Dynamic Guided Selling: An Introduction

January 1st, 2018

Summary

Over the last several decades, the sales process has been used to guide sales reps trying to convert leads into opportunities and opportunities into closed business. However, many sales processes tend to impose a rigid, linear view of buyer engagement that does not alter itself on the fly. This report introduces the concept of dynamic guided selling, which leverages automated activity capture and the analysis of buyer and customer interactions to deliver sales insights and intelligence that sales reps use to win more deals.

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