Over the years, we’ve noticed a perplexing contradiction at play in industrial B2B companies. On the one hand, it’s fair to say that every B2B company would like to improve customer retention rates, sell a broader set of products to existing accounts, and ultimately, increase organic revenue growth. But on the other hand, relatively few B2B companies are focusing their attention on giving sales reps the useful and actionable information they need in order to make those aspirations reality. What’s preventing some companies from leveraging the power of prescriptive analytics to improve their performance?

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