Building The Business Case For Sales Technology

May 31st, 2018

Steve Silver

With contributors:

Summary

Purchasing technology is a crucial ongoing task for building and maintaining an effective sales function. It requires building a solid business case that defines the drivers and benefits of the proposed investment. Sales technology investment proposals are always evaluated among competing investments; while decision-makers understand that new technology is necessary to deliver new capabilities and efficiencies, when the anticipated cost is high, they tend to minimize risk, avoid change, and prioritize additional programs or staff rather than infrastructure. In this report, we provide an overview of the components of a business case for investment in sales technology.

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