Paving over the cow path?

“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  Is technology adding value (to the customer) or merely making an out-of-date sales process more efficient?

Advertisements

Leave a comment

Filed under Analytics, Business Case, Collect, Information, Management, New Implications, Use, Value

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s