With the Potential Forecast, we at Dastani Consulting have developed a method that develops a functional relationship between external data (number of employees, external sales, industry, trade show catalogs or data from customer websites) and the sales of a customer. Using this AI-based methodology, it is possible to estimate the objective revenue potential of customers.
This system marks companies that are actually classified in the C-customer segment and do not receive any sales attention. By using this intelligent methodology, the sales department will find those customers that have a high probability of contributing to the company’s revenue growth.
It is not uncommon to find relevant growth potential within the customer base or the company’s own address book of over 100%, which is distributed among only 3-4% of inactive customer addresses. After the analysis, these addresses are increasingly targeted by the sales department with special measures. Corresponding campaigns can be carried out in order to successively conquer the existing potential.
The approach outlined here is not only based on total sales, but can also be carried out for different product groups. For this reason, the system is able to uncover important cross-selling potential within the inventory. Our numerous case studies illustrate the effectiveness of these measures.