Leveraging Technology for Sales Enablement - Industry Dynamics Undergoing a Change

Snehashish Bhattacharjee, Co-founder & Global CEO, Denave
Thursday, January 12, 2017
Snehashish Bhattacharjee, Co-founder & Global CEO,  Denave
Headquartered in Noida, Denave is a global sales enablement company focused on driving revenue growth for its customers, which they proved through 17 years and over four billion dollars in revenue contribution to clients.

Since the dawn of time, human beings have developed innovative tools to assist them in pursuit of their personal or professional goals. This has resulted in large technology shifts creating a new set of socio-economic society each time. For example, the industrial revolution brought changes in the manufacturing segment replacing human beings with industrial scale machines, in the 80s and 90s, the world again went through a disruption owing to the descend of the tribe of software visionaries. Technology has indeed revolutionized the way the industry functions. Today, technological advances are rapidly automating most of the manual work whether proletarian jobs, through robotics and IoT, or managerial work, through artificial intelligence.

The story is no different for the sales industry where the advent of technology has spelt an era of evolution and led to the emergence of smart-selling practices. The emergence of sales enablement as a pivotal cog in the engine of sales and marketing is validation of the exponential development which has taken place in due course of time. Be it prospect analysis, or customer database expansion or even customer acquisition, technology has enabled the sales function in an all-rounded manner. Sales enablement practices backed by technology have led to the genesis of several new customer touch points and therefore, the opportunity to increase the size of overall customer pie. Let's peek into couple of technological advancements which have energized the sales industry in totality.

Prospective Customer Database

Knowledge of target audience and potential market space is crucial for sales program of any scale. A well-consolidated database ensures that the enterprise outreach is not only defined but also augmented in due course of time. With technological intervention, concepts like Whitespace database discovery have made it possible to identify and reach out to newer set of untapped audience. This whitespace DB discovery has in-turn resulted in increased sales conversion and greater sales impact. The growing trend of big data or analytics is also largely dependent upon the richness of the database and the insights that are driven out of them.

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