A lot of B2B players are struggling to come up with the right pricing mechanism to woo clients. That is where the right usage of business analytics can be a winning combination. It will help in multi-pronged ways starting with understanding the behaviour of sales associates and customers before segmenting them. Beyond plotting customers, even the sales team can be graphed. Corporate training programmes may then be developed according to the salesperson personas. The B2B distribution centre will have its own unique culture, separate from the sales. The core sales personnel will on the other hand constantly seek to maximize the topline. Due to the specific data points collected, analytics also helps in narrating why collaboration usually wins. Sales teams will need to be in touch with product teams to get the best final pricing.


Uploaded Date:11 September 2018

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