He carries on with a profanity-laced rant about “ABC: Always Be Closing” and how getting the customer to sign on the dotted line is the only thing that matters to a sales person.
A lot has changed in the sales world over the past 30 years. Technology has evolved, buyers are more informed and data is everywhere. In today’s world, the most effective sales cultures are able to leverage data from multiple sources to better understand their customer’s current and future needs.
This insight inspired Charles Ross, Senior Editor at the Economist Intelligence Unit (EIU) to come up with the acronym “ABA – Always Be Analyzing”. The catchy phrase hits home for me. Most sales environments still spend a significant amount of time manually collecting and aggregating data and far too little time spent analyzing it.
In an attempt to better understand today’s sales trends and what separates sales leaders from laggards, Qlik engaged the trusted 3rd party research experts at the Economist Intelligence Unit (EIU). The EIU surveyed over 550 senior sales executives from around the world including 149 chief sales officers and c-level execs. The questions were focused on getting to the heart of how they manage the sales process, what are the barriers, how data and analytics are used and how do they build a culture of data analytics.
The results of that survey are summarized in today’s press release and will be shared in a September 15th on-demand webinar featuring Charles Ross from EIU, Chris Morton from the Mentor Group, and yours truly from Qlik. The EIU also published a summary report: Unique Selling Points: Separating Sales Leaders From The Pack which is posted on their website.