Inquiry Response: Personalized B2B Sales Strategies

Inquiry:

We’d like to use data to increase efficiency within our global B2B sales team, both on the internal and the external sides. We’re interested in developing a personalized contact and sales strategy, moving beyond simple segmentation. One of the challenges is that the sales team is resistant to experimentation and change.

Response:

THE BIG IDEAS:

  • Start with historical data
  • Play matchmaker
  • Beware of circularity

START WITH HISTORICAL DATA

Start with regression models generated from historic data that

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