08/30/2014
017. Market Planning with Predictive Analytics 
Instructor: Tom Gale FULL
Monday, March 09, 2015
8:00 am – 11:30 am
(this is a morning course, you will need to select an afternoon course as well)
Full Course Description:
High-performance companies use analytic techniques to target high-potential accounts and identify market share opportunities. This session covers industry best practices for building a market plan – one based on market segmentation and analysis, share metrics and predictive lead generation techniques – to drive top and bottom-line revenue.
This half-day workshop delivers the tools plus the how-to guide to significantly improve your company’s sales and marketing process by identifying where to focus limited resources on the highest potential leads, prospects and opportunities. This hands-on session covers each of the fundamental building blocks needed to identify and target the highest potential accounts, customer segments and territories to increase wallet share with existing customers and significantly increase conversion rates for prospects.
Who Should Attend:
Sales and Operating executives from emerging and midsize companies wanting to learn about Cloud and Mobile technologies and how these technologies will impact distribution companies. Not intended as an advanced course on ERP integration and implementation advice.
Takeaways:
- Foundational market analysis: The “who, what, where, why and how-to” of customer segmentation, classification, consumption patterns and behaviors.
- Best practices to estimate wallet share, market share and account potential.
- Market planning: How to identify and target high-potential territories, customer segments and product categories, and then build a plan to target accounts.
- Predictive analytic techniques and systems leading industrial product marketers use to sell more efficiently.