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
