By Peter Ostrow
“Everyone is talking about it, but very few are doing it.” The phrase can be applied to all sorts of cultural, comedic, and business scenarios, yet the concept of marrying the highly technical nature of the “big data” frenzy to the Wild West environments of professional sales cultures seems relatively far-fetched. Or does it? Aberdeen’s Sales Effectiveness research practice has frequently covered sales forecasting with the perspective that more analytical approaches toward deal management are directly correlated with both better forecasting accuracy and stronger business results.
Source: Aberdeen Group