Sales Intelligence Blog by Lattice Engines

There is a proven formula for success. No matter what you want to achieve – including increasing B2B sales success – there is a simple process to follow. We explore this formula here as introduction to a series of future posts on the cutting-edge of human productivity and how we can optimize all the terms [...]

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Over the last few years, there has been a secular shift of marketing efforts from “outbound” outreach to “inbound” demand/lead-generation efforts. The basic idea of permission marketing, as described by Seth Godin and others, is that we are moving to a more civilized place where interruptions (in the form of cold-calls) will no longer be [...]

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The following are excerpts from the interview.  The read the interview in its entirety, please visit: lattice-engines.com/news.htm or knowledge@wharton When Shashi Upadhyay, Kent McCormick and Andrew Schwartz co-founded Lattice Engines in 2006, their plan was to offer data integration solutions. But based on market feedback, they soon changed their business to offer sales intelligence software. Upadhyay, [...]

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When was the last time your social media activities actually led to a deal? While your activity on Twitter, Facebook and LinkedIn can be invaluable for building and managing a brand by listening and engaging with customers, the fact is that the ROI is just not there – yet. That’s because the real value of [...]

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We have commented often about how the amount of information available about people, companies, etc is growing at exponential rates and how analytics will play a leading role in interpreting and making sense of this data deluge.   Continuing on the theme of how data and analytics will shape and transform our personal and professional lives, [...]

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At the beginning of the NFL season, a questionnaire was sent to NFL coaches and other top brass.  It asked what they felt was the most important statistic as it related to a team making the post-season.  Conventional wisdom has been “defense wins championships” — so the majority said “defensive scoring (low points per game)” [...]

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As the CEO of Lattice Engines, I frequently visit our customers and prospects to talk about how they can use predictive analytics to improve the performance of their sales teams. Some of my most interesting conversations have been with analysts inside these organizations, usually very smart Ph.D’s in Operations Research, Economics or the hard sciences, [...]

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While at Dreamforce 2010 in San Francisco last week it was hard to not get inspired by bubbly exhibitors, droves of passionate sales and marketing executives, and high-profile keynotes including President Bill Clinton and Marc Benioff himself. Judging by the excitement from the 25,000+ attendees at Salesforce.com’s Dreamforce 2010 Conference in San Francisco last week, [...]

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We’ve had a couple of exciting days here at the Moscone Center in San Francisco for Dreamforce. It was an impressive showing with over 30,000 attendees, standing room only for the keynote sessions, performances by Will.I.Am and Stevie Wonder and a memorable session with former President Bill Clinton. Marc Benioff, CEO of salesforce.com introduced the [...]

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At the recent Chief Sales Executive Forum hosted by the Alexander Group, Lattice Engines presented “Rebirth of a Salesman,” a parody on Arthur Miller’s Death of a Salesman.  The plot of this six minute skit is about how sales intelligence could have saved the unsuccessful sales rep, Willy Loman.  You can watch the full skit [...]

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