ADM 3316 Lecture Notes - Lecture 18: Sales Intelligence, Customer Intelligence, Business Intelligence
13 Apr 2020
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Document Summary
In the past days of selling, quaint as they may seem today, the concept of sales enabling intelligence consisted of little more than attempting to call into the freshest list of leads. Luckily, times have changed, and in a remarkable fashion. Salespeople crave insight that will allow them to more efficiently and effectively attain business. Intelligence professionals crave the ability to derive meaningful implications and business outcomes from intelligence collected. It"s only natural for the latter to feed these cravings by supporting salespeople with the right intelligence. Increasing sales should be the direct result of all intelligence and research programs. Regardless of how proficient your organization is when it comes to intelligence, every organization is capable of supporting sales enablement via intelligence. Sales enablement is a strategic, ongoing practice that arms all customer-facing employees with the ability to consistently have a valuable interaction with the right customer stakeholders at each stage of the buyer"s lifecycle.
