How Technology Ignites Sales Growth
Don’t Become a Dinosaur to Customers
Sales organizations that thrive over time share an important trait: They understand they must evolve with their customers. Adapting to their marketplace changes presents challenges in the best of times. When disaster strikes, it’s even harder. Recognize the warning signs of relationship erosion and use these strategies to stay connected to your customers.
Sales Enablement: The Lynchpin to
Salespeople increasingly need more business acumen, skills and resources to succeed in complex B2B solution sales. Every hour they spend searching for – or creating new –content, data or materials to meet customer demands is an hour less spent selling. Sales enablement brings resources from sales, marketing and other departments under one umbrella, and makes sure it is current and accurate. This gives the sales force a single source to contact for the detailed information to address customer requirements. Done right, sales enablement becomes a reliable, integrated function that helps salespeople spend less time searching and more time selling.
The Right Data, Used the Right Way, Drives
Let’s debunk the biggest CRM myth: The technology alone won’t improve outcomes. It can deliver data sales leaders need to analyze individual and collective actions that produce success – and the gaps that lead to failure. The right information, used correctly, provides a road map to coach behaviors that will move that revenue needle upward.
Research Note: Sales Technology, Change Catalyst
Technology has changed every aspect of how businesses function and interact with customers. Capitalizing on the potential power of technology requires a sales technology strategy – for today and for the future. The pace of innovation will not slow. Sales organizations with a strategy to leverage technology will create a tactical advantage in the marketplace.