近几年,销售领域掀起了广泛使用客户细分、客户行为跟踪等数据分析工具的热潮。然而,这些工具给销售成果带来的实质影响却收效甚微。究其原因我们发现,这些做法都忽视了一个关键因素:前线销售人员每天都在制定并执行尽可能最优化的营销策略,但是他们自身的需求却常常被忽略。 In recent years, there has been an upsurge in the sales area of ​​widely used data analysis tools such as customer segmentation and customer behavior tracking. However, the real impact of these tools on sales results has been negligible. The reason we found that none of these practices overlooked a key factor: front-line salespeople develop and execute the most optimal marketing strategy on a daily basis, but their own needs are often overlooked.