Our journey began several years ago when Dennis, then leading the sales department at his former HR Tech company, noticed a critical issue: too many sales reps were relying on gut feeling, resulting in poor timing, missed opportunities, and inaccurate forecasts. With a decade of consulting experience at Roland Berger, Dennis knew that true understanding and accurate predictions required more than talent - it required substantial data.

This realization inspired Dennis to adopt a data-driven sales approach, which we now see as the future of sales.

Back to the story: Dennis’ first step was to build a static scoring model within their CRM. This model helped sales reps prioritize deals and act at the right moments by receiving notifications on crucial triggers, such as when decision-makers viewed offers or pricing pages. This approach improved conversion rates by 2-3% and provided more accurate sales forecasts. Also, his sales reps loved it.