"So how can your organization begin the process of sales acceleration?
- The first step is to break down the departmental and data silos present in your organization by having all teams work from one set of data, one set of goals and one set of measurements.
- Another shift from traditional prospecting is the need to make sense of all interactions, both online and offline, that influence the buyer journey. This disconnect between offline and online worlds is what is frustrating customers .
- In addition to knowing your data and establishing a connected identity, companies must use the right tools to generate that holistic and consistent customer view.
- Finally, companies must develop the right analytics to find truth and meaning from the data and surface those insights into the systems and the workflow of the people or sites that should take the next best action."
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