Category: Sales

Where Do Sales and Supply Chain Teams Collide?

article image

What comes first, the product or the demand? This question is the central dilemma of going to market. The likes of Apple and Dyson have built strong brands around their designs, using adjectives such as “magic” or “perfection” to describe their appeal.  However, such religiosity around product design isn’t an option for companies working in markets that are more saturated or where products are commoditized.

Read More


The Role of Sales Analytics – Are You Leading Operations or Managing Them?

article image

For company leaders, the phrase ‘working on the business, not in the business’ should be a familiar one. Working on the business covers the strategic side, where management focuses on the longer-term outlook for the organisation. The alternative is to work within the business, dealing with the tactical challenges that exist in running the business, such as driving the sales process or managing existing customer relationships.

Read More


Owning the Future with Sales Analytics

article image

Sales professionals rely on a range of things to be successful. This varies from a good product, and rep’s own personal skills, to efficient processes and technology. To help sales reps be more effective, organizations have made huge amounts of investment in customer relationship management (CRM) systems and other technologies.

Read More


Understanding the ROI of your data-driven marketing

article image

Years ago marketing was a much simpler proposition; create advertising campaigns and build brand awareness and as long as this created some leads for sales, your job was done. Instead of being measured on the ‘value’ of marketing activities, marketers were measured on the ‘spend’ of their marketing activities. Times have changed. Marketers are now held accountable for their contribution to revenue. With this accountability, and vast availability of customer engagement data, marketers can no longer be in a vague position around attribution to revenue; they have the ability to measure attribution more accurately, and therefore they are on the hot seat too.

Read More


A Blog Series: Adventures in Analytics: Tips on Selecting, Implementing, and Productizing BI Part 3

article image

In this blog series, I’ve outlined my method of evaluating and implementing analytics projects; providing tips, lessons learned and helpful advice for readers looking for analytics solutions and are in need of a BI vendor. By now, following Part 1 and 2, you will have evaluated qualified BI vendors, moved through the Proof of Concept trials, and made your vendor selection. In Part 3, I’ll provide insight into vendor contracts and, finally, best practices for initial project implementation.

Read More


Adventures in Analytics: Tips on Selecting, Implementing, and Productizing BI: Part 2

article image

Prior to joining Birst, I spent the several years at my previous position evaluating and implementing multiple analytics projects. Throughout the process, I learned valuable lessons that I think are helpful to share with others looking for analytics solutions and are in need of a BI vendor. In Part 1 of this blog series, I shared tips on how to start the process of finding qualified BI vendors that fit your needs and walked through my own evaluation methods to help you identify which vendors you’ll want to take to the next step in the process: price comparison and proof of concept trials.

Read More


A New Strategic Weapon for Growing Your Business

article image

On February 18 at 9am PST/12pm EST, Birst is hosting an educational webinar that we think would help any organization that is looking to create a data-driven sales and marketing organization. Forrester Research analyst Laura Ramos will participate in the session, “Analytics to Revenue: The New Strategic Weapon for Business Growth,” to discuss the latest evolution in sales and marketing and will highlight how analytics is powering every stage of the customer lifecycle.

Read More