Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Anuj Mittal
Chief Business Officer
Zovi.com
On technology being an enabler in keeping pace with the new rules on engagement and equipping the sales team better…
From the customer’s side technology has to really adapt to be able to intervene during the customer buying process within seconds perhaps 5 seconds of the customer starting to buy. It has to iteratively adapt and be able to learn about the customer, classify the customer, identify the customer, and show them what is really relevant for them and take away everything else. It has to be able to adapt and figure out which are the places that the customer is not happy about, not having a good experience of buying, which are the links that are not working, which are the links which they are spending a lot more time on which we will have to enhance and it has to be able to pick it all up automatically. At the same time as it is building these customer profiles and it is building this huge data or information about the customers it has to be very very easy for the sales team to access that, flexibly play with it and also manually intervene and alter the iterative algorithm if so required. Lastly, from the technology development angle itself the technologic team has to get back continuous feedback from the customers in a way which is not hassle-some for the customer to give that feedback yet everything that they do in technology is prioritised by the real need of the customers and not by what the management thinks.
“At the same time as it is building these customer profiles and it is building this huge data or information about the customers it has to be very very easy for the sales team to access that, flexibly play with it and also manually intervene and alter the iterative algorithm if so required.”
