For sales teams, having accurate customer data, sales history, stock information, and product information at hand can make all the difference in closing a sale. As many businesses are discovering, data also goes a long way in boosting the customer experience and driving loyalty over the long term.<\/p>\n\n\n\n
In our upcoming Sales Trailblazers episode on 3 June<\/a>, we\u2019ll hear the experiences of two companies that are shaking up their sales approach in Southeast Asia by being smarter with their data.<\/p>\n\n\n\n Here is a small sample of what Globe Telecom and Tenaga Nasional Berhad (TNB) will share:<\/p>\n\n\n\n As one of the largest mobile network companies in the Philippines, Globe Telecom was already well on its way to digital transformation when the pandemic hit. The company used its early lead in digital as an opportunity to further enable sales from anywhere and remove labour-intensive processes from across its sales teams.<\/p>\n\n\n\n By tapping into the analytics and data that Sales Cloud<\/a> provides, Globe developed a workflow called Guided Selling. Based on customer answers to a series of five to ten questions, the salesperson is guided to the top products or services that are most relevant for that customer. The process has significantly improved the efficiency of customer interactions. Globe\u2019s service team has a similar service with Guided Best Action. <\/p>\n\n\n\n In 2020, Globe acquired a majority stake in Salesforce partner, Third Pillar, after the company proved its worth during a Salesforce implementation for Globe. <\/p>\n\n\n\n Now, Globe is expanding its own cloud business offerings for B2B customers and showing them the value that digital transformation can bring<\/a>. Living the experience is a powerful sales tool and the pivot has positioned Globe well as a leader in digital transformation with its customers. <\/p>\n\n\n\n According to Tiffani Bova, the Global Customer Growth and Innovation Evangelist at Salesforce, 75% of B2B decision-makers now prefer remote human interactions or digital self-service. That means that every digital touchpoint has to be a highly engaging experience. To drive stronger sales, companies should focus on building a great digital experience<\/a>. This is only possible when sales, marketing, and service all operate in partnership.<\/p>\n\n\n\nGlobe Telecom dials into stronger B2B sales<\/b><\/h2>\n\n\n\n