Predictive Analytics
Quick definition
AI-driven analyses that predict which leads, deals, or actions have the highest chance of success.
Detailed explanation
Predictive Analytics uses machine learning to find patterns in your historical sales data and make predictions about the future. This includes: lead scoring (which leads convert most), opportunity scoring (which deals will you win), churn prediction (which customers are at risk), next best action (what should you do now to win), and forecast accuracy (how reliable is your pipeline). Modern CRMs like HubSpot and Salesforce have predictive features built in, or you use specialized tools like 6sense or Clari. The advantage is that you no longer rely on gut feel but on data - you know where to invest your time. Companies using predictive analytics have 30% higher win rates because they focus on the right opportunities and intervene at the right time.
Synonyms
Examples
Your CRM predicts that a deal with "30% chance" based on your gut feel actually has 65% chance because the buyer profile, engagement level, and timing all match with won deals. You prioritize this deal.
Predictive churn model identifies 20 customers with 80% chance to cancel within 90 days. Customer success approaches them proactively, prevents 15 cancellations → €180K retained revenue.
When to use this?
Implement Predictive Analytics when you have sufficient historical data (minimum 500+ deals), want to know where to focus, or want to improve forecast accuracy. Works best in data-rich environments.
Match-day approach
Match-day helps you implement predictive analytics and actually use it. We first ensure your data is clean and structured (garbage in = garbage out), implement predictive features in your CRM, and train your team in interpreting the scores. More importantly: we build workflows around the predictions - how do you handle a high-risk churn account? What do you do with a hot lead? Predictions without action are worthless.
Related terms
Sales Forecasting
The process of predicting how much revenue you will generate in a specific period based on your pipeline.
AI SDR(AI SDR)
AI software that automates Sales Development Rep tasks, from prospecting to initial outreach and follow-up.
Customer Relationship Management (CRM)(CRM)
Software for managing all interactions with prospects and customers throughout the entire customer lifecycle.
Learn more
Wil je weten hoe je predictive analytics effectief inzet in jouw organisatie? Neem contact op met Match-day.
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