predictions

Making Smarter Decisions: Why Sales Prediction Analytics will challenge everything we know! Part Three

By Dr. Cindy Gordon, CEO & Founder, SalesChoice Inc.

 (An Excerpt from her new book: SalesPredictions:The Next Big Thing in Sales (Q1, 2013).  

This is a very exciting time to be involved in the Sales Enablement field, as the methods are rigorous, and designed to unlock hidden patterns, creating new conversations to unlock new possibilities. We never know what we will find, but we always unlock some new gems – that has this OMG reaction of C levels.

Read more

Making Smarter Decisions: Why Sales Prediction Analytics will challenge everything we know (Part Two)

by Dr. Cindy Gordon, CEO & Founder, SalesChoice Inc. 

(An Excerpt from her new book: SalesPredictions:The Next Big Thing in Sales (Q1, 2013).

The focus on Sales Predictions has been very much focused on Sales Prospects (Lead Scoring) versus full Sales Opportunity Funnel Predictions with numerous vendors sourcing more relevant sales prospects, based on criteria for the predictive analytics to predict validity of leads to help focus sales call activities on higher scoring leads, vs. lower scoring leads – all with the vision of accelerating sales quota attainment.

Read more