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Sales Intelligence Strategy for a Continuously Evolving Business Landscape

Joshua Vincent

Lead, Digital Marketing Practice, Digital and Enterprise Transformation Group, HiTech Business Unit, TCS

Samrat Mukherjee

Lead, Big Data Practice, Digital and Enterprise Transformation Group, HiTech Business Unit, TCS

Sagarika Singh

Solution Architect, Digital and Enterprise Transformation Group, HiTech Business Unit, TCS

Leveraging smart insights to overcome data deluge in the high tech B2B space

With businesses going digital in response to COVID-19, there is a rapid influx of information on both the selling and buying sides of the sales equation. Structured information mining and smart insights can reduce noise and give a clear perspective to front-end sales and business development teams.  

Enterprises must revisit their sales processes to lead in the post-pandemic world by adopting sales intelligence platforms that give actionable insights for- 

  • Organization - Track the structural, financial, and strategic impact of the pandemic while responding proactively to maintain customer relationships. 

  • Stakeholder - Get a detailed picture of the changing roles and influences of stakeholders, so that sales teams can efficiently reach out to new business units they switch to. 

  • Opportunities - Mine information from past deals and agreements to choose the right opportunities.  

  • Sales funnel - Discover weak transition points in the sales funnel, strengthen them, and improve conversion rates.