Paul Black, CEO of sales-i, discusses why no professional golfer would be without their golf caddy, and why no great salesperson should be without their sales technology.
As any professional golfer knows, your caddy is your best friend. They know your game inside out, they’re always there when you need them, and they’ve got more expert advice than you’ll know what to do with! Just like a professional golfer and their trusty golf caddy, a salesperson should never be without their sales technology. Here’s why:
It identifies potential challenges before they arise
A great caddy is proactive, not reactive. They know the course ahead inside out, they know where you’ll perform best but, more importantly, they know how to prepare you for any challenges that might arise - and how to best overcome them. It’s the same with sales intelligence technology. The right software will flag up when a customer is due to run out of a product so that you don’t miss out on repeat sales and it will alert you to any upselling and cross-selling opportunities, ensuring your sales process is always proactive.
It’s with you no matter what
A caddy is always on-the-go, and stays with you wherever and whenever you’re playing. Today’s workforce is highly flexible and in no sector is this truer than in sales. With salespeople constantly on the move meeting clients and visiting prospects, it’s more important than ever that time out of the office doesn’t mean wasted time. By using cloud-based sales-intelligence technology, employees can take their sales technology with them, wherever they are. All they need is an internet connection.
It offers expert advice in an instant
Your caddy may have all the expert advice you could ever need, but what marks out a truly great one is the ability to deliver concise and personalised advice right on cue whenever you need it, wherever you are on the course. As any sales person knows, sorting through reams of customer data can create an admin headache as well as taking up valuable time. Sales intelligence technology does all the hard work for you, offering expert advice in seconds. It removes any need for reliance on manual data.
It ensures you’re always ahead of the competition
A golfer’s handicap is calculated using precise figures and it’s often what sets you apart from the competition. Just like your sales software, your golf caddy will know your game inside out and most importantly, they know what you need to do to up your game and stay ahead of the pack. Sales intelligence software will identify wider customer trends, from the best-selling product lines to insight into seasonal changes. This will enable you to run targeted promotions. If you’re equipped with the right knowledge, at the right time, the competition won’t stand a chance!
Just as a pro golfer wouldn’t be without their most trusted adviser to help them play better and play smarter, a sales pro should not be without the technology that enables them to sell more, and sell smarter.
By Paul Black, CEO of sales-i