Brave New Sales World

Data could not be more true than when examining the technologies that will ultimately change how salespeople do their jobs. Technology alone is not a panacea, warns ZS Associates partner Angela Bakker Lee. Sales organizations need to carefully weigh the costs before forging ahead. The technology wit...

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Bibliographic Details
Published in:Sales and Marketing Management 2006-04, Vol.158 (3), p.34
Main Author: Tynan, Dan
Format: Article
Language:English
Subjects:
Annual reports
Customer relationship management
Customers
Data mining
Executives
Information management
Marketing
Mobile communications networks
Personal selling
Professionals
Salespeople
Technological change
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Summary:Data could not be more true than when examining the technologies that will ultimately change how salespeople do their jobs. Technology alone is not a panacea, warns ZS Associates partner Angela Bakker Lee. Sales organizations need to carefully weigh the costs before forging ahead. The technology with the biggest impact on sales professionals, however, is still the Internet. A new search engine that promises free access to premium content, with a heavy emphasis on trade publications is Congoo. Sales pros seeking rapid, real-time data mining might look toward a more powerful desktop-based tool like Broadlook's Profiler. Key information is not confined to desktops or even notebook computers. And as smart phones have become standard gear for field sales reps, data solutions are also going mobile. That is why the future of mobile data may lie with products like ClairMail, which turns every information request into an e-mail message.
ISSN:0163-7517
1943-7250