Predictive Sales Analytics Tools

Best Predictive Sales Analytics Tools include:


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Predictive Sales Analytics Tools Overview

What is Predictive Analytics?

Predictive analytics uses computer algorithms and statistical models to analyze large datasets to assess the likelihood of a set of potential outcomes. These models draw upon current, contextual, and historical data to predict the probability of future events.

As new information is made available, the system incorporates more data into the statistical model and updates its predictions accordingly. Throughout this process of machine learning (ML), the model gets “smarter” and predictions become increasingly accurate. However, these models are not infallible, and experience problems that many data scientists are familiar with - the biggest one being data limitations.

Predictive analytics has a number of applications for enhancing sales and marketing operations, including:

  • Optimizing lead scoring

  • Streamlining the sales cycle

  • Identifying upselling/cross-selling opportunities

  • Providing sales messaging and timing information

Currently, predictive software for the purpose of optimizing sales and marketing is referred to as predictive sales analytics, predictive marketing analytics, or predictive analytics. Although often classified as either a sales or marketing tool, its predictions are relevant to both teams. In order to be most effective, predictive sales analytics requires the alignment of sales and marketing.

Prescriptive Analytics

Descriptive, predictive, and prescriptive sales analytics all fall under the umbrella of business analytics. When used together, they can provide sales and marketing teams with a complete analysis of a given situation - including recommended next steps.

Descriptive analytics help to describe, or visualize what story the data is currently telling: what has happened and what is happening now. Predictive analytics, as described above, uses this data to forecast future possibilities, and attach a probability to each likelihood. Prescriptive analytics ties the results of a predictive model to possible next steps. It weighs the likely effects and probabilities of different possible decisions in order to recommend a next best action. Many analysts, vendors, and experts see prescriptive analytics as the future of sales and marketing.

Predictive Analytics for B2C and B2B Sales

Some B2C companies are already using predictive and prescriptive analytics technologies, for example, Amazon and Netflix recommendation engines. However, these capabilities are just starting to enter the B2B software space. Sophisticated predictive sales models consider a range of data including:

  • historical data

  • transactional data

  • real-time data feeds

  • big data from the web

  • social media

  • 3rd party databases

For both B2C and B2B predictive analytics, this includes demographic and behavioral information about customers and prospects. B2B sales solutions also incorporate firmographic data, or account-level web activity referred to as intent data.

Predictive Sales Analytics Features & Capabilities

Predictive Lead Scoring

One of the major use cases for predictive sales analytics is predictive lead scoring. Predictive lead scoring identifies trends in the customer journey, and uses these trends to predict how far along a lead is in the pipeline. This allows sales teams to qualify and prioritize opportunities based on which leads are most likely to close. It also helps marketing teams identify leads that need to be nurtured, and facilitates lead segmentation into different nurture campaigns.

Predictive models may surface the lead scores themselves, or they may function as behind-the-scenes logic, prioritizing or qualifying leads for sales. Often predictive sales analytics software will integrate into lead management, marketing automation, or other sales tools.

Predictive Forecasting

Predictive sales analytics is related to sales forecasting software, and is used to eliminate human error in sales forecasting. Traditionally, sales teams have relied on a salesperson’s intuition, or simple forecasting models, to predict expected revenue and bookings over a period of time.

Alternatively, predictive forecasts provide an intelligent estimate of quarterly or yearly sales based on current and historical sales performance.

Ideal Customer Profile (ICP)

Predictive sales analytics can also be used for demand generation, lead nurturing, and upselling within the company’s customer base. Some predictive models produce an ideal customer profile (ICP), or set of ICPs for different products or campaigns. These profiles identify target customers for individual offerings, or which types of customers will respond best to certain messages. This allows marketers to target prospects more effectively and take advantage of upselling opportunities.

Predictive sales analytics tools can also help predict customer attrition based on satisfaction, usage, and historical trends among other customers. By alerting account managers ahead of time to potentially at-risk customers, this software can help with customer relationship management.

Key Benefits of Using Predictive Sales Analytics

  • Better alignment of marketing and sales teams

  • Strategic lead flow/lead management

  • Increased efficiency and productivity of the sales cycle

  • More accurate sales forecasts and predictions of future revenue

  • More relevant, better-timed messaging

  • Customer relationship management risk detection

  • Better customer experience

Pricing Information

The most predictive analytics sales software is priced on a monthly subscription basis. Less expensive plans with a basic set of features can range between $10-$50 a month. The more expensive option can cost a few hundred dollars a month, depending on the number of features selected.

