For Sales Forces, Big Data May Be Overhyped

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Tue, Aug 14, 2012

You've heard the pitch: "You now have a huge volume, variety, and velocity of customer data, sales transaction data, competitive data, and sales activity data. With the combination of cloud storage and computing, mobile technologies, and powerful analytical and predictive tools, we can start mining 'big data' and reaping huge rewards."

It's not that simple, especially for sales forces.

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