Distribution Industry Survey Results: Learn How Successful Distributors are Using Targeted Marketing
The data is in on targeted marketing in the distribution industry and we're going to…
A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be. — Wayne Gretzky
Today’s sales research is increasingly focused on the area of predictive sales insights. How do you help your distribution sales reps create the exact experiences that your customers need and desire, make meaningful and custom-tailored offers and build those insights into an already busy day-to-day sales routine.
You have undoubtedly already been targeted by predictive analytics in your own life with some degree of success.
Starbucks customers are targeted with specific offers for the exact type of coffee they drink on a particular day at a particular time. Do you drink a hot Americano every Friday morning? Then maybe you’d like an offer for an Americano plus a breakfast sandwich for more loyalty program stars. Do you pick up an iced coffee on Wednesday afternoons on your way to a sales meeting? Starbucks will send you a reminder around noon next Wednesday. Examples of predictive insights are everywhere. How does Spotify make such perfect suggestions for music you’ve never heard of and yet matches your tastes, moods and preferences? How does your bank know when it’s time to pitch a refi offer or a new car loan?
It may seem like mind reading, but it’s really as simple as connecting a few dots to see what offers and behaviors are the most probable given a set of previous behaviors.
But I’m a distributor, you say, not a giant retailer. I don’t have massive amounts of customer data, large teams of PhDs or budgets for sophisticated data science platforms. And my sales reps certainly don’t have the time or inclination to dive deeply into what data I do have to predict what my customers want next week, let alone in the coming months. Furthermore, none of my customers are the same so how can I even use data to be more successful.
The truth is, you do have the data available to you. You just don’t have a fast and convenient way to access and analyze it. SMP changes all of that. With a simple, visual, drag-and-drop interface, your entire team can compare and analyze any customer sales data you have in your system.
Imagine the power of being able to answer the following types of questions with a few clicks of the mouse:
While the questions you could answer are only limited by your sales history and your imagination, the benefits of predictive sales insights are clear:
We’d love to have a discussion with you about your CRM and business intelligence strategy. Using SMP can bring immediate results from sales analysis, such as: