The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Sellers that don’t have good data will struggle to repeat their success so we must recognize the importance of data in sales.    Kyle Morris operates a company called SifData which features an application that sits on Salesforce to help companies track job changes.     Defining data Sales reps are very intuitive. They understand things well and many people assume that anecdotes and data are the same. They assume that, because they closed a deal with a company similar to the one they are interacting with, that constitutes data. Because a tactic worked previously, they may assume that they can use that information as data moving forward.  In other words, they assume that if a tactic worked once, it’s solid and they should continue using it.  Kyle points out that the plural of anecdote isn’t data. We must stay objective and make decisions based upon actual information rather than sticking our finger to the wind to determine which way it’s blowing.  Data is  objective information about people, companies, or whate