The digital trail of information that customers and prospects share offers sales teams rich insights into their behaviors, needs, and interests that can be analyzed and acted on to drive higher conversion rates. The customer data that's available also makes it possible for sales leaders to test hypotheses for different sales strategies and to examine the validity of offers against the needs of different customer groups.
In this 1to1 Webinar, Don Peppers, founding partner of Peppers & Rogers Group, and Jonathan Gray, vice president of marketing for Revana, examine progressive approaches to data-driven sales that mesh with the needs of both B2C and B2B customers. They explain how these techniques can help increase conversion rates and other key business metrics.
Attendees will learn:
How customer data and statistical reasoning can be used to achieve sales potential and maximize customer value
Which techniques can be used to drive incremental sales from existing customers
How to increase inbound up-sell/cross-sell rates by matching callers with historical transactional and behavioral data
How predictive models and analytics can be used to forecast customers' potential value to prioritize leads
How leading companies are using data-driven selling to optimize business performance, including the use of customer data to help extend the lifecycle of current customers at risk of being lost
Don Peppers, Founding Partner, Peppers & Rogers Group
Jonathan Gray, VP Marketing, Revana
Tom Hoffman, Executive Editor, 1to1 Media