Inside Sales & Predictive Analytics - Valgen
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partners in value generation TM VALGEN INC © 2011 Sales 2.0: where can predictive analytics help inside sales? Parth R. Srinivasa President, Valgen AA-ISP Chicago Chapter February 2011
description
How inside sales operations can use predictive analytics to increase sales and revenue.
Transcript of Inside Sales & Predictive Analytics - Valgen
partners in value generationTM
VALGEN INC © 2011
Sales 2.0: where can predictive analytics help inside sales?
Parth R. SrinivasaPresident, Valgen
AA-ISP Chicago ChapterFebruary 2011
VALGEN INC © 2011
Overview
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Amazon uses analytics to serve recommendations
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What you do + what others like you do + what happened before = prediction
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Netflix recommends the next movie to watch. And a million bucks if you can predict!
Note: the modeling competition was discontinued due to FTC concerns over privacy
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New Sheriff in town: CPD predicts “hot spots”… “track incidents to build analytic engine”
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NFL teams use predictive analytics too!
Photo from patriots.com
New England Patriots Draft pick criteria Decision support system
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There are many analysis tools and approaches, and each has its place
PAST (Know) FUTURE (Predict)
LE
SS
DA
TA
MO
RE
DA
TA
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What would YOU want to predict?
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What would YOU want to predict?
Account ManagementTeam Performance
Lead Gen
Sales performance measurement
Reps, teams, enterprise
Goals/forecasting
Process improvement
Account portfolio management
Ideal for transactional sales
Lead gen/prospecting
Timing of calls
Cross & upsell
Customer attrition
Shorten buying cycles
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Increase productivity = Better results with same or fewer resources: time, money, people
typically these customers are top of mind
other customers are under-served, resulting in lower future value
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Inside Sales’ specific challenges can be addressed with predictive engine at core
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Valgen delivers al a carte modules that drive rep actions based on predictions
cf =
customer
focused
VALGEN INC © 2011
Valgen delivers al a carte modules that drive rep actions based on predictions
Prediction for each
stage of funnel, with
market data
Keep early stage customers top of
mind
Leverage best time to call for
better conversion
Find “next-best’ product or most likely category
Nurture high value/high
potential accounts cf =
customer
focused
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Examples from some of our projects supporting inside sales
Lead gen for appointment setting
New Product Launch
Attach accessories to radio sales
Reduce customer attrition
Fast-growing GPS fleet
tracking company
Global leader in eye care
Leader in mobile solutions
world wide
Midwest based diversified adhesives manufacturer
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Integrate
… with tools and systems already in place; focus on a pressing goal
Top tips for predictive analytics to yield strong, sustainable results
Involve
Don’t try it in isolation; involve sales from the beginning
Iterate
Set baseline and forecast, test, measure, adjust, test, measure...
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How you can grow a culture of predictive analytics within inside sales
Think Big!Picture, that is… patterns, causes
Connect…the dots across data points, sources
Start SmallSolve one objective, build, adapt
LeverageCompany-wide tools and resources
Make it easyFor reps to use and focus on actions
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Thank You!
