About Sales IQ
  • 07 Nov 2023
  • 2 Minutes to read
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About Sales IQ

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Article summary

Zilliant Sales IQ and Campaign Manager provide a platform for identifying account specific actions designed to help grow revenue and margin.

What you can do with Sales IQ

The following table lists common Sales IQ use cases and links to their solutions.

I want to...Details
Recover lost salesRead more
Identify the best opportunities to cross sell at existing accountsRead more
Win back lost product linesRead more
Track customer contract complianceRead more
Sell excess or expiring inventoryRead more
Substitute product sales with a preferred productRead more
Identify product needs of prospective customersRead more

How Sales IQ works

Sales IQ uses pre-built algorithms—or engines—that utilize customer, product, and transaction data to produce summary outputs comparing actual behavior with expected behavior. Depending on your objective, Sales IQ processes your data through the following engines:

  • Lost Sales (LS). This engine generates a summary of the recent spend pattern for your desired customer and product group combinations. The output highlights the differences between the spend in during a defined baseline (expected) and evaluation (actual) period.
  • Win-Back (WB). This engine generates a summary of the the spend history for your desired customer and product group combinations across multiple years. The output highlights the difference between the spending during the historical peak year (expected) and evaluation (actual) periods.
  • Contract Compliance (CC). This engine generates a summary of the degree to which contracted volume commitments have been satisfied by shipped volume. The output highlights the difference between the prorated contract volume (expected) and shipped volume (actual).
  • Cross-Sell (XS). This engine clusters together high-spend customers based on similar purchase behavior to create a profile of ideal customer spend, then compares other customers to their ideal profile. The output highlights the difference between each customer's profile median spend (expected) and the historical spend (actual) during the same period.
  • White Space (WS). This engine uses the profiles created as part of the XS engine and matches inactive and new customers to the same profiles based on any available customer attributes. The output highlights the matching profile median spend as the expected spend for each of the matching accounts.
  • Last Price (LP). This engine generates summary metrics for your desired customer and product ID combinations based on historical transactions within a defined baseline time period. When compared to target price guidance, the output highlights any gap between the target price (expected) and the last price paid (actual).
  • Targeted Sale (TS). This engine generates an aggregation of historical sales by customer ID and product group. This aggregation is the basis of Sales IQ’s Inventory and Substitution output worksheets.

Depending on your objective, Sales IQ also provides data outputs in the following output worksheets:

  • Contract Price (CP)
  • Inventory (INV)
  • Substitution (SUB)

With Campaign Manager, the outputs of Sales IQ's various engines and output worksheets can be turned into account-specific actions based on the defined thresholds and scopes of a configured campaign.

How to use Sales IQ

To use Sales IQ:

  1. Prep your data.
  2. Run your data through an engine.
  3. Configure an output worksheet as desired.

See what's new

Discover new features and enhancements.


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