Monday, January 13, 2014

How to be one of the 1-in-3 that know

How many of your sales people talk to their customer blind? How many don't know what the latest breaking developments are for their customer's business? How many don't understand their end market?

According to Marc Benioff it's 66%. That's 2 out of 3!

 

Here's one of Marc's slides from Dreamforce 2013. And yet there is no reason for it. Today you can easily get your hands on simple information about your customers even with general purpose sales intelligence tools, and with FirstRain you can get that magical "in depth understanding". With personal business analytics you can look at your customers through your own personal lens. See every development, tie your strategy to the trends your customer cares about and is talking about.

I know -- enough selling -- but seriously—when your enterprise sales people cost you at least quarter of a million dollars a year, why wouldn't you give them the ability to deeply understand their customer's business, real-time, each and every day so they are smart on the phone?

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