Enhanced Automation and Sales Freelance Ready Assessment (Publication Date: 2024/03)


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Discover Insights, Make Informed Decisions, and Stay Ahead of the Curve:

  • Are there possibilities for automation or for enhanced support of sales personnel?
  • Key Features:

    • Comprehensive set of 1544 prioritized Enhanced Automation requirements.
    • Extensive coverage of 854 Enhanced Automation topic scopes.
    • In-depth analysis of 854 Enhanced Automation step-by-step solutions, benefits, BHAGs.
    • Detailed examination of 854 Enhanced Automation case studies and use cases.

    • Digital download upon purchase.
    • Enjoy lifetime document updates included with your purchase.
    • Benefit from a fully editable and customizable Excel format.
    • Trusted and utilized by over 10,000 organizations.

    • Covering: Valuable Feedback, Insolvency Risk, Advertising Revenue, Payment Innovations, Service Design, Data Streaming, Needs And Wants, Value Delivery, Research Activities, Productivity Drivers, IT Operations Management, Ethics and Integrity, Payroll Compliance, Executive Search Services, Compliance Center, Channel Performance, Finding Opportunities, Digital Sales Platforms, Process Efficiency, Revenue Remained, AI in Market Research, Temperature Analysis, Profitability Ratios, Decision Making Ability, Lean Startup Methodology, Sales Strategies, Cost Per Lead, Design For User Experience, Gross Margin, Communication Effectiveness, Proven track record, Earnings Quality, Management Systems, Divestitures, Campaign Attribution, AI Products, Resource Forecasting, Production Hubs, Component Recognition, Sales Approach, Customer Needs Analysis, Customer Insights, Order Visibility, Advertising Tactics, Systems Review, Performance Attainment, Lead Scoring, After Sales Service, Profitability Assessment, ITSM, Dealer Support, Smart Windows, Product Lifecycle Management, HR Development, AI in E-commerce, Competency Models, Personalized marketing, New Product Development, Expenses Reduction, Revenue Retention, Incentive Compensation Plan, Real-Time Inventory, Strategy Deployment, Status Meetings, Future Success, Automated Workflows, Invested Capital, Service Centers, Social Media, Expansion Rate, Design Optimization, Outbound Logistics, Networking In Sales, Compensation Packages, Customer Contact Centers, contract sales, Relevant Content, AI in Sales, Solutions Pricing, Communication Style, Coaching Insights, Team Effectiveness, Waste Tracking, Eliminating Silos, Development Team, Revenue Forecast, Identifying Goal, Behavioral Patterns, Customers Choosing, Emotional Intelligence, Digital Orders, Business Process Redesign, Trade Promotions, Competency Management System, IT Risk Management, Share Of Voice, Financial forecasting, Information Technology, Promotion Strategies, Performance Measurement Tools, Demand Planning, Real Time Tracking, Online Advertising, business expansion, Vendor Responsiveness, Billing Accuracy, Market Volatility, Economic Factors, Forecast Accuracy, Point Of Sale Solutions, Continuous Auditing, Inbound Calls, Data Analysis, Empowered Teams, Media Mix, Data Entry Data Processing, AI Rules, Achievable Goals, Trade Sanctions, Direct Shipping, Trust Building, Sales Pipeline, Context Awareness, Virtual Events, Monitoring Parameters, Sales Force, Industry Connections, Technology Adoption Life Cycle, Custom Quotes, Production Efficiency, App Store Restrictions, Coaching Teams, Cost-Plus Pricing, Boost Innovation, Third-Party Tools, Sales Process, Continuous Improvement, Asset Allocation, Productivity Boost, Enterprise Discounts, Customer Success Management, Merchandising Categories, Regulatory Updates, Sales CRM, PPM Process, Distributor Performance, Empathy In Sales, Leverage Change, Effective Management Structures, Service Interruptions, Creative Advertising, Competitor sales analysis, Workflow Management, Group Communication, Organizational Efficiency, Employee Attendance, Production Scheduling, Social Media Mentions, Product Viability, Partner Marketing, Compensation Strategy, Executive Leadership, Bad Debt, CRM Strategies, Service Parts Management, Being Agile, Responsive Solutions, Cultivating Engagement, Sales Cycle, Business Rules Rule Management, Financial Forecast, Process Alignment With Strategy, Supply Chain Flexibility, Influencer Contracts, Recruitment Agency, Employee Value Proposition, Vendor Onboarding, Reach Consumers, Online Sales, Team Engagement, Objection Handling, Software Company, Process