TABLE OF CONTENTS

I. ABSTRACT: THE COPERNICAN REVOLUTION IN SELLING

II. ABOUT THIS RESEARCH

III. EXECUTIVE SUMMARY: IT’S FINALLY TIME FOR TECHNOLOGY TO FUEL SALES GROWTH

IV. THE REASONS THAT SALES TECHNOLOGY HAS UNDER DELIVERED  

V. THE SIX FORCES TRANSFORMING THE COMMERCIAL MODEL

  1. The Emergence of Ecosystems That Connect Technology Assets to Value
  2. The Pivot to Virtual Selling Channels
  3. The Rise of a New Generation of Growth Leaders
  4. “New School” Buying Behavior Has Eclipsed “Old School” Selling
  5. Greater Accountability for Financial Returns on Growth Assets
  6. A Revolution in Advanced Sales Analytics

VI. REIMAGINING THE ROLE OF TECHNOLOGY IN GROWTH AND VALUE CREATION

The Five Ways Technology Can Create Value and Expand Profits

  1. Optimally Allocating People, Time, and Effort      
  2. Better Packaging, Pricing, and Personalizing Offerings       
  3. Better Developing Teams and Accounts
  4. Managing and Measuring the Financial Return on Growth Investments         
  5. Improving Selling Channel Effectiveness

Four Keys to Improving the Utilization and Return on Selling Assets

  1. Monetizing first party and third-party data asset
  2. Better leveraging CRM, Content, and Learning systems
  3. Integrating the Digital Marketing Infrastructure with Selling    
  4. Leveraging Analytics and AI to Connect Assets to Value             

VII. HOW GROWTH LEADERS WILL MAKE THE 21ST CENTURY COMMERCIAL MODEL A REALITY

Three Technology Ecosystems That Connect Growth Assets to Value to Accelerate Growth

  1. Digital Selling Platforms: Reconfiguring the legacy technology portfolio to directly support selling activity   
  2. Integrated Learning and Development: Connecting sales development, enablement, and engagement.       
  3. Data-driven Algorithmic Selling: Harnessing the power of sales engagement data to accelerate growth.

VIII. 100 TECHNOLOGIES THAT WILL BE DEFINE AND ENABLE THE 21ST CENTURY COMMERCIAL MODEL