Point of View
„Increasing your topline on the data highway to proactive sales steering“
What data-driven decision-making means for sales
According to Gartner, the Future of Sales will be defined by a continual transformation of organizations’ sales strategies, processes and allocation of resources. This will be accompanied by a move from a seller-centric to a strongly buyer-centric orientation and hyper-automated instead of analog processes, with a digital first engagement with customers.
The essential requirement to ensure buyer-centric and digital engagement with customers is data. Knowing your customers, their behavior and their needs, and identifying the resulting customer value potential, is crucial to properly allocating available resources.