A true vision of the customer mindset is essential for any company in interpreting what will be purchased and why. As businesses compete for popularity in a demanding economy, the ability to explain, predict and influence customer behaviour is crucial to creating stronger relationships and successfully developing products and campaigns.
This requires a combination of data science to understand what people are doing, alongside market research, neuroscience and behavioural economics to discover why.
For many years, business sales teams have been dominated by individuals understood to have the “gift of the gab”. The remaining nearly six in ten salespeople expect they will fail to hit their quota, and businesses often cannot identify the root cause.
Artificial intelligence (AI) is enabling those organisations to unlock the true potential of their staff, by identifying what works among the top performers, highlighting the key moments revenue is won and lost, and teaching the middle band of the team how to apply the lessons.
A selection of articles, reports and other content.