October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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11. Making Faster and Better Decisions with Analytics and AI
We are in an era of digitally assisted decision-making in sales. Relying on experience and intuition is not enough. Analytics and artificial intelligence are transforming every sphere of decisions, including those affecting customer engagement, talent management, the design of the sales organization, and how teams are managed. Analytics and data are not new to sales, yet recent advancements in digital and AI are taking these capabilities to a new level, allowing sales organizations to create more-personalized experiences for their customers and salespeople, leading to stronger relationships, greater flexibility, and enhanced competitiveness.
Analytics involves the use of data, ...
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