BIG DATA IS HOLDING BACK SALES
It’s the dirty secret no one likes to talk about—most CRM systems don’t have all the data sales teams need to retain and grow their install base. Installed products. Current pricing. Committed entitlements. Key dates. Contractual documentation. All are either missing or outdated. Because of this, most sales people find themselves spending 8-10 hours per week tracking down information, not selling. Investing in more technology won’t close this gap. It’s not a technology problem, it’s a data problem.
Imagine how productive your sales teams would be if they had immediate visibility into the most current customer details like what products were bought, what pricing or discounts are in place and when contract terms expire. Then you could:
Improve sales productivity and increase active selling time
Increase retention and renewal rates
Improve discounting and pricing discipline
Enhance account penetration, and cross-sell and upsell
Accelerate deal cycles by leveraging previously effective contract terms