Part 1 - For sales organizations, one of the more divisive topics is whether the pursuit of more data yields more deals. At the end of the data, profit is usually king. More data is usually asked for by marketing, support, product, and sales leadership. Sales just want more deals and asking them to do more data gathering activities limits their selling activities. Every team wants more profit, so the goal is the same. The debate centers around which path is best for the teams and for the organization to get there. Does being more data-driven lead to more deals or does being more intuitive-driven lead to more deals?
