Preparing Organizations To Be Data-Driven
Not so long ago, when making decisions, sales leaders relied primarily on their own judgement, hunch, and experience, as well as on the subjective input from the front liners.
Today’s technological solutions offer sales leaders abundant opportunities to create competitive advantages through detailed analytics with real-time data. Seizing these opportunities however requires consistency between the data in hand, the business requirements and the sales organization attributes. |
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SALES OPTIMIZATION COULD NOT BE DONE WITHOUT DATA INSIGHTS”
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Research shows that the best sales organizations use analytics and decision frameworks for supporting sales force needs, diagnosing issues, tapping on opportunities, strategizing, optimizing, transforming and constantly improving the drivers of sales effectiveness.
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SALES TRANSFORMATION COULD NOT BE SUCCESSFUL WITHOUT THE INTEGRATION OF TECHNOLOGY”
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Throughout the past five years, HEED has successfully integrated and demonstrated the effectiveness of integrating science into sales to assist in revamping sales organizations and maximizing revenue growth. Now, we are further harnessing such progress by integrating the right technology into place in order to accelerate the momentum and aid organizations to be Data-Driven. Thus, we frame our clients’ strategic aspirations for big data, map business cases to technical solutions, build a data governance structure and deploy the right technology to support a data-driven culture across the enterprise.
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Latest Insights
Ensuring your business’ survival, let alone its development, has been no easy feat. It’s likely that many businesses like yours have had to make some tough decisions to stay afloat. As you look to the future, you’ll have many decisions to make regarding your business development. There’s no doubt that some of the major economic changes we’ve seen are here to stay. But there are changes that you can implement that will improve your bottom line and make the going more worthy.
One of the major strategies that have proven records of success in many industries is the land-and-expand sales model which aims to increase conversion rate and boost sales numbers. Keep reading as we dive into what land-and-expand can do for your business and how to adapt your processes to this model.
Companies are being forced to adjust their business models and adapt to the new market reality as a result of digital transformation. What’s remarkable about this is that the transformation isn’t driven by businesses, but rather it’s directed by the customer.
The internet gave customers access to relevant information at any time, anywhere, and in the format and device of their preference. Thus, the customer journey dictates different strategies for businesses to keep up with this new kind of “always-connected” customer. Businesses must embrace technology in order to provide an exceptional customer experience, that’s one perspective of the story.
Over the past decade, the evolution of customer purchasing behavior has significantly led to a growing preference for online shopping. Yet, most organizations could not complement their offline sales channels with the digital ones up until the pandemic hit in 2020, and organizations were left with no choice.
Account management-based companies have always valued the importance of client categorization and evaluation; however, determining the optimal way to do that remains evasive. Technology is overtaking the account management sales world; thus, more companies are relying on automating business processes. While the use of technology is no longer viewed as an accelerator, rather as a core component of business, it should not outweigh client centricity. Particularly in companies that rely on post-sales account managers to manage and nurture relationships with accounts – to retain and increase revenue from them. The objective then is to place client centricity at the center and create digital initiatives that facilitate this centricity.
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