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                  Sales Engagement

                  Quote.svg

                  By 2025, organizations will recognize that modernizing processes and SFA systems will be needed to support new data-driven features that aid in maximizing sales effectiveness to achieve revenue targets.
                  Stephen Hurrell

                  Stephen Hurrell

                  Director of Research
                  Office of Revenue

                  Sales Engagement tools are aimed at helping people sell!

                  Our focus on understanding the interaction of sales and technology, and our experience in researching the effectiveness of different approaches means we focus on the business benefits that technology can bring. We highlight those technologies that help you sell to manage for better revenue outcomes.

                  Definition

                  Traditionally CRM sales technology has been primarily used as a system of record and as a sales management tool. With declining quota attainment across the board, new technologies are emerging to focus efforts on improving the effectiveness of salespersons to close more business.

                  Research Fact

                  Over 75% of organizations have not established a sales engagement discipline to ensure the selling experience is supported with the technology to empower effective achievement.

                  Best Practice

                  Much focus is made on tracking the “deal” however deals are closed by people. More focus should be used on analyzing what a good salesperson looks like and provide tools to assist in the sales process, not just planning and management.

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                  Research enables insights from our industry analyst team and market research with our Benchmark Research, Dynamic Insights and Value Index research products that provide facts for decisions.

                  Education

                  Education in a range of business, technology and vertical industry topics through our publishing of digital content in mediums and styles for impactful insights across an entire organization.

                  Our Latest Research Let's Get Started

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