"but that men will begin to think like computers."
I found the above quotation, and I believe that is very apt for the modern sales person of today. This article written by the founder of Node.io , Falon Fatemi is so eloquently written about the challenge we are faced today with data over load.
She writes about how yes sales people and organisations can leverage technology to automate and augment certain task; how you can use new technology such as voice to uncover insight & meaning in sales conversations which previously we couldn't.
She makes reference to how Money Ball may well be relevant in sport such where you have fixed and certain parameters which enables greater certainty of outcome prediction - BUT - that is now, not applicable to the 21st Century business who are "willing to fight and die for that inch, because that's what living is, the six inches in front of your face." There are no some many moving parts, all based around data flow, what is now more important than ever is the human element to all of this - or put it another way, the social aspect.
People want to feel that your sole focus is on them and no-one else. We are moving into a hyper-personalised world - yet technology is also removing us from the human element.
So how do you as a sales person overcome this? You engage in a blend of using actionable data, or intent data signalling. and social selling. This is all about what makes you, you - and why your customer is the most important person in the world.
To be clear, actionable data analysis is essential to compete in today's business world. But what's equally, if not more, essential is the human element. All business is personal — it requires building valuable relationships with people.