Research Brief: Assessing Sales Tools


Over the past two decades, technology-driven innovation has profoundly changed selling and sales organizations. PCs and smart mobile devices are now essential selling tools; CRM platforms are virtually ubiquitous; and new applications appear daily to help automate, enhance, or speed up how salespeople sell.


This research examines how business-to-business firms identify, assess, and select new technology used by the sales organization. It also (...)

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