Sales Technology Tools Work

Source: Services Marketing Blog

In this blog post, Mike Schultz and Michelle Davidson cite a recent survey by the Aberdeen Group that indicates that "best-in-class" companies are more likely to take advantage of sales technologies. In some cases, best-in-class companies use sales technologies twice as much as those that lag behind industry sales averages.

The biggest difference involved performance dashboards and other visualization tools, with 67 percent of best-in-class companies using dashboards compared to 33 percent of "laggard" organizations. According to Schultz and Davidson, these dashboards "allow reps and sales managers to visually identify high-probability selling opportunities."

Best-in-class organizations are also much more likely to use knowledge management solutions, such as CRM, which "allow sales teams to collect and share internal best practices, external intelligence sources, and account-specific data."

In a separate post, the authors point out that best-in-class firms are far more likely to use automated lead management technologies.

For the complete blog entry, click here.

From Services Marketing Blog, by Mike Schultz and Michelle Davidson, Wellesley Hills Group, www.servicesmarketingblog.com, May 3, 2010, "Organizations That Use Sales Tools Sell More."