How Sales Professionals Can Get the Most Out of Their BI Technology

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Develop a Strategic Sales Process

Sales leaders should also encourage a strategic sales process to help their teams incorporate technology into their daily routines. Whether that is an initial scan first thing in the morning or a final review at night in order to prioritize targets for the next day, setting aside time each day to dig into sales technology encourages usage and productivity. Otherwise, technology can be neglected in favor of older, more familiar methods that likely do not provide the same swiftness or sophistication of the technology that is available today.

The sales and marketing technology industry has no shortage of products available aimed at helping sales professionals improve their productivity around cross selling and prospecting. However, despite the plethora of products saturating the industry, salespeople often fail to leverage resources to their full potential. In many cases, sales leaders believe that by merely providing a resource they are doing enough to encourage product usage. Because teams aren't necessarily aware of all the capabilities and functions at their disposal, they are apt to neglect products altogether.

Business information technology has the ability to contribute significantly to a company's bottom line, but it will be a wasted expense if your team does not understand how to use it properly. Here are a few tips, identified by Roseanne McCauley, senior vice president, Enterprise Sales, Avention, Inc., to help ensure your sales force is taking full advantage of your product investments.


Related Topics : Vulnerabilities and Patches, Resellers, Broadcom, Broadband Services, Supercomputing

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