Learning Center

Transitioning from Spreadsheets to a Robust Value Selling Platform

How do you move out of spreadsheet mode into a robust platform for your team to sell value?

Gerry Murray, Marketing and Sales Technology Research Director at IDC, covers the questions you should dive into especially if you already have a very well-established business value team and office.

The Journey Into a Platform Approach: If your company already has an established team and methodology, a transition to reevaluating and refocusing on the sales tools you already use may reveal a wealth of other opportunities across the company. By using a platform, closing deals a quarter faster or a 15% average deal size increase could mean a positive change in long-term company prospects.