Your customer data or B2B sales analytics is the key to your business’s success.

You need to trust the B2B sales analytics and rely on it for your sales predictions.

I’ve been guilty of this, too. I try to imagine who my buyers might be and what they want to hear – but that can lead me astray because it’s not based on data.

This post is about predictive sales and marketing strategies, which start with your own customer data. Let’s discuss why this all matters.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

How B2B Sales Analytics Drives Predictive Fprmula in Sales and Marketing

Today, the best B2B marketers and sales professionals are successful because they know what their customer is looking for. They know why their buyer is buying from them in particular.

Customer experience is the future of B2B marketing and sales strategy.

Companies will be able to provide better customer service and higher quality products by linking data from their customers with other information about them.

The secret to moving deals from prospect to closed is digital data.

Marketing and sales will be better aligned with these initiatives, but other departments that generate revenue or interface with customers will also benefit.

How does machine learning go?

Predictive, Machine Learning and A.I. can be expensive but they’re becoming more common in B2B sales and marketing.

History tends to repeat itself, so if you are struggling in one industry but closing at a high rate in another industry, that trend will likely continue.

It’s hard for a human to keep up with these trends and know what is happening.

This video on the Future of Sales dives into 8 different strategies that will drive sales, and they cover a wide range of topics.

The tipping point was when intelligent software became available to all companies, not just the ones with a big budget. Now it’s possible for any company to have sophisticated predictive analytics.

Build a Foundation for Predictive Formula in B2B Sales and Marketing 

It is critical for B2B companies to focus on their customers’ metrics. Predictive analytics serve as the connector between past and future success.

In this article, we’re going to discuss how you can set up each one of the B2b sales analytics in your own business.

1. It creates a better customer experience.

One of the reasons predictive sales is so important for customer experience is because it makes things easier and more streamlined.,

That’s why a wish list is important for every B2B sales organization:

  • More customers 
  • Higher average contract values
  • Negative churn 
  • High renewal rates 
  • Increased referrals
  • Shorter sales cycles 
  • We need to generate more inbound leads.

A better customer experience will solve all the problems that your front office has.

All those things on the wish list? They’re organic revenue drivers. These are what sales and marketing teams should focus their efforts on in order to thrive.

The data behind client success can tell you how to market, sell and develop your products.

How to Get Started in B2B sales data analytics:

The first step is collecting data about your customers. You need three sets of data to properly understand them:

  • Data about a company’s demographics and their technological abilities
  • Knowing how a customer acted before they bought the product is really helpful to know what kind of person you are dealing with.
  • The post-sale customer success data is crucial to how happy customers are with the company.

I read about account targeting strategy in an article online.

The first set of data is easy. You just need to pay for a service that populates your CRM database with information about who you are targeting.

The second set of data is a marketing automation platform, such as Pardot or HubSpot. It tracks the buyer’s journey through your company and helps with motivation.

To help you understand your customer better, invest in an attribution platform such as Bizible. It will show you every touchpoint before they purchased from you.

Third of all, you need a good customer success measurement system. For example Nextiva tracks your customers’ engagements with the company and scores their satisfaction of using it.

2. It improves everything

84% of B2B decision makers start the buying process with a referral. If you want to be successful, focus on customer experience and not just profits.

Cross-functional collaboration is necessary for successful sales enablement initiatives (source).

b2b sales analytics

Database enrichment, predictive analytics, and client communications technology have helped SMBs get the same insights that big companies had before.

The company’s client database is fully updated and searchable, with customer satisfaction scores.

How to Get Started:

Once you have all of your data points about customer experience, you can create a blueprint for the perfect customer and use this to help with future decisions.

Who made a purchase in the shortest amount of time and for the most money? What led them to your company?

What are the most successful customers?

Have you ever thought about what content your customers and high-converting prospects are mostly consuming? Are there any assets or conversations that offer premium value to their success?

All future sales, marketing and customer success activities should be based on the answers to these questions.

Once you have an idea of who your ideal customer is, come up with a referral program that will help bring in customers who are similar to them.

If you want to get more customers, launch new content that directly attacks the problems they face.

You can team up with other companies to increase your brand’s visibility.

You must map out your customer experience by collecting data and creating a composite of the ideal customer. This will help you create an effective roadmap.

3. It drives growth and prosperity.

If you don’t want to help your customers, then I can’t do anything for you.

If a company wants to be successful, it needs to look at its current customer data. It also has to work hard and focus on the customer success-based foundation for future revenue growth.

The Digital Age has made it really easy for businesses to get information about their consumers. There is virtually no gap between the two.

Nowadays, companies have less control over product messaging. It’s now in the hands of their customers on review sites and social media.

Nowadays, buyers can start their journey without any interaction with marketing and sales.

Your clients are the most important part of your business, and every organization has to make a choice about what they want customer success to look like.

How to Get Started:

With predictive analytics and current customer data, your B2B company can make smarter decisions about how to act on what customers say.

Track metrics that show customer satisfaction, and then use these insights to hand your happiest clients a megaphone to sing about their positive experiences with you. This helps avoid requesting reviews or referrals from unhappy customers who are looking for an opportunity to do damage online.

Start with your ideal customer persona, and create a roadmap to guide you in marketing. Then continually revisit the personas and keep refining them as your business evolves.

Bringing Predictive Formula to B2B Sales and Marketing

 We have reached a point where customer data is more accessible than ever, and it’s easier to predict what they need.

Companies that have high-quality customer data and put clients first will be best equipped to use predictive B2B sales analytics, machine learning, and AI to help grow their revenue quickly.

To all the B2B sales and marketing organizations, I wish you luck. To succeed in this new economy, get data from your customers to be more customer-focused.

And use your marketing and sales initiatives to get smarter, not just in B2B sales analytics, but also in your whole career.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
This post was written by Content at Scale, a solution that uses AI + a team of optimization specialists to publish hundreds of high quality, SEO optimized content straight to your blog. It’s the first and only solution that allows you to truly scale content marketing.