Digital technology has reshaped Sales in the last decade. The new pace of change has created a complex and challenging sales environment where the buyer is now better informed and no longer expects to be sold products but solutions to specific problems.
Luckily, digital technology has also enhanced the sales process itself and armed teams with a powerful tool: data.
But how are modern sales organisations leveraging that data? And why is there still space for guess-work within the sales process?
We’ve commissioned this report into the experiences of 36 sales leaders, to explore how they are using data, their toughest challenges and how they achieve the greatest gains.