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.

Fleisch, Kilian L.
Published in: White Paper, 2021

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