In B2B sales, regular repurchases and early identification of sales opportunities are decisive for success. To help you do this, acto offers powerful features, which are specifically designed to monitor the buying behavior of your customers and optimize your sales strategies. This article is all about two central signals: that of missed repurchases and that of potential repurchases.

An overview of the signals

1st signal: Missed repurchase
This signal alerts you when there is no expected purchase of a product. This means that a customer who normally orders a specific product at regular intervals has suddenly interrupted this cycle.

Exemple: Let's say a customer orders paper every two weeks. If this order is missed, you will be notified by the signal. In this way, you can proactively reach out to the customer and find out why the purchase was missed in order to prevent churn.

2nd Signal: Suggestion for a potential repurchase
This signal works predictively and informs you that a customer could soon reorder a specific product again. It helps you to get in touch in good time and ensure that the purchase isn't forgotten.

Exemple: A customer buys coffee every four weeks. Just before the next purchase is due, the signal will let you know. This allows you to address the customer in a targeted manner and promote the order before they possibly postpone or forget the purchase.

Efficient use of signals

Both signals are based on recognizable patterns in buying behavior. They are particularly helpful with products that are purchased at regular intervals. However, if a customer orders very irregularly, the system won't respond because it aims for consistent patterns. This functionality is ideal for focusing on customers who show predictable buying behavior.

Integrate with your playbooks

You can easily integrate the signals into your existing playbooks to make optimal use of them in your sales processes. Should you need help setting it up, our team is ready to assist you. This ensures that your sales strategies are always based on current and relevant data.

Conclusion

With Acto's Signals for Missed and Potential Repurchases, you have a powerful tool at hand that helps you specifically promote repurchases and maximize sales opportunities. By keeping an eye on the buying habits of your customers and responding in good time, you can not only prevent churn, but also increase your sales. These functions are an essential part of successful sales management and help you strengthen your customer relationships in the long term.

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