Mind-blowingly useful information from @Tiffani_bova to help you transform your IT sales team.
One stand out piece that describes what you can get from this research:
The Sellers's dilemma from a Sales Leadership point of view is, "How do I hit my sales numbers today, while I transform my sales force and plan for the future, while I hit my sales number today? I've got to change my tyres while the car is doing 60mph around the track. This is really difficult - not easy."
In a startling break with tradition, the actual answers are in here too.
Digital business is driving change across the enterprise — including in the sales organization. To build a strong future sales force, technology providers' business unit and strategy leaders must better enable their sellers with skills that drive customer value. A targeted focus and tighter alignment with digital marketing initiatives and new buyer journeys can create a competitive advantage