Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Rajendran S
Head – Marketing & Sales
C. Krishniah Chetty & Sons
On the importance of customer centric sales automation…
We understand our customer needs and their buying patterns and frequency. So when we have a clear insight of our customer’s prospects so defining the sales automation is not too difficult. We have an ERP which is customised on an SAP platform which does capture such data and gives us information about the customer even before they walk in. We understand the business and process and then technology comes in a little later. So if we have a wish list of what our sales automation tool has to do is that if it can structure a conversation which is defined over the metrics and the rules, if the conversation is influential with the right influencer and purchase maker this information would help our sales sell better and cross sell as well.
“We have an ERP which is customised on an SAP platform which does capture such data and gives us information about the customer even before they walk in.”
