You have crunched and analyzed the data. You have homed in on an assortment of specific products to offer to targeted customers with a defined set of attributes. You have built a promotional campaign with introductory prices to entice these customers to purchase items from you that you are confident they are currently buying elsewhere. You even have prepared attractive sales collateral emphasizing the products’ attributes you believe are most closely aligned with the customers’ needs and preferences. But there is still one important piece of the puzzle you have not put in place: When is the right time to make the offer? Predictive science can help sales and marketing decision makers improve the likelihood of launching promotions to coincide with a customer’s willingness to change his or her current buying habits and accept your offer.   Continue reading →