Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Utsav Malhotra
GM- Sales & Sourcing
FashionandYou
On your organization’s approach from ‘selling to customers’ to ‘helping customers buy’…
In today’s context if we actually evaluate the amount of information that can be digitally captured by means of how somebody chooses to leave the data behind for marketers and sales professionals to use. You are in a position to refer and draw relative comparisons by actually tracking where the customer is really shopping/browsing, what is the frequency and what kind of products he bought in the past. This kind of research actually makes you understand the psycho-graphics of a customer and curate an offering as opposed to going with the conventional ways of demo-graphics. Now you are in much better position to facilitate a consumer to come and look for what he has. Also, now digitally you don’t have to rummage through tons of information thrown at you there are smart filters and advanced searches that you can get. You could literally start giving the customer the product that he needs and this has only come out of what his/her behaviour has been. You are nowadays in a better situation where you have products faster, more relevant and literally feeding your requirement in advance.
“This kind of research actually makes you understand the psycho-graphics of a customer and curate an offering as opposed to going with the conventional ways of demo-graphics.”
