To stand out in the B2B market demands good Business Analytics (BA) strategies and technology support to support sales solutions.
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After all, the speed at which we generate and exchange information is currently extremely high. So it's really difficult to filter what can be used to build a sales plan that gives results.
No wonder that Big Data has already consolidated itself as the great trend for those working in the field, in order to use the purchase data of their own customers to offer the right product at the right time.
But how to deal with so much data without getting lost in the excess of information? This is where new sales solutions gain prominence to structure business processes and make your planning more assertive.
Want to understand how it works? Read on and learn how to use BA in favor of your business.
Reading time: 9 min
You will read about:
· Using commercial intelligence to sell more
· Differentiating Business Intelligence and Business Analytics
· Knowing the best sales solutions focused on BA
Using commercial intelligence to sell more
In the midst of the digital transformation era, those who do not have the help of technology to optimize their business are left adrift.
Sales software , for example, came to give intelligence to strategic planning and provide the right direction for the commercial teams. Before, the manager's decisions were made by trial and error. Now, this process is not very intuitive. Because?
Security, assertiveness and reliability are keywords in a Big Data scenario, where each step of a sales team is tactical and has the right address.
This whole context is summed up in what we call commercial intelligence, which in general terms means selling more in less time.
No matter how accurate your business strategies are, without the support of intelligent tools you would hardly be able to combine these two requirements.
It's the technology that allows you to accelerate Business Analytics to filter out that information that will actually drive your sales methodology.
Also because it is not enough to simply keep an eye on the numbers to find out what happened to your company's revenue.
It is necessary to extract from these statistics all possible insights for profitability to grow exponentially. All of this, of course, without compromising the teams' operational time and without the risk of obtaining vague, inaccurate or even doubtful results.
The structuring of business data is fundamental in this process, as it helps to link information so that managers and operators know exactly what those numbers are trying to say.
After all, a considerable increase in the contact base isn't all that beneficial if the conversion rate has been parked for days, right?
Differentiating Business Intelligence and Business Analytics
While these two concepts are under the same umbrella of Big Data and Business Intelligence , we can say that Business Analytics (BA) is slightly broader than Business Intelligence (BI).
BA has extra features in terms of predictive statistics, offering an in-depth view of business metrics.
As an evolution of BI, BA takes data analysis to an even more advanced level – not only gathering all the information arising from the business process and other departments of a company, but also structuring this data in a didactic way so that the manager earns time in the analysis.
The main objective of Business Intelligence is to start with an extensive volume of business data that help to understand the company's performance in certain aspects.
Business Analytics, in turn, consists of tactically analyzing this data to make more strategic decisions going forward.
Sales solutions are responsible for optimizing this process, decoding information and facilitating the interpretation of business indicators . In this way, it is possible to show with more agility and security the strategies that worked and those that did not bring the expected results.
Correcting these bottlenecks is essential to ensure team alignment and remain competitive in the market.
Below, we point out the gains your company has in the short, medium and long term by incorporating Business Analytics into your administrative routine:
· Assertiveness and rationality in decision making;
· Agility, efficiency and transparency in the commercial process;
· In-depth knowledge of the different purchasing profiles of leads;
· Operational cost reduction and high team productivity;
· More judicious risk management and shielded process in times of crisis;
· Increased competitive advantages and more authority in the market.
Knowing the best sales solutions focused on BA
Anyone who wants to successfully incorporate Business Analytics into their business strategy must necessarily rely on sales solutions to ensure reliable and insightful analysis.
Otherwise, improvisations and guesswork will continue to have a place in your management and may end up leading teams to an unproductive path.
Good sales software is capable of filtering everything that is really decisive in a base of numerous and random information.
From the automatic crossing of data, it is possible to know, for example, who is the right lead for your business and what are the best ways to approach him at each step of the sales funnel.
Lead Relationship Manager (LRM) tools represent the most innovative in this scenario, consolidating all Sales and Marketing activities in order to establish contact with purchase decision makers and then optimize the relationship with these potential customers to lead them naturally through the funnel.
In Brazil, the main Pre-sales management tool is Exact Spotter , from Exact Sales . The software has its own Business Analytics methodology that speeds up and enhances the crossing of data, focusing on in-depth information that allows a technical and situational look to determine the maturity level of each lead in your base.
Furthermore, it is a very efficient tool in terms of easy management and work dynamics. Let's go to the other features of the software:
Team productivity dashboards
The Spotter generates dashboards specific to different levels of users in the company, as managers of Sales and Pre-Sales .
This allows you to have full control over your sales team's metrics – such as the number of bookings and conversions performed – in order to identify any bottlenecks and redirect operational efforts with assertiveness.
Sales funnel visibility
In addition to providing a broad view of the sales funnel, as well as the position of each lead throughout the cycle, Spotter suggests strategic actions that can be applied at different stages of the journey. This favors the construction of a consultative approach that is 100% focused on the real needs of the leads.
Complete Activity Workflow
Human failures impact the prospecting process of companies that deal with a large volume of contacts. And this is very natural - but it can become harmful.
In this sense, having a didactic and organized workflow is essential to conduct operations fluidly and accurately, avoiding compromising not only the operator's time, but, above all, the customer's experience.
Custom contact cadences
When it comes to a humanized and consultative approach , personalization is key to keeping leads engaged and accelerating purchase decisions.
Through personalized cadences, Spotter ensures that each lead will be properly nurtured according to its priorities, so that only what is compatible with the pain and expectations involved reaches it.
Integration with other systems
The possibility of integrating LRM software with Marketing and CRM (Customer Relationship Management) automation tools makes the manager closely monitor the entire customer purchase journey.
This is also essential for the performance of operators, who will be able to consult the history of a given lead at any time and then direct it through the funnel with maximum efficiency.
All these features prove how indispensable the B2B sales solutions are , where shortening the funnel and saving time in approaches is essential to boost conversion rates.
Take the first step and optimize your business process with the right tools and the best Business Analytics strategies.
Want to learn more about technologies to leverage B2B sales? Watch this free webinar and discover what advances in digital transformation can do for your business!
