Accent's Sales Enablement Blog

Stop Confusing Predictive and Prescriptive Analytics

Technology can be confusing. Often, people find themselves using tech terms interchangeably when, in fact, there are very clear differences between them. A perfect example of this is the term “analytics.” For B2B sales leaders in particular, the generic use of the term sales analytics can be a source of frustration. While you’re researching the different sales enablement providers, you’ll probably see many platforms touting analytics as one of their main features. But all analytics are not equal, and some claims of predictive or prescriptive analytics don’t hold up when you look at what’s actually being offered. So let’s set the record straight. We’ll start with some basics. There are three main types of analytics: descriptive, predictive, and prescriptive.

Dear Sales Analytics, I Love You. Sincerely Yours, Management

A Love Letter to Everyone’s Favorite Sales Enablement Technology   Dear Sales Analytics: It’s Valentine’s Day, the one day out of the year designated specifically for expressing our love and appreciation for the important people in our lives. But can I also express my admiration for you, the technology that has made my business grow like never before?

What is B2B Sales, and How is it Different from B2C?

Interested in a clear and concise definition of B2B sales? We’ve got you covered. This quick guide goes over what it is, some practical examples, and the key differentiating factors between B2B and B2C.

7 Predictions for What 2017 Holds for Sales Enablement

Whether your company’s sales struggled or excelled in 2016, there’s no denying that the year saw a great deal of innovation in how businesses approach the sales process. This coming year will be no different. While nobody knows for certain what the future holds, some B2B sales trends have been building up for some time now—can you guess what they are? Here are our top predictions for where 2017 will take sales enablement.

Sales Enablement Roundup: January’s Best Articles

We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read:

Lead Qualification 2.0: How to Improve Your Qualification Process

When you hear the phrase “lead qualification,” what comes to mind? Most B2B sales managers probably picture IBM’s BANT qualification model: Budget, Authority, Need, and Timeline. This method has been used by businesses for many years, but as great as these qualifying factors are, it’s clear that they are basic. More than that, they often lead to disqualification of leads that are actually an excellent fit. After all, if your sales reps can make the case effectively, timelines can be accelerated and budgetary restrictions can be reassessed. Even authority isn’t a deal breaker if your reps can go up the chain of command and grow the buying team.

Are You Swinging Blind on Sales Calls?

I was watching my 7-year old son’s baseball game the other day, when a parent came up with a big Nikon camera [that’s what parents do] and exclaimed “I know why Wes is swinging and missing his first couple of pitches, he’s closing his eyes!” Wow, a breakthrough moment. Now we have something to work on.  I was a decent baseball player growing up, so I could relate to the observation. I always found it easier to hit the ball with my eyes open. In fact, only one thing kept me from playing for the Mets. I wasn’t good enough. Okay… on to the point. In B2B sales, inside sales, or whatever, swinging blind gets you nowhere. Period.

Tomato, Tomahto: How to Achieve “All In” Sales Enablement

In February 2015, an image went viral. It was a photo of a formal dress that induced a polarizing debate based on how people responded to one simple question: is the dress blue and black or white and gold? While the dress was in fact blue and black, for some people, the image did and always will appear white and gold. Were they wrong to believe that? Like the opinions about the dress, sales enablement is subjective. While achieving sales enablement might require a “blue and black” approach for some people, others fiercely believe that “white and gold” is the tried and true approach. And the truth is that both approaches can and often do work. To reinforce that point, let’s look at some recent research from Aberdeen.

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