Technology has turned the sales function upside down. On the one hand, it has made selling more difficult because customers can often get most of the information they think they need online and tend to make buying decisions based on what they find. However, if used properly, technology can help sellers adapt by simplifying the sales process and making them more efficient and successful than ever before. Information such as product descriptions, customer reviews, and competitive comparisons are now widely available on the Web or through social networks. Corporate buyers are using this information to form opinions and narrow buying choices long before engaging with vendors.
When buyers do engage with a salesperson they expect fast responses that are precisely tailored to their organization’s needs. To respond effectively to these better informed and more demanding buyers, sales organizations and sales professionals need to change. They need to embrace social media to take advantage of relationships, and use technology to quickly respond to buyers. This paper presents Microsoft’s vision for sales organizations to use technology to close more deals with less effort. It provides concrete examples showing how successful sales leaders are transforming the way they sell with their Microsoft solutions.