Executive Summary
In a perfect world, industrial sales teams would have unlimited access to market intelligence so they could sell the right products to the right customers at the right time. However, thanks to remote work and other factors, today's selling environment is more challenging than ever.
It's no surprise that in recent surveys, reps reported spending only one-third of their time selling. Another one-third of their time, was spent on researching prospects, finding and qualifying leads, and manually recording and tracking customer data; the last third was spent on training, administrative tasks, and downtime.
Today's industrial sales forces are wasting valuable selling time on acquiring relevant customer information. Below, we'll examine three vital types of customer intelligence and how a comprehensive business intelligence system can improve them. Then, we'll consider the additional benefits of such a system and what to look for in a provider.
