Best Practice Report

Technology-Enhanced Selling: A Forrester Introduction

November 3rd, 2019

Summary

Technology-enhanced selling can significantly improve B2B sales reps’ productivity, and sales productivity directly affects revenue growth, customer acquisition costs, and profitability. Although virtually all business development and sales functions can benefit from streamlined workflows, automated activity capture, and the improved analytics that sales tech can provide, investments must be carefully planned and executed to deliver anticipated benefits. In this report, we define the key elements that organizations must consider when deploying technology-enhanced selling.

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