| | April 20228IN MY OPINIONIn the age of Big Data, most companies have countless amounts of data and customer data. Only a few companies are able to profitably analyze or use this data to gain a holistic picture of their customers, to expand sales with existing customers, or to acquire new customers. In order to face these challenges and to develop a sustainable competitive advantage, we have been working with our partner Porsche Consulting on the topic of Artificial Intelligence (AI) and the use of Smart Data in B2B sales.With the goal of increasing the utilization rate with our customers in order to generate sustainable turnover and growth, we developed an innovative model to control sales in an automated and potential oriented way. Through smart sales management and targeted market development, we also wanted to relieve the sales force of administrative tasks in order to increase the number of on-site customer visits.In order to activate the market exploitation by our sales team, we created a network target picture for defined regions and services based on a three-stage implementation plan, on the basis of which we derived a sales strategy, and launched a pilot.By Frank Mager, Head of Global Sales Business Stream Mobility, TÜV Rheinland GroupHow can you successfully hold your own against the competition in dynamic predatory markets with ever more comparable services, prices, and service offerings? If the provider and the service are interchangeable, there are two main differentiators - first, the human factor contributes significantly to sales success. Despite advancing digitalization, 67 percent of respondents in a study of more than 1,000 B2B (business-tobusiness) companies said that the salesperson is one of the main criteria in the purchase decision. On the other hand, however, a salesperson should also know with which customers and in which regions thereis the highest probability of closing a deal. Thus, one of the most influential competitive advantages lies in innovative and intelligent data analysis, as well as its targeted use in traditional business-to-business(B2B) sales.SMART DATA SALESAUTOMATION Fundamentally, the incorporation of Smart Data and the incorporation of intelligent algorithms plays an increasingly important role and has the potential to bring about great improvements
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