Enterprise tech sales faces many challenges: increasingly complex sales cycles, harder to navigate clients and higher churn within vendor sales teams.
Technology became seen as a cure-all for many of these challenges. There are currently 40+ categories of sales tools. But there is still no accepted standard for a sales tech stack. Enormous levels of investment, development, alliances and acquisitions in the last 12 months have confused things further, blurring the lines between solution types.
Most organizations take an abundance mentality. The average sales organization invests in 11+ tools for their sellers. But leaders report that those investments have not, on the whole, lived up to the hype. Most tools are under-utilized. Most lack the data needed to fuel full functionality.
Join a select group of industry thought leaders to discuss the insights that help sellers navigate accounts are found among those who have lived inside target accounts.
Which tools have lived up to their potential (for themselves, managers and sellers) and what didn’t? Why?
What is still missing despite the infinite options?
In hindsight, what decisions would they have made differently?
What can be done now to impact the second half of the fiscal year?