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What are your strategies for predicting demand?
What kinds of strategies do you use at your company to predict demand for sales? What led you to use those strategies?
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2 Answers
Create the demand you want to sell to...
Ideas: Reinvent new industry speak that specifically highlights your business advantages. Create new buying paradigm where your difference are considered "must haves". Alleviate product integration friction (a.k.a put more 30-day free mattresses in homes).
These are just a few quick top-of-mind ideas for you.
Selling based on "demand" is a matter of perspective (so a complete waste of time). What you perceive and what your buyer perceives can be dramatically different.
Instead of trying to "guesstimate", build a progressively expandable product opportunity that you can leverage for exponential sales growth.
Dan
p.s. By the way, a lot of the silly jargon I wrote can be interpreted simply as "avoid the crowd, put in extreme effort, and listen to what your target prospects tell you they really want."
Hi Nick,
I am not sure I fully understand your question so I would urge you to clarify it. To follow is "as I understand your question."
'Predicting demand for sales' in a Business to Consumer (B2C) market is totally different than in a business to business (B2B) marketplace. In B2C environments there is a ton of analytic software that can slice and dice information to predict future sales. The key is the quality of sales data used. In B2B environments most opportunities are often a unique purchase and not to be repeated in the near term so predictions based on some type of demand formula or strategy simply isn’t practical.
Hope I helped a little,
Howard Highsmith, CMC
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