Predictive Analytics Are Transforming B2B Selling


Archived Published: 15 May 2015 ID: G00274067

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Summary

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

  • Analysis
  • 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
  • Gartner Recommended Reading
© 2015 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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