Despite the dire situation that has now been with us for over a year, at its core, supply and demand still exist in many B2B sectors – it’s just that the channels that bring supply and demand together are currently blocked. Many dealer and manufacturer support points, as well as branches that B2B buyers would otherwise visit, are closed. Customer events, trade conferences and trade shows have been canceled or postponed for the long term. The field sales force was forced into „inside sales“ as personal contacts by the sales force had to be eliminated. The consequence: the most important mechanisms for new customers acquisition are at a standstill.

Avoid standstill – acquire new customers
Only the web remains for matching supply and demand. On the supply side, all companies that are still able to deliver and produce can take advantage of this fact. Exactly those companies benefit from the fact that on the demand side there are no spending freezes as well as companies with unchanged or even growing purchasing budgets. Accordingly, the selection and decision-making processes around these purchases are shifting much more to the digital world since the Corona pandemic. The goal of successful sales in times of Corona must therefore be to find suitable companies on the web that indicate a high purchasing affinity despite the pandemic.

Target Group Predict – general approach
For this purpose, Dastani Consulting has developed the predictive analytics tool Target Group Predict, which performs address matching between your existing customers and market addresses on the web. Over a billion buzzwords from over several million websites, 3 million industry listings and 2 million addresses are included in the process. Artificial intelligence (AI) helps at this point to automatically distinguish between relevant industry-specific and irrelevant website words, as well as industry and company size. In this way, a total of around 4 million companies (DACH) are evaluated in terms of their affinity to the company, sales potential and suitability for specific product areas.

Despite Corona for efficient acquisition in B2B
However, the „normal“ Target Group Predict – as it was already carried out before the Corona crisis – turns out to be difficult. It is not the customer structure per se, but the movement of the customer that is decisive in identifying his need in the current time. But what words on websites are currently causing companies to be deep in the crisis? Our intelligent predictive analytics software provides the answer for your company by searching the web for the exact new customers that fit your business and – despite the Corona pandemic – have high demand and revenue potential. With our tool for efficient new customer acquisition in B2B, you gain a comprehensive overview of the current market and have the opportunity to look ahead into the future in order to increase the success rate of your sales.

Our numerous case studies illustrate the success of these measures. If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag Consistent acquisition of new customers erschien zuerst auf Dastani Consulting.

After the extremely turbulent year 2020, the question for many B2B companies is how marketing and sales can work together in the future to regain their (old) strength? On this occasion, the special features of B2B companies and their consequences in terms of marketing and sales were the main topics of the day.

With the help of numerous use cases, which are described in this article in broad outlines, our CEO demonstrated at the intensive seminar at the University of St. Gallen how predictive analytics methods can be successfully used in marketing and sales.

Most projects fail at the interface to marketing and sales practice. A challenge is therefore the acceptance of predictive analytics in the company and the integration as well as training measures of all actors, the integration into systems with a transparent and user-friendly design and the acceptance of the learning curve – because every new technology requires a certain amount of time and experience.

New customer acquisition
In the first use case, the application of Target Group Predict was presented on the basis of a company in the automotive industry. The problematic initial situation was that there was no structured acquisition of new customers and leasing was not actively promoted. Using the affinity prediction model, suitable target groups were determined and, by using a specially tailored lead system, high-quality leads for the retail sector were identified. This in turn was reflected in a high level of satisfaction among sales staff.

Exploitation of potential
In another use case of a company in the tools trade, the acquisition of new customers did not take place systematically because the sales department focused on the high-revenue and active customers. The problem here was that the actual market potential of customers was not known and the potential could not be exploited – in a mass business with intense competition.

On top of this, the share of wallet analysis was also applied, by forecasting the sales potential of the company’s inactive existing customer base. The continued application of Next Best Offer and Customer Value Prediction also made it possible to predict which products might be of interest to which customers for their next purchase. With the additional use of the Sales and AIMS app developed by Dastani Consulting, the sales force was able to access the new and reactivation addresses in the area at any time and use Next Best Offer recommendations to approach customers. As a result, the valuable sales time could be used more effectively because potential customers in the vicinity were sorted according to their sales potential in the app. As a result, sales with the inactive customer base increased and now account for approximately 5% of total sales.

