Vision Report

Talent Alone Is No Longer Enough: The Insights-Driven Sales System

May 18th, 2021
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director
With contributors:
Rick Bradberry , Stephanie Sissler , Nancy Maluso

Summary

Digital buying, remote work, and new customer preferences for subscription offerings that deliver immediate time to value have permanently altered how B2B buyers evaluate and purchase products. To succeed, sales leaders must throw out the old playbook that relies on a small set of superstar reps to achieve quota and adopt a systematic approach that prioritizes processes and investments in infrastructure and insights to enable a broad set of customer-facing reps to earn, retain, and grow customers. In this report, we’ll discuss how an insight-driven sales system will deliver the new customer experience that buyers expect and enable the predictable and scalable revenue growth that stakeholders want.

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