Untapped growth potential
Many companies have great technology and data points at their disposal. Still, they determine their commercial process based on gut feeling and a fixed way of doing things, that is rarely questioned. The ROI is unclear and causing endless discussions during 1-on-1's in sales & marketing teams.
While some commercial actions might be very effective, there is no structured manner to proactively predict this and to share knowledge between teams.
A recent Salesforce study (State of Sales Report, Dec 2020, N=5,951) shows that 88% of sales reps, over different countries & industries, believe that the current economical conditions make it key to share knowledge and to anticipate the customer needs. Just 24% have a good view on the communication history with an individual customer.