Predictive Sales Analytics Products

(1-24 of 24) Sorted by Most Reviews

Playbooks, from XANT (formerly
142 ratings
125 reviews
XANT (formerly Playbooks aims to help SDRs and AEs quickly build closeable pipeline, by helping salespeople get a hold of more of the right people. uses their A.I.-platform called Neuralytics to target likely buyers combined with their cadence engine to help sales re…
178 ratings
104 reviews
Top Rated
EverString offers predictive demand generation and predictive lead scoring.
PowerDialer for Salesforce, from XANT (formerly
62 ratings
31 reviews provides a sales acceleration platform that is built on Neuralytics, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimized experience for both the salesperson and buyer.
Predictive Pipeline, from XANT (formerly
17 ratings
8 reviews
Predictive Pipeline, available on the Salesforce AppExchange, keeps track of every change in the sales pipeline and predicts quota attainment with over 80% accuracy – on the first day of the quarter. It does this with Neuralytics, the XANT predictive engine. The product is based on C9 Predictive Sal…
D&B Lattice (formerly Lattice Engines)
11 ratings
6 reviews
D&B Lattice' (formerly Lattice Engines) Predictive Lead Scoring blends the contact profile and behavioral information from your Marketing Automation system with thousands of additional attributes that could contain hidden buying signals. Whether it’s the Web, internal data, or third party sources, P…
Anaplan Predictive Insights (Mintigo)
10 ratings
2 reviews
Anaplan Predictive Insights (formerly Mintigo) is a Predictive Sales Analytics Platform that monitors the total universe of prospects, looking for the messages that will resonate. By targeting business needs & interests, marketers break through the noise to generate more leads. Anaplan acquired Min…
TechTarget Priority Engine
2 ratings
2 reviews
Priority Engine is TechTarget's primary intent data offering. The vendor aims to enable marketing and sales teams by providing behavior insights for high priority accounts and leads.
2 ratings
1 reviews
Traditional sales prospecting is inefficient and tiring. Vainu aims to fix it by transforming disorganized open and big data into insightful leads. Vainu is a sales intelligence, prospecting and account insights platform which aims to help users discover actionable account insights, identify timely…
Cvent Lead Scoring
2 ratings
1 reviews
Cvent Lead Scoring solution is designed to help hoteliers drive more group revenue through smart automation and competitive insights. Currently, it offers enhanced automation functionality to help streamline the process of responding to requests for proposals (RFPs). Proposal Assistant eliminates mu…
9 ratings
1 reviews
Infer is a predictive intelligence lead scoring platform with pre-built integrations to Salesforce, Eloqua, and Marketo.
8 ratings
1 reviews
Leadspace is a software as a service (SaaS) company that finds leads in social media, contact databases and customer relationship management systems by comparing people's online presence to a vendor's unique ideal buyer profiles. Leadspace is used by inside sales teams for finding new prospects, and…
Fliptop (Discontinued Product)
7 ratings
1 reviews
Fliptop was a predictive analytics application combining public web data with internal CRM and marketing data to score leads, identify target companies and trigger marketing actions. Fliptop was acquired by LinkedIn in 2015 and integrated with LinkedIn products. Fliptop is no longer available as a …
Zilliant IQ
Zilliant provides AI-enriched SaaS solutions that aim to maximize the lifetime value of B2B customer relationships. Expanding the economic value of existing customers is the most reliable, predictable and actionable way for B2B companies to grow revenues and enhance margins. The Zilliant IQ platf…
MRP Prelytix
Because target accounts interact with businesses across channels, coordinating sales and marketing actions across platforms is an integral component of any ABM program. The MRP Prelytix platform aims to simplify this task by using advanced machine learning technology to provide continuous optimizati…
NAVIK SalesAI applies artificial intelligence to provide predictive data on buyers, with the goal of identifying the most promising prospects and aligning purchaser needs with products, offers and messaging.
SalesChoice Predictive Analytics Insight Engine
SalesChoice Predictive Analytics Insight Engine helps cover the entire sales and AI journey end-to-end, en route to helping close more deals. The vendor states it helps users achieve 99% data completeness, track the impact of every change made in opportunities on their odds of winning, and match acc…
The Big Willow
The Big Willow, headquartered in Connecticut, offers a suite of preditive sales analytics applications, providing intent-based programmatic advertising (Intent-Seed), lead recommendations (Intent-Canopy), prospect discovery based on analysis of characteristics (Intent-Root), and other sales analytic…
BrightTarget is a predictive sales analytics platform now owned and supported by French company Sidetrade since the November 2016 acquisition.
SAP Sales Cloud (formerly CallidusCloud) offers ThunderBridge Analytics, a predictive sales data analytics application.
Selling Simplified Visionayr
Selling Simplified headquartered in Colorado offers Visionayr, the company's intent recognition engine which provides additional intent data to improve understanding of content marketing effectiveness and sales readiness of individual prospects.
Optimized Sales & Marketing
Optimized Sales & Marketing is presented by the vendor, ORM Technologies, as an easy-to-use, cloud-based application that provides predictive analytics and optimization for sales and marketing. It integrates with Marketo and your CRM to provide a direct link between marketing leads and sales opp…
Sugar Discover (formerly Corvana)
Sugar Discover is a predictive sales analytics tool based on the Corvana analytics tool acquired by SugarCRM in 2019, which is designed to unlock value in a CRM by automatically monitoring performance across key business metrics, surfacing insights into the factors impacting metrics and enabling use…
ProfitSword in Orlando develops business intelligence, as well as business plans for hoteliers and related businesses, to help retail and hospitality businesses meet profit goals. ProfitSage software imports data from all various information systems such as Point of Sale, Property Management, Accoun…
MadKudu from the company of the same name in Mountain View is presented by the vendor as an actionable lead scoring platform for marketing ops teams looking to create frictionless B2B customer journeys. The vendor states that MadKudu uses data, science and a playbook to do things like identify the 1…