We are living in a period of customer war, with companies fighting to win the competition in the Digital Age. Throughout this time of revolution, Sales Warriors have been waging a war utilizing Big Data, but will they win?
As big data has evolved, sales and marketing professionals have learned how to wield the weapon of mass information to use it as a Force For Good. If you’re not brandishing the best defense against your competition, you could find yourself on the losing end of the Galactic Battle for Survival.
To assess where you are in the rank of the Sales Warrior Order, you must first realize which lightsaber you are carrying.
Sales Padawan: Much to learn, yes
Identified as potential stand-outs, there was still much to adapt to and learn for this generation of sales. The honing of skills to become agile and nimble became crucial to advancing for these sales warriors.
A New Hope: Prior to the Industrial Revolution, when small-scale businesses dominated the economic environment, the task of selling was relatively simple. Small businesses were focused on producing and meeting demand, and selling and marketing were regarded as secondary. With the Industrial Revolution a new economy emerged.
Business were now mass-producing quantities of different products, and they needed additional sales coverage to sell the surplus. Small business hired Sales Warriors to save themselves from losses due to surplus. Sale warriors existed in a state of ambiguity, with little insight into customer needs considered before their organizations decided what products they’d create en-masse. These Padawans relied on mass selling via loudspeakers, advertisements, cold calling, etc.
Fighting for light
Having mastered the concept of providing more than a product for their customers, these Sales Warriors quickly had to learn that there was a darker and more ominous Force out there, one that they would have to learn in order to save their ships.
The Data Menace: The Digital Era quickly advanced on the horizon. Advancements in technology, especially in the information sector, made customers aware of the options available to them, increasing competition between companies and firms. Sales Warriors had to battle their rivals by providing service as well as quality products to consumers.
They started to capture information about customers via new applications, which helped them develop the skills to offer engaging customer experiences. Then emerged Big Data; an enormous Force. Customer data began flowing from endless sources at lightspeed: Social media, point of sales, mobile apps, CRM solutions, etc. While these applications could capture most of the consumer data, Warriors were not able to tame it.
Removing the restraints of ambiguity
Wisdom coupled with the knowledge of what to do with information makes Sales Warriors nearly unstoppable. A revolution started, and the brightest knew that data was the power.
The Force Awakens: With rise of Analytics, Sales Warriors can search for insights in Big Data and take selling to next level. They are armed with all the information needed via visibility into pipeline, forecast, sales activities, and more to make quick, real-time business decisions.
Now they are able to accelerate sales wins by rapidly tracking activities, collaborating with internal teams, customers and partners, submitting quotes and sales orders in seconds, keeping tabs on the competition, obtaining guided and personalized selling materials specific to each deal, Sales Warriors are prepared to battle any nemesis.
The droids you are looking for
Sales Warriors are now utilizing the combined strength of artificial intelligence, machine learning, and their own personal skills to fuel the next generation of Sales Jedi.
The Last Jedi: Sales Warriors are advancing to next level with artificial intelligence. Powered with machine learning, natural language processing and robotics forces, Sales Warriors will be able to make Big Data work for them.
These forces can guide sales rep conversations based on customer information and honest signals. Professionals will be empowered to meet their quota, working on prioritized opportunities, generating customized quotes and sales contracts with personalized email, or set-up customer meetings for the Sales Warriors to pursue and win the deal thanks to these forces.
Now is the time for Sales Warriors to rise. May the force be with you!
