Bottom Line Confidential – How to for Sales Growth: “A New Way to Increase Revenues”

By Bill Swanson, CEO Decisions

Revenue is down and so is profit. You listened to your customers, assessed the competitors, enlisted the brightest of your team, and sifted through the brains of the best external experts. You’re feeling good about your decision to signed-off on that five hundred thousand dollar Sales Improvement Program; you locked the door and made your way to the parking lot. It’s 6:30pm and you’re excited about a long holiday weekend with the family; a time to relax and renew. As you flip the steaks, cook the potatoes, and plan the weekend, the flames under the steaks bring to mind your hot new Sales plan. You begin to ponder… ponder if your market will alter their behavior and increase sales as promised by your team. Can we drive down the expense line using a new position in market strength? Will our up and down channels be convinced and ensure our new products will be supported by them? Will improving Field Sales capabilities and efficiencies do their share to increase revenues? Can marketing successfully define the improvement, and will the company become more profitable; or did I miss something…? The answer to these questions becomes personal. It’s my credibility with the Board, the Bank, and the sales force. Within the smoke of cooking beef lays two questions; questions that should have been asked at the beginning of the decision process: Was the decision making process fully correlated to the sales objective, and will the projects and programs produce recognizable value to the customer?

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The Popularization of Analytics via the Cloud: Theme of Cloud Analytics Summit, April 25

By Jeffrey M. Kaplan

As a follow-up to Greg Sikes’ blogpost entitled, “Deep Analytics Become More Relevant In Daily Life”, on March 21, I’d like to suggest that the pervasive nature of today’s powerful new forms of analytics can be found everywhere in our day-to-day lives, ranging from fantasy sports teams to smartphone apps which can track our every move.

And, this ready access to data and statistics which is becoming an integral part of our personal lives is setting new standards for what we expect in our professional lives as well.

In the same way that the ‘consumerization of IT’ has transformed the way technology and business applications are being consumed in the corporate world, THINKstrategies believes a similar pattern is emerging in the BI, big data and data integration arena.

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Deep analytics become more relevant in daily life

By Greg Sikes

If you have watched TV in the last two years, or walked through an airport, you have likely seen an IBM Smarter Planet advertisement.  At the core of this message is the idea that the world is becoming more Instrumented, Interconnected, and Intelligent.  Just take a look around your house, or at the communication device you regularly clutch in your hands, and you will see evidence of the first two points.  I looked up the word “intelligent” in the dictionary sitting on my desk; included in the definition was the text “the ability to learn or understand”.How does a device get the label “smart”?  Aside from good marketing intended to increase sales, smart products hold the promise of optimizing performance based on behavior patterns.  An example might be an energy consumption monitor that helps meter appliance usage such that it occurs during the lowest cost cycle within a given time frame.

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