Like many of you, when I am looking for industry best-practices, new software vendors, or trends in my industry, I turn to Gartner reports. (And who doesn’t love the magic quadrant?)
But while Gartner has a lot of great information, sometimes I struggle to put it to practice. That’s why, when Gartner published its report on salesforce automation tools and salesforce efficiency/effectiveness, ““How to Analyze Your Sales Processes on Efficiency versus Effectiveness,” I thought it was a perfect opportunity to create something that would help our audience take action with sales planning, configure-price-quote CPQ, and guided selling.
In the report, Gartner shares that CPQ and guided-selling are at the top of the list for promoting both sales efficiency and sales effectiveness, but doesn’t say much about how or why.
With the help of former Gartner analyst Michael Dunne, we put together a series of recommendations for our readers around how to leverage these tools to reduce legwork in selling, arm sales with intelligence and best practices and help sales advance through processes faster.