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They say what gets measured gets managed.
In a recent webinar featuring Forrester, Principal Analyst Anthony McPartlin described some of the signals that buyers and sellers are emitting throughout the sales process, both digital, self-serve, and in person.
He then went on to describe how modern sales technologies can capture these signals and transform them into insights that serve as leading indicators around how likely deals are to progress and the health of existing accounts.
Trust data, not hunches
Many companies don’t have insight into these signals. Rather than measuring and monitoring what matters, these companies are reliant on the opinions, intuition, hunches, and bias of reps or managers when it comes to the state of how their go to market strategy is unfolding. Rather than harnessing leading indicators and augmenting their opinions with insights, they rely on lagging indicators and a reactive approach of “this deal closed, this one didn’t…what do we think happened here?”
Rather than relying on reactive measures, imagine if you could proactively identify areas of opportunity and risk as you manage opportunities and accounts. Imagine the impact this would have on buyer experience and seller outcomes.
Make the switch to data-driven selling
Well, you don’t have to just imagine anymore because sales technology has evolved to not only derive these insights, but to deliver them to revenue teams within their workflow. According to Gartner, by 2025 60% of B2B sales organizations will transition from experience- and intuition-based selling to data-driven selling.
Interested in learning more about how your revenue team can adopt B2B Vital Signs and transition to insight driven sales? Watch Anthony lay it out for you in the webinar, or talk to one of our experts on how to measure and manage data to maximize your sales outcomes.
