Best Practice Report

Technology-Enhanced Selling: Benefits And Use Cases

December 10th, 2019


Organizations that fail to adopt modern technology solutions for their revenue engine face a competitive disadvantage. Sales functions can accelerate sales productivity gains by deploying carefully selected technology solutions across three core user groups. We define technology-enhanced selling as selling that uses technology, process optimization, and improvement in associated competencies to drive sales productivity improvements, complement customer needs, and behaviors, and accelerate revenue generation by improving customer interactions. In this report, we define the benefits organizations can experience and the goals and objectives they can achieve with proper implementation of sales technology.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.