Standardization Tools, Customer Outreach, Storytelling, ERP Management Time, Market Share, Historical Data, Brand Building, Spend Efficiency, Inventory Optimization, Digital Engagement, Social Selling, Word Choice, CMDB Configuration, Data generation, Store Inventory, Service User Experience, Deadline Management, Brand Engagement Metrics, Launch Readiness, Data Driven Sales, Market Consistency, Consistency in Application, ERP Requirements Gathering, Sales strategy, Spend Forecasting, Rapid Growth, Data Visualization Techniques, Data Recovery, Paid Advertising, Distribution Costs, Rebranding Efforts, Risk Prediction, Master Plan, Capacity Constraints, Usage-based, Vendor Relationship Management, Team Innovation, Marketing Expenses, Cybersecurity Measures, Sales Targets, Customer Targeting, Price Comparison, Automation Opportunities, Accounts Receivable Turnover, Privileged Access Management, Life Science Commercial Analytics, Continued Focus, Competitor service pricing, Sales Performance, Customer Management, Invoice Processing, Customer Service KPIs, Product Safety, Product Endorsements, Scope Changes, Supplier Negotiation, Insurance software, Vendor Alignment, Procurement Process, Weather Forecasting, Relationship Nurturing, Underwriting Process, Expense Management Application, Virtual Sales Incentives, The Bookin, Demand Forecasting, Maximizing Opportunities, Pricing Reviews, Reach Out, Warranty Management, Compensation Strategies, Product Revenues, Product Sales, Supplier Performance, COSO, Parts Repair, customer journey stages, Retail Partnerships, Workforce Efficiency, Effective Goal Setting, E-commerce Sales, Align Organization, Client Loyalty, Business Process Design, Lead Cultivation, Driving Success, Influence Techniques, In-Memory Database, Insurance Industry, Sales Reporting, Strategic Management, After Sales Support, Segment Specific Marketing, Performance Monitoring, Total Productive Maintenance, Improved Productivity, Promotional Offers, Sales Effectiveness, Pipeline Management, Pull Between, Support Activities, Demographic Research, New Customer Acquisition, Leverage Ratio Calc, Value Based Selling, Commerce Activities, Sales Collaboration, ERP Consulting, Commerce Growth, Retail Displays, data warehouses, Sales Force Effectiveness, User Activity Analysis, Customer Journey Mapping, Job Requirements, Risk Management, Structured Products, Telemarketing, Customer engagement initiatives, Sales Automation, Performance Reviews, Tech Entrepreneurship, Recommender Systems, Construction Phase, Strategic Execution Plan, Sales Copywriting, Effective Teamwork, Efficiency Gains, Email Automation, Brand Loyalty, Efficiency Boost, Financial Advice, Data ethics compliance, Decision Support Tools, Value Stream Mapping, Order Allocation, Competitor profit analysis, Customer Success, Customer Concentration, Productivity Monitoring, Process Flow Diagram, Coaching Skills, Transparency In Supply Chain, Product Returns, Cost Per Click, Fees Structure, VOI sales, Sales Empathy, Budget Planning, Predatory Practices, Risk Assessment, Data Integrations, Service Evaluation, Average Order, Resume Summary, Cost of Labor, Sales Promotions, Cost Reduction, Call Routing, Content Effectiveness, Product Mix Revenue, Dashboard Design, Product Profitability, Media Platforms, Fast Shipping, Supply Chain Agility, Mobile CRM, Email Integration, Sales Techniques, Sales Pitch, Cost of Materials, Asset Forecasting, Growth Officer, Ethical Data Collection, Consumer Protection, ISO 22361, AI Applications, Change Planning, Prescriptive Analytics, Inventory Automation, Engagement Rate, Sales Projections, Supply Chain Segmentation, Customer Engagement, Efficient Forecasting, Enabling Success, Leadership Effectiveness, Funds Transfer Pricing, Email Marketing Campaigns High Deliverability, Revenue Forecasting, Localization Strategy, Efficient Resource Management, Organic Revenue, Product Distribution, Price Communication, Agile Sales and Operations Planning, Orders Perspective, Promotional Impact, Automation Insights, Subscription Revenue, Email Marketing Analysis, Remote Selling, Brand Strength, Algorithmic trading, IT Program Management, Demand Variability, Professional Relationship Management, Buyer Journey, Team Performance Tracking, Process Monitoring Performance Metrics, Multi Channel Approach, In-Store Marketing, Data Mining, SAP GTS, Fulfillment Services, Human Centered Design, Sales Pitches, Content Reach, Control System Engineering, Sales Data, Visioning Process, Sales Tactics, Brand