Realizing Sales Effectiveness through Technology Innovation

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This webcast is part of our "Friday Back to Business Technology Sessions – Five Session for Digital Innovation". See the other upcoming webcasts here.

Today’s sales organizations still operate using processes and technologies designed in the 1990s that cannot optimize sales in today’s market environment, let alone revenue. Operational sales effectiveness requires a new generation of applications designed to efficiently maximize sales performance. Technology can guide sales executives, managers and reps by applying modeling and machine learning to enable assessment of quotas and compensation across accounts and territories.

Mark Smith, CEO and chief research officer of Ventana Research, has 30 years of hands-on and business technology experience. In this webinar, Mark offers insights on how to establish intelligence in customer processes and prioritize deployments of the latest digital technology innovations to most effectively improve sales operations to maximize revenue potential. This webinar will address these key topics:

  • Why sales operations are not able to achieve their full potential.
  • How to achieve sales effectiveness through digital transformation.
  • Where enabling intelligence in sales operations maximizes performance.
  • What technology priorities can immediately provide continuous improvement.

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About the Speaker

Mark_2016_Circle_Zoomed.pngMark Smith

CEO & Chief Research Officer
Ventana Research

Mark is responsible for the overall business and research direction of Ventana Research and drives the global research agenda covering both business and technology areas. He defined the blueprint and methodology for improving business by using benchmark research to provide guidance across people, processes, information and technology. Mark is an expert in enterprise software and business technology innovations including: business analytics, big data, cloud computing, business collaboration, mobile technology and social media. Mark has held CMO, research and product development roles at research and software companies. Mark started Ventana Research more than a decade ago; he has worked in the software industry for 25 years leading innovations in research and technology. Mark was rated the 2011 software industry analyst of the year by The Institute of Industry Analyst Relations (IIAR). Mark is also ranked as one of the top ten technology influencers in 2012 by Human Resources Executive magazine.