Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Anuj Mittal
Chief Business Officer
Zovi.com
On the changing role of sales to adapt to the digital age…
So in the digital age scale is achieved by having no human interface. So technology literally has to play the role of the shopkeeper or the sales boy out there and currently it does a very bad job of it. That is not because of a lack of technology but because of a lack of customer understanding. Technological tools are developed by I would say tech geeks who are completely disconnected from the customer, the tools are generic in nature and they don’t really understand the customer buying process and the only other thing – information that we have available to understand the customer is data and I think it is a little indulgent to think that data can help us understand the customer better. So one has to really go beyond technology and data to get a sense of what is the real customer buying process. So in the technological world or in the digital age I think right now sales has become a quality supply function and it rapidly needs to adapt and change to be available as the interfering sales boy or salesman at the time of the live buying happening.
“Technological tools are developed by I would say tech geeks who are completely disconnected from the customer, the tools are generic in nature and they don’t really understand the customer buying process and the only other thing – information that we have available to understand the customer is data and I think it is a little indulgent to think that data can help us understand the customer better.”
