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Sales teams want leads, but they also want to know what the state of the market is. There is a sense that having data in hand will make the selling process easier. It might, but it might lead you astray, especially if it reflects a market of the past. Pat McGrew explains how to use data effectively to plan for the future.
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About Pat McGrew
Pat is a well-known evangelist for inkjet productivity. At McGrew Group, she uses her decades technical and marketing experience to lead the industry toward optimized business processes and production workflows. She has helped companies to define their five-year plans, audited workflow processes, and developed sales team interventions and education programs. Pat is the Co-Author of 8 industry books, editor of A Guide to the Electronic Document Body of Knowledge, and a regular contributor to Inkjet Insight and WhatTheyThink.com.
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