The current pandemic has disrupted many of the traditional sales methods used by field-sales organizations to engage, and sell to, buyers. In an effort to provide help, many vendors have recently announced new features that focus less on the management of sales organizations and more on tools to help salespeople sell. This has been coupled with a renewed interest in using data to help with the science, alongside the art, of selling, as referenced in my AP: The Art and Science of Sales from the...
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Topics:
Sales,
Analytics,
Data,
Product Information Management,
Sales Performance Management (SPM),
Digital Technology,
sales enablement,
sales engagement,
AI & Machine Learning
Although historically there has been a hard divide between what are colloquially called “Inside and Field Sales,” changes over the last 10 years have narrowed the distinction. The pandemic has only accelerated the path to unifying sales activities commonly performed to engage buyers and customers. Characterized by a very disciplined and controlled endeavor, inside sales teams have been heavier users of technology. This has enabled more productive engagement including emails and calls, as well...
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Topics:
Sales,
embedded analytics,
Analytics,
Business Intelligence,
Collaboration,
Internet of Things,
Sales Performance Management (SPM),
natural language processing,
intelligent sales,
sales enablement,
AI & Machine Learning
I’m very excited to announce to my network as well as the ever-expanding Ventana Research community that I’m now directing Ventana Research’s Office of Sales practice. The focus is to guide and educate sales and business professionals on the selling applications and technology including digital commerce, price and revenue management, product information management, sales enablement, sales performance management and subscription management. While these are the main topics of our Office of Sales...
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Topics:
Sales,
embedded analytics,
Analytics,
Business Intelligence,
Collaboration,
Data,
Product Information Management,
Sales Performance Management (SPM),
Digital Technology,
Work and Resource Management,
Digital Commerce,
Conversational Computing,
collaborative computing,
mobile computing,
intelligent sales,
sales enablement,
AI & Machine Learning