Category Archives: Big Data

August 14th, 2014

Decision-making Needs Room for Big Data and Emotions

Big Data

Decision-making Needs Room for Big Data and Emotions

Few people need convincing that big data is not a phenomenon or fad. The ability to collect, track, measure, and analyze vast amounts of information to know more about your business, including sales, customer habits and trends, internal business processes, and supply chains, is too much to pass up. In fact, it’s often more than most businesses can handle. It’s not industry- or function-specific either — a quick scan of headlines across trade publications reveals that taking advantage of big data is on everyone’s mind.

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March 5th, 2014

Big Data: How should a sales rep approach a customer with potentially sensitive data?

big-data

Big Data: How should a sales rep approach a customer with potentially sensitive data?

The availability of information provides many opportunities for sales and marketing to analyze prospects and create needs that they might not even know they have. However, sales reps must approach the conversation in a way that does not make the customer feel exposed or exploited. Join David DiStefano, President and CEO of Richardson, as he offers advice to sales reps about how to take valuable, but sensitive “big data” and present it to a client in a way that addresses their business challenges.

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June 24th, 2013

Intimate or Creepy? How to Prevent a Big Disappointment when Selling with Insights and Selling with Big Data

selling-with-big-data

Intimate or Creepy? How to Prevent a Big Disappointment when Selling with Insights and Selling with Big Data

I recently had the pleasure of re-connecting with an old acquaintance who is now an executive at a company called Lattice-Engines. The company helps sales and marketing organizations to transform customer data into deep, real-time insight about customer needs and behavior to make better decisions on which accounts to target and how to engage with decision-makers. We have a common client, and are excited about helping our client incorporate these insights into their conversations to create value for their customers and win more business.

As consumers, we all know there is a fine line between an intimate customer experience and a creepy invasion of privacy. The Ritz-Carlton gets rave reviews for knowing its customers and anticipating their needs. They pay attention to details, such as knowing their favorite wine, restaurants or shops, and this drives immense customer loyalty. I don’t stay at the Ritz very often, but when I do, I really enjoy the experience. They make their customers feel special.

Contrast this with an experience I had at a branch of a large national bank in the suburban grocery store where I used to shop. My wife and I had just sold an investment property and had a larger than average cash balance in our checking account. I was at the bank making a routine transaction, when a young bank » Continue Reading.

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February 27th, 2013

What the World of Selling Can Learn from Watching Netflix

New world of selling

What the World of Selling Can Learn from Watching Netflix 

In the new world of selling the ability to see into the future to recognize the needs that customers have not identified or have undervalued is the new currency.  But, is that really possible?

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