The recent data explosion has spawned staggering statistics relating to the massive new volume of data being produced. We are collecting information via billions of connected devices including smartphones, PC’s, RFID sensors, gaming devices and even our automobiles. It is not only the volume of data changing the business landscape, however—the velocity and variety of data is also increasing at a breathtaking rate.
Sales teams used to be key sources of information for buyers, but access to an extraordinary variety and volume of information means buyers are much less reliant on salespeople than ever before.
The proliferation and speed of unstructured data via blogs, news websites and social networks is now such that potential buyers passively receive information (or in some cases misinformation) about your products and your competitors’ products well before someone from your sales team ever has the chance to interact with them. To succeed your sales teams need to know what your buyers are hearing and saying— and then tailor your sales interactions to match.
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