target audience: TECH BUYER Publication date: Feb 2024 - Document type: IDC TechBrief - Doc Document number: # US51872324
IDC TechBrief: Predictive Sales Analytics
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Abstract
This IDC TechBrief discusses the role and impact of predictive sales analytics in business intelligence. It highlights how predictive analytics, leveraging AI and ML, can provide actionable insights for businesses to anticipate customer needs, optimize resources, and improve sales forecasts. The content also explores the various formats of predictive sales analytics solutions, the potential risks, and the critical success factors. It emphasizes the importance of data quality, integration, model interpretability, and security in implementing predictive sales analytics.
"In the realm of sales, predictive analytics isn't just about foreseeing the future; it's about shaping it," says Michelle Morgan, research manager for Sales Force Productivity and Performance at IDC. "Harnessing the power of data-driven insights doesn't merely predict sales outcomes; it empowers businesses to craft strategies, seize opportunities, and steer their destiny toward success."