Online sites like Amazon use advanced analytics to personalize consumers' shopping experience, by making product suggestions based on similar consumers' preferences, for example. This can dramatically improve the shopping experience. Now business-to-business sales organizations are adopting similar strategies, mining deal-level data to anticipate buyers' needs. Machine learning techniques can identify clusters of buying factors and buyer behaviors, offering B2B salespeople clear direction on selling approaches likely to win for specific buying scenarios. In this webcast VantagePoint Performance's Michelle Vazzana discusses new research exploring how the application of machine learning can enhance B2B selling.
Chief Strategy Officer