Sales strategies for a hybrid world, with Gerry Murray

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Gemma Milne talks with IDC’s Gerry Murray about how digital selling has evolved over the last year, including what changes are temporary and what changes will be longer lasting, how certain organizations are doing a good job supporting sellers to adapt to these changes, and how companies should think about their technology infrastructure to support sales teams.

About Gerry Murray:

Gerry Murray is a Research Director with IDC’s Marketing and Sales Technology service where he covers marketing technology and related solutions. He produces competitive assessments, market forecasts, innovator reports, maturity models, case studies, and thought leadership research. Prior to his current role he spent the first half of his career at IDC advising executives from some of the world’s largest software and services providers on market strategy, competitive positioning, and channel management. As the Director of Knowledge Management Technology, he conducted research on a worldwide scale including market sizing and forecasting, ROI models, case studies, multi-client studies, focus groups, and custom consulting projects.

Learn more:

https://www.idc.com/getdoc.jsp?containerId=PRF003529

Topics of discussion

  • The shift from in-person persuasiveness to digital persuasiveness (04:22)
  • The game-changing possibilities of conversational systems and AI (10:15)
  • A look at self-service, conversational, and values-based sales models (15:22)
  • Making data and analytics your first step in transforming your sales organization (23:47)
  • For companies already implementing new data infrastructure, how do they know what’s working? (27:38)
  • Some surprising challenges facing sales organizations now (30:40)
  • How rising customer expectations are creating new selling opportunities (35:20)

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https://connectedandready.com/episodes/sales-strategies-for-a-hybrid-world-with-gerry-murray-NMggTccN https://connectedandready.com/episodes/sales-strategies-for-a-hybrid-world-with-gerry-murray-NMggTccN 2021-04-14 21:01:16Z