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Using Predictive Analytics for a Scalable Sales Process

3 min read
July 29, 2016

We all know that personalization has become the key to sales success. And the best way to prioritize personalization to the right people in your sales pipeline is by using predictive analytics.

The addition of analytics to your process may be a new trend for departments like marketing and service, but keep measuring predictive analytics is nothing new to data-driven sales teams. They’re no strangers to the importance of capturing and analyzing the effectiveness of their daily actions and activities.

But how does an organization replicate this at scale? There are tons of technologies on the market — from simple lead scoring, all the way up to predictive analytics for lead generation. But the one thing that holds true is that each of these tools is using data points based on your existing customer base to score and tier accounts — allowing reps focus on the actual execution of the sale.

Today on SDRtv’s Sales Tips, we have Inbound Sales Development Team Lead, Chase Walker here to help you uncover the best ways to communicate with people, and how to implement a culture of predictive analytics to connect with your leads better and faster.

Video Transcript of Chase’s Predictive Analytics Strategies:

Hey, this is Chase with Salesloft. I’m part of the Inbound Team here, and I wanted to talk to you today about predictive analytics and your sales team.

Tip one is reviewing the lead score that comes in from your predictive analytic model. They come in as A, B, C, and D. The A, B, and C’s are the ones we really like to work with. The D’s, not so much. When it comes in and it’s an A, it’s got an 80% chance of us closing it here at Salesloft.

Tip two, is putting your leads into tiers. By putting them into tiers, you’re able to say A, B, and C, has a different level of personalization. We have cadences set up for the tier ones, twos, and threes. And that is emblematic of the different lead score that somebody comes in from the predictive model.

Third, we have three different levels of personalization, hyper-, semi-auto, and full-auto. And so, what we do is, we have the hyper level of personalization that goes into great detail about your prospect. So you’d look on LinkedIn, Twitter, Instagram, Facebook — anywhere you can to find out little tidbits about that person — so when you reach out to them, you have a talk track or an email that you can send out that is very tailored to them.

To conclude this sales tip video, here’s a recap of the three tips we covered today. One, review the lead score that you get from the predictive model. Two, group the leads into tiers. And three, define the level of personalization.

Thanks for watching today. I hope these tips will help your team become more predictive.

For a more comprehensive look into Salesloft’s sales analytics process, download your free copy of our new ebook, The Essential Guide to Sales Analytics, today and optimize your sales efforts to start crushing your sales development goals today.

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