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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16. Amplifying the Power of Salespeople with Digital Assistants
While marketing has traditionally thought about products and market segments, sales has always focused on personalization for individual customers. Now, digital capabilities allow marketing and sales together to think about segments of one and, using AI, to further personalize their approach according to a customer’s particular moment or step in the buying journey.
Personalization—of content, channels, offerings, and pricing—is made possible at scale by data. This includes data about customers’ knowledge, needs, opportunities, purchase history, decision-making processes, past interactions, and channel preferences. Personalization is no longer just a sales skill; it’s an organizational ...
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I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.