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Predictive analytics is promising for improving B2B sales processes, especially lead and opportunity conversion levels. Gartner is encouraging IT leaders charged with supporting the sales organization to analyze their business purposes and product capabilities before proceeding with these solutions.
Table of Contents
Impacts and Recommendations
Predictive analytics solutions have had a positive impact on B2B lead and opportunity conversion rates
Predictive analytics solutions support sales effectiveness by putting sophisticated machine-learning capabilities into the hands of sales users
Predictive analytics solutions require large datasets to be most effective
Proofs of concept can demonstrate the accuracy of vendors' predictive analytics capabilities before solutions are purchased
- Predictive analytics solutions have had a positive impact on B2B lead and opportunity conversion rates
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