Visibility, Cycle Time Reduction, Robotic Process Automation, Market Teams, Optimize Effort, Operational Excellence Strategy, Chat Support, Market Share Percentage, Staff Development, Sales Automation Tools, Persuasive Communication, Cloud Contact Center, Product Mix Marketing, Manufacturing Processes, Service Technicians, Competitor profiling, Variables Map, Negotiating Skills, Lead Generation, Machine Learning, Virtual Customer Support, real estate sales, New Markets, Expense Reports, Performance Recognition, Sales Volume, Cloud Based Software, Effective Branding, Lean Management, Six Sigma, Continuous improvement Introduction, Being Named, Logic Modeling, Sales Channel Management, Backend Development, Distributed Resources, Vendor Partnerships, Effective Team Negotiation, Contract Compliance Monitoring, Storytelling In Sales, Balanced Scorecard, Judgmental Forecasting, Contract Formation, Supply Chain Analytics, Performance Analysis, Process Automation, Deal Days, Service Forums, Proactive Adjustments, Product Improvement Cycle, Data Breaches, Server Revenue, Pull Production, Production Monitoring, Job Advertising, Video Conferencing, Platform Upgrades, Insurance Revenue, Inventory Actions, Intelligence Use, Solution Features, Long-Term Relationships, Stimulate Change, Management Team, Customer Self-service, Efficient Staffing, Performance Goals, Returns Management, Product Adoption, Sustainable Products, Performance Leads, Sales Per Employee, Print Management, Business Forecasting, Commerce Capabilities, Financial Projections, Wellness Sales, Social Media Analysis, Project Resources, Process Steps, At Me, Diagnostic Tools, Volatility Forecast, Purchase Requisitions, Network Performance, Productivity Gains, Profit Incentives, Sales Performance Management, Custom crafting, Unique Goals, It Needs, Lead Generation Tools, Service Adaptability, Focusing Resources, Launch Strategy, Project Profitability, Discounts And Promotions, Marketing Effectiveness, Establishing Rapport, Price Negotiation, Real Estate, Market Surveillance, Forecasting Models, Robo Investment Management, Pricing Levels, Resources Supplier, overall profitability, Assessment Tools, Growth and Innovation, Sustainable Logistics, Clock Distribution, Targeted Opportunities, Sales Alignment, Lean Sales, Order Entry, Technology Strategies, Profit Margins, Financial Models, Long Term Goals, Web development, Sales Promotion, Team Onboarding, Customer Complaint Handling, Customer complaints management, Collections Workflow, Productivity Techniques, Sales Analysis, Market Entry Strategy, Sales Scripts, Order Fulfillment, Data Warehousing, Sales Process Optimization, Ethical Commerce, Dynamic Teams, Price Differentiation, Map Creation, B2B Demand Generation, Competitor opportunities, Website Bounce Rate, Competitor acquisitions, Liquidity Management, Data Driven Decision Making, Surveillance Marketing, Value Investing, Fraud prevention, Importance Of Privacy, Supplier Evaluation, Remote Work, Team Objectives, Pricing Optimization, Brand Image, Streamlined Approach, End-user satisfaction, Tax Regulations, Production Planning, Equity Sales, Return On Assets, Average Price, Customer Lifetime Value, Leadership Alignment, Employment Agencies, ROI Measurement, Driving Alignment, Sales Growth, Online Shopping, Real-time Tracking, Core Competencies, Performance Objectives, Search Engine Ranking, Online Training, Sales Efficiency, Real Estate Valuation, Effective Communication Strategies, Supplier Quality, Renewal Rate, Cultural Alignment, Fraud Prevention Measures, Lean Marketing, Business Process Outsourcing, Governance Models, Promotional Strategies, Revenue Cycle Performance, Theory of Constraints, Binding Corporate Rules, Contract Analytics, Virtual Customer Service, Sustainability Measures, Sales Performance Evaluation, Virtual Customer Services, Mobile Solutions, Sales Trends, Subcontracting, Product Mix Sales, Cross Functional Communication, Task Automation, Control System Performance, Virtual Team Strategies, Data Governance, Sales Tracking, Collaborative document management, IT Systems, AI Powered Marketing, Building Rapport, AI Policy, Warranty Services, Call Analytics, Competitive Salaries, Organizational Renewal, Social Awareness, Revenue Model, Cross Docking, Sales Increased, Compelling Offers, Affinity Mapping, Sales Run, New Product Launch, segment revenues, marketing revenue, Vendor Partner Ecosystem, Training Programs, Sales Team Performance, Business Acumen, Performance Quotas, Mobile Payments, Curbside