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Execs Look to Technology for Improved Sales Productivity

Execs Look to Technology for Improved Sales Productivity

Many organizations are moving to implement more marketing technology in their stack—especially sales enablement tools. But research suggests tech adoption is a relatively small part of being a high-performing salesperson.
A September 2015 survey from Forbes Insights found that the No. 1 characteristic of high-performing sales team members was the ability to sell value rather than price. More than eight in 10 US executives surveyed mentioned that.

Nearly three-quarters of respondents said good salespeople are consistent with their execution. By contrast, leveraging marketing and sales content assets was key according to just 26% of respondents, and less than a quarter of respondents said adoption of technology was important.

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