Gartner Research

Predictive Analytics Are Transforming B2B Selling

Published: 15 May 2015

ID: G00274067

Analyst(s): Todd Berkowitz , Theodore Travis


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


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

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.