Do You Have 'Smart Sales Reps'?

The last ten years have seen the inexorable rise of the ‘Smart Buyer.’ Several factors, most notably the proliferation of online information and the increasing sophistication of the corporate purchasing function, have leveled the playing field between B2B Buyer and Seller.

The personal challenge for B2B sales reps is that there is a lot more “homework” to be done these days. There are a myriad of growing and continuously updating online resources at a sales person’s fingertips, which are difficult to aggregate and analyze on an ongoing basis. In addition, sales reps have been asked to do more with less which means an increased administrative burden.

Bottom line: B2B sales reps are spending less time selling.

So, how do sales leaders improve sales productivity? This whitepaper will discuss how sales leaders capitalize on the power of information and data to help sales teams sell smarter by targeting the accounts most likely to purchase at the right time with the right contextual message without further eroding selling time.

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