Relationships Rule, but Data Drives Sales, Too

The odds might not be in your sales team’s favor … yet.
I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. They tell me they’re overwhelmed. Projects get thrown at them with no additional support or designated priorities. They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it hard to nurture their best clients. And still they are expected to prospect and bring leads into the pipe.
How do they manage their time when they must do demos, talk to clients, prospect, and simultaneously juggle many customers, all while dealing with a complex solution? A long sales cycle exacerbates the problem.
Reps need patience and proven strategies to keep deals going. Technology was supposed to make our lives easier. And in some