Effective market cultivation
Using another example from the intralogistics industry, it was made clear that the company under consideration was not optimally positioned for the following challenges due to the emerging cut-throat competition. Predictive analytics forecasts served as input for lead generation here as well. Sales and purchase expectations were forecast for individual products and product groups (Customer Value Prediction) and affine addresses for telemarketing were identified (Target Group Predict). As a result, the lead conversion rate developed to 16% and 15 million Euro more sales could be generated from new customer acquisition alone.

Opportunities in sales and marketing
Dr. Parsis Dastani showed in his exciting presentation at the intensive seminar how Artificial Intelligence (AI) is able to optimize distribution costs. The application of predictive analytics methods brings with it new opportunities for sales and marketing, which should be used now at the latest – after all the turbulence in 2020 – in order to survive in B2B competition and gain in (old) strength.

If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag B2B Marketing and Sales in St. Gallen erschien zuerst auf Dastani Consulting.

A sales department without customer visits? The contact restrictions caused by Corona posed particular challenges for the sales organizations. The most frequently asked question in sales force planning before the Corona crisis was: How can most customers be reached by the shortest route?

Instead of personal on-site visits, companies had to rely on digital methods. But what happens when the location of the company no longer matters and business is suddenly done from all locations around the world? This is exactly what the Corona crisis has shown us by showing us that sales work can be more effective.

A look at the details
Many companies now look at their sales organization in more detail than before the Corona crisis. Particularly interesting are the revenues generated by telesales during the crisis. However, it is not only past sales, but also the sales potential and sales expectations that determine the value of a customer. The predictive analytics tool Customer Value Prediction, developed by Dastani Consulting, is able to forecast the sales of each individual customer for a certain period of time. At this point, AI makes a valuable contribution by deriving the requirements of orders from the past. This information can be used across all channels. The system learns very quickly how an unforeseen event such as Corona will affect customer behaviour.

Value Predictions
Customer Value Prediction shows what can be derived from past orders. The Share-of-Wallet Prediction is directed into the future and shows the full future potential of a customer. Especially for customers with low sales, it is worthwhile to take a look at the sales potential. The share of wallet (value) is defined as the difference between the total potential of a customer in a specific product group and the actual sales of a customer in the respective product range. With the help of Share-of-Wallet Prediction, sales resources can be invested in those customers who still have open potential.

Customers with low sales potential and low sales expectations can be assigned to telesales according to our analysis. Again, this means that non-economic visits are reduced and/or substituted by telesales. The capacity of sales resources is minimized, so that in the future these customers will not be served as intensively as in the past. Customers whose sales expectations and sales potential are high, on the other hand, require much more intensive support. This frequency of visits must be increased even more in the future.

Using saved sales time for acquisition
In order to hold their own in the market in the long term, companies must continuously acquire and reactivate new customers. Our predictive analytics process Target Group Predict is used for this purpose to actually acquire those customers who also have high growth potential. Algorithms read the websites of their best existing customers in order to detect patterns and correlations. Several million websites are then compared with them. A software takes care of the degree of correspondence with the target company. Approximately 20,000 different characteristics are incorporated into the forecast model. From this, it is possible to deduce not only the probability with which a company will become a customer, but also the product range for which it has a high level of interest. Individual product lines can thus be developed in a targeted manner. In addition, the sales organization can determine which sales can be achieved with potential customers. Accordingly, sales employees are able to allocate resources in a resource-optimized manner, not only in the field, but also in telesales.

The potential lies in the forecast
But how does a sales representative recognize who he should visit next on his tour? Thanks to the high forecast quality, the sales representative is provided with important contact information without having to pick up the phone first. The sales potential can be systematically exploited, no matter how the sales area is demographically structured. Many B2B companies are already using it to optimize their new customer acquisition. Evaluation criteria such as industry affiliation and number of employees are completely pushed into the background. Since the potential analysis results in a very precise assessment of worthwhile sales visits, direct marketing campaigns and call centers are largely unnecessary. This not only increases the targeting accuracy of sales activities, but also speed and cost efficiency. For this reason, companies are now being asked to rethink their traditional actions, at the latest now after the hard times of crisis.

