How predictive analytics can revolutionize sales

12/3/2012 |

Traditional CRM systems aren't very good at determining which prospects are most likely to buy, but predictive analytics can help supply this valuable information, writes Brian Kardon of Lattice Engines. Analytics can also enable sales professionals to make decisions based on facts rather than instinct. "The big data explosion is driving a fundamental shift from gut decisions and managing by anecdote," he writes.

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