Sales has always been a “sensing” organisation, attuned to changes in customer sentiment, shifts in demand, and the requirements of different buying stages. But those senses are being flooded as customers shift to digital engagement, leaving sellers with more channels to cover and more interactions to manage.
However, companies aiming to be market leaders have been harnessing data in ways that deliver double digit gains in return on investment (ROI) by transforming their sales processes and using ML to generate insights from internal and external data sources, including web and email scrapes, information from virtual calls and pitches.
To hardwire these new capabilities, smarter sales processes combine with improved insights to allow sales organisations to be more agile in aligning their resources and tailoring their operating model to each individual salesperson.
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