Big Data Lessons for the Sales Department


Ranjani Raghupathi

October 1, 2014 2 min read

Updated on May 2, 2017


B2B Sales is changing fast and it’s time your sales team got data smart. To understand how exactly to do this, check out these reports from Aberdeen and McKinsey.

More than a sales rep’s artistic and persuasive skills, a team needs data skills, according to Peter Ostrow of Aberdeen. Hard data can help determine the best course of action and will be able to effectively seal any given sales deal. Take a look at his blog post to read the complete research report and understand what benefits your sales team will get by implementing a data-driven approach. 
Data adaptation can be challenging, given the volume of transitional changes and skills to be learned. In this article McKinsey describes three of the most common emotional obstacles that sales people face, and offers tips on how to minimize the impact.
In this weekly series, we do a roundup of reports from analyst groups like Altimeter, Bain, Gartner, McKinsey, Nielsen and others, showcasing the ones most relevant to today’s digital marketer and digital communicator.

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