technology finds optimal contact strategies for each individual customer. Read More
In our previous article you could read how you can use Next Best Offer to predict the likelihood of your potential customers buying additional products from the available range that your customers have a high affinity for. We at Dastani Consulting have developed a mobile app for the application that enables the use of predictive analytics for the field sales force. Read More
Next Best Offer refers to the individualised approach to a customer via all channels with the most suitable product for him. We at Dastani Consulting have developed an algorithm that uses predictive analytics to determine the Next Best Offer for relevant customers in the company. Read More
When it comes to increasing turnover with existing customers, the “Share of Wallet” is the obvious choice. This concept is about how much an individual customer wants to spend or can spend for a company in a certain product area. The decisive factor is therefore not the purchases made so far in the company itself, but rather the future potential. Read More
Dastani Consulting has developed a customer value prediction model to identify and evaluate decisive sales potentials of customers for the company and to make them available for the management of sales activities. Read More
Anyone who knows when a customer wants to switch to another provider can take countermeasures in good time. At this point, a churn prediction model helps to prevent customer churn and to ensure customer loyalty as the primary goals of a sustainable business strategy. Read More
The number of companies in the market is large – but only a few of them need the attention of your products. For which customers is which product relevant? Target Group Prediction uses a scoring model to calculate the probability of winning a particular company as a new customer. The software developed by Dastani Consulting is based on an algorithm that is designed for Big Data and analyzes the keywords on company websites. Read More
On 07.06.2019 our managing director Dr. Parsis Dastani met Dr. Matthias Huckemann, the managing director of Mercuri International Deutschland GmbH based in Meerbusch, in an expert interview. Managing Director Dr. Matthias Huckemann spoke about current trend developments and the use of artificial intelligence (AI) in sales. Read More
Postcards & Co. have been part of the marketing mix for a long time. Nowadays, AI technologies are used much more frequently because they enable more targeted marketing and interact directly with the customer through personalized addressing. So why not a combination of classic postal dispatch and future-oriented artificial intelligence? Read More
In the last part of our pricing series, you read about the added value that the use of Artificial Intelligence can deliver to merchants in the context of pricing. With the right application, online merchants can achieve significantly higher profits with minimal price increases. In the following article you will read how merchants can use Next-Best-Offer to learn about their customers’ spending habits and intensify customer loyalty over the long term in order to differentiate their market position from the competition. Read More
In the first part of the series “Dynamic Pricing” you read that dynamic pricing describes the application of statistical learning to price optimization. A trader’s goal is to maximize performance with minimal price increases at constant costs. This is exactly where the Predictive Analytics software attacks, which can do much more than just observe the competition. Read More
“Dynamic pricing” is not a foreign word in retail, even if it does not always catch the eye of most consumers. Used intelligently, Dynamic Pricing can use Big Data to improve a retailer’s business: profit and revenue are expected to grow. Read More
Sales departments are flying blind if they don’t know the turnover potential of individual customers in specific sectors. More important than the historic business volume generated by one’s own company is the general sales potential, from which the Share of Wallet can be derived – and systematically raised. Read More
Sartorius Werkzeuge GmbH & Co. KG uses an AI-based customer value prediction software developed by Dastani Consulting to manage its sales force activities. We asked their managing director, Ivica Pavlinusic, how the sales function applies the principle of customer value and what benefits this brings. Read More
Many companies apply CRM systems but use the existing data inadequately in identifying and exploiting turnover potentials. But algorithms driven by AI (Artificial Intelligence) enable the prediction of individual purchasing behaviours, so that data that is lying dormant in a company’s CRM system can be turned into a valuable information source. Read More
The MASCHINENBAUFORUM Marketing & Vertrieb (Machine Engineering Forum/Marketing & Sales) is a major event in industry representatives’ calendars. Every year in March, Managing Director Edeltraut Horbach invites handpicked experts to the CongressCentrum Pforzheim to provide a large group of visitors with exclusive insights into the current developments. This year’s speakers included Dr. Ing. Parsis Dastani, Managing Director of Dastani Consulting. After the forum, he had the opportunity to talk with Edeltraut Horbach. Read More
Sales functions and field sales forces constitute the most valuable personnel resources in a company. Artificial Intelligence (AI) broadens the knowledge base relating to existing and potential new customers and helps boost sales performance. Consequently, this pays off for the sales function while at the same time raising the motivation of the employees. Read More
Providers of video streaming are keen to tailor their customer proposition in a more targeted way and also to attract new customers. Instead of offering a random variety of series or films, they use Big Data to analyse what really appeals to their customers. Netflix used Predictive Analytics to make investment decisions that eventually made it one of the largest video-on-demand providers.
Read More
Great campaigns, masterfully deployed across all channels: Car manufacturers are unbeatable in the field of marketing. However, it is a stony path from gaining a prospective customer’s attention to actually making a sale. Artificial Intelligence (AI) deepens the customer knowledge available to sales functions and increases the probability of order completion, as it focuses on promising prospects and addresses them individually. Read More
As a transitional sector, dealers are challenged to rethink their business models and adapt to a generation of customers that is pampered by GAFA (Google, Amazon, Facebook, Apple). Analyses based on AI (Artificial Intelligence) help to sustainably improve not only the digital but also the physical shopping experience. Read More
In mid-November 2017, Dr. Parsis Dastani showed members of the bevh B2B working group how they can employ predictions based on AI (Artificial Intelligence) to identify lucrative prospective customers while cutting acquisition and sales costs. Here are the approaches in detail. Read More
Dr. Parsis Dastani
