Sales Intelligence Blog by Lattice Engines

“Insanity is doing the same thing over and over again and expecting different results” If you are a banker (relationship manager) focused on offering credit to small and middle market businesses, chances are that the outlook is positive: the economy is looking stronger, your bank is overcoming the state it was in after the financial [...]

The book and movie, Moneyball, popularized the David vs. Goliath story of the Oakland A’s, who pioneered the use of data and analytics to make decisions on how to build, train and play a winning baseball team. Applying data-driven insights to achieve superior performance has become widespread in sports. You might be surprised to learn [...]

A few weeks ago, we wrote about the question of whether CRM provides more benefits to sales managers vs. sales reps. We also shared this question in the Sales Ops Council (SOC) LinkedIn Group and received perspectives from both sides.  Here are some excerpts from this lively debate: “It’s important to balance [SFA/CRM] so everyone [...]

Today’s blog entry is a guest post from Steven Miyao, CEO of kasina. kasina is a trusted advisor to the leaders of the asset management and insurance industries. They innovate distribution through consulting, research, and benchmarking data. In Part 1 of this series, Ian J. Scott discusses why firms need to rebalance their focus on [...]

In Part 1 of this series, we discussed why firms need to rebalance their focus on both acquiring net new assets and minimizing redemptions. In this installment, we address new data-driven techniques to anticipate and mitigate asset outflows. In Part 3, Steven Miyao of kasina will discuss changes to wholesaler compensation that align individual incentives [...]

As Dave Brock had aptly pointed out earlier this year, controversial titles are bound to get lots of attention. In writing the seemingly controversial blog post ‘CRM, The Biggest Productivity Drain in 10 Years!’, Dave set out to illustrate a subtler point. His aim was to highlight the importance of listening to and really understanding [...]

Business relies more than ever on predictive analytics to make critical decisions, from how banks price risk to how sales teams predict which customers are most likely to purchase. Predictions about the future are based on data patterns, mined from a staggering variety of sources spanning real-time web-clicks, psycho-demographics and years of accumulated transaction histories.  [...]

The holiday season is a good time to capture last-minute opportunities and reflect on strategies for success in 2012. Here are 5 tips we’ve compiled since Thanksgiving: 1. Get noticed during the holiday lull Sales consultant, Mark Hunter, noted on his blog that “[Thanksgiving] is a great week to pick up new business customers who [...]

The year 2012 may be challenging for asset managers.  In addition to the ongoing structural shift in asset flows stemming from baby-boomer retirement, continued stresses in the global economy makes it even more difficult for firms to increase assets. This 3-part series, co-written with Steven Miyao of kasina, will examine why firms need to rebalance [...]

San Mateo, CA – December 14, 2011 – Lattice Engines, the leader in B2B sales intelligence software, announced today that it has won the 2011 Red Herring Global Top 100 award. The award honors cutting-edge companies and technology providers positioned to grow at an explosive rate.  Previous Red Herring 100 award winners include Google and [...]