If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag Increasing efficiency and effectiveness in sales erschien zuerst auf Dastani Consulting.

Max Frisch provided a nice definition of the crisis situation: „A crisis is a productive state. You just have to take away the taste of disaster.“ There is something in this definition that many companies overlook: The approach to solving a problem. A crisis is a difficult situation, a turning point in a development, a decision-making situation that is also reflected in the sales organizations. But like all previous crises, the COVID-19 disaster will pass. Over time, a new growth boom will be triggered, based on the changed preferences of customers.

A look into the future?
For some companies, short-term survival is currently the only thing on the agenda. A look into the future? Unimaginable. Other companies, on the other hand, still have some reserves and are considering how to position themselves after the crisis. At least it may be certain for most companies by now that a return to normal pre-crisis normality does not seem to be an option in the future.

COVID-19 as a chance for a new way of thinking
In many places the approach of burying one’s head in the sand when making such a change is widespread. However, it is better to refrain from doing so, as the consequences of the crisis will be felt for a long time to come. Therefore, sales organisations should see the corona crisis as an opportunity and rethink their traditional approach, as COVID-19 has shown that sales can work more effectively.

Sales in times of crisis
Many traditional sales measures and instruments were no longer enforceable due to contact restrictions and posed great challenges for sales: Strong cost pressure, sales slumps, cancellations, lost trips to customers, unstable financial situation of customers, etc. are often among the problems that numerous companies have been confronted with in the past weeks and months. For this reason, many of our client companies are now looking at their sales organisation in more detail than before the Corona crisis. A particular focus is on the sales generated by telesales in recent months. However, it is not only past sales, but also the sales potential and sales expectations that determine the value of a customer.

Customer Value Prediction and Potential Forecast
The Customer Value Prediction (CVP) developed by Dastani Consulting is able to forecast the sales of each customer for a certain period of time. This sales forecast is derived from the past orders of each customer. Our Share-of-Wallet Prediction is also able to show the full potential of a customer. Not the location of a customer on the sales route planning is of interest, but rather the probability and amount of a successful customer deal. This means that sales employees should take a potential-oriented approach when approaching customers.

The Value Predictions make it clear which customers are worth visiting in person after the Corona crisis. According to our analyses, customers with low sales potential and low sales expectations will in future be assigned to telesales instead of personal visits. In contrast, sales capacity should be expanded to include customers with high sales potential and high sales expectations. These customers will have to be serviced even more intensively in future.

Target Group Predict: Acquisition and exploitation of potential
Our intelligent process Target Group Predict is able to evaluate the sales potential of inactive customers and to acquire more inactive addresses that actually have a high growth potential. The sales capacity saved (through telesales) can thus be used for acquisition and potential exploitation.

If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag Guide for sales organisations after the Corona crisis erschien zuerst auf Dastani Consulting.

Decisive competitive advantage
The use of predictive analytics offers a decisive competitive advantage in the B2B sector. Companies that do not use this software support are very likely to be rapidly outperformed by their competitors. To survive in the market, predictive analytics functions must therefore be integrated into traditional forecasting cycles.

Sales planning as a control instrument for sales decision-makers
Sales forecasts, sales channel management, year-end forecasts, weekly or monthly forward planning, customer segmentation and scoring, as well as the calculation of sales and customer acquisition costs, are used to control and optimize sales planning. Sales territory and contingent planning as well as sales resource planning of the sales department are also mapped. Predictive analytics is also used for industry-specific planning processes in retail and logistics as well as in purchasing and requirements planning. Popular functionalities of sales planning are sales forecasts, analytical functions and cost planning, which are becoming increasingly relevant.

