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Why It’s Important:

“Those that explore, adapt, and invest in new sales automation technologies using AI will succeed; those that don’t will know failure, less profitability, higher sales expenses and greater representative turn-over.”

James Obermayer - Reviewer

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  Slma-recommended-187Title:  The Evolving Sales Technology Landscape

Subtitle: Riding the Wave to Revenue

Published by/Authors:  Velocify and AA-ISP

Gated: Yes

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Velocify StudyLength:  21 Real Pages (not a shortened PPT format)


Executive Summary: Welcome to the Wave of Automation

  • There are 450 tools for salespeople to leverage.
  • The average high-growth sales organization has 10 technologies in their tech stack.

Methodology:  Research from 400 participants

  • The majority had annual revenue of greater than $20 million and 11% reporting greater than $1 Billion

Why Ride the Wave of Automation?

  • 79% agree that in the last five years automation has replaced some if not all of daily sales activity
    • Automation is making reps more efficient at managing inbound leads.
    • They report on the percent of sales roles most affected by automation (LRDs, Inside Reps and Sales Operaitons).
  • 75% believe half of today’s sales activity will be automated in less than 10 years.
  • The wave of automation shows no signs of slowing
    • 45% say 50% of their daily activity will be automated in less than 5 years
  • Riding The Wave Recommendations: Three Step Process
  • Step One: Get Ahead of the Wave
    • High growth companies are more aware of the importance of catching the wave and making changes.
    • Technology currently used:
      • Pipeline Management
      • Lead Distribution and Call Management
      • Email Tracking & Automation
      • Marketing Automation
      • Contract and e-signature
    • Opinions rendered on the technologies considered imperative
  • Step Two: Catching the Wave - Preparing
    • Reporting on ten areas which are most important for the success of the new tech initiatives.
    • Recommend an adjustment in current investments
      • Web and Social Prospecting
      • Email Tracking and Automation
      • Marketing Automation
      • Sales/Content Enablement
      • Interactive Presentations
    • Step Three Ride the Wave to Revenue: Maintain a Competitive Advantage
      • Growing companies’ expect automation slightly sooner
      • Prepare for AI and other Futuristic Tech (7 Categories)
      • Get the right tool for the right stage


Recommended for: 

  • President
  • CFO
  • CSO
  • Sales Management
  • Sales Managers
  • Sales Operations Management
  • Sales Representatives

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This review was conducted independently without the advice or consent of the publisher.    

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