As we discussed in Part I of this blog series, today’s successful enterprises, sales organizations and sales people need more data and better insight to anticipate and identify new customer trends, leverage new models of engagement and rapidly respond to new market changes. Two interesting facts from the Forrester study “ Defining The 21st Century Salesperson ” magnify the importance of these three imperatives even further.
First, Forrester estimates that SG&A costs are growing faster than revenues. And, that the hidden cost of sales alone averages $ 132,262 per rep/per year. Second, is that “customers now handle an estimated 53% of the traditional selling process via online research and self service.” In other words, if enterprises, sales organizations and salespeople do not use their IT infrastructures to provide deeper insight , leverage clients in new ways or respond to market changes , they might find themselves on the bench!
Here’s how a software defined environment can help accelerate sales cycles and improve client relationships.
Anticipate and identify new customer trends: Capturing, managing and analyzing data, in real-time, to develop actionable insights , strategies, campaigns and tactics, will increase forecast accuracy, accelerate sales cycles, increase sales revenue and reduce SG&A. A... [Continue Reading]