Predictive Analytics for your pocket
But it is also interesting to note that mobile support for sales is increasing more and more, as predictive analytics applications on mobile devices are used more and more frequently by sales staff. We at Dastani Consulting have developed two mobile apps that enable the use of predictive analytics for sales representatives in the field: One is the Sales + App and the other is the A.I.M.S. App Sales + App. With these apps there is the possibility to tap the full potential in every planned sales force tour.

Win new customers with Target Group Predict
We use our Target Group Predict software in our Sales + App intelligently to search for exactly those new customers in the local area for your sales staff who are the perfect match for your company and your product portfolio. This means that your sales staff always have access to further suggestions from potential customers in the immediate vicinity via the app. Using the integrated navigation system, they can be guided directly to the customer and significantly increase the response rate.

Offer suitable products with Next Best Offer
In the A.I.M.S (Artificial Intelligence in Marketing and Sales) app, your sales representatives in the field receive suitable Next Best Offer recommendations to make the most of their proximity to the customer. The customer can be presented exactly those offers for which he has a high buying affinity. This also creates a high potential for developing attractive cross- and up-selling opportunities. This is because the products preferred by the customer are already known in advance. A big minus in the budget combined with high frustration was yesterday – predictive analytics is today.

Result: Sales growth and cost reduction
Predictive analytics enables revenue growth and cost reduction in many business areas, including sales (and marketing). On the one hand, the amount of data is growing exponentially, but on the other hand, the staff of data analysts in the job market is growing only slowly. If you don’t implement predictive analytics, you put your sales productivity, customer satisfaction and market share at risk. In short, you are questioning your status quo.

If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag Predictive Analytics: Digital B2B-Sales erschien zuerst auf Dastani Consulting.

Target Group Predict: Buzzword-based address scoring
Dastani Consulting has developed the powerful predictive analytics tool Target Group Predict. Several million companies in the market are evaluated, for example, with a scoring model with regard to their affinity to the company, sales potential and suitability for selected product areas. The software calculates and assigns different score values depending on the degree of the criterion. The interactions between the basic data are also taken into account.

The use of scoring models serves to evaluate targeted new addresses and increase the probability of purchase. In this way, scattering losses can be significantly minimized.

Scoring models in the customer base
Such models can still be used to effectively manage advertising campaigns in order to make the most of the existing customer base.

Here, criteria such as the time of the last purchase, purchase frequency and purchase value are taken into account. They reflect the purchasing behavior of existing customers. A high score value results if the customer has only recently bought a product. However, if the purchase is already well in the past, the purchase probability decreases and the score drops.

The time of the last online visit, page views and commitment are still important criteria. A combination of all criteria can indicate a high score from a potential customer with a large shopping cart, which must be targeted with appropriate marketing measures.

Scoring models are so useful for new customer acquisition
A lot of information such as order frequencies or sales figures are not available for new addresses. However, this is not problematic, since the profile of existing customers forms the basis of the foreign addresses. It is therefore appropriate to define a somewhat broader target group from the customer base.

For example, the buyers of the last 12 months are determined. The resulting profile of this buyer group is projected based on the information in the new address database. Thus, the potential new customer addresses can be filtered out top-down. Graphically, this scenario can be imagined using a „statistical“ funnel: Exactly those potential new addresses are selected which, based on the external information, show a high degree of similarity to the target group from the customer base. The probability of winning new customers is highest here.

Efficient new customer acquisition
Do not take any risks when acquiring new customers. We at Dastani Consulting are happy to support you with our powerful predictive analytics tool to ensure efficient acquisition in the B2B market.

If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag Targeted market conquest erschien zuerst auf Dastani Consulting.

Increasing AI technologies in the course of digitalisation ensure that the respective needs of a customer are recognised on the basis of generated data. For this reason, for many companies, clear support from AI with reorganized sales teams is at the top of the agenda for 2020 in order to assert themselves in the market against tough competition.

Lead generation through chatbots
Especially when it comes to lead generation, the AI is assigned an even more important role than last year. The use of chat offers helps in addressing customers and filtering interests.

Chatbots are responsible for managing customer communication, analysing comparable lead conversations and preparing offers for potential customers. They serve as a cost-saving alternative. For further processing and qualified customer contact, however, it is still impossible to imagine life without the personal sales representative.

