Data-Driven Selling: A Different Approach

Most companies have treasure troves of customer data that can be used to figure out which of their customers are in need of their offerings and which of their products and services can help them solve their problems or meet their goals. The trick is turning this customer data into account intelligence, which is created when this data is organized and aggregated in such a way that it can be utilized to grow customers, improve outcomes, and guide key decisions. Account intelligence may be the most powerful tool you can use to guide discussions between the customer and whomever is driving the sale.

Join TSIA’s Vice President of Research for Expand Selling, Steve Frost, as he gives you ideas on how to change the discussion from a sales pitch to a “trusted advisor” conversation, in line with TSIA’s core mantra: “Helping will sell. Selling won’t help.”

Additionally, you’ll learn:

• Ideas for leveraging the customer data you’re already collecting by turning it into account intelligence
• Frameworks for translating the data your services teams are generating and the data you get from the usage of your offerings into the language of sales
• Methods to package these data-driven insights for the sales organization in an effective way