Generating Sales Leads

on March 30

Thinking about buying sales leads? Here are 10 questions that you should ask first.

1. What is the minimum purchase?

List brokers try to capture as much of your marketing budget as possible. They do this by setting minimum purchase amounts and charging for filtering: both encourage larger purchases. So while you might find a broker with low minimum purchases, there is a good chance they charge high fees to filter their lists.

The key is to find balance. Often, buying an extra thousand sales leads won’t cost as much as the first thousand. However, you might not want to use them all. You want to avoid using sales leads that don’t fit your target audience, because interrupting the wrong people is a good way to erode the credibility of your brand (and is a waste of your time and resources). Buying names and contact information is the cheapest part of marketing and selling. You should only use the leads that are the best fit for what you sell; even if that means not using every name.  Read more…


10 Questions to Ask Before Buying Sales Leads

on April 7

Predictive Analytics improves M&A Activity

on January 22, 2013

Every sales organization requires three things: sales managers, salespeople, and sales leads. In principal, the formula is simple: the sales team will meet their quota if the sales manager focuses the salespeople on the right sales leads.

Most sales organizations know how to find salespeople and sales managers, leaving sales leads. There are 4 sources of sales leads: 1.) referrals, 2.) conferences and trade shows, 3.) inbound marketing and 4.) proactive sales. Each sources has its pros and cons: the key is selecting the right sources for what you sell.

For example, there are businesses where referrals are often the best or the only way to grow. These “word-of-mouth” businesses tend to offer services that are intimate, offer solutions to frequent problems, and have limited marketing resources.

However, most businesses need more than one sources of leads to maximize revenue. Not having the right combination of sources stagnates growth and increases your cost of client acquisitionDifferent lead sources vary in the amount of upfront investment, sophistication required, and payback period.

Read more…

Contemporary Analysis's Quicken Loans Billion Dollar Bracket Challenge Entry

Every so often we get the opportunity to apply our knowledge to something a little different. It’s a great opportunity to break out and have a little fun with our data modeling. (For instance, our Halloween candy prediction last October.)

The Billion Dollar Bracket

In this case, we used our skills to complete a bracket for the Quicken Loans Billion Dollar Bracket Challenge, funded by Omaha’s own, Warren Buffet. Using past game data, and information about each team, we created unique models to predict the probability of each team’s chance of winning a particular match.

For our models, we took into consideration the significant variables that determine the typical likelihood of success for each team, things like assists, free throw averages, turnovers, and rebounds. We then applied these values to the respective teams for each matchup — letting us pit each team against each other more accurately.

Read more…


How Often to Update Predictive Models

on August 13, 2013

Dear Community Banks: This is Why Your Customers are Leaving

on December 10, 2012

I spent last week at a conference focused on customer research. There were +1,000 researchers in attendance, mostly from Fortune 1000 companies. They were brilliant — discovering insights that could lead to better products, more satisfied customers, and higher profits.

The problem is that their customer research isn’t able to produce results. Disappointed, I started to think about how researchers could make more of an impact on the organization.

My first thought was that researchers are not senior executives. Perhaps researchers should give senior executives the responsibility, training, and tools to conduct their own customer research? It’s an interesting idea — a lot of vendors are promoting self-service business intelligence — but how feasible is it? If you give executives the power to do research without proper and extensive training, you are going to have an organization led by misinformation. Read more…


Data Driven Decision Making & Camping

on November 10, 2013

A Happy Halloween depends on knowing where to Trick-or-Treat

on October 23, 2013

Creativity and innovation are the key for companies and countries to remain competitive. Technology has flattened access to resources and geography. Access to capital, equipment, and raw materials are no longer a competitive advantage. Geography offers few protections. The only true competitive advantage is in people—their connections and creativity.

The future of Nebraska’s economy is dependent on the future of Nebraska’s workforce. Given the importance, Contemporary Analysis decided to create an analytical dashboard of Nebraska’s workforce. Learn more: download our Dashboard eBook. The dashboard allows you to explore Nebraska’s Workforce from 1999 to 2012 by race, education and job types. It shows the distribution and trends for education and job types, and the correlation between job type and education.

Read more…


The Future is Now

on August 19, 2013

Why you should update predictive models

on August 14, 2013

A recent survey by SAS, the provider of business analytics and business intelligence software, shows the number one reason organizations are not planning on implementing Big Data is their lack of understanding of how Big Data applies to their business. The solution is predictive analytics. Predictive analytics is the application of Big Data.

It is easy to marvel at the amount of data that is currently being collected and organized. The total data supply in 2012 was 2.8 zettabytes (ZB) or 2.8 trillion gigabytes (GB). However, the volume of data available isn’t nearly as important as applying data to improve and automate existing business processes. Here are CAN’s Do’s and Don’ts for successfully applying Big Data using Predictive Analytics:

Read more…


An Analytical Dashboard: Nebraska’s Workforce

on December 16, 2013

A Happy Halloween depends on knowing where to Trick-or-Treat

on October 23, 2013

I was recently reminded of the importance of data driven decision making. I spent 6 days kayaking and backpacking in the wilderness on the US and Canada border. After living as a hyper connected technologist, disappearing into the backcountry was amazing and it lead to an unexpected realization. Read more…


We are Experts in Business Medicine

on August 21, 2013

Rethinking Business Intelligence: Information or Decisions

on January 21, 2013

Eventually, we will digitize our bodies, information and objects; creating a network of everything in the world. All of the information in the world is digitized, the next step is to digitize our objects to create the Internet of Things. The concept of the Internet of Things was popularized by RFID’s helping manage Inventory flows, but that is just the surface of a far more fascinating application of technology.

Objects can now connect themselves to the Internet. Cisco Software estimates that as of July 29th, 2013 there are 8.7 billion connected objects, or 0.6% of all objects in the world. Embedded sensors and actuators allow them to sense, communicate and adjust to the environment. Objects are able to register and report pain, communicate and respond to humans and other objects.

The following are some examples of how these connected objects, the Internet of Things, will impact our world. Read more…

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