B2B Commercial Analytics: What Outperformers Do

Key takeaways

B2B companies leveraging analytics in marketing and sales are 1.5x more likely to surpass growth rates.
Outperformers with advanced analytics see up to 5% higher return on sales than peers.
Investment in analytics leads to strategic advantages, urging B2Bs to emulate successful practices.

An article by McKinsey:

There are many obstacles to applying commercial analytics across B2B companies—one of the biggest is a lack of alignment among sales, marketing, and service. Increased collaboration between these groups is vital to maximize the value of commercial analytics.

KEY TAKEAWAYS

1. Build consensus on sources of value

2.Assemble the right analytics talent

3.Use an array of data architecture, algorithms, and tools.

4.Use change management to boost execution on the front-lines.

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