Delivering Answers to the Point of Sale

A Realistic and Pragmatic Approach for Helping Salespeople Make Data-Driven Decisions

While the promise of data-driven decisions in sales is compelling, it’s rarely realistic. But by taking an approach that addresses the reality of most B2B selling environments, you stand a much better chance. In this tutorial, you will learn about:

• The underlying flaw in the generally-accepted concept of "business intelligence" that's led B2B companies astray.
• The three unintended consequences companies have experienced in the interest of "putting data at their fingertips".
• Why people in the field need far more than data and the powerful mindset shift that can help you deliver it to them.
• Five straightforward steps you can take to make the transition and avoid the problems others have experienced.