Data driven: how data driven management can help you sell

Understand how the culture of data analysis and use positively impacts your company

Developing strategies and decisions based on assumptions can bring many risks to a company, such as jeopardizing the success of day-to-day projects and activities. If you want to prevent this from happening, it’s important that you consider adopting a data-driven culture to allow all your planning to be supported by data. 

Find out below how this type of management works and how to implement it in practice. 

What is data-driven?

The term data-driven, in Portuguese, refers to the act of being guided or driven by data. In practice, when they talk about adopting this type of culture in a company, it means investing in data collected internally and externally to create strategies, generate knowledge, and improve innovations, among others that benefit their processes, including those related to sales.

To make this possible, data-driven has an approach that emphasizes the quantitative, that is, it uses the processing of numbers and data to extract knowledge. With this, a list of information appears based on both structured and organized and unstructured data. 

This is the opposite of data analytics, which is also widely used in the market, however, it is based on qualitative. In this case, there is a comparison between the data and the search for patterns. 

 

What is the importance of using data-driven ?

Data driven is one of the concepts that most attracts attention after digital transformation, as the use of data has become essential in any process or decision-making within a company. 

He shares information, data and experiences that help justify the development of actions that favor the company, increase its competitive advantage and enhance the sales sector, which works directly with strategies to attract more customers and convert them. 

In addition, this concept can provide many other advantages, such as: 

  • More reliable decisions; 
  • Greater predictability; 
  • More autonomy for employees; 
  • Anticipate customer needs; 
  • Deliver quick and practical solutions; 
  • Make a more assertive strategic planning;
  • Increase your sales and customer loyalty.

How can data-driven help your company sell more?

There are different ways to use a data-driven culture in a company, but for starters, the ideal is to align your team with the data-driven philosophy and then use technologies that help capture, refine, filter and measure information to transform it. them in data. 

In the sales sector, it is important to collect information, such as customer needs and desires, understand consumption habits and decision-making, among others, that help your team understand the process that makes purchases feasible or not. 

With this, you can filter the data and apply it, both in spreadsheets and in modern programs with CRM (Customer Relationship Management) technology. Everything for your company to make more informed decisions and understand the real needs of customers. 

Some strategies that can be developed based on data-driven are:

 

  • Determining the ideal customer profile (ICP): by observing the data obtained in this process, it is possible to understand your customer’s preferences and understand what they are looking for, that is, your company starts to trace their profile and understand their needs and desires . 

 

  • Have a forecast of sales demands: based on the data, you and your team understand the average sales that the company usually has within a specific period and, with that, you can have an accurate forecast to anticipate new demands.

 

  • Work with personalized service: Data helps you understand consumer behavior, wants, needs and other information, allowing your team to work with service that helps with customer retention . 

 

  • Reduce costs and increase conversion: by having access to accurate information, your company can focus on other processes that increase customer attraction and conversion, including identifying actions that tend to favor it, which reduces costs.

 

  • Create personalized marketing campaigns: with the data collected, you identify the ideal customer and can return specific actions, sharing information about your product or service, which generate interest and promote sales. 

 

Use data guidance to sell more

The use of data driven in your company is important to improve processes and avoid the use of strategies that are not consistent with your objective or with the profile of the ideal customer. Take the opportunity to invest in technologies that favor the processing of numbers and data to generate more information and innovation.

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