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IDG Contributor Network: Putting data into the sales process with InsideSales

InsideSales.com is one of an increasing number of players that aims to offer sales teams tools to make them more efficient and effective.

In its case, InsideSales came about through the post-graduate research of co-founder Dave Elkington. As Elkington studied artificial intelligence, he soon came to realize that A.I. has existed for decades — the math that is behind A.I. was used back in the mid-20th century by researchers at companies such as IBM.

What is different today — and what gives the power to the disruptive companies to undermine their more conservative competitors — is the access to data. As Elkington sees it, Netflix’s ability to put Blockbuster out of business was a direct result of Netflix’s intentional strategy to amass information about its customers and, in doing so, to give its own predictive algorithms the best possible source data to tune its suggestions.

The quantity and quality of the data available today is what is different.

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