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
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
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
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
