Analytics Across the Enterprise: How IBM Realizes Business Value from Big Data and Analytics

9. Increasing Sales Performance

“The positive correlation between online commerce enablement and wallet share is at least as much a statement of the potential downside risk from falling behind as it is a statement of the potential upside from leading in the market.”

—David Bush, Senior Managing Consultant, Global Business Services Strategy and Change Internal Practice, IBM Corporation

Perspective: Using Analytics to Optimize Sales Performance—Inside and Out

The traditional roles of buyers and sellers have undergone a significant shift as access to information has increased. Buyers can easily search on the web for reviews and recommendations from other buyers and use the information they find as input to their purchasing decisions. That same ...