New 'digital listening tools' are providing organizations with greater insight into the sales pipeline than ever before. By leveraging comprehensive, real-time analytics, sales reps can see how a proposal moves through the pipeline, identify all decision makers, and learn about customer hot buttons to keep sales on track.

Today customers are more informed -- they check prices, compare services and read reviews online before making a purchase. Advent of internet and thereafter of social media has completely transformed the way customers used to think/behave.