“The Data-Driven Rebirth of a Salesman,” The Wall Street Journal, September 18, 2015 B1. Sales departments using data and technology and analytics to avoid being cut out of the buyers’ process.
Do you have information on your prospective customers that does more than help you identify sales prospects? Does that information actually help the customer? If not, will potential buyer bypass you and buy direct, online? Is technology adding value (to the customer) or merely making an out-of-date sales process more efficient?