Decision Tool

The Forrester Dynamic Guided Selling Prioritization Assessment Tool

October 26th, 2020
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst

Summary

Dynamic guided selling is the automated collection of seller activities and buyer interactions — both human and nonhuman — and the application of analytics leveraging AI capabilities to enable the delivery of near-real-time, context-sensitive, role-specific guidance and coaching to sales professionals. Six capabilities, or opportunity areas, of dynamic guided selling are required to optimize the technology and improve buyer outcomes. The Dynamic Guided Selling Prioritization Assessment Tool helps organizations determine which opportunity area(s) of dynamic guided selling can make the biggest impact on the business on the basis of impact on overall sales growth and organizational capabilities.

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