Prescriptive Advice: The Salesperson's Crystal Ball

March 7th, 2017

John Bruno

With contributors:

Stephen Powers , Chad Rafferty , Peter Harrison

Summary

As B2B buyers continue to self-serve and conduct more research on their own, their expectations of salespeople continue to rise. To increase seller effectiveness and close the gap between buyers' expectations and experience, software vendors have embedded predictive analytics and machine-learning capabilities in their tools. This report helps app development leaders identify the right advanced analytics opportunities for their sales organizations, prepare for this change, and implement tools that allow their salespeople to anticipate and meet the needs of their customers.

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