Building a Sales Team by the Numbers


I don’t know why more subscription vendors don’t do this. Subscription companies collect mountains of data from their customers, and analyzing the aggregations can deliver profound insights virtually for free. Yet too often subscribers are reluctant to let their data be stripped of identifying characteristics and used for research. Too bad, because there’s gold in that big data. One subscription provider that isn’t afraid to do the analysis or to ask its customers to contribute to generating new knowledge is Xactly.

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