Every transaction, every customer interaction, every piece of equipment financed generates data that can predict future needs with remarkable accuracy. Yet many equipment finance companies operate reactively, waiting for customers to express interest rather than anticipating their needs. The companies winning in today’s market have embraced sales intelligence—using predictive analytics to identify opportunities before competitors even know they exist.

Research confirms the transformative power of data-driven sales approaches. Two-thirds of B2B companies with the fastest rates of sales growth generate account-level intelligence compared to just about half of slower growers. More compelling still, customer big data analytics significantly fosters sales growth and enhances customer relationship performance, with companies using advanced analytics achieving 10 to 20% revenue growth consistently.