It’s a strange thing to think that behind the scenes engineers at Amazon are studying your every move. They are honing in using machine learning and predictive analytics on your behaviors to present you the right offer at the right time at the right price. It’s the competitive reality of retail. Wal-mart, Nordstrom and Hilton are studying you and figuring out how to connect in a timely, relevant way, as well, among many other brands.
The data you are producing on the internet from surfing on your browser, keywording within your email correspondences and searching on Yelp! from your iPhone create a profile that becomes something an analyst can use to affect your behaviors and drive sales.
It’s 21st century selling. We spent the last 100 years efficiently making things. It’s easier and cheaper than ever to make a product, especially with additive manufacturing, 3D printing and on-demand factories.
In selling, the collective thinking is about targeting, timeliness and analysis. Selling is only becoming more efficient. If you are merely tactical without using intelligence or feedback from all the data which surrounds your selling process, you are operating blind compared to those that are getting more than their fair share from being smarter with insights.
Gathering the information and data is not so hard these days. A few embeds and tracking tools can get that done.
Making meaning of what is happening and why people are doing what they do within the sales funnel is where the immense opportunity is for driving your revenue number. Selling is becoming more scientific and predictive.
What can this trend and the state of the world mean to your business? Are you simply working harder, being charismatic and looking for low-hanging fruit? As your competition squeezes out selling efficiency, there may not be as much of the pie left for you.
If you haven’t looked at your selling approach and entertained that it could get a major increase by using data and predictive approaches, then you are outside the game. Your market will change around you and this will be the main reason. You are flying blind, rather than using data to drive efficiencies.
Want to learn more? It’s well worth getting some orientation to predictive and data selling. You can ping me to find out more.