40 People Shared This

Free ebook: Predictive Playbooks

Predictive Playbook: Sales Prioritization Many B2B companies are interested in predictive but need help building a business case. While there are many applications for scoring, sales prioritization is one of the most common. It is easy to set up the ROI story upfront and measure the impact over the first 60 days. Over the years we’ve had the opportunity to work with amazing companies including Tableau, Optimizely, and Zendesk. This playbook ...Read More

First 3 Pages

Predictive Playbooks Once you’ve built your predictive model and tested its accuracy, the next step is to determine how to apply the scores in order to unlock the most value. Below are a couple of the most common use cases and some frameworks for measuring ROI. Use Case #1 Filtering A predictive model will identify some subset of leads that have almost zero chance of converting. By routing these leads around sales and straight to nurture, yo...Read More