Episode 322: Leveraging Data Analytics to Understand The Buyer Mindset With Michelle Howard of Xactly
Episode description
“Yes, you have the data. But you have to be able to decipher it; is there a compelling story there?”
Michelle Howard is a senior product marketing manager at Xactly. She is responsible for the go-to-market strategy for numerous products, including Xactly Insights, Xactly SimplyComp, and Xactly Objectives. She has a strong background in product marketing for software companies in the events, telecom, internet marketing, and insurance industries. Michelle is a keen observer of trends in data application, most specifically in how it can solve complex needs and identify key problems. She is an expert on the benefit of using real-time data insights to proactively identify important areas of focus, understanding the intersection of pay and performance across sales teams, leveraging Artificial Intelligence (AI) and Machine Learning (ML) to predict sales rep attrition, and in using benchmarking data elements like tenure and pay mix to identify when your team will hit optimal sales performance.
Listen & Learn:
- How COVID has impacted the buyer mindset.
- How sales reps can control their sales cycles, spikes in performance, and avoid “the hockey stick.”
- How to use data analytics to deliver the right message to the right audience at the right time.
- How brands can look at their sales funnel and help their sales reps leverage AI to predict attrition.