TECH SUPPLIER Mar 2022 - Conference Proceeding: Tech Supplier - Doc # DR2022_LL_RP

The Future of Sales Enablement: Optimizing Customer Value


Randy Perry

These event proceedings were presented at the IDC Directions conferences in Boston and Santa Clara in March 2022.

Technology providers continue to struggle with many organizational challenges to closing business with their customers — sales reps are not skilled at selling to C-level buyers, there is an inability to position and sell on value, and there are continuous changes to products/services, pricing, and compensation. In this session, Randy Perry draws from recently completed research with 350 sales leaders of IT providers to discuss best practices for integrating sales, customer success, and value management to transform how technology providers market and sell to their customers and deliver transformative business outcomes.


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Market intelligence, Marketing automation, Sales enablement


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