Netflix principle in B2B sales
Since companies have a very large amount of data and gain more information about their potential customers every second, it is important to use this data successfully. This is the only way to achieve a competitive advantage over other companies. By using the AI and self-learning algorithms, the user behavior of customers on the web can be permanently analyzed.

The „Netflix principle“ can therefore also be applied to sales work in B2B. Intelligent systems provide sales staff with information for potential new customers based on past successful customer orders. Furthermore, they recognize patterns and derive optimal recommendations for action.

Target Group Prediction and Next Best Offer
Use the Target Group Prediction developed by Dastani Consulting intelligently to acquire potential new customers. You can increase your lead rates by up to 50% in the B2B market.

Accordingly, with the development of the Next Best Offer you can also offer your customers optimal products by recognizing customer needs and preparing the offers individually. In this way you can increase the probability of closing a deal and strengthen your own position in the market.

The optimal customer experience
Designing the best possible customer journey is the be-all and end-all for the customer to guarantee a successful buying experience. Customer Experience Management therefore serves as the long-term key to success in e-commerce.

Customers demand a strong sales department on the one hand, but also digital channels on the other. Especially at the initial purchase, customers place a lot of trust in the sales staff, for example when it comes to the appropriate advice.

Conclusion: Interaction of artificial and human intelligence
KI improves customer relations and relieves the burden on sales staff. However, the optimal customer experience in 2020 will not be achieved through the exclusive use of AI, but through the interaction of artificial and human intelligence.

If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag Distribution in 2020 erschien zuerst auf Dastani Consulting.

In recent years, customer purchasing behavior has changed dramatically. In the age of digital information and procurement channels, as well as mobile and online channels, traditional sales channels are under great pressure. Customers hope to receive support across all touchpoints of a provider. For a provider, however, the focus is on increasing efficiency instead of relationship orientation.

Sales work is different
Sales tasks are changing: business with standardized products can be handled more effectively in digital form in the future. Via channels such as online portals, social networks, social media, news feeds, apps, etc., customers can be supported throughout their customer journey with positive experiences. For a product that does not require explanation, a customer „only“ has to initiate an order process because all the other information required for the purchase is already available.

At the same time, this means for the sales department that the focus can be placed on potential major customers with products that require more explanation and more complex decision-making structures, because fewer customers need to be personally looked after by the sales force.

The use of the KI
AI applications can help calculate a customer’s likely needs. Forecasts are developed for potential cross/up-selling sales or new products. The potential-oriented customer segmentation available in this way steers resources in the desired direction. The results are sales-promising visit and contact suggestions for the sales department.

Models raise forecasts to a completely new level
We at Dastani Consulting have developed models that raise forecasts to a whole new level and map trends in sales development. The models are based on statistical data and are able to anticipate the behavior pattern of individual customers within a pre-defined time window. The forecasts are extremely precise and can therefore provide optimal recommendations for action for the players involved in market development – sales, office staff, marketing and service.

Fields of application for forecast models
Whether sales forecasts for a product in different target groups or regions, models for dynamic pricing or predictive maintenance for machines and smart services – predictive analytics tools can support you in many areas of your company, especially in data-driven sales planning.

As we at Dastani Consulting have a wide range of predictive analytics applications at our disposal, we are able to implement individual solutions for our customers. With appropriate predictive analytics tools, sales can evaluate and plan concrete sales scenarios and probabilities for the future. With supporting algorithms, it is possible to make predictions about the value of customer relationships and thus better exploit sales potential.

Uncovering undiscovered potential
With Target Group Predict, you can uncover important acquisition potential and win the best new customers in the long term. A Customer Value Prediction can also determine the sales potential of each individual existing customer and thus reliably forecast the Customer Lifetime Value. The Share-of-Wallet forecast finds out for which inactive or weak existing customers a reactivation is worthwhile in order to realize important up- and cross-selling potentials.

Conclusion
The systems of Dastani Consulting discover facts, which are not to be excluded with an optimization of the business results. In addition, they make it possible to uncover previously undiscovered potential in B2B business.