Pickup, Supplier Negotiations, Digital Channels, customer effort level, Continuity Risk, Sales Incentives, Year Revenue, IT Staffing, Deliver Personalized, Content creation, Retail Sales, Professional Services Automation, Improved Financial, Digital Sales Strategies, Policy pricing, Promotional Campaigns, Sales Goals, Attention To Detail, Competency Model, Enhanced Automation, Team Success, Target Operating Model, Statistical Analysis Software, Sales Psychology, Intelligence Driven, Sales Conversion, Purchase Analysis, Sales Funnel, Customer Demand, Network Specific Content, Sustainable Marketing, Predictive Sales, Predictive Analytics, Digital Transformation in Organizations, Cash Receipts, Pinch Point, Manufacturing Best Practices, Sales analytics, Decision Support Systems, Group Revenue, Threshold Alerts, Merchandise Sales, Profit Per Employee, Agent Feedback, Purchase Tracking, Organic Reach, Incremental Delivery, Investment Pitch, Privacy Regulations, Personal Selling, Compensation and Benefits, Tax Calculations, Financial Engineering, Employee Motivation, Sales Objections, Business Valuation, Price Benchmarking, Software Applications, Adapting To New Technologies, Sales Metrics, Extract Class, Property Appraisal, Process Quality, Cybersecurity Awareness, Billing and Collections, Customer Experience Marketing, Net Present Value, Customer Centric Product Design, Delivery Timelines, Information Flow, In App Purchases, Targeted Customers, Skill Development, Incentives And Rewards, Spend Reporting, Task Delegation, Analysis & Reflection, Days Sales Outstanding, Advertising Effectiveness, Relationship Marketing, Market Positioning, Team Goals, Market Validation, Demand Generation, Competitor marketing campaigns, Internal Control Components, Touch It, AI Technologies, In-Store Displays, Marketing And Sales, Adaptable Leadership, Customized Products, Emotional Selling, Adaptive Selling, sales revenue, Expense Monitoring, Market Partnership, Artificial Intelligence in Sales, ROI Optimization, Tailored Marketing, Change Adoption, Spend Management, Lead Funnel, Sage 300, Product Revenue, Sales Organization, Churn Rate, Leadership Skills, Marketing Strategy, Sale Closures, Execution Efforts, Unrealistic Expectations, Supplier Collaboration, Quarter Margin, Product Mix Distribution, Customer Trust, Experiential Marketing, Inventory Management, Skill training, Relationship Selling, Sales Orders, New Development, Risk assessment standards, Invoice Approval Process, Communication In Crisis, Full Due Diligence, Sales Training, System Integration, Service Redesign, Customer Conversations, Execution Planning, Professional Image, Brand Consistency, Level Manager, Customer Support Strategy, Order Picking, AI Development, Intellectual Property Protection, Initiatives Going, Sales Channels, Paid Social Media Strategy, Holding Companies, Budget Forecasting, Subscription Based Services, Average Transaction, Competitor Strategy, Comparable Sales, Profit Projections, Development Costs, ERP Project Team, Recovery of Investment, AI in Augmented Reality, System Dynamics, Accounts Receivable, Sales Channel Strategy, Virtual Assistants, Image Processing, Incentive Plans, In Stock Levels, Forward And Reverse, Customer Retention, Sales Pricing, Order Processing Time, Customer Discussions, ESG, Consumer Insights, Lead Time Reduction, Repeat Business, Effective Follow Up, ROI Tracking, Remote Customer Service, Software Selection, Personal Branding, Cognitive Biases, Flash Sales, Persuasive Voice, Sales Enablement, Sales Discounts, Sales Team, Response Rate, Customer Segmentation in Sales, Performance Coaching, Data Analytics Business Insights, Billing Solutions, CRM Solutions, Customer Satisfaction, One On One Meetings, Productivity Apps, Smart Retail, Productivity Levels, Management Consulting, Larger Customers, Production Capacity, Sustaining Improvement, Purchasing Habits, Financial Targets, Sales Management, Product Value, Quality Monitoring, Master Data Management, Legal Chain, Sales Forecasting, Personal Relationship, Believe Having, Functional Areas, Scalable Power, Manager Selection, Coaching Conversations, Coordinating Goals, Precise Engagement, Growth Segments, Online Banking, Social Impact, Motivation Culture, Thought Leadership, Sales Forecast, Customer Segmentation, Competitor pricing strategy, Current Release, Event Follow Up, Team Processes, Executive Compensation, Supply Chain Collaboration, Sales Cycles, Incremental Learning, Retail Execution, iDempiere, Quantifiable Metrics

