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Using Digital Exhaust to Improve Sales

By Administrator | 14 July 2016

"Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams.

Now a new breed of software applications is reshaping sales force management. Their common characteristic: Using digital data exhaust, which is the data generated from the regular activities of a sales force or their customers, to change the behavior of frontline sales representatives in ways that dramatically improve sales productivity and effectiveness.

I will highlight three tools that hold particular promise, though many others are proving valuable as well." Read more

Mark Kovac Harvard Business Review 8 July 2016


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