The Driving Forceof Globalization andthe Digital World

Pipeliner ManifestoChapter 1

Nikolaus Kimla

Email: n.kimla@pipelinersales.comWebsite: www.pipelinersales.com

CEO at Pipelinersales Inc.

Written by...

“Digital is the main reason just over half of the companies on the Fortune 500 have disappeared since the year 2000.”

—Pierre Nanterme, CEO of Accenture

There is a fundamental transformation happening—actually one that's been happening for a number of years now but which has reached mammoth proportions and only continues. That is the evolution of the digital world.

Every kind of entity, from an individual all the way up through the mega-corporation, is having to make plentiful allowances for the digital world.

A primary focus of the digital world is processes.A process is the optimization of a task or a set of tasks, either for humans or for automation. Other sets of tasks, such as with sales processes, are meant for human interaction and use. Processes are what make it possible to operate at optimum speed so as to compete in today’s business world.

Another very important focus is the harnessing and use of data trends. For example, with Google Trends anyone can see what is trending near them or in any place throughout the world as regards searches. Businesses take advantage of this kind of functionality for everything from marketing to product development.

But there is another, radical change brought about by the digital world that must be dealt with head-on, as it will overrun anyone who doesn't. It is the incredible data overload and complexity that comes about when all information is instantly available, everywhere.

For an example of the mind-boggling complexity that is coming at us every day, let's return to a discovery made 13 years ago. With the use of the Hubble telescope, calculations took place that demonstrated to us the approximate number of galaxies in the universe.

After examination is was found that, throughout the universe, there are an estimated 16.5 billion galaxies. That totally boggles the mind! We haven't discovered a tiny fraction of 1 percent of the universe.

Along with the rest of the world, sales has become increasingly complex, too. Where once there was simply a couple basic hats—a “salesman” and the manager—today we have field sales, inside sales, SDR sales, vertical sales, horizontal sales, and much more. Because of the digital age, we also have many more times the sales channels we once had.

To address complexity in the sales world, Pipeliner turned to cybernetics, the specific science applied in dealing with complexity. The first application of cybernetics to Pipeliner came with our last release, in which we added our Navigator feature.

We aim to assist sales managers and salespeople navigate the complexity of today's sales world.

And by doing so, we are greatly helping them to master it and succeed.

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