The Sales Technology Challenge - How Much is Too Much?

By Michael Perla

According to CB Insights, in 2016, deals and dollars invested into sales tech startups reached all-time highs of over $5B invested across 425 deals. Moreover, sales organizations spent an average of $4,797 per quota-carrying rep on enablement technology annually, according to a Gartner (formerly CEB) analysis. Net net, more and more money is being spent on SalesTech and sales enablement and it doesn’t look like it’s slowing down anytime soon.

You can’t read much today that doesn’t mention or involve technology. I just read an article on digitizing the customer journey and processes. There are now SalesTech (think FinTech, AdTech) awards that recognize products and companies who exhibit excellence, innovation and leadership in the sales technology space.

Suffice it to say, the technology wave has not bypassed the sales function. Most B2B sales professionals would be lost without some basic sales tools - a smart phone, an audio or web conference line, and a way to keep track of contacts, opportunities, and their pipeline.  Per a recent Techcrunch article I read, the authors ask a good question in their title: 

How Much Sales Technology Is Too Much?

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First Job…Sales?

By Warren Shiver

There’s a great article in the New York Times today where the author, Bryan Burkhart, reflects on his first job out of college and pulls together a “not-to-do” list for recent college graduates. It demonstrates the maturity and ability to reflect that only experience and middle age can bring. One of my favorite parts is where he recounts the comparative success of one of his peers who, “was driven to acquire customers for Trilogy, understanding that revenue was the lifeblood of a fast-growing start-up. At the time, I could not have been less impressed with that role”.

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Selling When It’s Down to the Wire

By Warren Shiver

The decline of print media has been thoroughly documented, with Newsweek shuttering their print edition, leaving Time as the last one standing. I was reminded of this today when I picked up my print copy of the Wall Street Journal off the driveway on the way to the gym. Even though I subscribe to their online edition, I find the print edition convenient for exercise bikes and airplanes below 10k feet (can’t afford any Alec Baldwin moments).

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