Programme Content
Utilizing a Sales Analytics Strategy to Generate Sales Value
Learn what it means to build an analytics strategy
Discover how analytics can bring value to sales leaders and organizations
Identify the underlying key principles for the appropriate use of analytics
Define the Sales Analytics Maturity Curve and explore use cases for each stage
Quantifying and Managing Sales Opportunities for Long-Term Benefit
Learn how to value prospects and opportunities for effective planning and decision-making
Understand how and why prospectopportunity value should be at the heart of important sales decisions
Achieving Sales Analytical Maturity with Exploratory and Predictive Analytics
Utilize a three-pronged framework describing the application of exploratory and predictive analytics (EPA) to sales
Engage in interactive exercises using a predictive modeling tool to generate predictions and insights
Taking Action and Knowing What Works through Prescriptive Analytics
Identify the best way to create reliable and profitable business rules using exploratory and predictive analytics
Explore the role of test and learn in sales
Gain insight into running business experiments
Evaluate alternatives to experimentation
Building and Leading a Smart Sales Organization
Review the keys to building and leading a sales organization that embraces and embeds analytics into decision-making
Learn what to look for when hiring and how to set expectations for your team
Discover how to assess sales analytics technologies and best practices for working with data teams
