The Data Behind the Sale

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Data Analytics
Sales
Sales departments face many challenges today. Finding qualified leads, the need to win more proposals, getting a detailed view into the pipeline, and obtaining a cross-channel view of prospects and customers are just few of the obstacles that prevent sales teams from effectively closing leads.

Sales departments face many challenges today. Finding qualified leads, the need to win more proposals, getting a detailed view into the pipeline, and obtaining a cross-channel view of prospects and customers are just few of the obstacles that prevent sales teams from effectively closing leads.

But leads are only good if they're actionable. Without the ability to integrate structured and unstructured customer and prospect data to gain better insight and a more actionable course of action, sales teams are running in circles.

If companies want to turn leads into hot sales, then they need to put data at sales reps' fingertips.

Having the ability to understand customer sentiment and integrate that with CRM data and buying histories will only drive sales operations and decision-making. For real-time sales analytics and sales reporting will only lead to faster sales cycles.

Companies need to undergo the 'datafication' of sales. Having integrated customer data makes it possible for sales leaders to examine the validity of offers against the needs of different customer groups.

If you'd like to learn how data-driven selling can help increase conversion rates and improve overall satisfaction, join Tom Hoffman, executive business editor of 1to1 Media, tomorrow when he interviews Don Peppers, founding partner of Peppers & Rogers Group; and Jonathan Gray, vice president of marketing for Revana, in 5 Best Practices for Data-Driven Selling. Together, they examine progressive approaches to data-driven sales that mesh with the needs of both B2C and B2B customers.

EXPERT OPINION
EXPERT OPINION