Now they can study documentation, review peer experiences, watch product demonstrations and consult AI tools before speaking to a sales team. The abundance of information has altered what buyers need from the people selling to them.
For Steven Sovik, whose experience includes global CRM SaaS sales work at Oracle, a salesperson’s value can no longer rest mainly on access to information. Increasingly, the contribution is helping an organization interpret information, understand constraints and decide whether a technology investment will solve a meaningful business problem.
From Enterprise Installations to Cloud Expectations
Traditional enterprise software often required substantial upfront planning. Buyers considered licensing, infrastructure, integration, implementation partners and the resources needed to maintain systems over time. Product capability was central, but implementation could be a long and complex undertaking. Purchasing committees had to think beyond what software could do during a demonstration.
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