From fresh perspectives to a better understanding of customer needs, individuals from unconventional backgrounds could make a big impact on an organisation’s sales function, but not everyone agrees
Concerns about sales professionals being automated out of a job are still commonplace, but artificial intelligence is vital to navigate an increasingly complex customer journey
‘The seller is no longer a supplier of facts, but a diagnoser of issues and a recommender of solutions’
‘If an organisation wants its salespeople to be the best they can be, for longer, it needs to take an active role in their development’
Unless your business has digital culture at its core, sales technologies will never be used to their full potential
Originally a way to brainstorm creative challenges, the philosophy of design thinking has a new home in sales departments
The quality of your sales team will always be important, but how can salespeople perform when they don’t have the right tools to succeed?
Guiding specialists to the most relevant data and empowering commercial teams to use it fully is an increasingly challenging, but vital, role