Contextual Search Recommended for Sales Pros
April 14, 2015
Sales-productivity pro Doug Winter penned “Traditional Search is Dying as Sales Organizations Make Way for “Context” for Entrepreneur. He explains how companies like Google, Apple, and Yahoo have long been developing “contextual” search, which simply means using data it has gathered about the user to deliver more relevant answers to queries, instead of relying on keywords alone. Consumers have been benefiting from this approach online for years now, and Winter says it’s time for salespeople to apply contextual search to their internal content. He writes:
“The key to how contextual search delivers on its magic is the fact that the most advanced ECM systems are, like Google’s search algorithms, much more knowledgeable about the person searching than we care to admit. What you as a sales rep see is tailored to you because when you sign in, the system knows what types of products you sell and in what geographic areas.”
“Tie in customer data from your customer relationship management (CRM) system and now the ECM knows what buying stage and industry your prospect is in. Leveraging that data, you as a rep shouldn’t then see a universe of content you have to manually sort through. Instead, according to Ring DNA, you should see just a handful of useful pieces you otherwise would have spent 30 hours a month searching for on your own.”
As long as the chosen algorithm succeeds in catching what a salesperson needs in its net, this shift could be a terrific time saver. Sales departments should do their research, however, before investing in any contextual-search tools.
Cynthia Murrell, April 14, 2015
Stephen E Arnold, Publisher of CyberOSINT at www.xenky.com
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