Technology is transforming the sales ecosystem in every element of its value chain including Customer Relationship Management (CRM), Sales Enablement, Customer Retention, and Customer Referral and Expansion. Before the advent of CRM systems, customer data was stored in paper files, rolodexes, and in a variety of desktop-based or disconnected information systems. Customer details were easily lost leading to lost customers, lost opportunities, limited visibility into sales pipeline and customer purchasing behavior, and inefficient sales teams.
Comprehensive sales systems manage customer data, track interactions with customers, deliver actionable insights, and facilitate communication for sales teams. Sales teams are using AI-enhanced technology to generate leads, reach out to potential customers, track customer activities, analyze conversion rate, and provide guidance on the optimal operation of sales teams.