How sales organizations use technology to drive revenue

The sales profession is going through a transformation. Social, mobile and digital media (omnichannel experiences) are enabling buyers to be significantly informed at each step of the buying journey. Sellers are transitioning from selling individual products to a singular point-of-contact to increasingly complex solutions to buyers who are often only a small part of the stakeholders involved in the final decision. And finally, the core sales process is rapidly changing due to the addition of new technology and greater contact touchpoints. Since we understand how the sales process has dramatically changed, we must now look to understand how this transformation affects sales organizations – particularly in top performing teams. How can organizations decrease seller burden and build engagement while navigating an increasingly complex sales process?  Microdatum recently talked to 48 sales leaders about this very question to learn how they use sales technology in their organization an...