Based on my 20 years’ experience in corporate and business banking and various discussions with business leaders over the past years, I have witnessed the same problems in almost every sales organization. The core problem is that there is no system supporting the whole sales process, end to end.
The biggest misconception is, that NOT going digital will somehow make your customers happier. Thinking you will be able to deliver better and more personal service. What you are actually doing, is the opposite. Going digital is not a choice between a good or a bad customer experience. It is a choice between a good or an excellent one.