Selling is changing – are you keeping up?
The sales process is evolving: In the past sales was based on relationships –
- Good sales guys had good rolodexes
- Data has been the goal
- Managing to metrics has become the normal process
- The system has driven reviews and plans that try to understand the data and explain the situation
- Sales feels like they take a lot of time feeding the data monster and get little benefit
- Data accuracy is always an issue and you need to be careful about depending on it
- Even with a lot of data – winning new business still takes a long time and predicting the future is problematic
2017-10-02T08:06:44-08:30
https://www.nehanet.com/testimonials/selling-is-changing-are-you-keeping-up/