Sales Intelligence filters and how to use them

Sales Intelligence: Filters and how to use them to gain an edge

Through the last series of posts, I explained Sales Intelligence, and the main benefits that can be achieved from good intelligence sources. In the coming series, I will explore how the gathered intelligence data can be used. 

The first step in understanding data is the data filtering process, which has several sources. One of the filters that has the most impact and can sometimes be the hardest to manage, is your company’s “Informal Culture” This influences every aspect of your company and all the associated stakeholders.   Please note that the informal culture has more impact than the formal culture. 

Some of the questions to ask yourself are:

• What is my informal culture really like?
• What messages is my informal culture sending out to the marketplace?
• What do I need to change or improve in my informal culture?
• What message can I gain from my competitor’s and suppliers’ informal cultures?
• How does this effect my sales strategy?