We’ve all heard the saying, “time is money,” and this is particularly true if you’re a salesperson, but putting in the time alone does not equal success.
Today, the B2B buyer’s journey is far from linear, and now requires a mix of both human and non-human interactions to reach a successful close, as well as the ability to reach multiple buyer personas.
In this session, featuring SiriusDecisions’ Research Director Robert Muñoz, as well as TimeTrade’s Director of Business Development Frank Yacano, we’ll share productivity highlights from the firm’s 2019 Sales Activity Study and discuss important insights to inform 2020 planning, such as:
- How and when different sales roles should engage across the lead to revenue cycle, including post-sale milestones
- The hourly benchmarks and top priority areas for saving time to increase core selling and engagement time
- The key demand sources and how each sales role can benefit from productivity tools like intelligent appointment scheduling