    Enhanced Automation Assessment Freelance Ready Assessment – Utilization, Solutions, Advantages, BHAG (Big Hairy Audacious Goal):

    Enhanced Automation

    Enhanced automation refers to the use of advanced technology and processes to increase efficiency and effectiveness in tasks or operations, such as sales support or sales personnel assistance.

    1. Use sales automation software: Streamlines processes, saves time, reduces errors and improves efficiency.

    2. Implement CRM system: Centralizes customer data, tracks leads, improves communication and boosts productivity.

    3. Integrate marketing automation: Automates lead nurturing, creates personalized messaging and increases conversion rates.

    4. Utilize chatbots: Provides 24/7 support, handles basic inquiries, frees up sales staff and improves customer experience.

    5. Adopt AI technology: Assists with lead scoring, predicts buying patterns, enhances targeting and improves sales forecasting.

    6. Invest in data analytics: Tracks sales performance, identifies trends, helps make data-driven decisions and drives sales growth.

    7. Utilize virtual presentation tools: Enables remote sales, engages prospects, delivers interactive content and shortens sales cycle.

    8. Implement mobile sales tools: Allows real-time access to sales data, improves communication, increases productivity and accelerates sales.

    9. Leverage social selling: Builds relationships with prospects, increases brand awareness, expands reach and generates leads.

    10. Provide sales training: Upgrades sales skills, keeps team updated on latest techniques, boosts confidence and motivates sales personnel.

    CONTROL QUESTION: Are there possibilities for automation or for enhanced support of sales personnel?

    Big Hairy Audacious Goal (BHAG) for 10 years from now:

    By 2031, Enhanced Automation will be the leading provider of Artificial Intelligence-driven sales automation solutions, revolutionizing the way businesses sell and increasing sales efficiency by at least 50%. Our goal is to completely transform the sales industry by seamlessly integrating advanced technologies with human sales skills, enabling businesses to achieve unprecedented levels of success.

    Through continuous innovation and strategic partnerships, we will offer a comprehensive suite of tools that enhance every aspect of the sales process. Our cutting-edge AI technology will analyze consumer behavior data in real-time, providing personalized recommendations and predicting customer needs, allowing sales personnel to tailor their approach and close deals faster.

    We envision a future where our platform automates routine tasks such as lead generation, prospecting, and nurturing, freeing up sales teams to focus on building relationships and closing deals. Our virtual assistant, powered by natural language processing and machine learning, will provide instant support to sales personnel, guiding them through every step of the sales cycle.

    Furthermore, Enhanced Automation will expand beyond traditional sales methods, incorporating virtual and augmented reality technology to create an immersive and interactive experience for customers. This will revolutionize the way businesses present their products and services, resulting in higher conversion rates and improved customer satisfaction.

    Our goal is not only to increase sales for our clients but also to raise the overall standard of the sales industry by promoting the use of technology to enhance human skills rather than replace them. With Enhanced Automation, sales teams will become more productive, efficient, and successful, driving significant growth for businesses worldwide.

