Pulling The Thread: Enter The Sales Process Earlier With Data Analytics

You’ll recognize the scenario Dennis Pombriant paints in this interesting post – the idea that as you are forced to put more and more information online to compete for those prospects seeking information independently, you’re working against your sales reps ability to impart such expertise in the sales process. To me, the astute water and wastewater executive has to figure out what information to impart upfront to capture the desired audience early in the sales funnel and what information is kept in reserve with your sales reps to differentiate you from the competition:

https://www.crmbuyer.com/story/85533.html

Image credit: "Vasquez Imam 8670," U.S. Army © 2011, used under an Attribution-NonCommercial 2.0 Generic license: https://creativecommons.org/licenses/by-nc/2.0/