If you have any further questions, please visit our social media channels (Xing, Linkedin, Instagram) call us at +49 (0)641 984 46 – 0.

Der Beitrag Efficient sales management: How companies benefit from predictive analytics erschien zuerst auf Dastani Consulting.

Target Group Predict profiles the optimal target group from external market data in order to conquer the market or new customers.

Procedure: Target Group Predict
First, the addresses are compared between customers and market addresses. An AI procedure then automatically differentiates between relevant industry-typical and unimportant words of the websites, as well as industries and company size. A total of approx. 1 billion buzzwords on websites, 3 million industry entries, 2 million addresses and over 20 million websites are included in predictive analytics modeling.

For example, 4 million companies in the market are evaluated in terms of their affinity to the company, sales potential and suitability for certain product areas using a scoring model. For each individual product, the software determines which patterns and relationships indicate a high purchasing affinity. The top products can be determined on the basis of the score value. The extremely precise application of artificial intelligence also results in additional potential top addresses for new customer acquisition.

Predictive analytics for your pocket
Dastani Consulting has developed a promising AIMS (Artificial Intelligence in Marketing and Sales) app for on the go, which evaluates companies for their attractiveness. The mobile app is based on Artificial Intelligence and is therefore able to find the right offer for the respective customer.

The Location Based App – quite simply on the smartphone – provides sales staff with the most attractive potential for acquiring new customers. Employees are notified of potentially interesting leads via push notification. This means that they always have access to potential customers in the vicinity and can navigate directly to them via the app.

The use of our powerful predictive analytics tool promises up to 50% higher lead rates. Target Group Predict enables you to make efficient acquisitions in the B2B market.

If you have any further questions, please visit our social media channels (Xing, Linkedin) or call us at +49 (0)641 984 46 – 0.

Der Beitrag Target Group Predict: Efficient acquisition in the B2B market erschien zuerst auf Dastani Consulting.

A decline in sales is either caused by a decline in sales volumes or by stronger competition, which attracts with lower prices. For this reason, the question is to what extent are AI methods helpful in making the most of the situation in an environment of hesitant customers or increased competition?

Professionalism is what counts
A recession offers great opportunities for market share gains. While a less professional company can establish itself more easily in an upswing phase, it is important to act more skilfully and professionally to secure sales in a recessionary phase. Professionalism includes the right sales strategy, the right management of sales and marketing, optimal pricing and the right product selection.

Customer Value Prediction: Predicts Sales Opportunities
Customer Value Prediction (CVP) is a customer-specific forecast of sales opportunities that provides an indication, or rather an answer, of how customers, regions and products will develop in the future.

If sales decline, AI can be used to determine how high the expected decline in sales is or how much revenue can be realized in the near future. If possible, sales are broken down into different business lines, regions and customers. The system determines which sales are expected with which customer.

The CVP signals to management which customers should have performed better. The AI systems automatically recognize how strong the recession is in which industries and segments. Management receives important information for strategic sales and marketing planning, e.g. how to allocate and adjust sales resources.

Target Group Predict: Acquiring new customers
In the context of the strategic question of sales, there are AI methods that identify new customer potentials or potentials of inactive customers. This provides management with information on where the growth areas are in the market and with which potential customers or also with which inactive customers business can be done in the future. In other words, in a recession the weakness of the competition can be used to target potential new customers. What is certain is that AI plays an outstanding role – even and especially when sales activities are poor.

Our powerful Predictive Analytics tool Target Group Predict is a great way to win potential new customers. On the one hand, the method presents the potential in the various regions, but on the other hand it also shows how sales employees should be placed in the individual regions. In this way, the economic situation can be used in a targeted manner to entice attractive customers away from the competition.

In the second part of our article, you can read how AI can be helpful in the context of operational issues in a recessionary phase.

If you have any further questions, please visit our social media channels (Xing, Linkedin) or call us at +49 (0)641 984 46 – 0.

Der Beitrag About the role of AI in a recession (part 1) erschien zuerst auf Dastani Consulting.