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Previously: Part 1 focused on how to gather and structure historical sales data across customers, products, industries, and account types to build visibility and context.
As you read what follows, consider: What trends have you noticed in your own sales history? Are there areas you’ve successfully revitalized or segments that caught you by surprise? I’d love to hear what patterns you've discovered.
Introduction & Practical Framework
With your historical data structured and in hand, the next step is to interpret what it reveals. This part is about drawing out meaningful patterns, spotting emerging trends, and identifying both challenges and opportunities. Augmenting your analysis with AI can help validate findings, reveal missed insights, and guide more accurate decision-making.
I’ve helped teams use this kind of insight to shift attention to high-potential product lines, adjust resource allocation, and make smarter pricing and market-entry decisions. When you know where momentum is building or falling, you can lead with purpose.
Explore These Questions
What product lines, markets, or industries are experiencing growth?
Where are the areas of decline, and can the root causes be addressed?
Are there seasonal shifts or economic events that repeat across the years?
Which customer segments show increased or reduced buying behavior?
Are there signs of shifting demand or market preferences?
Analyze at a Granular Level
Break down trends by product type, family, or part number.
Cross-reference with customer types, industries, and timeframes.
Look for items or services with high potential that not being realized.
Key Takeaway
The real value of data emerges when you use it to identify where growth exists, what products need revitalization, and how to adjust your strategy in a timely way. Knowing your potential is at the core of this process. When paired with leadership and tools like AI, structured data becomes even more powerful-helping you act faster, with greater confidence.
These principles also form the basis of GENREV!™, which I created to help organizations identify trends and proactively manage performance.
Call to Action
Have a trend or pattern you're unsure how to act on? Let’s connect, I always welcome the opportunity to share ideas on how to turn that insight into strategy.
Coming Up
In Part 3, we’ll dig into building customer and account profiles to better segment, prioritize, and target your efforts.
#SalesTrends #GrowthOpportunities #SalesInsights #B2BSales #MarketStrategy #GENREV