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    Enhanced Automation Case Study/Use Case example – How to use:

    Case Study: Enhanced Automation for Sales Personnel

    Client Situation:
    A global technology company, ABC Solutions, was facing the challenge of reducing their sales cycle time and increasing sales revenue. The company’s sales team was overwhelmed with repetitive tasks, administrative work, and manual processes, leaving them with very little time to focus on selling and building relationships with clients. In addition, the sales team was struggling to keep up with the increasing demands of multiple products and services, making it difficult to stay on top of the competition. As a result, the company was experiencing a decline in sales performance and customer satisfaction.

    Consulting Methodology:
    To address these challenges, ABC Solutions partnered with our consulting firm, XYZ Consulting, to explore possibilities for automation or enhanced support for their sales personnel. Our first step was to conduct a thorough assessment of the current sales processes and the challenges faced by the sales team. This was followed by an analysis of the industry trends, best practices, and technological advancements in sales automation.

    After this extensive research, we proposed a three-phased approach to enhance automation for sales personnel:

    Phase 1: Process Optimization
    In this phase, we focused on streamlining the existing sales processes to reduce the time and effort spent on administrative tasks. We identified areas where automation could help eliminate manual tasks and make the process more efficient. This involved redefining roles and responsibilities, implementing better communication channels, and optimizing workflows.

    Phase 2: Implementing Automation Tools
    Based on our research, we recommended implementing a customer relationship management (CRM) system to automate various tasks, such as lead generation, customer data management, and sales forecasting. This would help the sales team to focus on building relationships and closing deals instead of spending time on data entry and tracking.

    Phase 3: Enhancing Sales Support with Artificial Intelligence (AI)
    In the third phase, we proposed the implementation of AI-based tools to augment the sales process. This included using AI for lead scoring and forecasting, chatbots for customer support, and analytics tools for data-driven decision-making.

    1. A detailed report on the current sales processes, pain points, and potential areas for automation.
    2. A roadmap outlining the three-phased approach, with timelines and key milestones.
    3. Implementation plan for the proposed CRM system and AI tools, including customization and integration with existing systems.
    4. Training and change management plan for the sales team to ensure smooth adoption of new processes and tools.

    Implementation Challenges:
    The primary challenge in implementing this solution was the resistance to change from the sales team, who were used to traditional manual processes. To overcome this, we conducted several training sessions and workshops to educate the team on the benefits of automation and how it would improve their overall performance.

    Another challenge was integrating the new CRM system with the company’s legacy systems. This required extensive customization and data migration, which had to be done without disrupting the ongoing sales operations.

    1. Increase in sales productivity: We measured this by tracking the amount of time spent on administrative tasks before and after the implementation of automation.
    2. Increase in revenue: A key metric to measure the success of the project was the increase in sales revenue, as a result of the sales team’s improved efficiency and focus on relationship building.
    3. Improved customer satisfaction: With the implementation of AI tools, we aimed to reduce response time and provide better customer support, leading to improved customer satisfaction.
    4. Reduction in sales cycle time: We tracked the time taken to close deals before and after the implementation of automation to measure the effectiveness of the solution.

    Management Considerations:
    To ensure the success of this project, it was important to have buy-in from the top management. Therefore, we presented our findings and recommendations to the senior leadership team at ABC Solutions, highlighting the potential ROI and the long-term benefits of the solution.

    Another key consideration was the cost implications of implementing a CRM system and AI tools. Our team conducted a cost-benefit analysis, taking into account the initial investment, maintenance costs, and potential returns to justify the investment for the client.

    The implementation of automation and AI tools resulted in a significant improvement in ABC Solutions’ sales performance. The sales team was able to focus on building relationships and closing deals instead of spending time on administrative tasks. This led to an increase in sales productivity, revenue, and customer satisfaction. The client also experienced a reduction in sales cycle time, leading to a competitive advantage in the market. With the successful implementation of this solution, ABC Solutions was able to achieve their goals of enhancing sales support and increasing revenue, making them a leader in their industry.

    1. Sales Automation- An A-to-Z Guide by Liz Dodd, TechTarget
    2. “The Benefits of AI-Powered Sales Automation” by Adam Honig, Forbes
    3. “The Impact of Artificial Intelligence on Sales and Marketing,” Harvard Business Review
    4. “The State of Sales Automation 2020” by Nancy Nardin, Smartsellingtools.com
    5. “Sales Process Automation: What You Need to Know” by Florence Gaillard, Gartner.

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