Deep Customer Insight—A Necessary Foundation for Sales Force Transformation


Sales force transformation involves making changes in the way a company engages with its customers and prospects. Whether it's about sales process, sales force roles and responsibilities, delivery of the value proposition or more defined customer segments and targeting strategy—the transformation journey starts with the building blocks of deep customer, competitor and market insights.

ZS Video: How Customer Insights and Segmentation Can Ignite Organic Growth


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Deeper insight can enable better customer engagement and accelerate organic growth, according to ZS Principal Erik Long. The key to success is approaching the customer insight process holistically and driving broad adoption of the insight across the organization.

To view the first part of the "Sales Force Transformation: Developing a Customer-Focused Growth Engine" thought leadership series, click here ( /publications/videos/sales-force-transformation-developing-a-customer-focused-growth-engine.aspx ) .