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
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
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
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
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
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
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
