The present invention is directed to the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between sales activities and sales effectiveness. Artificial intelligence based personal personality prediction and optionally also geodemographic segments of buyers—as a proxy for personal characteristics—moderate the strength of the relationship between selling activities and sales effectiveness. Overall, the results of use of the present invention demonstrate that selling activities have varying impacts on sales effectiveness within purchaser individual personality and geodemographic segments and buyclass scenarios. While it has been long held that understanding the personal characteristics of the B2B purchasing decision-maker is critical for sales effectiveness, little guidance has been provided on how to accomplish this to scale. The present invention provides a framework and process for practitioner operationalization. The present invention proves that personal characteristics of the purchase decision-maker may transcend business-to-consumer and B2B purchasing contexts.
PROCESS FOR PERSONALITY-BASED CLIENT ALLOCATION AND SELLING ACTIVITY PRIORITIZATION